Are there examples of US-developed Java applications that have come to Japan successfully?
ST: The earliest example is Applix Anywhere. The reason for their success is that they had a partnership with Ashisuto, a big Japanese company specializing in enterprise-wide mainframe systems and network computing. The key is Ashisuto’s technical know-how and experience plus their good contacts with big Japanese companies. It’s sometimes difficult, even for Japanese vendors, to get into large Japanese companies, like the electronics and manufacturing giants. To have an account in those companies is a valuable first step. Ashisuto has many business relationships and was able to introduce network computing by Applix Anywhere to those firms. They are now making very big deals with large Japanese corporate customers to use Applix Anywhere and SPARC Ultra Enterprise servers. Some successful US ISVs, successful in the US that is, have started by setting up a Japan office and hiring Japanese staff that speak English well. It is usually the wrong way to start. To have an office is okay. Very