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To: GP Kavanaugh who wrote (10160)	4/23/1998 10:25:00 AM
From: musicguy	Read Replies (1) \| Respond to of 34592

Thanks GP MG

To: GP Kavanaugh who wrote (10160)	4/23/1998 11:40:00 AM
From: Brent	Respond to of 34592

OVRL: It's an old news

To: GP Kavanaugh who wrote (10160)	4/23/1998 11:49:00 AM
From: Brent	Read Replies (1) \| Respond to of 34592

TAVA: Follow TM: PBS's Nightly Business Report on y2k may provide a boost.

To: GP Kavanaugh who wrote (10160)	4/23/1998 2:01:00 PM
From: Brent	Respond to of 34592

TAVA:Contract worth $6m: Contract is about 1200 sites, as per PR. Moreover, Humbly report, CR, regarding Wonderware and PlantY2kOne: Question: "What do you see in revenue for the future on your CD?" John Jenkins: "Well, the opportunity (let me roll it out that way for the moment), first of all when we sell tools, its a combination of the CD, which is sort of the key to the compliance data base - so there's our pricing model. But, basically ... $4000 for the CD. That includes the methodology and several support tools. Then to switch on and have access to the vendor compliance database, your talking about $5000 per site. The CD price is per seat. A company may purchase the CD, but that does not give them the right to use the CD throughout the organization. Each location the CD is used, the company must pay additional seat charges. Seat charges are very common throughout the software industry. So in a straight forward model, you've got somebody who buys 1 CD. He pays $4000 for that, he's going to pay $5000 for the vendor compliance data base access, and he's going to pay $200 per vendor compliance report. Most organizations that we're looking at on the small end of the quote average range would have at least 100 unique devices in their facility. So its 100 x $200 = $20,000. He buys some training along the way. You can get to a model that says between $30,000 and $35,000 on an average basis per individual facility. The total facility count out there is, on a conservative basis, between 70,000 and 100,000 facilities that have to address this problem. So its a very large number at the high end. We won't reach all those facilities and not everybody's going to pay retail price. When you sit at the table with somebody that's got 600 sites to address, there's a fair amount of negotiating pressure from his side of the table. But I think we've used a conservative number of about $20,000 per site for a straight up tool purchase by a client. I still think that number works and I have no reason to push it one way or the other at this point. The mix of tools and services is hard for us to pin down today. We've got a wide range. Some organizations have absolutely no engineering staff and they want to buy services wrapped around tools. Others have solid engineering staffs and are really looking at tools and projects. 70,000 - 100,000 Facilities need to Address Y2K on Plant Floor $4,000 CD Per Seat $5,000 Database Access per Site $200 per Vendor Compliance Report $2,000 Search Engine for Software" techstocks.com