IBM's New NETeam Program Targets Networking Resellers with Benefits to Help
Them Increase Business, Deliver Outstanding Service

Available to business partners, qualified organizations

IBM Business Partner Executive Conference, San Diego, CA, Feb. 5,
1996...IBM today is beginning a major initiative to bring networking
hardware resellers into its new NETeam program by offering a full range of
support including sales leads, competitive information and personalized
service.

"We are committed to making NETeam a full partnership that's a win-win
proposition for everybody involved," said Don Rainey, director, Channels
Marketing, IBM Networking Hardware Division. "Resellers win with increased
sales and customers win with easy access to IBM networking hardware
products as well as deluxe service and support."

The program, which will be offered at no cost, helps members to effectively
market IBM's networking hardware products to a wider range of customers.
Members will have unprecedented access to IBM networking hardware product
information and support, tools and services to help build networking
knowledge and expertise.

NETeam is aimed at networking resellers whose businesses are skills, rather
than product, based. The program enables these resellers to enhance their
skills with the strength and breadth of IBM technology and service.

Among those expressing confidence in the NETeam program is Henry Camferdam,
president of Support Net, a channels distribution development support and
sales organization located in Indianapolis, IN.

"NETeam really demonstrates IBM's commitment to becoming the leader in
supporting the networking reseller channel," said Camferdam. "We strongly
believe NETeam will provide a competitive tool for our resellers."

The NETeam program includes demand generation programs, with resulting
active sales leads provided to members. In addition, the program will
provide members with business generation materials including advertising,
direct mail and marketing collateral. Members can use these materials to
help grow their IBM networking hardware business.

The NETeam program also will include the following benefits to help members
offer top-notch products and service:

     Monthly informational mailings for keeping current on IBM
     products

     High-quality service and support including priority
     technical support via an exclusive toll-free line; and
     pre-and post sales support from dedicated account managers
     and technicians

     Competitive market intelligence from IBM on a regular basis
     Exclusive NETeam conferences with IBM executives to discuss
     products and strategies and remarketer campaigns offering
     more incentives for members and their customers

In addition, program members will have access to loaner equipment and demo
products from IBM and the use of IBM's Fax system and Worldwide Web site
from which they can download, or have faxed directly to them, product or
program information.

"NETeam allows us to leverage IBM's vast resources to offer the superior
service and support our resellers demand,"said Norman Some, CEO of GBC
Technologies. "IBM is a valuable business partner for us." Located in
Berlin, NJ, GBC is a full service distributor specializing in networking,
data communications and connectivity in enterprise environments.

Future benefits of the program may include access to IBM internal product
information and support databases; exclusive early beta programs; and
participation in executive roundtables and user groups, among others.

Supplementing NETeam's benefits will be a comprehensive education and
training program emphasizing knowledge of networking technology and IBM
products. This program will equip members with the necessary skills for
selling, specifying and servicing IBM networking hardware products.

Any organization involved in selling or recommending networking hardware
can apply to become a NETeam member by completing a simple, one-page
application. For more information, consult our Internet Home Page at
http://www.raleigh.ibm.com/ntm/ntmover.html or call 1-(800)-IBM-7472.

IBM Networking Hardware Division (NHD) develops and manufactures
leading-edge networking technologies and products. Headquartered in
Research Triangle Park, N.C., NHD also provides consultation, education,
service, and support worldwide to help customers achieve business
objectives.

Please Note:

Questions about the content or currency of this press release should be
directed to your local IBM representative.
 
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