Though his firm provides general Internet consulting and Web hosting, president David Hughes creates regional home pages to funnel users to his customers' sites. Also sticking with the Web is net. Bhargava decided early on to get out of consulting to produce software. Today the company sells net. Analysis and two other software packages for tracking Web usage.
Many businesspeople deplore leaving money on the table.
And, often, customers want a single point of contact for their solutions. You just can't do it alone. Scott Frederickson, area VAR director of Adobe Systems, Mountain View, Calif., agrees. If the new VARs don't expand or broaden their capabilities, there's a real danger that the larger, more established folks could squeeze them out. One new VAR that's partnering with peers to help offset these competitive pressures is CyberWare in Diamond Bar, Calif., an Internet VAR started six months ago by four graduates of Don Bosco Technical Institute.