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Technology Stocks : Compaq
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To: hlpinout who wrote (46951)2/4/1999 9:34:00 PM
From: Loki  Read Replies (2) of 97611
 
hlpinout....RE:"CPQ in 5 years or so"

Long term I feel more comfortable with this company than short
term. I have a bit of difficulty in figuring out their
operational direction but feel that their strategic direction
(DEC/AltaVista/Distribution) has a lot of potential.

Several years ago I was involved in a corporation that had a
strategy to move from VAR to direct distribution (USA). From
the experience it is clear to me that this is no easy task and I
can sympathize with CPQ. Besides the external challenges one
must consider that there must be a clear consensus within the
organization as well. I am curious at which stage CPQ is
within this transition...for as long as they are riding two
horses across the stream, the possibility of falling off and
getting wet exists. There is a clear conflict of interest
between VAR and direct sales channel...I wonder how they handle
internal and external bonus/compensation incentive plans.

In the transition CPQ seems to be a little bit pregnant, now.

Loki
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