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To: Dave O. who wrote (837)	10/25/1998 4:31:00 PM
From: cm	Respond to of 2339

Nope On One, Maybe On Two... I am utterly unconcerned with deal size, if only because of the SERIOUS MOMENTUM that ITWO is gaining. A CSFB report, prior to the CC, spoke of an "acceleration" towards them as ERP foes are in disarray and Manugistics SEEMS to be imploding, i.e., ITWO's sector leadership is becoming more like sector dominance. Deals of all sizes will be coming their way. A further note from the CC: their middle market dealer strategy has had some early hits, capturing what Sidhu refers to as "low-hanging fruit." It is my observation that ITWO will derive plenty of deals from that channel... as they spin their message (and packaged offerings) more and more toward the SCM middle classes. It is PRECISELY these deals that will most likely fall into the under $300,000-per area... despite the early returns which skew higher. As for the projections into 1999, sure, I DO have some concern there. I think what has yet to be fathomed is the full meaning of ITWO's now fuller, more rounded-out product offering... featuring EXE and integrating with IMI. Further, e-BPO is a wild card that I think will become much clearer by end of Q2 next year. And, as noted earlier, these observations aren't academic... I'm invested rather deeply here and for the LONG haul. Best Regards and Best Of Luck To All LONGS, c m