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Being evil is expensive

April 5, 2006 by Artem Marchenko

Once upon a time in a continent far-far away (from Europe) there was a mighty spreadsheet software vendor called Lotus Development Corporation. Their product Lotus 1-2-3 dominated the niche with its almost 100% market share. There was a neglectibly small competitor product named Microsoft Excel. The Microsoft's product better met user needs, integrated well with the word processor and in general was a good product. Unfortunately the Lotus'es overwhelming user base left not a lot of chances for any competitor whatever good he was.

The Microsoft worked real hard to lower the enry barrier. They mailed demo packages by post, built the Lotus-to-Excel convertors, even created a special version of the Windows OS, that could be started without the installation and could run the MS Excel trial only - pretty much everything, that could eliminate the trialing efforts. And the most cunning trick of the Microsoft generals was to introduce the really good Excel-to-Lotus convertor. Yes, you heard it right, Microsoft released the tool that customers could use to switch back to their old good Lotus 1-2-3 whenever they decide that Excel isn't worth any further trials.

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