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DESPITE THE LACK of universal ISDN coverage by telephone companies, there is a plethora of ISDN products on the market today that will offer new opportunities for VARs once ISDN is more prevalent, analysts and resellers said.
ISDN provides high-speed modem connections, ranging from 64 to 128 Kbps. The technology is proving most beneficial to telecommuters and those in branch offices who desire access to the Internet and LAN networks.
"ISDN is a huge opportunity for resellers," said Tom Pincince, a senior analyst at Forrester Research Inc. in Cambridge, Mass. He said it is a chance for VARs to deliver midrange equipment to a wide audience, and "given the fact that so many people want it, it becomes a game of service and support."
Resellers agree that while ISDN products may become a commodity in the near future, integration is an ongoing process. "The typical customer needs value-added support," said...