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To: Geoff Nunn who wrote (48419)	6/21/1998 12:23:00 PM
From: jbn3	Read Replies (1) \| Respond to of 176387

Geoff, Good post, you raise some interesting questions. Which segues into my purpose... Since a good many of us are going to the meeting, would it be of value for this thread to compile a list of questions that the attendees can ask of the most knowledgeable group, management? Of course, if the list were to be openly created here, then anyone associated with management would have access to it. Pro: they would be better prepared to answer the questions. Con: they would be better prepared to answer the questions. <gg> Any ideas? I suspect that The Cat might like a question or two about options accounting, for instance... DELLish, 3.

To: Geoff Nunn who wrote (48419)	6/21/1998 3:06:00 PM
From: Chuzzlewit	Read Replies (2) \| Respond to of 176387

I'm beginning to think IBM, CPQ and HP are in a quandary similar to that faced by full service brokerages when discount brokerages - and later internet trading - came along. What a wonderful analogy! It argues that the boxmakers like CPQ and IBM will continue to sell to the retail trade, but will be required to jettison channels in order to deal with businesses. In thinking about the issues of barriers to entry, I think they take multiple forms here. One of them is the delivery system -- BTO/sell direct. Another is the "virtual partnering" that you pointed out in a previous post may in fact generate switching costs. No one of them may be large, but in combination could be formidable. TTFN, CTC