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Compaq distribution model takes shape

Compaq distribution model takes shape

Compaq's much anticipated channel strategy moved another step closer to reality last week, when the company finalised its post-merger distribution model by the end of last week.

But that's all we're getting for now - a model.

From there, the channel integration group will spend the next month deciding which distributors fill out that model and actually nab a guernsey in the final Compaq line-up.

Their fate will be disclosed at the company's general channel strategy announcement on October 1, Rosalie Boyd, Compaq's incumbent channel development manager, told ARN.

As part of its decision process, Compaq has employed management consultancy firm McKinsey & Co to help ascertain the distribution needs of its customers.

Boyd claims the distribution model is an area that has to be worked through "as a priority", but it requires due diligence to ensure it remains relevant in the future.

"Distribution needs change on a regular basis," Boyd said. "So the model we establish has to be flexible enough to move as those needs change.

"We want to develop a model to take forward."


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