Compaq's go-to guys -- Know the People Inside the News
May. 07, 1999 (VARBusiness - CMP via COMTEX) -- Whether you run a $30 billion global corporation such
as Compaq Computer Corp. or a small, four-person VAR, the driving force behind every organization isn't
technology or innovation or opportunity. It's people.
Through the years, I have learned that if you are trying to understand a company, you have to get inside and
get to know the people who make the decisions.
We went inside Compaq last week to understand the implications of its new distribution alliance partner
strategy (see stories in our Fast Forward section and online at www.varbusiness.com). The alliance partner
strategy promises to provide Compaq with the most efficient channel in computing and will have profound
implications not only for its 10,000 VARs, but for the industry in general.
The people who set this plan in motion and will carry out its execution were gathered around one table at
Compaq's headquarters in Houston. Representing Compaq were Ted Enloe and Frank Doyle-two of the three
board members who, with Ben Rosen, make up Compaq's office of the chairman, and Mike Pocock,
Compaq's vice president of North American sales, who developed the alliance partner strategy. Compaq
channel advocate Jean Alexander organized the roundtable and opened the discussion.
The others at the table represented each of the companies that are aligned with Compaq in this initiative:
Doug Antone from Ingram Micro Inc., Tony Ibarguen and Brook Powers from Tech Data Corp., Jim Illson and
Dwight Steffensen from Merisel Inc., Bill Fairfield and Mike Steffan from Inacom Corp. and Ed Anderson from
CompuCom Systems Inc. Steve Harper of Network Management Associates, who heads up Compaq's SMB
Advisory Council, represented the VAR point of view.
The rain outside contributed to the atmosphere of an inner sanctum. But it wasn't stuffy around the table.
Enloe and Doyle are under tremendous pressure to name a replacement for ousted CEO Eckhard Pfeiffer.
The industry is focused on them, and the mainstream press hangs on their every word. At this meeting, they
were comfortable enough to joke about their shared longing to get back to the golf course. Their answers to
our questions were direct and candid-although they wouldn't say who the front-runners were for CEO.
To most, Compaq is a faceless giant. But to those who understand it, it is golfers like Frank and Ted and
Ben, and analytical thinkers like Mike. The alliance partners are more than Ingram and Tech Data and
Merisel and Inacom, with combined sales of nearly $40 billion. They are Doug and Tony and Brook and Jim
and Dwight and Mike and Bill.
It is VARBusiness' mission to present you with information you can use to be successful in your business.
We write a lot about technology, markets, programs and processes. But one of the most important subjects
you will find in every issue of VARBusiness are stories about people. People like you.
Let us know who you are. You can reach me at (516) 733-8557 or via e-mail at mkindley@cmp.com.
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