XSoft Announces Reseller Alliance Program

Xerox division discloses new channel marketing
and support strategy for VARs, system integrators

PALO ALTO, Calif., Oct. 4, 1993 -- XSoft, a division of Xerox Corporation,
today announced the XSoft Alliance Program, a new channel marketing
program for value-added resellers and system integrators of XSoft's
workflow, publishing, office automation, and document management software.
Through an array of marketing support, training and support benefits, and
financial incentives, the program is designed to provide XSoft's reseller
partners with a strategic advantage in delivering solutions for the
electronic document management market.

XSoft established the new distribution channel program to address the
growing need for electronic document management software and collaborative
services in the UNIX and PC markets, fueled by the broad market migration
to client-server systems. XSoft sales managers will work closely with
channel partners to identify target markets, develop and implement
marketing plans, generate new business leads, and provide support for
customizing sales solutions.

Barry Obrand, XSoft vice president of worldwide marketing and North
American sales, stated, "A strong distribution channel program is critical
to success in the client-server software industry. XSoft is dedicated to
helping resellers and system integrators profit from expanding
opportunities in the document management arena, and the XSoft Alliance
Program provides an progressive framework in which to do this. We designed
the program to maximize returns for our channel partners and create the
best possible foundation for delivery of XSoft products to
corporations."

XSoft Alliance Program Features 

Key features of the new education and support programs include:

* Product Initiation Kits. Provide the basic tools needed to familiarize
program members with XSoft products. They include demonstration scripts,
product licenses, documentation, training, telephone support, and customer
evaluation software.

* Exclusive lead generation, qualification, and referral services. Provided
to resellers based on geographic region or vertical market focus.

* Market education seminars and support materials. Enable resellers to
develop and conduct professional corporate presentations and solution
briefings for customers.

* Partner Marketing Funds. In addition to discounts on products and
services, Partner Marketing Funds will be offered to program members for
advertising, seminar delivery, direct mail campaigns, and other marketing
activities that highlight XSoft products.

* Performance rebates. Based on the total of XSoft products and services
purchased, these rebates provide additional financial incentives.

* XSoft Software Evaluation Program. A software trial kit which resellers
may offer to their corporate accounts.

XSoft will qualify and train resellers to sell XSoft's products and
services and to offer their own service and support options. In addition
to valuable discounts for the resale of software products, program members
will be offered financial incentives for sales of XSoft's product training
classes, offered at authorized training centers nationwide, and for
XSoft's numerous service and support options.

XSoft technical experts will support channel partners to develop a wide
range of document-oriented solutions such as purchasing and procurement,
regulatory documentation, intelligent forms, office automation, and
multi-language applications.

Opportunities for XSoft systems solutions cross horizontal and vertical
market segments, including manufacturing, utilities, state and local
government, engineering, transportation, service industries, insurance,
pharmaceutical, and aerospace.

Resellers and system integrators interested in the XSoft Alliance Program
can contact XSoft at 800-428-2995.

XSoft
3400 Hillview Ave, Palo Alto, CA 94304
415-424-0111,   fax 415-813-7162

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