3Com announces industry leading channel program; netWorking Partners offers scalable programs to complement partners' business models.

SANTA CLARA, Calif.--(BUSINESS WIRE)--June 5, 1995--3Com Corp., a leading global data networking company, today announced the netWorking Partners program, its new multi-tiered partner program.

The netWorking Partners program is a comprehensive, scalable program that includes strategies and deliverables for partner communication, marketing, sales and technical development and service support for 3Com's extensive channel infrastructure. The new program targets distributors, resellers and network system integrators (NSIs).

With the netWorking Partners program, all 3Com products are now available through all channels, thereby increasing sales opportunities for partners and buying opportunities for end users. Unlike other segmented channel programs, netWorking Partners is based on the value -- marketing, sales, technical and service support expertise -- each partner adds to the selling process. Qualified partners have the option to sell enterprise system solutions, while others can focus on volume sales and workgroup solutions.

"3Com's netWorking Partners program differs from its competitors by capitalizing on the existing expertise of its partners. The program offers tangible benefits for the investment they have made in 3Com," said Ralph Godfrey, vice president of sales at 3Com. "It complements each partner's business model."

Three-Tiered Approach

The netWorking Partners program offers three designations based on partners' sales and technical expertise and business infrastructure. These classifications also indicate the degree of service and support each partner chooses to provide to customers. The program emphasizes partners' marketing, service and support capabilities as well as sales and technical knowledge, eliminating barriers such as minimum revenue targets and product sourcing limitations.

o Networking Partner -- For partners with fundamental networking expertise that are focused on volume workgroup solutions such as 3Com's network adapters and SuperStack family of products.

o Solutions Partner -- For partners with more advanced levels of technical expertise that integrate 3Com's high-level systems products; authorized to sell at least one of the following products: AccessBuilder remote access servers, CELLplex and LANplex switches and the NETBuilder II family of routers.

o Advanced Solutions Partner -- For partners with the highest degree of technical and sales expertise and the business infrastructure for integrating 3Com's systems products into enterprise-wide solutions; able to provide pre- and post-sales and technical support staff, certified through 3Com's 3Wizard authorization program. -0-

"The netWorking Partners program provides a strong backbone of service and support," said Sergio Gemo, vice president of marketing at Anixter. "3Com's configuration desk, a pre-sales resource center, is especially strategic for Anixter's field organization by providing direct access to 3Com's technical professionals."

Commitment to the Channel

3Com has made a corporate-wide investment in the netWorking Partners program, including both staffing and financial commitments. More than 500 3Com sales and support personnel are dedicated to these partners.

"The netWorking Partners program provides the tools and incentives to increase our sales opportunities," said Lori Snow, director of technical products division at Ingram Micro. "This new program reflects 3Com's longstanding loyalty and ongoing investment in the channel."

Registration Information

To obtain a fulfillment kit with detailed information and a registration form on the netWorking Partners program, interested parties should contact 3Com directly at 1-800/NET-3Com. For those outside of the United States, call 1-408/764-5673.

Founded in 1979, 3Com Corporation (NASDAQ:COMS) pioneered the data networking industry. Today, 3Com offers customers a broad range of ISO 9000-compliant global data networking solutions that include routers, hubs, remote access servers, switches and adapters for Ethernet, Token Ring and high-speed networks. 3Com is headquartered in Santa Clara, Calif., and maintains worldwide research and development, manufacturing, marketing, sales and support capabilities. -0-

Note to Editors: 3Com, 3Wizard, LANplex and NETBuilder II are registered trademarks, and AccessBuilder, CELLplex and SuperStack are trademarks of 3Com Corporation. netWorking Partners is a service mark of 3Com Corporation. Other product, company or technology names and brands may be trademarked or registered trademarks of their respective organizations.

CONTACT: Cunningham Communication, Inc.

Christine Yum, 408/764-0779

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Rona Brodrick, 408/764-0740

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