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

To: hlpinout who wrote (89303)	1/27/2001 8:53:43 AM
From: hlpinout	Read Replies (1) \| Respond to of 97611

Compaq Channel Chief Pushing Simplicity With Programs Wants to increase training support, lead generation and solutions selling By T.C. Doyle, VARBusiness 5:17 PM EST Fri., Jan. 26, 2001 Two weeks into his new position, Compaq's vice president for North America Partner sales and marketing is crafting long-term plans for simplifying and improving Compaq channel programs. Earlier this month, Dan Vertrees, a Compaq and Digital Equipment veteran, was named to the new position, taking over for Bob Gregerson, who left the company. In his first interview with VARBusiness, Vertrees, who most recently served as vice president of Compaq's SMB for North America, says he plans on concentrating on helping to create new solution sets and address channel basics such as lead generation and training support. One thing Vertrees says is already happening is that partners are coming to him inquiring about additional education and training opportunities. Compaq will respond, he says, by doubling courses and classes. He says the goal is to build "an industrial strength model" training model. Vertrees professes to be a longtime channel advocate. Before running the SMB initiative, for example, he served as the vice president of the Eastern region reseller and channel sales effort and as vice president of northern region channel sales. "My most pressing challenge," he says, "is to keep the programs and initiatives simple despite pressure to expand everything. We have to say 'no' to complexity." On thing he has already done is tell his team to craft plans that last at least half a year, not just a quarter. On a more pragmatic side, Vertrees is keen on seeing Compaq improve the attachment rates of Compaq products and technology. That means crafting programs and solutions that all but guarantee that whenever a Compaq box ships, with it goes a Compaq-branded storage and software component. One way Compaq can help with that is share with partners the same information that its own services business unit has accumulated with regards to integrating Compaq branded solutions. That could mean statements of work and even details for putting together SLAs with customers. Another thing Vertrees vows Compaq will do is better communicate with partners. One way is through expanded reliance on advisory councils. Vertrees says he's a big fan of councils and will rely on them to help validate whatever Compaq wants to do next.