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Technology Stocks : Vantive Corporation -- Ignore unavailable to you. Want to Upgrade?

To: Stewart M. Swenson who wrote (1736)	3/28/1998 7:27:00 AM
From: Glen Abbey	Respond to of 3033

Bookings but you can sell your receivables to accelerate the revenue as required.

To: Stewart M. Swenson who wrote (1736)	3/28/1998 10:01:00 AM
From: Melissa McAuliffe	Read Replies (2) \| Respond to of 3033

Stewart, The last two days of the quarter are when every sales rep, manager and often the CEO is running around frantically trying to get contracts signed. I can't tell you how many New Year's Eve's where I was still negotiating contracts at 7PM or later. Granted, that was a year end but quarter ends are not all that different these days. It would be nice to think that all the deals were done and the quarter made before the last day but in reality this is the exception vs. the norm. Many companies have tried to find ways to manage this better but I don't know that there has been a tremendous amount of success in this area. This has been like this since the stone age of software, IMO. The only way I know of to try to manage this is to have the "sales" quarter end in a different month than the actual financial quarter end. I don't know whether or not VNTV has done this but I don't think so as this is not the norm. The only time it would be a question of bookings vs. revenue is if the company already has its numbers made...then it would be simply a sales booking issue. A happy problem for a company but again,very very rare IMO. Melissa