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To: Jim McMannis who wrote (55516)	5/14/1998 4:07:00 PM
From: Lizzie Tudor	Read Replies (1) \| Respond to of 186894

I can't believe I'm hearing this: 4 years ago you couldn't pay someone to own a boxmaker. Suddenly now everyone wants to own one at any price. 4 years ago the boxmakers were not technology companies. They were pure manufacturing in the classic sense. Now, Dell especially has invested in logistical operations - and this investment requires just as much vision, design, mgmt as any engineering product. Its sort of like Intel going from memory to CPUs, the whole business model, valuation, etc. for these companies has changed. The caviat is that the application software vendors are now trying to produce general software that will help any company do what Dell has done. If they succeed - and they may not - then Dell valuation will decline. Michelle

To: Jim McMannis who wrote (55516)	5/14/1998 7:04:00 PM
From: Tony Viola	Read Replies (1) \| Respond to of 186894

Jim, Re:"DELL, number 3 in servers, has a try now and pay later policy already in effect." Thanks for this information. Try now and pay later is a sign of weakness, actually, vs. getting signed contracts in advance of sales. Of course, in these contracts will be "company XYZ will take delivery and accept and pay for computer/server ABC when it has been demonstrated to meet all the functional requirements, performance, blah, blah, blah." OTOH, I realize that the server market is relatively new and incredibly fast moving (thanks largely to Intel's CPU chips and the Internet). So, customers don't know as much about what they will be getting as with, say, a mainframe. They will therefore be more cautious. Tony