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| Authored by: foulis on Wednesday, May 08 2013 @ 02:12 PM EDT |
<p
align=right><b>PLAINTIFF'S<br>EXHIBIT</b><br><u>
;1373</u><br>Comes v. Microsoft</p>
<p align=right>Depo. Ex. 1330<br>Depo. Ex. 2740</p>
From pcmgatel!russs Sun Jul 12 10:25:11 1992<br>
From: russs<br>
To: paulma<br>
Cc: russs, bradc, bradsi, jonl, richt<br>
Subject: RE: remainder to write - (long)<br>
Date: Sun, 12 Jul 92 10:18:00 PDT<br>
X-Mailer: Microsoft Mail V3.0<br>
Status: RO</p>
From the PC Week article and our sniffing it seems Novell is preparing a strong
attack in corporate accounts, the LAN reseller and OEM channel based around 2
new products:<br>
- NetWare 4.0 client shell which includes 4.0 API and peer services<br>
- NetWare Lite 2.0 built around 4.0 client shell with Windows UI</p>
*Novell is going to have a powerful story in corporate accounts revolving
around:</p>
- the fact that they have more connectivity options. This is there[sic] current
ad campaign. They are stressing Univel and that they connect DOS, Unix,
Windows,.... They claim to even be putting NetWare Lite 2.0 on Unix.</p>
- their admin story. They will tie all the domain admin functions to the NetWare
4.0 client shell via API (like directory service wksta backup). They will claim
an advantage for backing up, s/w distribution, etc. We know this functionality
is coveted by corp MIS. If it is real and works, it will constitute a strong
reason for MIS to consider Novell's desktop solution.</p>
It is risky for them though to say their admin stuff is incompatible with
MS-DOS. More likely they will push DR-DOS, but not build technical dependencies
on it and concentrate on getting 100% of desktops with NetWare 4.0
shell.</p>
* In OEM channel they will compete on price. The bundling of NetWare 4.0 shell
or NetWare Lite 2.0 plus DR-DOS will be compelling, not only because of price,
but because it reduces buying and pre-installation costs for OEM. As long as
"MS-DOS is the standard" argument works, we have leverage, but if the
dam breaks with one major OEM pre-installing net ready PCs with DR-DOS/NetWare
4.0 it is a big threat.</p>
* In LAN reseller channel they will push hard with DR-DOS and NetWare Lite 2.0.
Here the customer often has no influence/doesn't care which DOS gets installed,
it is purely a reseller choice. Since these resellers are in Novell's pocket it
is very tough to compete with a low price, and a strong product that they market
heavily.</p>
What we should do:<br>
- crank DOS 6.0/DOS 7.0/Chicago PR. I would position these as a logical
succession of soon upcoming products. The obvious thing to do is plug Chicago
DOS-Windows tie-in. We should also plug the Windows integration in WFW (UI,
VxDs) because they can't duplicate these. The risks to this kind of strategy are
that we obsolete DOS 6.0 before it ships, and/or Chicago looks too closed (my
feeling is that even though corp accounts don't want DR-DOS they don't want us
to make Windows dependent on MS-DOS. Its a competition thing - they want to know
that Novell can compete. We may get push back on Chicago because of this.) Even
with these risks we may have to play the Chicago card sooner rather than
later.</p>
- put together a convincing admin story for corp accts based on NT domains, NT
registry, Win Login, Hermes, Cario admin APIs. We have not articulated how all
these pieces fit together. We can do the PR part of this, but even more
important is getting the sales force in the face of MIS. This should</p>
<center>MS-PCA-1180507<br>CONFIDENTIAL</center>
<p
align=right>PLAINTIFF'S<br>EXHIBIT<br><u>798</u><b
r>No. 2:96CV645B<br><br>MS
5040221<br>CONFIDENTIAL</p>
<hr>
<br>
be pulled together and presented at NSM in August so field can hit the road. We
must do soon because LAN standardization can occur rapidly if accounts buy into
the Novell admin story.</p>
- do a Web deal, get a NCP VxD on 3.1, get strong NetWare client/server support
on NT. Novell will beat on fact that client in WFW is "old" technology
and doesn't support directory service API, etc. I personally think this is the
biggest PR and corp account risk we have. They will completely take away our
Novell connectivity story if people buy into their position. I don't understand
our directory service API strategy anymore, but at a minimum we have to concoct
some story about how WOSA will connect to their ds (hopefully in Chicago time
frame). DS is the corp acct admin holy grail (with some reason) and for accts
that move to NetWare ds the NetWare client in WFW will bo not only inadequate,
it will be worthless.</p>
- one good thing coming out of this: Novell is apparently going to say that peer
services has a role in corp accts (see PC Week). It will be a big help for them
to legitimize peer services. The way we take advantage of this: ship product
first and have a peer soln to sell before they do. We must ship WFW in
October.</p>
<p align=right>MS 5040222<br>CONFIDENTIAL<br><br>MS-PCA
1180507<br>CONFIDENTIAL</p>[ Reply to This | Parent | # ]
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