Silicon Investor (SI) -- The First Internet Community

STOCKTALK

We've detected that you're using an ad content blocking browser plug-in or feature. Ads provide a critical source of revenue to the continued operation of Silicon Investor. We ask that you disable ad blocking while on Silicon Investor in the best interests of our community. If you are not using an ad blocker but are still receiving this message, make sure your browser's tracking protection is set to the 'standard' level.

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

To: Lawrence P who wrote (9378)	3/9/1998 9:26:00 PM
From: Mark Bracey	Respond to of 10836

That's a good question. I read the article and it quotes the 'Gartner Group' which is very much pro Forte (see the FRTE thread on SI). What are the magazines associated with Enterprise development that most CIO might subscribe to and is BORL advertising there? Communication is the key. One of the problems is probably due to the sales force. Believe it or not, most sales guys don't have a clue to what the product really does. They are just there to push and prod or call the Application Engineer to get them to explain the details. And FAE's are another problem. Most AE's are either not experienced enough, or are not good enough communicators to effectively communicate the information in a way which promotes the sale. The are usually too much influenced by the 'gee whiz' of the product and are not cognizant of what has to be said to really influence the sale cycle (speed it up). Marketing is typically incapable of providing the road map so often the Sales/AE team is left to flounder. I've read that the BORL website is one of the 10 ten web sites on the web (for software developers?) so this is an opportunity for BORL. Del, if you are reading this. It is not safe to assume that a CIO or even your above average software developer is going to be able to take the link you've given on your web page (to this article) and associate it with a real cost savings that your tools are supposed to provide. I've met enough engineers to know that you have to hammer this information in to get them to come to the realization. You might want to provide beyond the link, a BORL editorial with facts and figures based on an Entera installation to show the real savings that can be achieved.