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

To: rudedog who wrote (37857)	11/30/1998 12:06:00 AM
From: Night Writer	Read Replies (2) \| Respond to of 97611

OK, so there would be no conflict with the channel. These accounts are new on a direct basis. Hopefully Compaq is talking to them about a special site for large client employee hardware discounts. Seems like a good way to cultivate client loyalty while making a buck. NW

To: rudedog who wrote (37857)	11/30/1998 1:59:00 AM
From: Uncle Frank	Read Replies (1) \| Respond to of 97611

>>both Tandem and DEC had account people dedicated to those same accounts I am not sure taking the top 100 accounts direct is working out based on inputs from a very reliable source at Tandem. A big portion of the Tandem sales force has bailed out, and the Compaq people have taken control of those accounts. A number of the majors have complained about the change, and asked to go back to the old system. The implication is that the Compaq sales force wasn't prepared to provide the type of support that major customers expect, particularly in the financial sector that Tandem excelled in. The Tandem integration has not worked out well, partially because Compaq turned their attention to DEC before the Tandem situation was resolved. It's early in the game, but Compaq doesn't seem to have control of their vast empire. Frank