Compaq reassures resellers

Kicking off a three-day fest in Chicago, Compaq Computer Corp.'s new CEO and President Michael Capellas told U.S. and Canadian distributors and resellers that Compaq has a place in its future strategy for them. But he also cautioned that the market is forcing Compaq and resellers to become more efficient.

Calling the partnership with resellers "win-win economics," Capellas reminded attendees at Compaq's third annual PatrnerVision conference that Compaq channel program is a "model of where we both make money."

However, Capellas pointed to the need for change. "The major message is that the market is moving to where everything is to speed efficiency and we must work collectively more efficient. The market will demand that," he told the 1,350 channel partners in attendance.

Capellas sought to dispel what Compaq sees as a misinterpretation of its direct-sales efforts. Although Compaq is increasing efforts to sell directly to global accounts, consumers, and small businesses, Capellas said he saw that resellers who bring a local touch are still vital in many enterprises and small-to medium-size businesses.