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To: Gabriel008 who wrote (40869)	5/7/1998 3:34:00 PM
From: rudedog	Read Replies (3) \| Respond to of 176387

Guys - I have spent a fair amount of time trying to run this down and I can find NO evidence for the channel-stuffing scenario you are trying to paint. After my chat with Jim this AM I asked a fairly close CPQ buddy that question directly (he is director level in North America marketing). He said there was a recent meeting (2 weeks ago I think) where Eckhard personally addressed all of the VP and director level managers. EP said that anyone who proposed expanding or promoting 'sales-in' programs for any reason had better have his or her resume up to date, and that there would be zero tolerance for any program which had the effect of increasing inventory in the channel. Apparently H-R then followed up a day later with a survey asking if everyone got the message, 'NO SALES IN PROGRAMS!!'. He said boy that's pretty clear, does not leave much room for interpretation. Now I don't know how you can imagine that the channel is getting stuffed if anyone caught doing that gets a one way ticket to the non-cpq destination of his choice... I think this line of reasoning is just wrong. I still have not seen even a single piece of real information that supports this conclusion and lots that says it can't be happening. If somehow the things you are suggesting are happening then it's a better secret than the manhattan project, and CPQ is just not that tight about big programs (like say fooling with $2B worth of product).

To: Gabriel008 who wrote (40869)	5/8/1998 6:11:00 PM
From: jim kelley	Read Replies (2) \| Respond to of 176387

Gabriel, I have been feling that we are at what Andy Grove calls a strategic inflection point in the market. All the big indirect companies took aim at DELL last August and rallied their troops with plausible battlecrys and here we are now in May of the new year with DELL continuing to grow without a dent in its business model. Of all the indirect companies HWP looks like it has done the best job. I do not see the purchase of DEC helping CPQ. Time will tell....... That is why the stock is climbing.