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Technology Stocks : BORL: Time to BUY! -- Ignore unavailable to you. Want to Upgrade?

To: David R who wrote (7261)	11/11/1997 6:47:00 PM
From: David Miller	Read Replies (1) \| Respond to of 10836

>>BORL is not getting away from its traditional area of competence at all.<< David, I was referring to their traditional management competences, not their technical competences. Borland has previously sold its development products through wholesale channels into the retail market. The new price point of $45,000 requires a departure from this turf. This not only means recruiting a new breed of partners, but also making sure that they don't upset the existing relationships - which are making the bulk of their sales right now. A company that inhabits the enterprise development patch right now is Forte. They have a two-year head start on Borland, have combined direct selling with the recruitment of VARs and ISVs, and have also tackled the next level of problem that these tools create, which is deployment management. If you look at the model they have created, the business it generates (both in type and volume), the mix of their revenues and their customers' profiles, you will get a sense of the management challenge that Borland faces in this area. The first and most obvious question is, does it have the right mix of skills in its management team even to understand the problem? Please understand, I'm asking the question, not trying to answer it.... >>BORL is making the right choices<< We are in total agreement on this. My only observation is that (and this is where my Corel and Informix analogies click in) there is more to success than a good strategy. Borland has proven itself to be able to reinvent itself into a player in the enterprise market, but has yet to prove itself capable of addressing the daily management challenges that they will necessarily face through this reinvention. david