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

To: Trader Dave who wrote (1957)	5/1/1998 9:36:00 AM
From: Melissa McAuliffe	Read Replies (2) \| Respond to of 3033

TD, You raise an interesting question. WHY are sebl's deals so much larger? And why do vntv's deals start so much smaller? If I were running sales at vntv, this is something I'd definitely be taking a very hard look at. Maybe it's a question of needing to reassess the sales strategies currently being executed. Plus, think what this is doing to their cost of sales. You expend a comparable amount of resources to get a large deal as a smaller deal. That's why so many companies use alternate channels to sell to the middle market...deals too small to justify high selling costs. Not that vntv is necessarily selling to low end customers. Just using that as an example.