Ebb and flow rule the oceans and the channel. For a time, a strong retail current ruled the channel, and some small VARs were sucked into its undertow. As captains of (computer) industry saw margins eroding, the MBAs at the helm casted up more salespeople. That didn't work for long, and the new flagship for successful VARs—launched in 1992—is tacking toward service, not product sales. This fits neatly with news from three companies that are expanding their roles in the channel. Westcon of Eastch-ester, NY (a specialized distributor), Acsys of Bedford, MA (an erstwhile network hardware vendor), and Digital Equipment of May-nard, MA (you know them) all had a tale to tell at the recent Networks Expo in Boston.
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