Jim -
I agree on most of your points on the WSJ article, but I bet that CPQ could not have gotten that press for anything in 1H98.
As far as the argument about direct vs. indirect and CPQ vs. MUEI and GTW, I disagree, First, that whole commercial desktop market represents less than 20% of CPQ's margin dollars. Second, DELL is the company that owns that space with regard to commercial accounts - GTW has no significant sales to corporate, and MUEI is a bit player. DELL is CPQ's obvious, stated target. And with good reason, DELL will be just about impossible to stop. But what seems to be happening is that DELL and CPQ are driving out IBM and HP in that business.
Finally, in the consumer space, CPQ has the most efficient model, and has been growing share against everyone - I expect them to be over 40% by 1Q99 in that space, and to continue share growth. |
