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As an attempt to beat Dell, Gateway and Micron at their own game, Compaq Computer Corp.'s DirectPlus sounds likea program that would leave resellers playing on another field. But in a recent interview with VARBusiness, Compaq's Mike Pocock, vice president of North American Channel Sales, reassured VARs that he's trying to keep them on the team.
VARBusiness: What are you doing to keep DirectPlus from hurting resellers?
Pocock: We've had a series of meetings with resellers and our channel partners to ensure we had a win-win scenario and to articulate where Compaq is heading-including its integration of Digital. We developed rules of engagement to ensure that what we were doing was channel-friendly.
VB: How can a direct sales effort be channel-friendly?
Pocock: Nearly a third of our small to midsize business (SMB) audience is motivated...