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Technology Stocks : The New QLogic (ANCR)

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Aug 24 5:00 PM EST

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To: Craig Stevenson who wrote (16964)	6/30/1998 10:34:00 PM
From: Greg Hull	Read Replies (1) of 29386

Craig, <an unwillingness (initially) to deliver what customers wanted> How would Ancor be doing today if the Mk II, in its present state, existed in 7/96? Would they still have the Sequent business, or would Brocade have been able to buy the business anyway? Would Sun have announced the award of the switch business to Ancor by now? Would Ancor have any more LAN business than they have today? My impression is that the buyers are setting the pace; there is no pent-up demand for FC switches waiting for the switch designs to catch up, with the possible exception of a switch that costs $500/port. I'm not close enough to the industry to know, but my impression is that sales is a bigger problem than marketing. Rather than having the wrong product (bad marketing), my ill-informed assessment is that they haven't had the right people/approach pitching the product to the right people (bad sales). It may very well be that customers are rejecting the Mk II for the lack of certain features, but I don't think there is any public documentation of this. Why is everyone choosing the Silkworm? Greg

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