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To: Chuzzlewit who wrote (43935)	5/21/1998 3:03:00 PM
From: AlanH	Read Replies (1) \| Respond to of 176387

Chuz, re:not sure that it is better to own a service company as in CPQ/DEC, or partner with one as Dell is doing. Any thoughts? I believe that 'service' is tangential to the problem: a high-end workstation market segment that will be forced up the pyramid and/or fragmented. In fairness to the question: At the high-end, direct service appears to have an advantage over service partner arrangements. A company with a direct service organization and multiple sales channels can focus directly on top-tier customers while encouraging channels to provide broader coverage. (The downside to this model is that occasionally a small customer with limited expertise -- and budget -- decides to build something, and becomes frustrated with the level of service.) IMO, the UNISYS, Wang coverage model/s are transitive. Regards, Alan