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Technology Stocks : Compaq -- Ignore unavailable to you. Want to Upgrade?

To: JDN who wrote (79460)	3/14/2000 10:33:00 AM
From: rudedog	Read Replies (3) \| Respond to of 97611

JDN - EMC has pushed hard on the notion that they are not in the same business as IBM and CPQ, and always talk about people like Hitachi and SUNW - that allows them to be #1 and not #3 and creates the impression that they are unbeatable... so the kind of spin you describe is typical. EMC sales people do exactly the same thing in the big accounts. It is a well thought out strategy. But the reality is that both IBM and CPQ have better hardware technology and the engineering horsepower to stay ahead - EMC currently has better software... Most CIOs would not give CPQ much mindshare as a storage vendor, let alone #1 - but many have been surprised recently to find that they spend more on CPQ storage than on EMC... it just happens in a less focused way. CPQ recently created a division just to develop the software and middleware to create a leadership storage line and has been doing things in the field to make the enterprise accounts aware of how much CPQ storage they are already buying - to get the "respect" - but I agree with you that they should be cautious about a message that is still hard to explain.