Those actively selling the technology say it's more important for the channel partner to be focused and flexible in its remote-access offering. As these reseller profiles show, a commitment to this technology tends only to grow with time, requiring more company resources in the proce ss. BANI expects remote-access revenues to double from 10 percent this year to 20 percent in 1998. In February, however, BANI rolled out a formal remote-access product and service offering. BANI supports about 125 customers with its new remote-access service.
Wireless connectivity continues to be a specialty.
Remote access contributes some 30 percent of Perigee's revenues. The company used to deliver remote access as one piece of business, with specific sales and delivery specialists. Other parts of the company dealt with Inter net security and messaging. Because the company believes remote access is evolving beyond a niche technology and is touching every part of their customers' business, Perigee has disbanded individual profit centers and integrated all the aspects of remote access into a single business. Novell Inc. Platinum authorized reseller with 24 employees, Rose City has added remote-access services to its menu of LAN connectivity offerings over the past couple of years.