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Technology Stocks : Compaq
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To: rudedog who wrote (37857)11/30/1998 1:59:00 AM
From: Uncle Frank  Read Replies (1) of 97611
 
>>both Tandem and DEC had account people dedicated to those same accounts

I am not sure taking the top 100 accounts direct is working out based on inputs from a very reliable source at Tandem. A big portion of the Tandem sales force has bailed out, and the Compaq people have taken control of those accounts. A number of the majors have complained about the change, and asked to go back to the old system. The implication is that the Compaq sales force wasn't prepared to provide the type of support that major customers expect, particularly in the financial sector that Tandem excelled in. The Tandem integration has not worked out well, partially because Compaq turned their attention to DEC before the Tandem situation was resolved. It's early in the game, but Compaq doesn't seem to have control of their vast empire.

Frank
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