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1992-02-10
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FOR IMMEDIATE RELEASE Contact:
Jennifer Jester/ Lucia Graziano
Banyan Systems
(508) 898-1000
Joann Anderson
Copithorne & Bellows
(617) 252-0606
BANYAN EXPANDS NORTH AMERICAN RESELLER CHANNEL
Adds New Level of Resellers to Focus
on VINES 5, VINES 10, and VINES 20
WESTBORO, Mass., Feb. 10, 1992 -- Banyan Systems today announced
that it has expanded and adapted its North American channel
strategy to facilitate distribution and widen the visibility of the
new Banyan VINES 5, VINES 10, and VINES 20 entry-level enterprise
networking products also announced today.
The company has:
* Segmented the VINES product line into two categories, according
to the degree of network integration and support capabilities a
reseller must have to support customers. The first category
includes VINES 5, VINES 10, VINES 20, and selected options. The
second category includes VINES Unlimited, VINES SMP, plus SNA and
TCP/IP options.
* Added a new level of reseller authorization, managed by Banyan's
Aggregator Channel Partners, to sell products from the first
category.
* Redesignated its existing channel partners to more effectively
differentiate their expertise in network integration, and to
continue their authorization to sell both categories of Banyan
products.
According to James D. D'Arezzo, Banyan vice president, marketing,
"We anticipate a surge in demand for all Banyan VINES products now
that VINES 5, VINES 10, and VINES 20 are shipping. By creating
another level of reseller linked to our Aggregator Channel
Partners, we can significantly expand the availability of VINES
networking solutions. At the same time, we can ensure a
continuation of Banyan's traditionally high standards for
reseller technical proficiency and customer support."
more
BANYAN STRENGTHENS NORTH AMERICAN CHANNEL/ Feb. 10/ Page 2
Overview: Banyan North American Channel Partners
To sell the VINES 5, VINES 10, VINES 20 products, and selected
VINES options, Banyan has created a new "Authorized Reseller" level
which will accommodate customers who typically have little or no
need for the advanced network integration and support services of
higher level resellers.
To ensure channel quality and controlled distribution in North
America, Banyan will require aggregators to authorize each
individual Authorized Reseller site. (Aggregators are large
national reseller organizations that sell and support products
through combined channels, including direct sales, wholly-owned
subsidiaries, and franchised and affiliated locations.) Aggregators
will also supply Banyan products and support services to Authorized
Resellers. As in the past, all potential Banyan channel partners
must meet established guidelines for geographic territory coverage,
sales and support staffing, and training.
Besides creating the new Authorized Reseller level, Banyan has
further defined its existing channel partner authorization levels
to recognize the growing importance of the network integration
services and support provided by Banyan's more advanced resellers.
Effective immediately, Banyan Premier Resellers are now
redesignated "Premier Network Integrators". The former Regional
Banyan Authorized Resellers are now redesignated "Authorized
Network Integrators". These network integrators sell all categories
of Banyan products, as well as an extensive variety of customer
services.
The three North American Banyan channel partner authorization
levels are described below. Note that lower level resellers can
move to higher levels at any time by fulfilling the authorization
requirements of the desired level.
Authorized Resellers (Level 1)
* Sell VINES 5, VINES 10, VINES 20 and selected options to end
users locally or regionally.
* Design, install, and administer small single and multi-server
networks.
* Receive training, product, and support from an aggregator.
* Have at least one trained Banyan support technician and one
trained Banyan sales representative per site.
more
BANYAN STRENGTHENS NORTH AMERICAN CHANNEL/ Feb. 10/ Page 3
Authorized Network Integrators (Level 2)
* Sell all Banyan products to end-users regionally.
* Design, implement, and maintain more complex wide-area networks
with minicomputer and mainframe connectivity.
* Provide a comprehensive software and hardware support services
for Banyan networks.
* Receive most training and purchase all products and support from
Aggregators.
* Have at least two Certified Banyan Specialists.
Premier Network Integrators (Level 3)
* Elite regional integrators that provide design services, project
management, and on-going support for complex multi-vendor
networks.
* Generate significant business through service and support as well
as from sale of all Banyan products.
* Add consulting, project management, and performance tuning
services to the suite of hardware and software support services
offered by Authorized Network Integrators.
* Complete at least six months as an Authorized Network Integrator.
* Need at least two Certified Banyan Engineers and a Certified
Education Center.
* Purchase product from Aggregators. (Existing Premiers may
optionally purchase product directly from Banyan.
* Optionally purchase support from Aggregators or from Banyan.
Other Categories of North American Banyan Resellers
Continue to Sell All VINES Products
Those existing Banyan Direct Authorized Network Integrators,
Premier Network Integrators and National Resellers will sell and
support the entire line of Banyan products.
###
About Banyan Systems
Banyan Systems is the pioneer and a leader in enterprise-wide
PC-based networking systems. These systems enable all computer
resources within any organization to interoperate freely as part of
a unified global network. Headquartered in Westboro, Mass., the
company markets products worldwide through authorized resellers.
Founded in 1983, Banyan is North America's largest privately held
networking software company.
Banyan and VINES are registered trademarks of Banyan Systems.