Killen &Associates Global Webcast Alert.

Business Editors, Technology Writers

PALO ALTO, Calif.--(BUSINESS WIRE)--Feb. 2, 2000

GO MULTI-CHANNEL OR GO BUST

Web Channel + Traditional Channels = Internet Success

&uot;The biggest question in boardrooms across America today is this: `How do I use the power of the Internet to grow my business and win in the Internet economy?'&uot; So says Michael Basch, VP of Corporate Development of Denver, Colorado-based InfoNow Corporation (OTCBB:INOW), and a founding officer of Federal Express, in a Webcast at http://www.killen.com/tv.

At first blush, the answer is obvious; toss up a site and sell directly to the customer. But that can be like shooting yourself in the foot, Basch cautions during a Webcast interview with Michael Killen, Chairman and Founder of Killen &Associates (http://www.killen.com), a leading Internet market research company. Basch notes that some of the biggest names in business have scrapped their plans to sell via the web because of intense channel conflict. And while the Web has great revenue potential, the bulk of commerce still transacts via traditional channel partners.

The key to success, Basch insists, is an effective multi-channel ebusiness (MCEB) strategy, one that harnesses the Internet to integrate the new direct channel and the traditional channels that have served companies well for decades. It doesn't have to be an either/or proposition, he says; with an effective MCEB strategy, it can be Web channels AND traditional channel partners.

The Webcast, which will be available for public viewing on February 2, and replay thereafter, demonstrates how the multi-channel approach makes for a triple win:

-- Customers win, because they gain more choice. They might want to

see or touch the product in a showroom. But if all they want is a

commodity like a printer cartridge, they can order it directly

from the seller's Web site.

-- Channel partners win because they can gain referrals, technology

support, and access to valuable customer information.

-- The company wins because it can roll into the Digital Age by

leveraging its existing channel assets, rather than abandoning

them.

So what are the fundamental elements of an effective multichannel ebusiness strategy, Killen asks his guest? Basch recommends the following actions to Webcast viewers:

1. &uot;Use the power of the Internet to strengthen your

reseller/channel partner foundation,&uot; Basch explains.

Channel-dependent manufacturers should provide the tools and

resources that can enable channel partners to have a strong local

Web presence. This not only takes a site building and maintenance

burden off the channel partners, but offers an opportunity for

the manufacturer to take a preemptive strike -- while the channel

partners' sites might ultimately contain competitive products,

the manufacturer can cobrand the site and enjoy top level

visibility.

2. Develop a strong feedback system that captures information from

local channel partners' and national Web sites. Once you've

Web-enabled your channel partners, the next step is to be able to

measure the results of your actions and the actions of your

channel partners. The purpose of this is to be able to quickly

test concepts and ideas and develop best practices that can be

applied in all geographic markets.

3. Begin a deliberate process of evolving the system. As you support

and gain feedback from your channel partners Web sites, Basch

recommends that you continue to evolve your overall Internet

strategy so that it ties together the successful actions of each

partner. Apply what you've learned from successful partners to

partners whose sites aren't pulling. Also, talk to your partners

and learn about ideas that they think might work, but that they

don't have time to implement. The ongoing feedback, testing,

analysis, and sharing of information will result in a

multichannel ebusiness strategy that works.

Will a multi-channel ebusiness strategy become more of the norm? Not just the norm, according to Basch - it will become essential: &uot;Ultimately, the customer is going to decide which channel to purchase through. If you don't let them, your competitors will.&uot;

About InfoNow

InfoNow enables channel dependent companies to use the power of the Internet to close more sales through their local channel partners. InfoNow's services maximize channel partner success by providing referrals, leads and eCommerce capabilities to the channel partner(s) best aligned to close the sale. InfoNow outsources these services over the public Internet, private intranets and extranets to leading technology, financial service and other clients in fifteen countries, including Apple, Bank of America, Bank One, Citigroup, 3Com, Compaq, Cisco Systems, FedEx, First Union, Hewlett Packard, IBM, Lucent Technologies, Maytag, Motorola, Sony, UPS and Visa. For more information, please visit the company's Web site at http://www.infonow.com or call Stephanie Franks, 303-293-0212 x247.

About Killen &Associates

Killen &Associates is a leading market research company that focuses on the impact of the Internet, specializing in electronic bill presentment and payment (EBPP), electronic service provision (ESP), and multi-channel ebusiness (MCEB). The company's EBPP Business Intelligence Subscription Service offers exclusive business intelligence to business professionals in the telecomm, utilities, and financial services industries worldwide. Killen &Associate's White Papers, &uot;Operational Resource Planning (ORM)&uot; and &uot;IP Telephony,&uot; have helped hundreds of global companies develop eProcurement and advanced telecommunications strategies, respectively. Its study, &uot;Multi-Channel eBusiness (MCEB),&uot; provides compelling evidence that global corporations must use their brick-and-mortar infrastructures as a competitive advantage in the age of the Internet and eCommerce. Founder Michael Killen is an internationally renowned authority on ebusiness strategy. Killen &Associates maintains offices in Palo Alto, California; Richmond, Surrey, UK; and Zurich, Switzerland.

Summary

Webcast available beginning February 2, 2000 Location: http://www.killen.com/tv Topic: Multichannel ebusiness strategy Guest: Michael D. Basch VP of Corporate Development,

InfoNow Corporation