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February 4, 1987


By CBR Staff Writer

There was a time when a Convergent Technologies salesman only had to arrive on the doorstep of a major computer manufacturer to come away with an OEM contract worth tens of millions of dollars, but those days are long gone, and the San Jose, California company now needs to get a lot closer to the market, and supplement sagging OEM sales with substantial contracts from value-added resellers. But, showing that it hasn’t entirely lost the magic touch, the company just announced approximately $20m in new reseller contracts, with five contracts accounting for $11m of the total. The company’s target is to add 10 additional resellers every quarter.

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