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Technology Stocks : All About Sun Microsystems -- Ignore unavailable to you. Want to Upgrade?

To: rudedog who wrote (24207)	12/7/1999 11:51:00 AM
From: Thomas Mercer-Hursh	Respond to of 64865

it seems to me that I'm hearing more noise from IBM I'm fresh back from a Forte Partner Summit and one of the statements made there was that IBM was the one other company who could pretend to have as many pieces of the puzzle ... note the importance of "pretend". Also, the product manager for Fusion talked about the contrast between a couple of different presentations he had been involved in. In one, it was basically the standard spiel about what the product could do and the reaction of the audience was less than overwhelming because they had just heard a bunch of claims from other vendors and it was hard to tell what was real from the claims. In the other, they listened to the prospect's problem, probed to expose all the nasty bits, and they summed up by showing how Fusion could actually handle all that and the reaction was overwhelming. High tech marketing has had this problem for years and years -- exhausting all possible superlatives and often de-coupled from reality. Depressingly often, a good marketing program will succeed for a surprisingly long period with relatively little behind it in the way of product. But, this is not to say that product is irrelevant. Sun has the money and the name to create exposure for Fusion and the product has what it takes to create success story after success story. I think that will win out in the end.