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To: pat mudge who wrote (47497)	5/25/1998 7:36:00 PM
From: Jack Colton	Read Replies (1) \| Respond to of 61433

Welcome to the VARBusiness Insider, Issue 44, May 25, 1998, a biweekly electronic newsletter from VARBusiness Magazine. __________________ IN THIS ISSUE __________________ - Distribution 50 - Exclusive Report! - Price Cuts: Hardware - Small Business VARs And The Financial Market - Online Column: The Return of The Computer Curmudgeon - Sample Contracts and Proposals - Price Point __________________________________________________ This edition of the VARBusiness Insider is sponsored by TechBuyer. All editorial content in the newsletter is written and edited independently by VARBusiness magazine. How can you ensure your customers will be customers for life? Make it easy for them to buy your products Save them time and money Become their online computer store and sit on every corporate users' desktop TechBuyer Customer Desktop: IT Buying Simplified. TechBuyer Customer Desktop is the tool computer resellers need to extend their e-commerce offering to every corporate desktop. Customer Desktop seamlessly links resellers and their customers to significantly simplify the IT purchasing process. Corporate users are demanding easy ways to buy from their suppliers. Leading resellers are responding by providing this intranet- Based procurement application as an extension of the services they provide. Find out more before your competitors do... visit www.techbuyer.com/tb/300 or call (512) 684-1182 __________________________________________________ THIS WEEK ON VARBUSINESS.COM ________________ DISTRIBUTION 50 ________________ Looking for a good distribution partner? Browse, search or download our Distribution 50, a directory of the top 50 distributors ranked by wholesale-only revenue. It's a reference you can use all year long. Plus, you'll find exclusive articles and the distributor Q&A at varbusiness.com ____________________ EXCLUSIVE REPORT! ____________________ Opportunities for Netscape Communicator Source Code The response to Netscape's give-away of its Communicator 5.0 source code is phenomenal. More than 200,000 downloads were recorded in the first two weeks. What opportunities does this Netscape freebie pose for you? Find out in our exclusive online report at varbusiness.com _______________________ PRICE CUTS: HARDWARE _______________________ How would you like to get $200 off a Compaq Presario 4528? You'll find this and many more price reductions on hardware at varbusiness.com ___________________________ SMALL BUSINESS VARS AND THE FINANCIAL MARKET ___________________________ If you think the financial services industry is just for big-name players like Merrill-Lynch, Fidelity or Schwab, you're in for a surprise. Some are small - very small - and in need of savvy VARs that can help them turn on a dime. Our exclusive vertical market research on the financial industry tells you about them and others. varbusiness.com _______________________________ ONLINE COLUMN: THE RETURN OF THE COMPUTER CURMUDGEON _______________________________ Are you as tired of hearing about the Microsoft/DOJ face-off as you are about Bill Clinton's problems with Ken Starr? See what our Computer Curmudgeon, Technology News Editor Cassimir Medford, has to say on that subject. varbusiness.com ____________________ SAMPLE CONTRACTS AND PROPOSALS ____________________ In need of legal guidance? These templates for sample contracts and proposals, commonly needed by VARs, can be downloaded and used to help you shape your legal documents. varbusiness.com _____________ PRICE POINT _____________ INTERNET SERVICES Responding VARs offer the entire spectrum of Internet services, including Web page design, database integration, Java programming, coding/scripting, Internet connectivity and consulting. No doubt the disparity in rates for a particular type of service is partly explained by differences in the level of service. Nevertheless, the designer of Web sites who bills at a mere $25 per hour probably could get more. Something else that pops out: Internet VARs have moved into vertical markets of all kinds, which testifies to the importance of having a business presence on the World Wide Web. Finally, this survey yielded an innovation-resellers are finally beginning to charge for proposals, and the rates charged for working up proposals are in line with the cost of the underlying services. VARBusiness is looking to expand the topics that we cover in Price Point. What would you like to see? Salary comparisons? More-targeted product information? Send e-mail to Andrew Vogel at avogel@cmp.com with your suggestions. NORTHEAST $80 per hour for a junior-level technician; $125 for a senior- level technician. Discounted rate of $80 per hour offered for pre-paid blocks of time. VAR size: 16 employees. Average customer size: Medium. Vertical concentration: Finance. $60 to $80 per hour for Web page design. VAR size: 10 employees. Average customer size: Medium. Vertical concentration: Government, education. $110 per hour for coding and scripting. Proposals are billed at an hourly rate. VAR size: 10,000 employees. Average customer size: Large. $90 per hour for Web page design. A discounted rate of $75 per hour offered for pre-paid blocks of time. VAR size: 13 employees. Average customer size: Small. $110 per hour for Java programming. 10 percent discount offered for pre-paid blocks of time. VAR size: Four employees. Average customer size: Large. SOUTHEAST $125 per hour for Internet consulting. VAR size: Seven employees. Average customer size: Small. Vertical concentration: Finance. $25 per hour for Web site design. VAR size: One employee. Average customer size: Small. $83 per hour for database integration. Proposals are billed at $83 per hour. VAR size: One employee. Average customer size: Medium. Vertical concentration: Healthcare, legal. $80 for a junior-level technician; $150 for a senior-level technician. VAR size: Nine employees. Average customer size: Medium. Vertical concentration: Banking. MIDWEST $105 per hour for Internet consulting. VAR size: 17 employees. Average customer size: Small. Vertical concentration: Retail. $130 per hour for coding and scripting. VAR size: 120,000 employees. Average customer size: Large. $95 per hour for database integration. VAR size: 11 employees. Average customer size: Small. Vertical concentration: Graphics, retail. $50 per hour for Web page design. VAR size: 96 employees. Average customer size: Medium. Vertical concentration: Finance. $59 to $79 per hour for Internet consulting. VAR size: 30 employees. Average customer size: Medium. WEST $40 to $100 per hour for Web page design. Proposals can range from $2,000 to $8,000 with fee being credited if the proposal is accepted. VAR size: Eight employees. Average customer size: Large. $60 to $150 per hour for Internet consulting. VAR size: 7,000 employees. Average customer size: Medium. $65 to $200 per hour for Web page design. VAR size: 10 employees. Average customer size: Large. Vertical concentration: Aerospace, pulp and paper. $95 per hour for Internet connectivity. VAR size: 2,000 employees. Average customer size: Large. Vertical concentration: Multimedia, scientific/engineering. *$120 per hour for Java programming. Discounted rate of $100 per hour offered for pre-paid blocks of time. VAR size: 70 employees. Average customer size: Large. Vertical concentration: Fortune 1000. To search other Price Point installments, go to varbusiness.com _____________________________________________________ Breakaway XChange '98 New Orleans: Get an inside look at the issues shaping the channel. Breakaway XChange, the annual event of the Computing Technology Industry Association (CompTIA) and the CMP Channel Group is scheduled to take place August 26-28, 1998 at the New Orleans Marriott Hotel. Explore the educational tracks with leading channel experts exploring such topics as Total Solution Selling, Business Management and Selling in Cyberspace. In addition to the Educational Conference, Solutions Pavilions and Private XChanges, networking opportunities abound at Breakaway XChange. The VARBusiness Annual Report Card Dinner, sponsored by Keylink Systems, will once again be a highlight of the event. For more information call 1-800-263-4530 ______________________________________________________ ~~~~~~~~~~~~ To subscribe to VARBusiness Insider, send e-mail to: listserv@cmplists.cmp.com and in the body of the note type: subscribe varbiz If you do not wish to receive subsequent issues, please send e-mail to listserv@cmplists.cmp.com and in the body of the note type: unsubscribe varbiz Send any questions and comments to varbz@cmplists.cmp.com (please include your e-mail address so we may get back to you promptly) ~~~~~~~~~~~~ VARBusiness Magazine One Jericho Plaza, Wing A Jericho, NY 11753 www.varbusiness.com ~~~~~~~~~~~ Copyright ) 1998 CMP Media Inc.