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Technology Stocks : Security Dynamics SDTI -- How much money can they make?? -- Ignore unavailable to you. Want to Upgrade?

To: JAMES LEE BLAND who wrote (1088)	1/28/1999 8:30:00 PM
From: Cesare J Marini	Respond to of 1614

Also: a book-to-bill ratio "significantly above 1.1", which means they're bringing in new business faster than they can fill existing orders.

To: JAMES LEE BLAND who wrote (1088)	1/28/1999 8:39:00 PM
From: John F Beule	Respond to of 1614

If I may add a few points, and embellish others made already: Listening to Q & A: Smartcard product to be marketed this quarter. RSA has a good pipeline, and as far as new accounts, they used the phrase "shear numbers"....I LOVE that phrase! RSA/SDTI salesman will now be able to OEM across all product lines...so it looks like complete synergy is happening now. ISP sales increased 100%....and was stressed that this is a VERY strategic market for them right now. KEON initiative will start with certificates, followed up by 4.5, then later (early 3Q) 5.0 (which is getting tremendous response in beta right now). The big thing with KEON is it's frontward and backward compatable, so a user can buy it now, and add on as upgrades are announced. Competitors that are introducing like products are either too small, or lack the financial strength to carry this initiative through. operating margins were in the high 70's number AFTER the one-time charge of commissions. They had a problem of selling an in-ordinate amount MORE than the lowered quota model had anticipated....I wish I had that problem! The reason they lowered quotas, was to get entrenched in the ISP market, which they did, and now feel have a competitive advantage over others trying to get those accounts. That's the most I could glean from it. Hope this helps Goin' long John