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To: PCSS who wrote (640)	2/23/1998 11:18:00 AM
From: Arrow Hd.	Read Replies (1) \| Respond to of 1069

I want to commend your recent posts for their content. Interestingly, the way I found my way to ISLI was a Barron's article last year where an fund manager touted ISLI for exactly the reasons you have posted. I have been disappointed that it has not received any attention since then with any of the Y2K articles. This weekend's Barron's was the perfect place to highlight ISLI as a service provider, who also has tools and other growing business areas. Anyway, what is key long term is that the Y2K solutions will not only be great revenue and very profitable but it is a foot in the door for continuing post Yr. 2000 contracts for their other products. The dollar avoidance in marketing and sales expense that would have normally been incurred by having to knock the door down to get into a lot of these accounts just wont have to be incurred because they are being pulled into these enterprises for their Y2K expertise. Being pulled in, getting paid for their services, demonstrating quality and competence, presenting their other offerings, generating rapport, becoming an incumbent, etc. all without the productivity drain of knocking on doors and responding to RFPs is a tremendous opportunity. Steet analysts are rarely actually from a technology company. I know enough of them to realize that they have never made quota, sold any software or hardware, or understand the dynamics of marketing and enterprise relationships. So, unfortunately they influence scenarios in the wrong direction and it takes time to sort out the truth and correct direction. This is the age of misinformation and it is not enough to be right on the issues but right at the right time. So we have a wait here but everyone I know who is following ISLI is puzzled and cant figure out what happened. It will take some time for things to settle down and when that happens money will start to flow back in.