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Technology Stocks : INFORMATION ANALYSIS (IAIC) - YEAR 2000 Date Remediation -- Ignore unavailable to you. Want to Upgrade?

To: cage who wrote (1707)	6/24/1998 9:29:00 AM
From: RikRichter	Respond to of 2011

Y2K Remediation Prices Rising; CA a Beneficiary cbs.marketwatch.com

To: cage who wrote (1707)	6/24/1998 9:31:00 AM
From: Bob Trocchi	Read Replies (1) \| Respond to of 2011

To All: Good news. Regards Bob T. >>Company Press Release Major Israeli Medical Center Chooses Computer Associates and Information Analysis for Year 2000 Products and Services>> biz.yahoo.com

To: cage who wrote (1707)	6/25/1998 1:21:00 PM
From: _scott	Read Replies (3) \| Respond to of 2011

Joe: I had the following email exchange with Neal Sanders: On Monday, 6/22, I wrote: Neal, Yesterday's PBS-TV's (Boston), "John McLaughlin's One on One" dealt with Y2K Problem. Present were Sen. Robert Bennett (R.-UT), Chairman of Senate Committee on Year 2000 Technology Problem---and Peter DeJager, Year 2000 "Guru." Take-home Points: 1. Year 2000 Problem will be an immense crisis, first manifesting itself in last Q. of 1998(!!) 2. No "silver bullet" software exists---most remediation will have to be done manually. Will you please summarize for several investors at Silicon Investor and Yahoo's IAIC message board how IAI is exploiting such opportunities (Sen. Bennett's Committee meets almost within sight of the IAIC office) ? Thanks, Scott And I just received today (6/25) the following reply: Scott: Thanks for your note and the heads-up on the McLaughlin show. I would like to have Peter deJager's frequent flier account. How do we exploit the opportunities? If you mean the political opportunities, e.g., appearing before Bennett's committee, that's not our style as a company. It isn't that we don't have eloquent spokesmen (Kevin Coyne looks and sounds like he oughta be in pictures); it's just that the sharp, articulate people also are putting in 80 hour weeks developing code or managing the business. Given the choice between getting code out on time and being the 211th person to decry the government's lack of preparedness, we'll opt for the business over the showmanship. If, on the other hand, exploiting the opportunities means taking full advantage of the Year 2000 business to be done, I don't think I can put a coherent answer into just a few lines, but here's an outline: 1. We are leveraging CA's client base. If IAI has done one thing more intelligently than any other company in this field, it is that we recognized that this is not a go-it-alone business. Our association with CA gives us a presence that we could not otherwise have. 2. We have stayed above the fray by targeting premium-priced languages. There are perhaps two dozen tool vendors targeting IBM COBOL. They do so with good reason: IBM COBOL is the Atlantic and Pacific Oceans of code. Unfortunately, there is insufficient technical differentiation among vendors, do the gating factor becomes price... hence COBOL remediation at five cents a line. By contrast, we're in that warm Caribbean Sea of CA languages and UNISYS COBOL. Let's be clear: remediating ADS is harder than tackling MVS COBOL. That's why it is worth a premium to be done well using a good tool. 3. We're in a world-wide market. Again, this is courtesy of CA. We would never have known of the Sheba Medical Center at Tel-Hashomer, Israel had it not been for CA's sales organization. CA hires pros; they know where their code is used. 4. Our solutions factory approach gives us a hybrid sales tool. When IAI drew up its business plan for Y2K, it was expected that the preponderance of sales would be of software licenses directly to organizations and of blocks of code to professional services firms. Instead, corporations and government agencies appear to lack the "bandwidth" to tackle the problem in-house. They want it done by professionals. "Professional services", i.e., our solutions factory, represented 50% of Q198 revenues. That ratio is likely to hold -- or even tilt in favor of professional services -- with successive quarters. 5. We are flexible. Granted. most small companies are, yet a suprising number appear incapable of deviating from their business plan. We demonstrate that flexibility in a number of ways, the most obvious being creating a large services infrastructure. We're also tailoring products to meet the requirements of certain markets. Does this help? Neal Sanders To which I just wrote back: Thanks Neal, Yes, that helps alot! And I'll post our entire exchange on SI's and Yahoo's messg. boards, re your concern about posting miss-infomation. Scott