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

To: Melissa McAuliffe who wrote (1738)	3/28/1998 11:43:00 AM
From: Elmer	Read Replies (2) \| Respond to of 3033

Hello Melissa, A friend of mine, who is VP of marketing of a software company, told me that his company has leverage with its customers because he lets it be known that once his company's quarterly sales numbers are made, the product discounts are no longer available. If the customer really wants the product, he has to think very hard about playing the Gartner Group Game into the last week of the quarter. That game calls for holding out on the order as long as possible. Have you seen any of this when you sell deals? Any sense about how VNTV does it? Regards David

To: Melissa McAuliffe who wrote (1738)	3/28/1998 7:23:00 PM
From: Shege Dambanza	Respond to of 3033

...the stone age of software... What's that, Melissa? In case you didn't know, the Stone Age is called that because the primary technology used in that period was stone. In all seriousness, though, this is a relatively recent phenomenon (late 70's at the earliest). Prior to that software was usually bundled with hardware, and often proprietary. In the absence of real competition significant discounting to meet quotas was rare, and when discounting did it occur, it was for the whole bundle, or support/maintenance was given away.