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

To: David R. Doerr who wrote (2442)	8/26/1998 5:04:00 PM
From: Lizzie Tudor	Read Replies (1) \| Respond to of 3033

Well dont you think the Csco win was good? It shows at least somebody can sell software at Vantive. MH

To: David R. Doerr who wrote (2442)	8/26/1998 5:12:00 PM
From: Trader Dave	Read Replies (1) \| Respond to of 3033

There's always price cutting, especially for the larger deals. The question is it worse? If you look at sebl's results from last quarter, it looks like scopus sold zippo. So sebl cutting prices in CIS makes sense. They need credibility there. I think SEBL is still getting a nice premium in SFA. Clarify is starting to get a premium in field service and dispatch. I'd bet VNTV commands solid pricing due to their leadership in core CIS. But to win Cisco, I'd bet vntv dropped their pants in SFA. Why not? Kicking sebl out of csco would be a big deal. I'll do some checking on the pricing pressure in the industry, it makes some sense in the mature businesses like core back office. But in this young a market? Worth looking into. I'm somewhat skeptical of major increases in pricing pressure since the software capital cost is such a small percentage of total implementation cost. Usually experienced buyers of enterprise systems rank pricing on the order of 8th in total importance. (But of course on the last day of the quarter it becomes number 1. That's why having backlog and excess business can allow leaders like sebl to maintain pricing.) If pricing pressure is increasing, sebl is a table pounding short and nothing in the sector should be owned. TD