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To: Shroder Wertheim (Hijacked) who wrote (9097)	2/12/1998 2:27:00 PM
From: marq	Respond to of 10836

Shroder, You wrote: "Things Del should pay attentions are (1) Do not let Desktop version sales slip too much, it is almost free money, just repackage. Desktop increases the visibility. " You're totally right about the desktop versions. I hadn't thought about that. I always buy the cheapest version (IntraBuilder, JBuilder...) to start with, then find clients who need the client/server version, and have them buy the full version for their site. I buy lots of tools this way, b/c there are many tools to keep track of. Plus, it is name-recognition. Netscape got famous having their product on everyone's computer. When they lost that, their gig was up. m

To: Shroder Wertheim (Hijacked) who wrote (9097)	2/12/1998 6:03:00 PM
From: Delbert W. Yocam	Read Replies (5) \| Respond to of 10836

Shroder: (1) We will continue to deliver our development tools in a "Professional Version" for the independent developer. These guys have been with us for years and are bringing their friends into the fold. The "Desktop" remains important to us. (2) We are telling our story to anyone who is willing to listen. Unfortunately, it is difficult to get national attention. However, we do get a lot of industry attention. You can find us in most industry mag's, newsletters, and newspapers. (3) It certainly is one of our goals to increase operating income. Remember, we are in the fifth quarter of what I believe will be an eight quarter turnaround. We have thus far achieved four quarters of revenue growth and three quarters of operating income growth. Year one of our turnaround can be characterized by a return to stability, profitability and revenue growth. Year two will be one of a new strategy - our Information Network strategy, a new direction - to the Enterprise, and a new acquisition - Visigenic. We are excited and pumped about what we are doing. Del Yocam