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PDS PAVES WAY TO VARs' SUCCESS WITH NEW VIP PROGRAM

 PDS PAVES WAY TO VARs' SUCCESS WITH NEW VIP PROGRAM
 BLOOMFIELD HILLS, Mich., Jan. 7 /PRNewswire/ -- Select Value Added


Resellers (VARs) who offer proven vertical solutions will significantly increase their annual revenue in 1992 owing to a program recently launched by software developer Parameter Driven Software, Inc. (PDS).
 PDS' new Vertical Integration Partners (VIP) Program cultivates the success of key PDS resellers by providing comprehensive assistance in every aspect of the resellers' business -- yielding the technology and marketing channels of a multi-million-dollar organization to the $500,000 and above VARs.
 PDS President and CEO Patrick Comeaux said the VIP Program formulates successful market penetration by combining the strengths of a large organization with the knowledge and focus a small reseller develops toward its market segment.
 "The VIP Program addresses two major obstacles in VARs' vertical market success -- end-user difficulty in locating proven, appropriate applications and VARs' lack of adequate resources to reach their target market," Comeaux said.
 "PDS bridges this gap between the VAR and vertical, providing VARs with the resources to reach their target, and then to establish and maintain market presence."
 PDS' VIP is typically a VAR shop with five or more employees and $500,000 and above in annual revenues, which markets a vertical solution integrated with PDS application suites.
 The VIP Program offers member VARs consultation in product development and integration, customer leads and marketing assistance, nationwide product rollouts, networking with other VARs and promotion of the VIP Solution through major hardware vendor sales forces, among additional benefits. Many of PDS' VARs market the VIP solutions and, with assistance from PDS, offer local end-user support, training and installation services.
 Henry Plancke, president of H.J. Plancke and Associates, Inc. of Birmingham, Mich., and Ontario, Canada, joined forces with the VIP Program in August and now markets his contractors package as a VIP Solution.
 "Since being approved as a VIP, my company has been transformed from a small company with limited marketing avenues into the equivalent of a division within a large organization," Plancke said. "The future of H.J. Plancke as a VIP is one in which we can exercise greater creativity in satisfying end-user requirements by accessing big-business capabilities."
 The integration of software products is at the heart of the VIP Program. PDS offers 4GL accounting modules, the PDS Preferred Series and General Business Solutions, which may be integrated into the VIP solutions for ready-made business information management. PDS furnishes source code along with the integrated modules, thus the modules may be modified by the VIP, authorized PDS VAR, end-user or the PDS Development Corporation in order to meet specific vertical market requirements.
 Bob Ashley, president and CEO of VIP Commercial Technology, Inc., of Texarkana, Texas, integrated the PDS Preferred Series accounting modules with his office machine dealer's package in 1989, and became a PDS VIP in 1991.
 "PDS' goal and my goals are the same," said Ashley, 1990 PDS Reseller of the Year. "When we blended Service Star and the PDS Preferred Series, we essentially became one company. It's mutually advantageous for us to combine efforts in selling our collective product through the PDS VAR network and distribution channel."
 Comeaux said hardware vendors have been eager to join forces with the VIP Program, seeing this as a way to use resources efficiently by backing a select number of players with strong vertical market presence.
 The vendors, including Unisys, Digital Equipment Corporation, and IBM, combine strengths with PDS and the VIPs to create tailor-made programs to market the VIP solutions. Activities have included a nationwide teleconference hosted by VIP Commercial Technology, PDS and DEC; and a telemarketing campaign hosted by VIP H.J. Plancke, PDS and Unisys.
 The VIP Program also reportedly lends assistance to VARs in terms of inherent product marketability. Gary Lester, president of City Computer Solutions of Pelham, Ala., said he feels his Fiscal Government and Utility Billing VIP solutions have already received greater acceptance within the marketplace while promoted as VIP solutions.
 "The VIP Program has lent credibility to our products because PDS, in reviewing City Computer Solutions for VIP approval, has given our solutions its mark of excellence," Lester said. "Since our approval, several PDS VARs have already contracted with us to market our Budgetary Accounting package to their end-users."
 Since 1981, PDS has been developing, manufacturing and distributing 4GL solutions for a worldwide user base, serviced through authorized VARs, International Distributors, hardware vendor sales forces and Original Equipment Manufacturers (OEMs).
 PDS' cornerstone product is 4GL application generator PDS-ADEPT, which allows users to create fully featured applications by answering a series of questions. After development, programs may be executed immediately with the use of a Run Time or converted to "C" object code through the use of the PDS-C Source Generator and the PDS-C Development Kit for the targeted hardware platform.
 Reseller interest in the VIP Program has been high and Comeaux said PDS has been able to accept only 10 percent of the program applicants in order to avoid oversaturation of resources in reserve for the program's first year. Comeaux added that the program growth will be closely monitored in order to maintain the program's integrity.
 As the program expands, Comeaux said he plans to most aggressively pursue VARs within high-growth market segments, including point-of-sale, medical and health care, financial, government, real estate, construction, manufacturing and imaging industries.
 For additional information on the VIP Program, contact Kevin Kent, PDS national sales manager, at 313-335-7475.
 -0- 1/7/92
 /CONTACT: Kevin Kent, national sales manager, Parameter Driven Software, Inc., 313-335-7475; Henry Plancke, president, H.J. Plancke & Associates, Inc., 313-964-2168; Bob Ashley, president, Commercial Technology, Inc., 903-832-3551; or Gary Lester, president, City Computer Solutions, 205-664-5755/ CO: Parameter Driven Software, Inc.; H.J. Plancke & Associates, Inc.;
 Commercial Technology, Inc.; City Computer Solutions ST: Michigan, Texas, Alabama IN: CPR SU: PDT


SB-DD -- DE006 -- 7191 01/07/92 09:10 EST
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Date:Jan 7, 1992
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