Five years ago: Compaq to square up to Dell for small SMEs

A leading Compaq dealer has confirmed Compaq will sell direct, but only to small to medium enterprises of less than 10 people

First published 21 March, 1997.

"Compaq is looking to put itself on a level playing field with Dell and compete for sales in an area it couldn't previously reach," said Harry Thuillier, managing director of corporate Compaq dealer, Fraser Associates. Thuillier added Compaq is "definitely not" going to sell direct to corporates.

Compaq's decision to target the very small SMEs could tread on the toes of its retail partners, who traditionally sell to the very small companies as well as the SoHo customers.

Compaq's major retail partners declined to comment until after Compaq formerly releases details.