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VARBusiness: How To Make Money Selling Linux

Aug 11, 1999, 13:33 (0 Talkback[s])
(Other stories by Wilson Lee)

"As resellers and systems integrators are evaluating Linux to determine if it is a viable platform for their customers, many resellers are asking themselves, "How do I make money selling a free or low-cost operating system?"

"We asked our VARs to see how they do it. Across the board, we learned that those who survive the ever-changing channel landscape today are those who deploy solutions. Just reselling a box of software to a company--or selling hardware with no value-add--can be a recipe for ruin. Decreasing hardware and boxed-software margins, coupled with the emergence of direct manufacturers and cut-throat prices at Internet sites, have cause resellers to refocus their business model. Linux is poised to become an important part of that focus for VARs who embrace it..."

"Simply selling Linux on a CD to a customer and walking away represents the model of the past (reselling boxed software). Instead, successful resellers are bundling the Linux operating system into solutions..."

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