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

To: TechMkt who wrote (80231)	11/14/1998 11:56:00 AM
From: TechMkt	Respond to of 176387

CRN gives Michael Dell and award ?!?!?!? Hope this is a move towrds getting resellers to be "service" only vendors working for DELL. Fez __________________________ November 16, 1998, Issue: 817 Section: Opinion/Editorial ---------------------------------------------------------------------- Michael Dell Tops Our List Robert Faletra There are probably no two institutions in this industry that have historically viewed things more differently than Computer Reseller News and Dell Computer. CRN's charter has evolved around the fact that the channel is the most efficient means of delivering integrated solutions to end users. We remain committed to helping the channel identify opportunities and do its job better. Dell Computer, for its part, has always marketed itself against both its competing vendors and the indirect channel itself. One thing is certain: Both models have a place in this industry. The real key to Dell Computer's success over the past three years is not so much its strategy, as it is its execution and willingness to focus on and drive efficiencies in systems and manufacturing. By comparing itself to the channel and other manufacturers, Dell Computer proved that in-your-face marketing can help force competitors and end users alike to take you seriously. It clearly worked. Michael Dell himself has to be credited with not only successful marketing but with driving his team to unprecedented levels. As they say, the devil is in the details, and Dell's desire to drive efficiencies in systems and manufacturing forced every other manufacturer in the business to respond. He is perhaps more responsible for the move toward channel assembly than any leader inside Compaq, Hewlett-Packard or IBM. He is forcing others to innovate. One thing for which he is not responsible, however, is execution of channel assembly programs. If he were, I think somehow those programs would be much further along. Dell Computer's logistics success now is forcing every branded systems manufacturer on the planet to examine its processes, systems and strategies. The interesting thing is these issues are not necessarily being examined by these manufacturers because their own strategies are flawed but, rather, because Dell Computer has executed so well on its strategy. Therein may lie the reason why channel assembly seems to have stalled. Are these manufacturers willing to do what's truly necessary to make it work? Is it something branded manufacturers truly believe in or merely a halfhearted response to Dell Computer's success? Regardless of what that answer is, Michael Dell's unwavering pursuit of his model has had a greater impact on this industry in the past year than any other player in the market. Whether you agree or disagree with him, whether his guerrilla marketing approach infuriates you or not, whether or not his success is causing you problems, he is the most influential executive of the year and must be recognized by the one publication from which it means the most. For these reasons, Michael Dell tops the list in this, CRN's 16th year of compiling the Top 25 Most Influential Executives in the industry. We are sure to take some heat as a result of this selection. It won't be the first time. Those who are angered by the selection have to ask themselves why. One thing to remember is no executive has ever topped this list two years running. Not even Bill Gates. Michael Dell, of course, could surprise us all and do it again, perhaps by figuring a way to leverage the channel while continuing to drive efficiencies in his own model. Wouldn't that be something?