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Technology Stocks : Dell Technologies Inc.

DELL 122.55

+4.4%

Nov 21 9:30 AM EST

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To: K. M. Strickler who wrote (57222)	8/10/1998 11:04:00 AM
From: rudedog	Read Replies (1) of 176387

Ken - I have faith that Dell can expand MFG capacity to meet spot demand (via some 3rd party agreements already in place) and can also add base capacity as needed. There will doubtless be some 'bumps in the road' but an aggressive execution-oriented team can manage that problem. The issue of higher level services is harder to address. Dell currently works pretty close to the end of the procurement cycle - when someone wants to buy HW, Dell is there with a very compelling track record and proven capability. This is fine as long as the customer knows what he wants and is looking for fulfillment, but falls down when the system design itself is part of the procurement process. This is the reason that CPQ has dominated the exchange space with more than 10 times Dell's installed seats. CPQ will certainly look to leverage that model in the future in other areas of enterprise sales, and if Dell really intends to take CPQ on in that space they can not wait until the fulfillment portion of the cycle, they will have to get in on the front end of the process.

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