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Technology Stocks : TAVA Technologies (TAVA-NASDAQ) -- Ignore unavailable to you. Want to Upgrade?

To: Clayleas who wrote (6524)	11/25/1997 1:04:00 AM
From: Jack Zahran	Read Replies (2) \| Respond to of 31646

>> but what does TAVA get? A huge market all to themselves, with 100% margin from any serious takers. It would be interesting to see if Wonderware actually is paying for any of this. I seem to recall that the CD being distributed was limited in functionality. If the client likes what they see and wants to fully utilize it, they'll need to pay up. It's the old blanked bombing technique. Notice Scott's e-mail points out that Wonderware was eager to be first before its competitor's to offer a complete solution. Any and every serious competitor to Wonderware will need to bundle TPRO's CD with their offering since no one else has an alternative offering. This is already happening in principle as can be seen with the AON alliance (although AON is not a direct competitor with Wonderware, but again maybe now they are with respect to Y2K Solutions). More are on the way. (I'm sure)!

To: Clayleas who wrote (6524)	11/25/1997 8:14:00 AM
From: Zebra 365	Read Replies (1) \| Respond to of 31646

Jim I agree with your comments. I doubt that Scott was intentionally dancing around, I'm sure this is getting to be a very busy time for him. I intend to let this SI (and AOL, thanks TMex) post on the CD price structure catch a few more comments today, then I will E-Mail Scott again tonight with a summary of our questions, in order to consolidate, and make a more efficient use of his time. This will be clarified. I agree that this $2000 search engine fee is new to me also, and was not mentioned in the CC. I assume the CD is the search engine, but that still does leave the question open as to what constitutes a "seat". And I do think he missed my point a little in that I really never thought that Wonderware was getting these fees, but I figured that TAVA was forgoing some upfront revenue in order to have no resistance (from Wonderware clients) to the initial distribution by Wonderware. We have to also realize that pricing is negotiated and always a somewhat sensitive topic, Scott may not want to get too specific, as this could reduce TAVA negotiating ability in the future. We certainly don't want to interfere with operations in our quest to be well-informed. Zebra