---------------------------------------------------------------------------- SUN SIGNS AGREEMENTS WITH MAJOR COMPUTER RESELLERS: INTELLIGENT ELECTRONICS, MICROAGE AND NYNEX SunFLASH Vol 19 #21 July 1990 ---------------------------------------------------------------------------- NEW YORK --July 25, 1990-- Sun Microsystems today announced that it has signed distribution agreements with three major computer reseller organizations: Intelligent Electronics of Exton, Penn., MicroAge, Inc., Tempe, Ariz., and NYNEX Business Informations Systems Company, White Plains, N.Y. Each company will resell Sun products through local computer centers located throughout the United States. This marks the first time that Sun has distributed its workstations through U.S. dealer channels and is expected to further Sun's penetration of commercial markets. Intelligent Electronics, the largest reseller organization in North America with 934 outlets, will market and support Sun equipment through selected franchisees: Entre, Connecting Point and Today's Computers Business Centers. MicroAge, with more than 732 outlets worldwide, will distribute Sun workstations to selected company-owned and franchised centers. NYNEX, which operates 76 sales branches called NYNEX Business Centers in 30 states, plans to sell Sun equipment in all of its markets. Each value-added reseller must be individually authorized by Sun and must offer systems in combination with software, training and support. "We're pioneering a new model for broad-based distribution," said Joe Roebuck, Sun vice president of U.S. sales. "It's clear that the PC retail model has led to over-distribution, which serves the interests of neither dealers nor customers. Under our structure, selected resellers will become 'desktop integrators,' certified to install and maintain UNIX(R)-based networks. They won't just sell boxes. They'll be required to provide customers with the highest level of service and support. "These new agreements reflect the continuing evolution of Sun's channel strategy," Roebuck said. "As the price of workstations continues to fall and customer demand grows, Sun will look to third parties to provide both a fulfillment channel and to open up new markets. In this way, we can continue our rapid growth while ensuring customer satisfaction. We want to make it easy for customers to buy Sun systems. We've spent considerable time talking to potential reseller partners and we're happy to have reached agreement with companies that are committed to successfully selling our broad product line." Sun expects that about 200 NYNEX, MicroAge and Intelligent Electronics outlets will be selling Sun products within a year, thereby significantly expanding Sun's presence in computer centers nationwide. The company is currently working with about 50 MicroAge, Entre, Connecting Point and ComputerLand franchisees under its value-added reseller program but has not, until now, signed any national agreements with franchise organizations or nationwide resellers such as NYNEX. Agreement with Intelligent Electronics Intelligent Electronics' franchisees -- Entre, Connecting Point and Todays Computers Business Centers -- traditionally target small to medium-size companies. While all three chains are represented in major metropolitan areas, each has a strong presence in secondary and tertiary markets and will sell Sun systems in areas where Sun does not have a sales office. All locations expect to act as system integrators, offering solutions such as Sun systems networked with PCs. In addition, the chains will market Sun computers as advanced office automation workstations. Intelligent Electronics announced on Monday that it has formed an Advanced Systems Division to provide pre- and post-sales support for resellers transitioning to sales of high-end workstations and networked systems. Sun workstations are the first products marketed by the new division. "We consider this agreement with Sun to be a significant strategic alliance between two companies that have continued to play a leadership role in the industry," said Intelligent Electronics President Mike Shabazian. "We believe the solutions Intelligent Electronics and Sun can jointly bring forward to end users will greatly enhance the development of the industry." Agreement with MicroAge MicroAge currently has a number of franchised locations authorized to sell and support Sun SPARCstation(TM) and SPARCserver(TM) products. MicroAge expects its resellers to concentrate on desktop publishing and networked office automation solutions, as well as continuing to sell into the CAD/CAM market. "Sun just opened a rich growth opportunity for the reseller channel," said Alan Hald, MicroAge chairman. "Sun's commitment to carefully manage its distribution channels will benefit all resellers who qualify to sell Sun products." MicroAge is well known within the industry for its ability to install UNIX and networked systems. The company has national account services in place for such products and already provides advanced technical and system integration support to Sun-authorized locations. "This agreement will further expand that support," said Hald. "It will bring our effective marketing and distribution capabilities into play. Much can be done to reduce the time now needed for resellers to sell, stage and successfully install workstation system solutions." Agreement with NYNEX NYNEX Business Centers offer microcomputers, software, peripheral equipment, education and specialized services, including the design, installation and maintenance of local and wide area networks. The Sun-based solutions that NYNEX will remarket are focused on network integration services. NYNEX will also offer solutions for office automation, multimedia and imaging. According to Mike Marino, senior vice president of NYNEX Business Centers, "NYNEX has a well-developed infrastructure to provide our customers with the business services and technology platforms they need in order to compete. We, like Sun, believe that the integration of personal computers and workstations into networks is critical to the success of our customers, ourselves and our industry. We will provide Sun with the opportunity to reach many large corporate accounts, while Sun will offer us many new market opportunities and exciting technology platforms." Sun Microsystems, Inc., headquartered in Mountain View, Calif., is a leading worldwide supplier of network-based distributed computing systems, including professional workstations, servers and UNIX operating system and productivity software. ### SPARCstation and SPARCserver are trademarks of Sun Microsystems. UNIX is a registered trademark of AT&T. All other products or services mentioned in this document are identified by the trademarks or service marks of their respective companies or organizations. Press Contact: Dennis Freeman (415) 336-6117 ++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++ Sunflash is an electronic mail news service from Sun Microsystems, Ft. Lauderdale, Florida, USA. It is targeted at Sun Users and Customers. As a field sales and support office, we try to keep SunFlash useful and interesting to you. If you have any comments or suggestions for enhancing SunFlash, please send them to us. SunFlash is ditributed via a hierarchy of aliases. 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