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

To: DownSouth who wrote (33890)	10/27/2000 1:01:22 PM
From: mtnlady	Respond to of 54805

"I'll bet you often do not get paid up front or shipping when you make major sales to strategically important customers" We always sold our software for at least a quarter up front. We had no intention of not getting at least 1/4 to 1/3 'up front' otherwise you are at the whim of the customer (i.e. they can jerk your chain until kingdom come with 'necessary' mods and never see a dime of the deal). Usually it was 1/4 at signing and another 1/4 upon shipment. The rest of the deal was structured around successful load and initial test of the software. The final portion was based upon final implementation. Implementations take so long that you would never want to base your deal on the final - end user - implementation.