WANG EXPANDS SALES EFFORTS THROUGH PARTNERSHIPS.

LOWELL, Mass --(BUSINESS WIRE)-- Feb. 13, 1995 -- Wang (NASDAQ:WANG) today announced a comprehensive new program to deliver Wang's industry-leading open client/server workflow and imaging products to business and government. The Masters Program for Wang OPEN/software enables systems integrators, application developers, and resellers to broaden their product offerings by incorporating OPEN/software, and gain additional business through partnership with Wang's software sales force. The Masters Program will focus on key vertical markets, including healthcare, manufacturing/industrial, insurance, financial services, education, and government.

Program Benefits

Partners can choose to sell jointly with Wang's worldwide vertically-oriented software sales force, or sell Wang software independently. Under its new channel program, Wang's direct sales people will receive compensation for delivering qualified leads to its partners.

"By creating a well developed channel program, together with its breadth of products, Wang is sure to generate significant channel interest," said Raimund Wasner, managing director of the Rheinner Group, a leading imaging market consultancy. "It's a definite plus that Wang's direct sales force is strongly incented to bring business to its partners."

Wang will provide its partners with extensive sales and technology training, including the courses that will qualify them as a Certified Imaging Consultant, a leading imaging qualification program from Wang. Additionally, partners will be given access to software development kits, marketing support, and competitive product discounts. Partners will have access to Wang Executive Briefing Centers for customer demonstrations and will benefit from the support of a Wang channel manager.

Partners already part of the new Masters Program include Automated Concepts Inc. (ACI), Computer Science Corp. (CSC); DIS Research; Innovision Imaging, Inc.; JBS Imaging; Niakwa, Inc., and The Computer Group, which are systems integrators and application solution providers with a wide range of expertise in key industries and applications.

"This first-class program combines Wang's extensive sales force with the systems integration and application expertise of our partners, which ultimately benefits our mutual customers with quality business solutions," said Tim Corkery, director of channels business development from Wang. "The Master's Program gives leading solutions providers the opportunity to expand their product offering, applications expertise, and services to take advantage of the significant opportunities in the workflow and imaging market."

Specialized Program Alternatives

The Masters Program is designed to accommodate the needs and focus of its partners. Accordingly, Wang has established three categories of its OPEN/software products and services in order to ensure they are effectively matched to the expertise of the partners.

1. The Network Master category is for companies whose primary business is designing and managing the installation of application networks for departments or enterprises. These companies may be looking to provide imaging or workflow solutions to their hardware and network customers.

2. The Application Master category is for companies that specialize in delivering client/server application solutions. They may be developing new products or helping clients downsize their systems. These companies will benefit from the fact that Wang has the most comprehensive set of tools for imaging that are tightly integrated with the most popular client/server rapid application development tools on the market.

3. The Integration Master category is designed for companies with host-based legacy experience that provide a full range of services, including API programming, systems configuration and integration, application development, and consultation on workflow and imaging implementation.

Wang's Channel Organization targets partners whose application solutions and integration experience extends the efforts of Wang's worldwide software direct sales force. Wang's partners are involved in the majority of Wang's workflow and imaging sales opportunities, providing application products as well as systems integration services.

Wang is a recognized worldwide leader in workflow, integrated imaging document management, and related office software for client/server open systems, and a major worldwide provider of integration and support services for software and networks. Wang's products and services enable customers to realize major improvements in productivity, quality and responsiveness by the definition, automation, management and measurement of critical business processes.

Wang is one of the industry's largest independent service organizations. The worldwide Service Business provides network integration and support service, warranty and maintenance services, help-desk support, and other value-added services for more than 4,000 products from 350 equipment and software manufacturers. Headquartered in Lowell, it has offices and distributorships in more than 130 countries and more than 2,800 technical support professionals answering more than five million service and support calls a year.

CONTACT: Wang Laboratories 

Frank Ryan [phone]

Ed Pignone [phone]