So a field associate who is the only person in her small Midwestern community specializing in retirees can network with other specialists doing the same kind of work elsewhere. Instead of taking notes, the parties can just print out transcripts of their online conversation and highlight the important parts. And knowing that their conversation is confined to a smaller universe, users can talk more candidly about their concerns. Many other companies extend their intranets not only to business partners but to customers as well. Formtek Inc., a software developer owned by Lockheed Martin Corp., lets a few customers use its intranet to demonstrate to their own prospects how they use Formtek's products.
T o provide real value, companies try to offer intranet visitors meaningful, tailored information.
We have a concept in our company we call 'virtual distribution,''' says Robert Rodin, CEO and president of Marshall Industries, a distributor of industrial electronics, which has opened its intranet to suppliers and customers. The people we service should have access to product information and service any time they want it, any way they want it, from anyplace they are. To provide that access, Marshall created PartnerNet, which lets suppliers and customers access self-customized information through the company's intranet. PartnerNet automatically notifies registered users by e-mail when they have new information waiting. But PartnerNet doesn't provide equal access to all.