Internet 的发展带来了数十亿美元的增值分销机会,在开展 Internet 业务时,MAR(增值分销商)的问题与机遇并存。Novell 把 Internet 看作整个网络中功能强大的一部分,和 LAN 及 WAN 一样,关键在于保证 Internet 能象其他网络资源一样,尽可能良好地运行。问题凸现在业务中,VAR 面临如何保持增长、如何在竞争中脱颖而出、如何控制成本等障碍。在过去10年里,大多数VAR 保持着与 LAN 相同的发展速度,利润主要来自硬件和软件的销售。现在,网络连接已成为普通产品,客户不断对新的销售、升级和安装提出疑问,竞争 The development of the Internet has brought billions of dollars of value-added distribution opportunities and the problems and opportunities of MAR (value-added resellers) coexist in the development of Internet services. Novell sees the Internet as a powerful part of the entire network and, like LANs and WANs, the key is to ensure that the Internet operates as well as other network resources. The problem is highlighted in the business, VAR face how to maintain growth, how to stand out in the competition, how to control costs and other obstacles. In the past decade, most VARs have maintained the same pace of growth as LANs, with profits mostly stemming from sales of hardware and software. Now that the internet connection has become a regular product, customers are constantly asking questions about new sales, upgrades, and installations, competition