INGRAM MICRO LAUNCHES VENTURETECH NETWORK FOR SMALL-MEDIUM BUSINESS MARKET

Sponsored by 3Com, Compaq, Hewlett-Packard, IBM and Microsoft, VentureTech Network is a membership-based alliance of value-added resellers (VARs), computer retailers and technology dealers. Members offer industry-leading information technology (IT) brands, certified high-technology expertise and value-added services suited for small to midsize businesses. The network is administered by Ingram Micro and is backed by the company's product breadth, unparalleled delivery capability and relationships with key manufacturers.

The VentureTech Network program encompasses two distinct membership levels -- the Partner and Associate level. The fee-based Partner level is limited due to strict membership requirements. The VentureTech Partner is a highly qualified SMB-focused reseller enjoying a large array of benefits, ranging from financing options, reseller marketing support and vendor focus. The VentureTech Network Associate level will include an estimated 18,000 prospect resellers across Europe, profiting from benefits including business tools, targeted communication and additional attention on a country level.

"The SMB market represents an incredible opportunity for our customers. We have developed the most comprehensive SMB strategy in the channel to ensure support and opportunities that resellers require to increase their sales and margins. It is our goal to bridge the gap between resellers and manufacturers, allowing all parties to increase their presence in the SMB market. The VentureTech Network program gives the SMB resellers those tools they need to increase their penetration of this emerging market," said Phil Ellett, executive vice president and president, Ingram Micro Europe.

"As VentureTech Network members, our customers will get focused attention from premier manufacturers like 3Com, Compaq, Hewlett-Packard, IBM and Microsoft because we are committed to provide them additional business and reseller attention. With VentureTech Network, a measurable sales and marketing program has been put in place to help members increase their revenue and customer satisfaction in the small to midsize market," said Vincenzo Baggio, vice president, purchasing and marketing, Europe.

VentureTech Network promotes its members as small- and medium-business experts. Each member will be identified as being part of an exclusive network with special products and services only VentureTech Network members can provide. "By becoming a VentureTech Network member, resellers have the unique opportunity of gaining a better understanding of the SMB market, as well as entering new profitable markets," added Maurizio Capuzzo, SMB director, Europe, at Ingram Micro.

Strategic Step Towards The Future
Estimates reveal that by the year 2000, companies with less than 500 employees will account for over 80 percent of worldwide production by commercial business. By the same year, SMBs are expected to represent 64 percent of the IT HW market with a turnaround of $99 billion. The development of the VentureTech Network program confirms Ingram Micro's ability to identify and cater to the needs of expanding markets.

"The small to midsize business is one of the founding elements of the European Ingram Micro business strategy. Working together with strategic manufacturer partners, Ingram Micro sets a new standard to deliver SMB VAR support. We continue to make the investment and commitment to the SMB resellers to provide them with good service, sales support and tools to increase their own business. We listen to them and we will support their growth and success," said Robert Grambo, chief operation officer, Ingram Micro Europe.

Through this new initiative, Ingram Micro will offer the SMB end user a knowledgeable network of independent computer specialists that have the expertise to meet the needs of a small and medium enterprise. The new program will enable Ingram Micro resellers to assess SMB end users' requirements, assist them in the selection of appropriate equipment, tailor software to their unique needs and requirements, train employees and provide ongoing service and support to ensure that their information systems evolve to meet their needs.

VentureTech Network Membership
Membership to the VentureTech Network Partner level is limited. Members are required to possess technical certification and vendor authorizations, with more than 50 percent of their business revenue from SMB. The VentureTech Network Partner also pays a quarterly member fee.

The average VentureTech Network profile:

• Networking focus
• At least 50 percent of its business revenue in SMB
• Technical expertise/vendor authorization
• Majority of local customers
• And is locally owned and operated

To apply or learn more about VentureTech Network, resellers should call their sales Ingram Micro representatives at 1 (800) 456-8000.

VentureTech Network Benefits

• Support from sponsoring manufacturers -- Closed vendor leads, training and ongoing promotions
• VentureTech Network invitationals -- Regional forums for VentureTech Network Partners to provide input to the VentureTech Network staff, assist each other in developing new opportunities and work together in assisting one another in solving business management problems
• SMB sales support -- Ingram Micro provides dedicated sales representatives to its members.
• Credit and Financing Options -- Includes preferential credit revisions, emergency credit lines and additional local financial programs
• Technology Assessment Plan -- Free software application enabling resellers to assess end-user technology needs and requirements
• Marketing and public relations material -- Provided to resellers with end-user marketing tools folders, customizable PR kits, and advertising media templates and reseller marketing opportunities
• Exclusive promotions -- Include special product bundles, demo programs, training programs, discounts and demand-generation activities
• Information resources -- Business and marketing information on vertical markets and service opportunities and more than 100 reseller operating procedures on a CD-ROM, such as monthly tracking of technician hours, technical pay level increases, project tracking, cash-flow forecasting, etc.
• VentureTech Network Web site -- Enables VentureTech Network members to obtain important business information and effectively communicate with VentureTech Network members. The VentureTech Network Web site is currently in development and will be launched early 1999.

3Com
"As the acknowledged industry leader in SME networking solutions, 3Com is committed to make it easier for European resellers to solve their SME customers' business problems," said Mark Hollister, European director for SME at 3Com. "We believe Ingram Micro's VentureTech Network program will serve these resellers and offer the types of services, programs and options they need to expand their customer base and increase revenues."

Compaq Computer
"Compaq's mission is to provide small and medium businesses with comprehensive computing solutions. Through Compaq's strong partnership with Ingram Micro, our commitment to the SMB resellers is to deliver the highest quality of service and support by providing the right portfolio of offerings," said Neil Marshal, SMB director, Europe. "Through Ingram Micro's Venture Tech Network Channel Program initiative, Compaq and Ingram Micro intend to become the technology partners of choice for second-tier resellers."

Hewlett-Packard
"The formation of the VentureTech Network illustrates Ingram Micro's commitment to the small/medium business market and complements Hewlett-Packard's long-standing initiatives in this key segment," said Jacques Heynen, director for Small/Medium Business at Hewlett-Packard. "The combination of Ingram Micro's creative VentureTech Network, with flexible value-added benefits to resellers and Hewlett-Packard's focused SMB products and programs, such as the Spotlight Program for resellers, is a win-win situation for the channel and end-user customer."

IBM
"Through its small and medium business organization, IBM offers a host of cross-industry and industry-specific solutions designed to meet the needs of today's growing SMB marketplace," said Kevin Maloney, director of Small and Medium Business, IBM Personal Systems Group EMEA. "Thanks to this initiative, VentureTech Network resellers can take advantage of IBM's special offerings for small and medium companies, such as financing packages, cooperative marketing programs and unique e-business solutions. We are extremely pleased to be part of Ingram Micro's VentureTech Network and see this program as the perfect complement to our initiatives."

Microsoft
"We are pleased to partner with Ingram Micro on the VentureTech Network strategy and see it as highly complementary to our existing VAP (Value Added Provider) engagement strategy, of which those selling to SMB are the largest part," said Ian Kent, group manager, EMEA at Microsoft, Channel Policies. "VentureTech Network offers resellers the excellent opportunity to embrace Microsoft technologies and allows them to incorporate Microsoft products in the solution for small and medium customers."

About Ingram Micro Inc.
Ingram Micro Inc. (NYSE:IM), headquartered in Santa Ana, Calif., is the world's largest wholesale distributor of technology products and services, and a leading provider of assembly and integration services, with sales of $20.9 billion for the past four quarters. The company and its affiliates operate in 31 countries and distribute more than 190,000 products to more than 115,000 resellers in 120 countries.

Contact:

Eline Jongerius Director of Public Relations, Europe; Ingram Micro Telephone: (+31) 30-265 1801, ext. 4400 Fax: (+31) 30-262 5078 Maurizio Capuzzo SMB Director, Europe; Ingram Micro Telephone: (+32) 2-254 9612 Fax: (+32) 2-254 9667 Raffaela Millonig Account Manager; AID Milan, Italy Telephone: (+39) 02-670 3095 Fax: (+39) 02-670 75133 Viviane Burgess Account Manager; AID Brussels, Belgium Telephone: (+32) 2-534 5561 Fax: (+32) 2-534 4532