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Technology Stocks : Compaq
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To: dav who wrote (65508)7/22/1999 8:15:00 PM
From: Night Writer  Read Replies (1) of 97611
 
dav,
Not a very good commentary on MC's statement. They are segmenting the market.

1.) Direct on the large clients. They want a direct business relationship with large enterprise customers. They want to own the customer relationship.

2.) Indirect on small business customers. The value added by the channel is needed by the small business customer.

3.) The consumer market will be leveraged through the retail channel and internet.

I'm sure I didn't get this exactly correct, but it is more correct then the article. It may not be a new strategy, but it was clearly defined with no stuttering. This is not an unusual sales strategy for many organizations. I worked for a very successful company that used this strategy for many years. Why do people have difficulty understanding the strategy. It makes perfect sense. Better then that, it works.
NW
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