How will Novell differentiate itself among its e-business consulting and services competitors?
First, we will focus on different vertical markets [government, transportation, healthcare, others] where we can better understand the business of our clients. Secondly, we have a competitor [I won’t name] who is known to have less than best-of-breed products, but that integrates those products so tightly the company provides a convenience to the consumer. If we can tightly integrate the Novell products into a vertical market, we will have a competitive position. Novell has shown a lot of resistance to change in the past. How are you going to turn that around? I admire those people who have supported Novell technology over the years and have contributed to making Novell as successful as it is. We don’t have to abandon those technologies. We are going to show them a new way to grow our business. You have to get to know your clients very well. You work at the CEO level rather than at the technologist level. When you have a stronger relationship with your client, you find ways to create b
