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To: Chuzzlewit who wrote (118494)	4/18/1999 7:39:00 PM
From: kemble s. matter	Read Replies (2) \| Respond to of 176387

Chuzz, Hi!!! RE: Failure to transition to direct distribution and marketing lead to inventory problems, channel stuffing etc. Now Compaq is still left with the transition problem, but this time it faces it with an eroded market share. As usual...I read your posts with great interest...Perhaps, Michael telling us that other PC manufacturers " not believing in what DELL was doing .... ignoring the direct sales approach.... this being one of DELL's greatest advantages"...Paul, Is it too late for the others? Will market share keep eroding? or was it too late when DELL started and backed the model with award winning service? 1. IYO where does CPQ attempt to go from here? 2. Or is Meathead's "checkmate" inevitable in any direction CPQ chooses? Best, Kemble

To: Chuzzlewit who wrote (118494)	4/18/1999 7:52:00 PM
From: Jill	Respond to of 176387

Chuzz, I think you are 110% right. Jill

To: Chuzzlewit who wrote (118494)	4/18/1999 11:15:00 PM
From: rudedog	Read Replies (1) \| Respond to of 176387

Chuz - What destroyed the Pfeiffer/Mason combination was the failure to take the decisive steps required to eliminate channels altogether coupled with what psychologists call denial. I believe that this exact issue is what caused the legendary CPQ co-founder Gary Stimac to resign in 1996. He believed that the channel was a "drug" that was choking CPQ, and that the only way out was to take a couple of bad quarters, the sooner the better. Events have sure vindicated his position.

To: Chuzzlewit who wrote (118494)	4/19/1999 12:38:00 AM
From: JRI	Respond to of 176387

Chuzz, I guess I should have added, "at this time..." eom

To: Chuzzlewit who wrote (118494)	4/19/1999 1:37:00 AM
From: Eggolas Moria	Read Replies (2) \| Respond to of 176387

OT* I don't believe, btw, that Mason was fired. He had been offered a CEO position previously and took it. No one should underestimate Ben Rosen. This is his company, he controls the board and it's his vision that will set the course. He is rethinking the course for CPQ. Pfeiffer came into CPQ from the International operations where he was an advocate of low costs. When Canion was removed, Rosen put him in charge. But with Digital and Alta Vista CPQ is a different company. It would appear that Rosen has decided that a CEO with a different set of talents is needed. This should be interesting.