Ramp Networks WebRamp M3 opens up the small business market for VARs and ISPs; Ramp expands marketing programs for VARs and ISPs.

SANTA CLARA, Calif.--(BUSINESS WIRE)--May 19, 1997--Ramp Networks, Inc., a leading provider of easy-to-use, fast Internet access devices, today announced a new product, WebRamp(TM) M3, that will give Value Added Resellers (VARs) and Internet Service Providers (ISPs), a unique entry point into the small business market.

With the introduction of the new WebRamp M3, Ramp Networks will be enhancing its distribution strategy for VARs and ISPs, and will be providing extensive marketing and sales support for these new channels.

The explosion in the Internet market presents a major opportunity for VARs and ISPs to lead their customers through the technology options and purchase the best solution for their business. Internet use among small businesses is expected to grow 74% by the year 2000, and a high percentage of small businesses who use the Internet plan to have their own Web page by 1998.

Local Area Network (LAN) implementation among small businesses is also rapidly growing with an expected annual growth of 47% per year for the next four years. These trends provide a great opportunity for VARs to partner with Ramp Networks to sell a bundled LAN and Internet access package. Ramp Networks also plans to partner with a number of ISPs, giving them a way to sign new subscribers and sell additional services to current customers.

"Traditionally, VARs have provided small businesses with advice on computer systems, such as PCs and printers, however the adoption of Internet access and LAN solutions in the small business market has been slow. On the other hand, ISPs have focused on corporate and end-user accounts. Until now, there have not been compelling networking and Internet solutions targeted at the small business market," said Patty Burke, vice president of marketing at Ramp Networks.

"We think that the Internet is driving networking in small businesses and in turn is opening a new opportunity for VARs and ISPs. Not only can they sell the WebRamp M3 to small businesses, but they can bundle it with additional ISP accounts, email accounts, Web hosting equipment, and new networking equipment."

Value Added Resellers

With the WebRamp M3, VARs are now able to sell small businesses Internet and Local Area Network (LAN) solutions. Most small businesses today consist of a number of unconnected computers with individual phone lines, modems and ISP accounts. This can prove to be expensive and unproductive for cost-sensitive small businesses. If these businesses were networked into a small LAN, they could easily share vital information and Internet access.

When a small business installs a WebRamp M3, they automatically create a LAN. This gives VARs a great opportunity to sell a LAN and Internet access package to the small business. As these small businesses grow, additional sales can be made for email software, Web design services, LAN adapters, integration, and workstation upgrades.

Because the WebRamp M3 does not require an ISDN line, there are no phone company hassles or provisioning delays, and the VAR sale is immediately closable. The WebRamp M3 is easy to install and there are no additional training or authorization costs associated with the product; therefore, VARs can price their installation offering within the realistic budget of a small business.

"Internet access is becoming vitally important to small businesses, and the WebRamp M3 is an easy, cost-effective way for them to get instant access for everyone in the office," said Bill Hiebeler, MCNE, MCP, system integrator, at Proactive Network Services. "The WebRamp M3 is extremely easy to install and has a number of diagnostic tools included in the WebRampWiz software that helped me quickly fix problems I have been having with my ISP."

Ramp Networks has designed its channel strategy to make it simple and easy to deliver solutions around the WebRamp M3. VARs can choose to buy from national distributors including Tech Data and D&H Distributing, or they can buy directly from Ramp Networks. Ramp Networks provides VARs with a complete set of sales materials on the WebRamp M3, such as datasheets, white papers, competitive information, demo disks, an installation guide, and more. Ramp Networks also provides marketing support, free on-site training and pre- and post-sales support.

Internet Service Providers

The WebRamp M3 provides ISPs with a unique way to sign new subscribers and sell additional services to current customers. Many small businesses today either do not have access to the Internet, or have one workstation with Internet access, forcing employees to wait in line to use the Web. Other small businesses have a number of individual computers, each with a separate phone line, modem and ISP account. With the WebRamp M3, everyone in these businesses can have instant access to the Internet, and no changes or new equipment are needed by the ISP.

The WebRamp M3 gives small businesses access to the Internet through existing modems and phone lines. With connectors for up to three modems, the WebRamp M3 requires one ISP account for each modem.

Small businesses can start with one modem and add more as their business needs grow. This allows ISPs to add new subscribers and encourage current customers to open a second or third Internet account. ISPs also have the opportunity to bundle email and Web hosting services to sell to these small businesses. Because the WebRamp M3 is so easy to install and maintain, the ISP is protected against escalating technical support costs.

WebRamp M3 is particularly compelling to ISPs who focus on dial-up accounts. Now ISPs can offer a high-speed multi-user solution without changing any of their internal infrastructure. Many ISPs are torn between upgrading their equipment to support switched services like ISDN and T1, and the concern that their dial-up accounts will migrate to their competitors.

"EarthLink's alliance with Ramp Networks has dramatically expanded our access to the small business market," said Julie Mantis, vice president of sales at EarthLink Network. "The WebRamp M3 is an easy-to-use, high quality Internet access device that gives our current and future customers more power and connectivity to the Internet."

Ramp Networks will also distribute the WebRamp M3 through its current distribution partners including Tech Data and D&H Distributing. The WebRamp M3 will also be available through major mail order catalogs and select retailers in the U.S. and Canada.

About Ramp Networks, Inc.

Founded in 1993, Ramp Networks, Inc. offers a family of easy-to-use, fast Internet access devices for growing small businesses. Ramp Networks' award-winning WebRamp products are uniquely designed to meet the low-cost and ease-of-use requirements of the more than five million small offices in the U.S. that are planning to leverage the Internet as a strategic marketing and research tool. Headquartered in Santa Clara, Ramp Networks is privately held and backed by more than $17 million in venture capital funding.

For more information about Ramp Networks and the WebRamp family of products, contact the company at 408/988-5353; by fax at 408/988-6363; or via the World Wide Web at http://www.rampnet.com .

CONTACT: Ramp Networks

Rochelle Ross, 408/988-5353 x232

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Stirling & Cohan

Erin Bergamo, 415/513-0621

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