Cabletron Systems (CS: NYSE) Message Board

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Technology Stocks : Cabletron Systems (CS: NYSE)

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To: polarisnh who wrote (3307)	4/2/1998 5:18:00 AM
From: Doug	Read Replies (1) of 8358

Steven:Could you kindly enlighten us on the current Sales set up. I recall that CS previously had a sales force which was Account based and the top 600 or so Clients contributed nearly 80% of the total sales. During Reed's tenure they decided to disband their one on one Sales force for a web based service for these 600 clients. Further,the remaining clientele were routed to resellers who also used the web sales service for support. How was the new set up and were customers satisfied.? I feel that the sales set up may be crucial to the acquisition/ retention of Customers interested in a total Enterprise type solution. Now that Reed has left, do they intend to make any changes in their Sales organisation.

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