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To: Tony Viola who wrote (28830)	2/17/2001 9:47:44 PM
From: Bill Jackson	Read Replies (1) \| Respond to of 275872

Tony, By intermediaries I mean the retail chain from high end VAR to the price club. disintermediation is the term generally used by the collapse of 'n' tiers of distribution into 'n-1' tiers. Dell had zero tiers from the getgo. IBM and CPQ have tried to get rid of their tiers/vars, but have concluded they need tiers/vars due to the complexity of many of their solutions. This is correct as that is where Dell has not made as much share as it has in their direct business/home/office sales. Dell is far smaller in serverspace than many others...but gaining...as it has to evolve a partnering relationship to pay people to install and service servers where there is no in house IT person with knowledge(some of course buy and use hour men for IT) People in the know tell me that dell servers are not as good and IBM and CPQ servers? That may be, but they are cheap and greshams' law of servers is at work, same as it is in computers. This mispalced loyalty to the distribution chain has cost CPQ and IBM an enormous number of $$ over the past five years. Ossification at the top can be blamed for most of it, ossification in the middle take the hit for the rest of it. Why does IBM/CPQ not see this? the people in charge are totally ossified and until they are gone there can be no change. What changes IBM and CPQ have made have been grudgingly done in half measures due to the misplaced loyalty/ossification...I prefer ossification. Same seems to be happening at Intel. Bill