Microsoft Announces Solutions-oriented Business Partnership Strategy 

Comprehensive Support Plan for VARs, Systems Integrators and Software
Service Providers is First Plank of Broad Initiative

REDMOND, Wash.--Sept. 15, 1992--Microsoft Corporation has launched a broad
new initiative to support businesses integrating Microsoft software into
all kinds of personal computing solutions. As the first element in this
strategy, Microsoft will offer direct access to Microsoft tools, support
and information for companies in the business of selling value-added
software services to customers. This support plan is called the Microsoft
Solutions Channels.

Microsoft's plans for its broad outreach to corporations and specialists
who provide personal computing solutions, of which the Microsoft Solutions
Channels is a part, will be articulated in upcoming speeches by Mike
Maples, executive vice president, at the Microcomputer Managers
Association (September 16 in New York City); Steve Ballmer, executive vice
president, at Air Force Micro (September 15 in Montgomery, Alabama), and
Jeff Raikes, senior vice president, at the Microsoft Strategy Briefing
(September 30 in Seattle). It comprises a long-term strategic shift toward
building business relationships with companies whose use of personal
computing technologies is being reshaped by current industry trends.

Microsoft Solutions Channels

The new Microsoft Solutions Channels supports diverse companies of four
types: value-added resellers, systems integrators, consultants and
training organizations, who require a wide range of information about
Microsoft products in a variety of personal computing environments. The
program offers participants the vendor support most prized by value-added
service companies in the software channel: sales and product information,
development services, customer support tools including priority telephone
support, education and business development support, and early access to
Microsoft products. Participants receive benefits according to the
business channel grouping, customized according to anticipated service
needs. The program is open for immediate enrollment.

The program is a result of extensive research conducted over the last year
and incorporates Microsoft's experience to date in serving the emerging
needs of the thousands of companies providing software solutions that
integrate Microsoft software. It expands Microsoft's channel offerings
into a comprehensive program, incorporating two preexisting Microsoft
programs, the Network Specialist and Industry Specialist programs. Members
of those programs will retain all their current benefits and receive all
benefits from the new program, at their option.

"Personal computing technologies have evolved to a point where they are
central to business computing," said Jeff Raikes, senior vice president at
Microsoft. "One result has been extraordinary, new opportunities opening
up for software service companies able to provide the tailored personal
computing solutions businesses now want. Our goal is to work with those
companies, to make it easier for them to provide tailored solutions that
incorporate industry standards including Microsoft products, platforms and
tools."

"This program offers the tools a specialist needs to compete, and to access
strategic information in an ongoing way," said Gary Gigot, vice president
of marketing at Microsoft. "It's a win-win situation: participants win
when they build profitable businesses around providing services, and their
customers win when they get great solutions. Microsoft benefits from their
success. We see this as a sound basis for long-term relationships with
these service providers, and as consistent with our historically good
channel relationships."

Three Microsoft Programs for Individual Customer Requirements

The program consists of three support packages, designated according to
company size and anticipated support needs, and customized for individual
participants. These include the Microsoft Solutions Channel Partner, which
includes comprehensive benefits and regular interaction with Microsoft for
large VARs and systems integrators; Microsoft Solutions Channel Alliance,
which includes similar benefits for small to medium VARs and systems
integrators; and Microsoft Link, which offers regular information to
participants on Microsoft's latest products and developments. Key benefits
of the "Partner" and "Alliance" groups include:

  -- Development services 
  -- Customer support tools 
  -- Microsoft product access 
  -- Sales and marketing information
  -- Education
  -- Business development support

Benefits to the Microsoft Solutions Channel Partner include these services
to a more intensive degree, including a greater level of technical
support, more software for internal support, joint marketing support and a
close working relationship with the Microsoft sales force.

Program Qualification

Microsoft Solutions Channel Partners and Alliances are companies reselling
or supporting Microsoft products with retail values of $200,000 and
$20,000 respectively on an annual basis, and desire frequent support,
interaction and detailed information. To qualify, companies must derive
more than 25 percent of their revenue from value-added software services
and offer on-site technical support to customers. Microsoft Solutions
Channel Partnership participation costs $15,950 annually; the Microsoft
Solution Channel Alliance participation costs $1,595 annually. Membership
in the Microsoft Link stipulates no minimum resale or support
requirements; there are separate requirements for consultants and training
organizations. For details, please call Microsoft toll free at (800)
227-4679.

Founded in 1975, Microsoft (NASDAQ "MSFT") is the worldwide leader in
software for personal computers. The company offers a wide range of
products and services for business and personal use, each designed with
the mission of making it easier and more enjoyable for people to take
advantage of the full power of personal computing every day.

Microsoft, One Microsoft Way, Redmond, WA 98052-6399
206-882-8080,  fax: 206-93MSFAX

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