随着互联网行业的迅猛发展，传统的业务渠道模式已难以适应互联网企业快速扩张的需要，分销渠道优势随着市场变化和厂商诉求的变化逐渐被削弱。产品同质化，市场竞争加剧，厂商与厂商，厂商与代理商之间的竞争和博弈也在加剧；新的营销渠道、直销及IT和消费类电子产品的终端连锁零售业的兴起，带来不同分销方式和市场形态之间争夺市场份额的竞争；再加上中国国情等原因，互联网行业分销在经过一段高速发展后，发展已经趋于平缓。如何突破瓶颈，寻找正确的发展路径成为渠道商生死攸关的战略选择。渠道商只有通过渠道的变革与创新，实现渠道增值，在“以用户为中心”的时代，更好地满足用户的需求来迎合厂商对渠道的要求，实现自身价值的转移，寻求新的生存空间。 对于我国市场上的互联网厂商来说，通过渠道进行销售是普遍的做法，如：百度搜索排名、阿里巴巴诚信通等。尽管受到了一些直销厂商做法的影响，但是从相当长时期的发展来看，利用分销渠道进行销售是互联网厂商最有效率、最节省成本的做法。本文的目的之一就是想通过对北龙中网（北京）科技有限责任公司目前的营销渠道分析，来进一步探索最能提升该企业竞争力的渠道模式。 文章共分五个主要部分：第一章主要交代了本论文的研究目的、背景及意义，阐述了国内外研究情况，说明了本论文的研究内容和研究方法。第二章是全文的理论基础，对论题研究涉及的相关理论进行了归纳和总结，用于指导本论题的研究。第三章对北龙中网公司营销渠道进行了深入分析。研究了北龙中网公司选择代理商的程序、评估代理商的标准。第四章对了北龙中网公司对营销渠道成员的激励和对渠道冲突的处理。在分析北龙中网公司对代理商的激励时，重点论述了对代理商常用的激励措施和支持。第五章对通过对北龙中网公司营销渠道现行状况的分析，对于创新提出新的建议，并在此基础上提出了渠道的改进措施及建议。

Currently, the traditional channel model has been difficult to adapt to the needs of the rapid development of internet enterprises, distribution channels, with the advantage of Changing demands of the market changes and manufacturers have been gradually weakened. Product homogeneity, market competition, manufacturers and vendors, manufacturers and distributors are among the increasing competition and game; new marketing channels, direct marketing and internet, and End consumer electronics products, the rise of retail chains, bringing the method of distribution and marketing of different forms of competition between the fight for market share: plus channels of China's national conditions, internet distribution after a period of rapid development, the development has leveled off. How to break the bottleneck to find the right development path into the channel vital strategic choice. The channel only through the channel transformation and innovation, value-added channels in the "user-centric" era, to better meet the needs of users on the channel to meet the requirements of manufacturers to realize their own value transfer, to seek new living space. China's market for internet manufacturers, to sell through the channel is a common practice just like Baidu research rank and Alibaba “Chengxintong” and so on.. Do Management practices by a number of manufacturers direct impact, but from the perspective of the development a very long time, the use of distribution channels Road, internet manufacturers to sell is the most efficient and cost-saving practices. One of the purposes of this paper is Like the dragon in the network through the North's current analysis of marketing channels to further explore the most to enhance the competitiveness of the enterprise channel model. Article is divided into five parts: Chapter 1, the main account of the purpose of this research, background and significance of research described the situation at home and abroad, describes the contents of this research and research methods. Chapter 2 is the theoretical basis, research on the topics covered were relevant theories and summarized to guide the research of this topic. Chapter 3 of the network technology company in Knet conducted in-depth analysis of marketing channels. Of the Knet's choice of brokers in the network program, evaluation criteria for intermediaries .Chapter 4 of the Knet in network marketing channel members of the company's incentive and the handling of channel conflict. In the analysis of network companies in Knet brokers incentives, the focus of discussion of intermediaries commonly used incentives and support. Chapter 5 of the Knet in the network marketing channel for the analysis of the current situation, a new proposal for innovation, and on this basis proposed channel improvements and recommendations.