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To: Mohan Marette who wrote (833)	10/25/1998 12:48:00 PM
From: cm	Read Replies (2) \| Respond to of 2339

Mohan, A Little Yes and A Little No... As I am in ITWO for the long haul, I appreciate the conservatism of Sanjiv and the CFO... ("Sanjiv and the CFO"... sounds sort of like a sitcom.) I do take your point about the way they "handle" analysts. The CFO is the king of dead pan. Sanjiv is very gentle, though intelligent, in his presentations. My only problems this go-round were two issues... * The "flat" year projection. I would rather there have been NO COMMENT about next year until planning and budgeting were complete rather than ANY, even a reiteration of something said earlier. There is a kind of absurdity in this whole deal... the absurdity that a projection would be BIBLE in any case. * The "marquee" deal BS. Historically, a LOT of software companies have made their quarters through MARQUEE deals. And ITWO is no exception. Given advances into new territory through MRO deals as well as the whole e-BPO initiative... and overall SOP (my acronym for SIZE OF PIPELINE), I'm not concerned about the MARQUEE issue, AT ALL. They have a 6-9 month sales cycle, which is fairly typical if not a little on the quick end of things. e-BPO will capture some low-hanging fruit in their install base. We have yet to even begin exploring the possibilities of the IMI deal... which sounds like an end-around the entire necessity for ERP. I think these issues could have been dealt with better. And one might have had every reason to assume a little bit of an adversarial tone going INTO the CC by virtue of just how far the stock had fallen. In other words, I'd have gone into it wearing all sorts of protection... and armed for ANY perceived vulnerability. But, that is MUCH EASIER SAID than done. And, as I have said on a variety of threads now, I thought the TONE couldn't have been much better. I have long ago wearied of a certain rah-rah, happy horse hockey that pervades many lesser company CCs. Best Regards, c m

To: Mohan Marette who wrote (833)	10/25/1998 2:00:00 PM
From: Melissa McAuliffe	Read Replies (1) \| Respond to of 2339

I just read the recent posts about the cc. Though I agree they could use some training on how to manage the analysts, I think they could also use some help on how to sound enthusiastic and excited. I was looking forward to listening to their cc. So I decided to turn on the speakerphone, put my feet up and just relax while I was listening. I actually fell asleep in the middle of it somewhere and now have to go back and start from the beginning because I think I missed at least half of it. It wasn't that I wasn't interested........it's just that Dave Carey speaks in a complete monotone and Sanjiv is so damn low key They have such a great story to tell. . ...I just wish they'd learn to tell it better. They have to be able to sell the investment community on the company and it's future prospects. And I don't know many successful sales people who can't generate some excitement and enthusiasm. Though I'd rather be invested in a company with a great future where the biggest problem is that the CFO and CEO could use some training vs. the alternative. Hopefully they'll get better at this going forward. The best thing they could do would be to a) listen to cc's from other companies b) go back and listen to their cc and then c)hire someone to work with them on this.