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

To: David R who wrote (9540)	3/21/1998 8:45:00 PM
From: David Miller	Read Replies (2) \| Respond to of 10836

50 percent of its revenue from sales of enterprise products Statistics. If I decided to call every individual programmer an "enterprise" - which would after all not stretch the meaning of the word too much - I could determine a figure close to 100%. I would humbly suggest that the difference here is not in product, or even customer, classification, but in the market strategy and the resultant sales process. With the outsourcing of channel business, Borland's has shifted dramatically of late towards direct selling, and for volume in direct selling you need to sell a concept to an "enterprise" that generates i) multiple sales of your product and ii) a long term business relationship. This is the "shift to enterprise" that will determine longterm success, not whether an enterprise product has more features than a desktop one. david