Newly appointed Compaq chief executive Michael Capellas today revealed plans to boost Compaq’s worldwide direct sales to 40 per cent within the next two years.
The struggling PC vendor yesterday announced it had concluded its three month global search for a replacement for Eckhard Pfeiffer, the former chief executive who was ousted in April, with the appointment of Capellas, its chief operating officer, to the top job. (see previous story)
Capellas said Compaq aimed to achieve direct sales of 25 percent by the year’s end, by establishing direct relationships with 300 global customers and as many as 8,000 major accounts.
While some Compaq resellers are unhappy about the prospect of Compaq muscling in on their territory, Capellas defended the company’s hybrid model.
The key to having a good relationship with customers was understanding which were best served by direct relationships and that by indirect, Capellas said.
He acknowledged the company still had some work to do integrating the operations of Compaq and the former Digital Corporation but said “by and large” it had made a good job of the process.
“We’ve made a lot of progress in the last three to four months,” Capellas said.
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