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

To: Mike Buckley who wrote (28582)	7/24/2000 8:50:46 AM
From: DownSouth	Read Replies (1) \| Respond to of 54805

Mike, AS400 customers tend to cover the mid-tier spectrum. A single AS400 is often the "mainframe" for the low-end of mid-size companies. Multiple AS400s distributed to regional offices is common at the high end. I wish I could put some numbers, in terms of employees or revenues on this, but I cannot. I will tell you that what tends to drive AS400 sales are prepackaged software solutions that run (only) on that box. The AS400 architecture has been around for more than a decade and IBM has done a good job of building a software value chain around this product line and holding on to those customers. Much of the AS400 sales are driven by Value Added Resellers (VARs) who add solution software to the box, which is what the customer is really buying. Hope that sheds some light.