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

To: david thor who wrote (8593)	1/19/1998 3:05:00 PM
From: David R	Read Replies (2) \| Respond to of 10836

The article suggested taht results could be as early as this week. I think that we will get results tomorrow, and that they wil be fgavorable. I bought some Feb 7.5's in anticipation of a good quarter.

To: david thor who wrote (8593)	1/19/1998 6:10:00 PM
From: David Miller	Respond to of 10836

I guess I don't understand how FrontLine Now fits with companies like Ingram. Ingram are probably wondering the same thing. Is it going to operate alongside, i.e. make its living by accessing the topline distributors' customers? Or will it be an extra layer, i.e. selling through to the distributors? Whose responsibility will be "pull-through" marketing? It will be instructive to see the details. "Shrink-wrapped" product may be a declining piece of the revenue stream, but it still needs to be protected. Floisand's statement that "indirect sales will ultimately account for around 40% of revenue" is also interesting. Since that will be effectively "free money" (assuming Frontline Now will be doing channel marketing as well as manufacturing and distribution), that could be massively profitable. But I hope they know what they are doing. Messing with the channel can be a dangerous activity. There certainly appears to be much increased opportunity for channel conflict in the new arrangement - having a sales team out in the market talking to the same customers as Frontline Now's "corporate and value-added resellers" can reduce the popularity of your product with those same people. Borland's channel strategy has always struck me as somewhat confusing, no more so than right now. david