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Strategies & Market Trends : Gorilla and King Portfolio Candidates -- Ignore unavailable to you. Want to Upgrade?

To: John Stichnoth who wrote (15752)	1/20/2000 10:48:00 AM
From: DownSouth	Respond to of 54805

Actually, John, our discuss has lead me to the "three market model". I had always considered ORCL a King, but you have convinced me that they are a Gorilla. But I couldn't explain MSFT's success until it dawned on me that there is more than one market. One confirming bit based on my experience--I used to sell a software solution aimed at the enterprise level. That software is Oracle based, so only runs on Oracle. So my approach to the market was to attack at the enterprise level, usually the CFO or VP of Real Estate. There I almost always found Oracle as the enterprise standard. (I consider use of MSFT SQL for F1000 companies at the enterprise level apps to be a misguided decision.) However, as the sales process got more serious, departmental and/or regional executives would become involved. I learned that I had to have corporate IT involved in these meetings, because these regional/departmental folks were almost always using MSFT SQL as their database engine, not even realizing that their corp financials, H/R, etc., were running on Oracle RDBMS platforms. Of course, the more computer literate ones in the group usually had an Access database running to keep track of the very data that we would be consolidating on my app up to the enterprise level where it was often mandated to the Oracle platform.