Night Writer
in my OPINION, the program you describe under your definition of CTO is actually referred to at CPQ as CCP, or Channel Configuration Program. This is CPQs channel assmembly program, IBM;s program is called APP (Authorized Assembler Program) and I forget what HPs' program is.
CCP and CTO are, in my opinion, two separate programs. In the deepest darkest corners of Eckhard's mind, he knows that CTO means going direct and cutting out the channel. He will test CTO geared at "small business" so as not to totally piss off the corp resellers.
and before anyone comes back with the "who cares" note, I would suggest this...
If you are investing in CPQ and do not clearly understand the tactical and strategic issues around CCP and CTO then you are investing in CPQ using blind faith, and are ignoring a serious risk to their future flow of earnings.
This is another one of issues that keeps CPQ execs tossing and turning at night (or should I say on their way back from Maynard or wherever DEC is HQ'd. oops there I go again, I just can;t leave that DEC thing alone. maybe Mr. Ball was right, I do need help:) :) :)
Jason |
