Content area
Full text
FOR FARALLON COMPUTING INC., pushing a new product in a new market requires a new marketing strategy and new resellers, and perhaps raising a few brows.
That is why the Alameda-based network products company has begun focusing on Internet-access providers and telephone companies to promote its new Netopia product line, which includes ISDN Internet routers, software and services. Farallon is hoping to use Internet-access providers as resellers and telephone companies as marketing partners.
Companies offering Internet access are well-positioned to offer customers both services and products, said Georgeann Benesch, Farallon's marketing director for network systems products. Internet-access providers "are really going to be the Internet VARs."
Farallon said it has contacted about a half-dozen Internet-access providers to discuss reselling possibilities....