Five years ago: Compaq boss confirms direct sales move

Compaq CEO and president Eckhard Pfeiffer this week outlined plans to take on Dell in direct marketing PCs and take on the rest of the world in networking

First published 10 April, 1997.

Branching out from its current position of strength in desktop and server PCs, Compaq plans to become a more rounded computer company. "We will do for the network what we did for the PC in the 1980s," Pfeiffer said.

Pfeiffer confirmed its long-rumoured intention to build PCs to order and sell direct in a copycat move that lays down the gauntlet to its Texan neighbour perennial thorn in the side, Dell. However, Pfeiffer was also at pains to stress that the reseller channel will remain central to the company's plans, saying 90 per cent of stock would still go through the traditional channels.

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