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Politics : Ask Michael Burke
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To: Earlie who wrote (46338)2/9/1999 4:13:00 PM
From: gbh  Read Replies (1) of 132070
 
Earlie, no question that they will be going direct more and more. Even CPQ will figure out the direct approach at some point. Whether they can actually steal from DELL remains to be seen. Certainly, those loyal CPQ customers who have bought from re-sellers/distributors in the past, because that was their only option, will buy direct if the re-seller provided no value add. I wonder how much of that was already starting to be seen in the channel in 4Q. Could help to explain the channel weakness.

Gary
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