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Technology Stocks : Dell Technologies Inc. -- Ignore unavailable to you. Want to Upgrade?

To: SecularBull who wrote (37365)	4/9/1998 4:01:00 PM
From: stephen wall	Respond to of 176387

LD, Here is what the shorts who focus on the physical product dont get: "Fundamentally, marketing must refocus away from SELLING PRODUCT and toward CREATING RELATIONSHIP. Relationship buffers the shock of change. To be sure, the specific product or service provided remains the fundamental basis for economic exchange, but it must not be treated as the main event. There is simply too much change in this domain for anyone to tolerate over the long haul. Instead, we must direct our attention toward creating and maintaining an ongoing customer relationship, so that as things change and stir in our immediate field of activity, we can look up over the smoke and dust and see an abiding partner, willing to cooperate and adjust with us as we take on our day-to-day challenges. Marketing's first deliverable is that partnership. This is what we mean when we talk about 'owning a market'. Customers do not like to be 'owned', if that implies lack of choice or freedom. The open systems movement in high tech is a clear example of that. But they do like to be 'owned' if what that means is a vendor taking ongoing responsibility for the success of their joint ventures. Ownership in this sense means abiding commitment and a strong sense of mutuality in the development of the marketplace. When customers encounter this kind of ownership, they tend to become fanatically loyal to their supplier, which in turn builds a stable economic base for profitability and growth.." -- Regis McKenna from the foreward to "Crossing the Chasm" written by Geoffrey Moore. In other words, the computer is built in the manufacturing warehouse but the WHOLE PRODUCT is invented the marketing department. regards, stephen