AST EXPANDS RESELLER CHANNEL BEYOND PC ROOTS TO INCLUDE
MINICOMPUTER/SUPERSERVER RESELLERS AND MASTER VARS

COMDEX, Las Vegas, Nov. 16, 1992 -- Targeting the minicomputer/superserver
market, AST Research Inc. is expanding its reseller channel to include
resellers and Master VARs who have the breadth of knowledge to sell,
service and support its recently introduced Manhattan SMP multiprocessor.

Through a new program, AST is actively recruiting resellers who currently
serve the large LAN server, multiuser UNIX and proprietary minicomputer
environments. At the same time AST has developed a comprehensive service
and support program to ensure that the needs of both the reseller and the
end user are met.

"AST's Manhattan provides the right combination of performance,
scalability, high availability and serviceability to accommodate the
complexity of today's changing computing environments," said Ray Robidoux,
AST's director of channel development. "We are looking for resellers with
the right combination of expertise, added value and support history to
offer the Manhattan as an attractive, cost-effective solution to the $30
billion rightsizing/downsizing market. "

According to Robidoux, purchasers of the Manhattan SMP will be businesses
interested in rightsizing and those who need more computing power. With
suggested list prices starting at $26,995 for a base machine, it is a more
affordable open platform than many mainframe or proprietary
minicomputers.

"When a customer commits to purchasing a machine of this class, he wants
assurance that the manufacturer and reseller will be around to support
it," said Robidoux. "AST's long-term relationships with its current
resellers, commitment to reseller and end-user support, sound financial
model and leadership in the computer industry make the Manhattan a solid
product offering."

Designed with open architecture, the Manhattan SMP fully symmetric
multiprocessor is capable of supporting a variety of shrink-wrapped
operating systems, including Novell Netware, SCO UNIX, Banyan Vines for
SCO, IBM's OS/2, and Microsoft Windows NT and NT LAN Manager when they
become available. It incorporates the high availability features required
for critical applications: a disk array subsystem; hot replacement of disk
drives while the system is in use; ECC memory circuitry for correction of
single-bit errors to protect data integrity; and optional redundant power
supply for optimal fault resilience.

Resellers who are SCO or Novell certified and can devote two full-time
employees to outbound sales, provide added value and a qualified support
team member, publish a call escalation procedure and provide a technical
liason to AST are encouraged to contact the AST Product Information Group
at (800) 876-4AST to request an AST Manhattan SMP authorized reseller
package.

Master VARS who are experts in SCO UNIX or Novell Netware, as well as
applications and tailored solutions for the multiuser or LAN environment
also are being recruited. The Master VAR must be capable of not only
selling, but custom-configuring, installing and fine-tuning the hardware
and supporting the software.

"This provides a one-stop shop for the reseller who purchases from Master
VARS and maintains the level of support required by AST," said Robidoux. 

Key Reseller Requirements

To provide the highest level of end-user service and support, AST is
requiring its Manhattan SMP resellers who buy direct from AST to become an
AST Advanced System Support Center (ASSC) or to sign an agreement with its
approved third party maintenance provider to provide that service and
support.

AST provides comprehensive training through its product support, advanced
technical support, engineering and marketing groups to ensure that its
resellers and third party service company have the highest level of
product knowledge and technical skills. All Manhattan SMP resellers are
required to complete core-level technical and sales training offered by
AST at no cost for the initial training of one representative.

"The drive to reduce operating expenses by the end user, save on the cost
of spare parts by the reseller and increase the level of service and
support overall are factored into this program," said Robidoux.

AST requires its Manhattan SMP resellers to handle the first level of
telephone support to the end user. As an ASSC they are required to provide
on-site AST hardware maintenance within a 50-mile radius of their offices
within the next business day to accommodate the AST Manhattan SMP standard
one-year on-site parts and labor warranty. They must maintain sufficient
spare parts for the Manhattan SMP to do field repair within eight hours
for customers who elect a same-day fix option. They also must be able to
offer fee-based upgrades of same-day fix, seven day, 24 hours-per-day
coverage or partner with the AST approved third party maintenance company
to provide these services. 

Additionally, they must have on staff at all times at least one AST trained
technician to repair the Manhattan SMP system. The SMP certified
technician must also maintain current certification on Novell Netware, SCO
UNIX and other leading operating system software. 

Key Reseller Benefits 

To support and enhance the high qualifications of AST Manhattan SMP
resellers, AST is providing its resellers a multitude of benefits,
including the following. Additional and/or other benefits may be available
to Master VARS through the program. 

- AST authorization kit including detailed information on the
  Manhattan SMP, sales brochures, market profiles and a video;
- Advanced Systems Support Center technical training at no cost
  for the first representative at each location; 
- AST Flexfunds to develop programs which promote the Manhattan
  SMP through advertising and sales promotions; 
- AST custom configuration, with each Manhattan SMP system built
  to a customer's specifications, as well as operating system
  support to the extent of assuring installation and initial
  operation; 
- AST On-Line! bulletin board service, a direct link for 
  up-to-date news and product information 24 hours per day, 
  seven days per week; 
- Toll-free connection to a dedicated AST sales representative;
- Demonstration unit discount program; 
- InfoFax document retrieval program for product specifications
  and technical information via fax machine; 
- End-user leads; 
- Sales training, tools and seminars;
- Toll-free technical support for the Manhattan SMP available 
  24 hours per day, seven days per week to resellers and end
  users.

AST also provides a toll-free hot line for technical assistance to the end
user, as well as AST On-Line! worldwide electronic bulletin board service
and AST InfoFAX for up-to-date technical information and assistance.

Also underway to support the-Manhattan SMP is a comprehensive national
marketing campaign including advertising, public relations, direct mail
and other promotions. Corporate Background

AST Research Inc., a Fortune 500 company, holds a prominent market share of
desktop, file server and notebook computers. Product lines include the
Manhattan, Premium, Bravo, Advantage! and PowerExec. AST is represented in
more than 100 countries and operates 34 subsidiaries and sales offices. In
first quarter fiscal 1993, revenues rose 45 percent to $286.4 million from
$197.1 million in the comparable prior year quarter, while units shipped
were up by 70 percent. Also, AST reported record sales of $944.1 million
for the 1992 fiscal year ended June 27, 1992, compared to sales of $688.5
million for fiscal year 1991.

AST corporate headquarters is located at 16215 Alton Parkway, Irvine,
Calif. 92718. Telephone: (714) 727-4141, (800) 876-4278. Fax: (714)
727-9355

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