DELRINA INTRODUCES NEW PROFESSIONAL PARTNER PROGRAM.

SAN JOSE, CA and TORONTO, ONT--(BUSINESS WIRE)--Dec. 19, 1994-- Delrina Corporation, the world's leading supplier of PC communications and forms software, today announced its new Professional Partner Program. The new program is a multi-level approach that provides education, service, support, and marketing assistance to third party solution providers and professional trainers in selling and supporting Delrina's enterprise solution products: Delrina FormFlow(TM) and Delrina WinFax Pro for Networks(TM). The new program includes two levels of commitment for a select group of solution providers, as well as professional trainers, and is designed to expand and support Delrina's customer base through strong relationships with VARs, systems integrators, application developers, and professional trainers.

"The Delrina Professional Partner Program addresses the unique business opportunity for VARs, integrators, and trainers to tap into the exploding worldwide market for value-added LAN products, vertical applications and forms-based workflow automation," said Robin Matlock, National VAR Manager at Delrina. "Under the program, we provide education and training to third party developers and professional trainers, and certify them in the development and application of our forms automation and network fax solutions. The certification process thoroughly evaluates the product knowledge and business skills of service providers through a series of tests and interviews, and if qualified, the vendor is selected to be a Delrina Certified Developer or Delrina Certified Instructor. For the customer, this ensures that they have a high level of confidence in the solution providers who add value and re-market our products or provide training for them."

The Delrina Professional Partner Program includes two programs, one for solution providers and a second for professional trainers. Solution providers such as VARs, systems integrators, and application developers, who demonstrate excellent knowledge of Delrina's forms and fax products and provide Delrina-based solutions to their customers are eligible to become a Premier-level Delrina Strategic Solution Partner. Each candidate is carefully screened to ensure a solid background in development with the latest technology. Further, the candidate must employ a full-time Delrina Certified Developer to gain membership in the program. If an interested party does not meet these qualifications or does not want to participate at this level of commitment, they have the option to become a Delrina Business Associate, the second tier of the program, which offers technical and development support. In many cases, being a Delrina Business Associate enables the solution provider to become familiar with Delrina products before making a significant commitment.

For professional trainers there is the Delrina Authorized Training Partner Program, which has a set of requirements parallel to the Strategic Solution Partner Program. There is an Authorized Trainer level and a Training Associate level. To qualify as an Authorized Training Center, an organization must demonstrate that it provides high-quality training services, and further, must employ a Delrina Certified Instructor, provide a comfortable learning environment, have at least two years of experience in computer training, and must provide a satisfaction guaranteed policy to students who receive training on Delrina products.

"Delrina is committed to the enterprise solution and we recognize that the channel plays a key role in delivering such solutions," said Matlock. "We aren't in the training or development services business. We work with VARs to understand their business and empower them to provide Delrina software solutions that make sense for their customers. Delrina's software coupled with the VAR's industry and application development expertise, result in a best-of-breed solution for the customer."

Delrina is providing its Premier-level Partner Program members with many tools and opportunities to increase their client base, reduce their development time, and broaden their penetration of existing accounts. These include:

1) Free software, product training and training materials. 2) Evaluation and volume purchasing discounts. 3) Priority, senior level technical support. 4) Systems engineering support. 5) Advertisement in the Delrina Professional Solutions Directory. 6) Joint sales calls with Delrina's field organization.

Two years ago, Delrina launched its PROVAR program expanding the number of expert Delrina VARs in North America to more than 150. "The new Delrina VAR program, with its two-tier positioning strategy, is beneficial for all concerned," said Ed Andersson, Director of the Technology Applications Division of System Resources Corporation, a Delrina PROVAR. "Since Premier-level Partner Program members are certified by Delrina, complex and strategic FormFlow software development will be handled by the most experienced service providers, increasing not only the value of automated forms routing as a process re-engineering technology, but increasing the customer's return on investment by providing the most appropriate solution in the shortest project time possible."

As a systems integrator for the past ten years, SRC has been providing "one-stop" shopping for both public and private sector firms. Services include open architecture systems design and administration, information technology implementation, outsourcing, and custom communications solutions. SRC has adopted Delrina FormFlow for the paperless, electronic forms processing of its internal purchase requisition system. Extensive modifications to meet both internal needs and governmental guidelines have put Delrina FormFlow to the test, and it has succeeded in meeting the challenge. This has resulted in faster processing time, better tracking and the elimination of forms routing confusion.

"Delrina provided strong support during the developmental and deployment stages of this project," said Andersson. "We now have a comprehensive understanding of Delrina FormFlow and can produce intricate and multifaceted custom applications on time and on budget. Customers in the financial, insurance, healthcare and industrial arenas can benefit from our systems experience deploying FormFlow applications."

Forms processing, with its ability to conditionally route information across LAN-based e-mail systems, is increasingly considered one of the initial areas of workflow automation for many small, medium and large businesses. According to Bill King, Senior Workflow Analyst at BIS Strategic Decisions, of Norwell, Mass., the total market for workflow enabled and enabling software is expected to grow from approximately half a billion dollars today to more than US$2 billion by 1998. "Our research shows that there is rapid growth and activity in the workflow software market. VARs have an enormous opportunity to capitalize on this burgeoning market by offering to implement and service customers with workflow-based applications using products like FormFlow."

The application fee for the Delrina Strategic Partner Program is $875 with a $350 annual renewal fee. The Business Associate Program is $295 to apply with an annual renewal fee of $145. When upgrading to Premier-level status from Associate status, the fee is $600. The Authorized Training Partner Program requires an application fee of $875 with a $350 annual renewal fee. The Training Associate fee is $295, with an annual renewal fee of $145. After the initial roll out in North America, Delrina plans to introduce the Professional Partner Program world-wide.

Founded in June 1988, Delrina is a high-profile Canadian success story ranked among the fastest growing software companies in North America. The company develops, markets and supports PC-based software products and services for fax, voice, data communications, electronic forms processing, and consumer software markets, and is recognized as the technical and market leader in PC fax and forms. Delrina employs more than 550 people with headquarters in Toronto, Canada, and offices in San Jose, CA, Washington DC, Kirkland, WA, the U.K., France, and Germany. Delrina can be contacted at [phone].

Delrina, FormFlow, and WinFax PRO for Networks are trademarks of Delrina Corporation and its affiliated companies.

CONTACT: Erin Hintz

              Delrina Corporation
              416/446-8119
              Internet: [e-mail]

REPEATS: New York 212-575-8822 or 800-221-2462; Boston 617-330-5311 or

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