Our Webload And WebRM Products Are New And It Is Unclear If They Will Achieve Market Acceptance. We do not know if our WebLOAD and WebRM products will be successful. The market for software that enables companies to assure the performance of web applications is in its infancy, and we are not certain that our target customers will use performance software or our products. In addition, in February 2000, we introduced WebRM, which we anticipate will be a critical element in our future commercial success. Even if our products provide effective solutions, our target customers may not choose them for technical, cost, support or other reasons. If our products do not achieve market acceptance, our business will be harmed. We Face Significant Competition From Other Technology Companies And We May Not Be Able To Compete Effectively. The web application performance and testing solutions market is intensely competitive, subject to rapid change and significantly affected by new product introductions and other activities of market participants. Our primary competitors include companies who mainly offer application-testing software, such as Mercury Interactive. In addition, we compete against companies that provide a broader spectrum of development tools that include some verification functionality, such as Rational Software. We expect that competition will intensify in the future and that additional competitors will enter the market with competing products as the size and visibility of the market opportunity increases. Increased competition is likely to result in pricing pressures, reduced margins and may result in the failure of our products to achieve or maintain market acceptance, any of which could have a material adverse effect on our business, results of operations and financial condition. Some of our competitors have longer operating histories, better brand recognition, a larger installed base of customers and substantially greater financial, technical, marketing and other resources than we do. In addition, we anticipate that there will be continuing consolidation in our market. Consequently, our competitors may be acquired by, receive investments from, or enter into other commercial relationships with, larger, well-established and well-financed companies. Therefore, they may be able to respond more quickly to new or changing opportunities, technologies, standards or customer requirements. Many of these competitors also have broader and more established distribution channels that may be used to deliver competing products directly to customers through bundling or other means. If competitors were to bundle competing products with their products, the demand for our products might be substantially reduced and our ability to distribute our products successfully would be substantially diminished. The entry of new competitors into our market could reduce our sales, require us to lower our prices, or both. Many of the factors that affect competition are outside our control, and there can be no assurance that we can maintain or enhance our competitive position against current and future competitors. Our Sales Cycle Depends Partly On Factors Outside Our Control And May Cause Our Revenues To Vary Significantly. Our customers often view the purchase of our products as an important decision, particularly with respect to WebRM, which we introduced in February 2000. As a result, our customers may take a long time to evaluate our products before making their purchase decisions and this could result in a long, and often unpredictable, sales and implementation cycle for our products. This may cause our revenues and results of operations to vary significantly from period to period. With respect to WebRM, we spend time educating and providing information to our prospective customers regarding its use and benefits. In addition, we may expend significant sales and marketing expenses during the evaluation period before the customer places an order with us. Our customers often begin by purchasing our products on a pilot basis before they decide whether or not to purchase additional licenses for broader use within their organizations.
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