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Technology Stocks : Dell Technologies Inc.

DELL 138.80

-2.7%

Nov 11 3:59 PM EST

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To: JRI who wrote (151160)	1/12/2000 7:42:00 PM
From: rudedog	Read Replies (1) of 176387

John - Had lunch today with a top IT executive at a major local oil company. They had been CPQ customers, but shifted to DELL about 2 years ago because of a combination of ingredients - 1) much more responsive sales team 2) more aggressive pricing 3) Easy ordering through a custom extranet However, he is now planning on shifting back to CPQ. The reasons: 1) Prices over time turned out to be higher than expected and considerably higher than current and projected CPQ pricing 2) Last week, CPQ demonstrated a more capable extranet which offered more flexible configuration (possibly part of the inacom stuff?) and included a bunch of CMGI products which helped him do some routine IT jobs. He made another comment which interested me - he felt that DELL was missing "upselling" opportunities. He did say that on the whole the relationship with DELL had been good and that last year, pricing issues would not have been enough to shift his business, but that current and future pricing was "way different" between the 2 companies... This is only 1 data point but this is a very senior guy who was quite high on DELL when I last spoke with him only 6 months ago. I wonder if those 75 CIOs would give the same responses now or 6 months from now... I don't know enough about the competitive commercial desktop products to make a comment except to note that DELL's lowest end Dimensions are still a lot more expensive than iPaq.

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