Charles,
Once again, the news is from "channel sources" and the article is slanted accordingly. The only contract DELL 'lost' was the DELTA airlines one. The others were up for bid, and DELL did not win them. The article is slanted to make it sound as if DELL lost all these contracts, which is not true. It just did not win them.
In light of the fact that DELL is supposedly only in 2d position behind CPQ and does not have 50% of the market share, it should be obvious that the #1, #3, and #4 companies do make some sales. One might even suppose that CPQ, reputedly #1, makes more sales than DELL.
However, in light of the fact that the vendors see the necessity to trumpet these victories, one might guess that DELL has been winning a disproportionate number of bids. All of these companies supposedly have been making money selling to businesses. IMO, it is very thought provoking, that "the channel" found it necessary to array all the other majors against DELL and list the contracts they have won. It sounds extremely defensive.
Still, these are major contracts and it would have been very nice to see them in DELL's pocket. And I do not like the fact that DELL lost the Delta contract. It would be interesting to know to what extent HWP had to subsidize the sale.
Regards, 3. |
