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Technology Stocks : Dell Technologies Inc.
DELL 133.20+5.7%3:59 PM EST
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To: jim kelley who wrote (39157)4/27/1998 2:28:00 PM
From: rudedog  Read Replies (1) of 176387
 
Jim -
re: 'cooking their books'
From an accounting point of view the channel is CPQ's customer, that's where the $ come from. They can't report accounting basis sales from anywhere else.
However, according to someone who attended the CPQ shareholders meeting, CPQ is shifting reporting and sales measurement to sales out (i.e. sales to customers) and in the future will not be using sales to the channel as a basis for bonuses etc. Direct sales to end users are a very small portion of CPQ revenue. Just like GM - they don't sell a single car to end customers, only to dealers, but their market share etc. are based on dealer sales to customers.
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