Verizon

Palm CEO "I've never used an iPhone" Rubinstein quoted in the earnings conference call:

"We had an arrangement with Sprint that when we launched with Sprint that they would invest in marketing and carry the product and for that they would get an exclusive for a period of time. That really determined when we could do our launch at Verizon. I agree with your premise that if we could have launched at Verizon earlier, prior to Droid, that we would have gotten the attention that the Droid got and since I believe that we have a better product, I think we would have even done better."

So we are led to believe Droid launched into a window in Verizon's launch schedule. A window which was shut to Palm due to their exclusive with Sprint. It's a matter of timing.

Then again, Droid got $100 million in advertising and marketing budget from Verizon and Motorola. It's unlikely that Palm could leverage that kind of muscle, and their product ended up being positioned on a female demographic.

Palm was either late or under-funded or mis-positioned or all of the above.

Essentially, Palm's problem is not the quality of the product (which is arguable) but their ability to market and distribute in a highly competitive market. In other words, it's not that they're not smart enough, but that they're not strong enough.

Sadly, it's not enough to be smart or good. They're in the wrong market if they think having a clever product is a winning strategy. Mobile Computing is the toughest technology market today. Because the stakes are so huge, it's a market that is targeted by enormous resources.  This is no place for start-ups.

Palm is simply too weak to make it.

Cusick says his checks find Palm is getting only about 1% share of handset sales at Verizon Wireless, or about 10,000 units a week, versus 400,000 units that were sold in to the company. At this rate, he says, there is “no prospect of Verizon follow-through” in the May quarter - and he sees weak sell-in at AT&T in the quarter as well. (AT&T has said plans to launch a Palm phone, but no timetable has been announced, I would add.) He sees Sprint launching other new smart phones soon, “which would reduce Palm’s share even further.”

link: Palm: Macquarie Downgrades; Cuts Target To $4, From $10 - Tech Trader Daily - Barrons.com

Stepping back into the wayback machine to read analyst commentary from 6 months prior to the launch of WebOS (June 27th, 2008):

In a report form Deutsche Bank’s (Sell rating). They noted that 38% of the shares were sold short, while 10 holders account for almost 70% of the shares outstanding.

In Deutsche Bank’s view, Palm’s future would be “entirely dependent on their new products, services and operating system,” all due next year. “If these turn out to be good, then the stock could do well,” he says. “If the new entries are not attractive, then Palm risks bankruptcy.”

Dave Whalen and I just returned from a very successful meeting with Verizon Wireless, where they acknowledged that their execution of our launch was below expectations and recommitted to working with us to improve sales. To accelerate sales, we initiated Project JumpStart nearly three weeks ago. Since then, nearly two hundred Palm Brand Ambassadors, supplemented by Palm employees from Sunnyvale, have been training Verizon sales reps across the U.S. on our products. Early results from the stores have already shown improvement on product knowledge and sales week over week. You may have also seen a growing number of Palm ads on billboards, bus shelters, buses, and subway stations-all getting the word out about Palm.

How hard can it be to explain multitasking?

link: WSJ Posts Palm CEO's Letter to Employees