During his keynote speech at Comdex, Compaq Computer Corp’s president and chief executive officer Eckhard Pfeiffer called for vendors and the channel to move beyond simply selling products, saying that in the future, custom tailored services would become dominant. Pfeiffer criticized the direct sales models of its fiercest competitors, Dell Computer Corp and Gateway 2000 Inc, saying that both are courting the channels for help with distribution. But Compaq, which analysts say was wrong-footed by the success of direct sales competitors, appears to be slowly but surely moving towards the direct sales model itself.
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