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

To: David O'Berry who wrote (31660)	5/17/2000 10:11:00 AM
From: Frederick Smart	Read Replies (1) \| Respond to of 42771

David.... >>Anyway, Novell is not in my opinion very customer focused right now based on the desire to find revenue to make up for the declining NOS moneys. We saw this with Zen for Servers before they finally caved and did what was right. I am sure some of this is tangential and has been covered by earlier posts but I have been so disgusted with NOVL I have not kept up with the board like I normally do.>> Unfortunately, the sales channel seems to have been placed in the middle of a catch-22: an environment which Novell's direct sales and marketing channel seems to have failed to provide the right mix of adjusted incentives during this transition as they wait for NDS, ICS, iChain, eDirectory, DigitalMe and the rest of these spinning tops to somehow coherently fit into this ONE vision supported by DENIM. So you end up with a scramble as sales reps see their bonuses evaporate with no new incentives to evangelize/serve up data and information for the new direction. Looked at from this "higher" perspective, process/procedure sales and marketing guys like Don should be licking their chops. It's all in the attitude and understanding. This DENIM-supported ONE vision should be HOT, HOT, HOT right now. Instead it's still trying to find a platform. Peace. GO!!

To: David O'Berry who wrote (31660)	5/17/2000 10:56:00 AM
From: kilo_watt	Read Replies (1) \| Respond to of 42771

The key to understanding this issue is that the SEs are a part of the Sales function, while Novell Consulting is not. Consulting serves to provide the net services solutions: they are the services glue that ties the various products together, or they do the customization. Consulting is NOT: Pre-sales or post-sales technical support. In that regard, Consulting and the SE's rarely work together. The SEs do the pilots and close the deals, then the consultants come in for design and implementation, finally post-sales support issues go to support services. You must think of Consulting as a profit center first, not as a sales resource. There is some speculation that this model will change a little bit, for the better.