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To: Mike Buckley who wrote (24533)	5/12/2000 12:06:00 PM
From: Bruce Brown	Read Replies (2) \| Respond to of 54805

Wagnerian Buckley wrote: I'm surprised to see that Moore says the B2B exchanges have not yet crossed the chasm. I don't follow the space enough to have an opinion, but I had the impression that most people here feel that companies such as Ariba and Commerce One are already in the tornado. Bruce and anyone, your thoughts please? Mike, I've been busy the past few days and here's the link why: planet.i2.com I had the extreme pleasure of absorbing everything the following people said about two of my favorite application software vendor investments. My emotions aside, I think there are plenty of signs of what Siebel and i2 are heading towards over the next decade to solidify my investment money in these two. Sanjiv Sidhu, CEO of i2 Greg Brady, President, i2 Paul Wahl, President and COO, Siebel Systems, Inc. It was really quite an experience (except so many European businessmen smoke which kept me hacking most of the time). Let me briefly address Moore's words after listening and observing over the past three days. In terms of your question about the trading exchanges, I think we can say that the 'sign up' period of getting the customers signed up for the various exchanges and the jockeying for position between i2, Oracle, Ariba and Commerece One is well under way. In fact, the actual 'sign up' process is well past the chasm. Not the revenues yet, but even some that I would consider 'pragmatics' are getting into position for the exchanges. Even the US Government. In terms of the classic rules of chasm, bowling alley, tornado - Moore's words are fairly accurate. Keep in mind that these exchanges are currently being set up and the application solutions being put into place. As we move through the next year and the exchanges really start to function and we see what the savings are for those participating, there is going to be a real stampede for all sorts of businesses to 'get in' on the savings and new way of doing business over the Internet through these exchanges. The wife is yelling at me to get in gear. We're going out to eat with the kids. Hopefully, I can get back over the weekend to post more about the conference. BB

To: Mike Buckley who wrote (24533)	5/13/2000 3:02:00 AM
From: BirdDog	Read Replies (2) \| Respond to of 54805

I had the impression that most people here feel that companies such as Ariba and Commerce One are already in the tornado. Bruce and anyone, your thoughts please? This is really a tough question. Geoff's article is somewhat of a relief to me, since I have had a hard time focusing on the sector. There is a whole lot to this sector...and very little has been settled on a definite path. Just for instance...I just received ICG's annual report where they refer to VerticalNets as a Horizontal net company...It is actually true as their successes are in the horizontal exchanges. I have divided the B2B sector into 4 different categories. 1)Software 2)Services to the traders. 3)Horizontal Exchanges/Nets 4)Vertical Exchanges/Nets I would definitely pay attention to Geoff when he talks about the exchanges needing to add depth. He is in there and gets information we can't. The best I have come up with in many instances is only frustration at not finding conclusions. I think this whole sector definitely has a long way to go. What has already happened has happened with alot of fanfaire. And not a whole lot that is expected to happen, has. You can also bet that just because an exchange has been set up, doesn't mean it will succeed. I apologize that I have not given you a better answer. Me and my tiny little mind are supposed to have already gotten out a Hunt on ARBA. I am sure when I do get it to you, that it will be inadequate, and am beginning to believe that anything soon will have to be inadequate. I would like to believe that ARBA has crossed the chasm with software...I also believe, that software isn't the end in itself, in deciding if an exchange will work, or the company succeed in B2B, with the expectations given a "B2B exchange company". There is a whole lot more that needs to go into an exchange for it to succeed. There is alot unanswered here. Also there is alot unanswered simply because Geoff is right and this sector as a whole hasn't crossed the chasm...I can trust that ARBA is one of the best bets in B2B investments right now. raple@Ihopethisdidntjustsoundlikeabunchofbull