Silicon Investor (SI) -- The First Internet Community

STOCKTALK

We've detected that you're using an ad content blocking browser plug-in or feature. Ads provide a critical source of revenue to the continued operation of Silicon Investor. We ask that you disable ad blocking while on Silicon Investor in the best interests of our community. If you are not using an ad blocker but are still receiving this message, make sure your browser's tracking protection is set to the 'standard' level.

Technology Stocks : 3Com Corporation (COMS) -- Ignore unavailable to you. Want to Upgrade?

To: DownSouth who wrote (24002)	11/4/1998 10:13:00 AM
From: joe	Read Replies (1) \| Respond to of 45548

Could be the key to our discusion is the word direct, >>COMS has had a number of field force direct sales layoffs in their decline over the last 2 years.<< My understanding is that COMS goes through the channel, and has just about the best channel distribution in the biz. Less direct sales needed, I would think. You think this may be the case? >> Selling to the storage market is quite different than selling to more centrally controlled network infrastructure customers (until storage is percieved as part of the network infrastructure). I question whether COMS has the will and the way to train and deploy its sales force in this unfamiliar territory.<< I agree that this is a new area which is still to be proven as profitable. If COMS thinks it will be profitable, COMS will adjust like any good company. I don't know if they will train their own sales force. They use the channel and they're known for doing the most in terms of traning VARS and Resellers. >>(I know a whole bunch of COMS sales reps. In general, they are top-notch. There just isn't as many of them as before and they are demoralized compared to the likes of their new competition in network attached storage.)<< I'd like to hear more about how COMS sales reps are demoralized. Are you talking about the ones involved in network storage, or all of their sales reps? Also, I would think if COMS sees there is $$ to be made in the network storage sales, then they would be planning to beef up operations accordingly, depending on the future potential of the field. Thanks, joe

To: DownSouth who wrote (24002)	11/4/1998 10:16:00 AM
From: gfr fan	Read Replies (1) \| Respond to of 45548

<<(I know a whole bunch of COMS sales reps. In general, they are top-notch. There just isn't as many of them as before and they are demoralized compared to the likes of their new competition in network attached storage.)>> I wouldn't characterize the COMS sales force as demoralized - in fact quite the opposite. New products and a rising share price keep any sales force upbeat. Cutbacks this past summer were in USR's legacy sales group that sold to enterprises - the carrier group and COMS enterprise group were not affected.