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March 21, 1997updated 05 Sep 2016 12:48pm


By CBR Staff Writer

IBM Corp’s PC server people hear that Compaq Computer Corp is about to reverse its current policy of only selling indirect through distributor and value added reseller channels, and by September will embark on a direct selling effort alongside its third party channels. Dell Computer Inc has made a great success out of selling direct, but doesn’t sell through third parties. IBM used to have terrible channel conflict problems until it abandoned direct selling a year and a half ago. Compaq’s channels aren’t too happy about the situation, hears IBM. Compaq refused to confirm or deny the rumors, though an announcement on its sales strategy is expected over the next few weeks.

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