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Technology Stocks : Novell (NOVL) dirt cheap, good buy? -- Ignore unavailable to you. Want to Upgrade?

To: PJ Strifas who wrote (30917)	4/4/2000 2:19:00 AM
From: PJ Strifas	Read Replies (1) \| Respond to of 42771

Don't know if this interview made it to the thread but here goes...shows Adams is looking for impact in 4 months. Regards, Peter J Strifas ------------------- Novell's Adams: Time is short for executing on new strategy By Scott Berinato, PC Week March 31, 2000 12:24 PM PT URL: zdnet.com Novell Inc.'s senior vice president of worldwide marketing, Steve Adams, took the company's BrainShare user group conference in Salt Lake City this week by storm. Adams, who joined the Provo, Utah, company from Citrix Systems Inc. last August, was the point man in delivering Novell's oneNet marketing strategy. The plan, an attempt to distance Novell from its legacy as the maker the NetWare file-and-print operating system, calls for delivering a slate of products and services related to Novell's eDirectory software and targeted for the dot-com user. The message was well-received by the Novell faithful, but Adams acknowledged that products must follow quickly. Adams sat down with PC Week Senior Writer Scott Berinato to discuss Novell's new DENIM (Directory Enabled Network Infrastructure Model) architecture and the pressure he feels to get new products out the door. PC WEEK: Why should customers believe Novell got it right this time? Adams: The feedback has been fairly unique; people are gravitating to this vision. I learned at Citrix if you talk about the model of the world and how you fit into it, you're lent more credibility. That's the upside. The downside is execution. People just want to see it happen. PC WEEK: What is Novell's time frame for delivering products? Adams: I look at this in 120-day increments. We have to show customer success stories around eDirectory in non-NetWare environments. We have to deliver full-fledged programs to channel partners. We have to partner around DENIM. All that has to happen now. And then we have to exit 2000 executing sales around non-NetWare products. PC WEEK: You've mentioned non-NetWare customers twice. Why? Adams: NetWare as a protocol engine -- it's still the best. But everyone knows what we can do in NetWare environments. We need to grow outside of that. PC WEEK: Does that include taking customers away from Microsoft [Corp.]? Adams: eDirectory vs. Active Directory [the directory in Windows 2000] is a tactical battle Microsoft would love to drag us down into. We will stay above that. There's no need. As long as we are cross-platform and they rely on Windows to run the directory, we will be ahead. You'll judge the strength and validity of our message by how much they start doing that stuff, how much they start waging those tactical battles. PC WEEK: Do you think Novell has overcome its NetWare legacy? Adams: I still answer every day why it will be different. I have a history to overcome, but I think we're almost there. And time; I don't see any time to relax.