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

To: Melissa McAuliffe who wrote (2436)	8/26/1998 8:55:00 PM
From: Geof Hollingsworth	Read Replies (1) \| Respond to of 3033

I don't think he was saying that no one (or even most) could close a complex sale, but obviously not enough could. The issue was explained as the sales process changing from a features/functions/price sale to a solution sale, and a lot of the sales force didn't see it coming and/or couldn't make the transition in time. He cited as an example finding out the last week of the quarter that a big order forecast to close in Q2 needed a signature from an executive no one had met and who was traveling out of the country and un-reachable. They did book the order this quarter, but everyone (from the sales exec through at least the manager level) should have known whose sigs were necessary, no? That being said, I still think the stock is very cheap here, but who's to say it won't stay that way for awhile?