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Technology Stocks : Gorilla Game

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To: Shane M who wrote (345)	1/14/1999 12:49:00 AM
From: Michael Watkins	Read Replies (1) of 387

Actually I am one of the few that has not read Moore's book. So take my response in context. The DM/KM market is relatively small and immature. Documentum has a business model that looks much different than the others. From the outset they decided not only to build core technologies but to fashion complete business solutions from their core and strive to dominate particular markets. In phara app approvals they dominate for example. high tech manufacturing they are quite strong. Finance is another target. They do much of the work themselves, reluctantly partnering and only with the biggest of the big consulting firms. Their model is currently the envy of the other major competition - FileNET (FILE is much bigger than DCTM). FILE is moving to emulate them in some areas but will probably fail because of legacy relationships wtih third party integrators etc. DCTM has no legacy to look back on. They have shown consistant revenue and earnings growth. They do not disappoint. The types of solutions that they deliver are high value add. We are not talking 'optional infrastructure', like a nice to have upgrade to Outlook or something similar. Orgs invest in this stuff because of tremendous ROI. Other competition includes FileNET (FILE), Open Text (OTEXF), PC DOCS (DOCSF). There are a host of smaller players. The other aspect of competition at the raw technology level is Microsoft and Lotus, who each in different ways are adding more and more DM capability into their core offerings. This is unlikely to impact DCTM anytime soon. OTEXF and Lotus and Microsoft may increasingly fight out for the lower end commodity market (which currently doesn't exist). Once one of these solutions goes in, they never come out. Customers come back for more and that shows up in their revenue stream and press releases. To the extent that there is much pain to switch out one of these systems, you could consider their technology proprietary (like all the others). I'm in the DM business and compete against DCTM at this time. My geography doesn't support them as well. Best of luck, Michael

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