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Technology Stocks : Compaq -- Ignore unavailable to you. Want to Upgrade?

To: Night Writer who wrote (37856)	11/29/1998 11:59:00 PM
From: rudedog	Read Replies (2) \| Respond to of 97611

NW - It already has - CPQ has taken many of their largest clients direct (the top 100 I think, something like that) earlier this year. This was inevitable since both Tandem and DEC had account people dedicated to those same accounts, and it would have been unworkable to say that those people should try to put together systems where some of the pieces are sold direct (Tandem products are not available in the channel, for example) but others would have to be purchased through the channel. CPQ has done some things to try to soften the blow - passing through service revenue and giving other incentives to the channel for the lost business. But long term such measures will not continue.