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To: Constance K. Landis who wrote (489)	11/7/1997 7:27:00 AM
From: Jay Morrison	Read Replies (1) \| Respond to of 665

<<By the way have either of you ever talked to Kessick (sp)?>> That is the secret to figuring out this company. You need to avoid talking to Kessick. <<The 10% formula suggested seems rather low to me, especially given the "new" definition of "Pipeline". Even from the street, general sales wins rate as good a percentage.>> 10% of the pipeline will convert in the next quarter. Geroge Forges, the CFO, said that of the total pipeline, about 50% will eventually be closed and converted to revenue. To me, that indicates that US sales will be better than $40 million over the next year. The pipeline will continue to grow larger because Sybase and Intergraph are just now coming online. The 10% figure was used to describe contracts that could drop at any moment or are at that final stage. Jay