News & Press Release Archive

Tuesday August 18, 8:13 am Eastern Time

Company Press Release

White Pine Announces New Channel Program Targeting Resellers, Integrators For Fast-Growing Internet Conferencing Market

Company Rolls Out Seven-City Sales Training Seminar For Certified Alliance Partner (CAP) Program; Signs Leading Resellers and Integrators

NASHUA, N.H.--(BUSINESS WIRE)--August 18, 1998-- White Pine Software, Inc. (NASDAQ: WPNE - news), a leading provider of multimedia conferencing applications for the Internet and intranets, today announced a comprehensive and extensive channel program for the rapidly growing IP conferencing market.

``White Pine is committed to attracting high quality resellers and integrators as users start to make voice, video and data applications an important solution in their organizations,'' said Killko Caballero, president of White Pine Software. ``With the proliferation of the Internet, and the desire for individuals to become even more connected, we're seeing an incredible demand for our multimedia conferencing applications, especially in certain vertical markets such as education and corporate training. We're offering some very real revenue opportunities for resellers and integrators who want to get in on the ground floor of selling cutting edge Internet conferencing solutions.''

With the program, called the Certified Alliance Partners (CAP) Program, White Pine is unveiling a wide range of sales and technical training seminars and programs that will certify its partners to deliver complete conferencing solutions. White Pine is rolling out its CAP Program through a seven-city seminar series that continues through October in the following cities: Atlanta, Chicago, Dallas, Los Angeles, Nashua, San Jose, and Seattle. The seminar schedule can be viewed at http://www.wpine.com/partners/CAP

To date, White Pine has signed over a dozen resellers and integrators to its new CAP Program, including CITI, NOL/ComTech, and Wareforce/Education Advantage among others. As part of the CAP program, White Pine has also signed up a number of specialized VARs and integrators, including Intel resellers such as AmeriTeleCon, Brinckman & Associates, and PicturePhone Direct.

``We view our partnership with White Pine as an opportunity to sell some really great products from a true market leader and pioneer in IP conferencing,'' said Robert Rose of WorldNet Communications. ``The market is ripe, demand is strong, and White Pine is giving us the tools and resources that will enable us to bring conferencing into the mainstream.''

Highlights of the CAP Program include:

• Comprehensive training, support, and certification programs which
  include both onsite and online technical and sales training, direct
  channel support, sales resource collateral and tools, technical
  support, direct mail and lead referral programs
  
• Platinum, Gold and Silver Partner membership levels, in which White
  Pine provides partners in this category co-op marketing services and
  rebates
  
• Fast Start Program, whereby White Pine shortens the learning curve
  and leverages its direct sales force and engineers by going onsite
  with a new reseller partner to sell into key accounts

Through the CAP Program, White Pine is working to certify selected resellers and integrators to sell its award winning applications-based conferencing solutions, including ClassPoint and MeetingPoint, which allow groups of users to participate in real-time, multi-point video, audio and data conferences over the Internet and intranets.

Resellers and integrators will be able to deliver a strong portfolio of conferencing solutions tailored for education, training and business and offer organizations the following key benefits:

• Live interaction between conference participants
  using video, voice, whiteboarding, and application
  sharing
  
• Moderator's ability to manage meetings for
  specific purposes such as training classes and team
  program reviews
  
• Administration capabilities for managing bandwidth
  and facilitating signup, attendance, and billing.
  
• Adherence to H.323 and T.120, the dominant video,
  audio and data conferencing standards
  
• Support for other conferencing clients such as
  Intel ProShare, and Microsoft NetMeeting

``The IP conferencing market is growing up very quickly and is today becoming a core component of enterprise- wide networked computing.'' said Bruce Lichorowic, VP of Sales for White Pine Software. ``Conferencing solutions are emerging as a major source of revenue for resellers and integrators, and we're looking forward to partnering and working closely with the best as an extension of our own sales force.''

The demand for videoconferencing solutions is increasing due to increased bandwidth, management capabilities, and the emergence of H.323, the interoperability standard for IP-based networks. The videoconferencing market alone is expected to hit revenues at the $800 million mark in 1997, and is predicted to grow to $1.3 billion by the year 2000, according to market research firm Dataquest.

About White Pine Software

White Pine develops multimedia conferencing applications tailored to business, education, and training. The company is focused on providing application-specific solutions that enrich the way people interact, moderate, and administer conferences in real-world conference situations. The company's vision is to enable the convergence of audio, video and data to provide users an enjoyable and rewarding conferencing experience. White Pine Software can be found on the World Wide Web at http://www.wpine.com ### All trademarks are recognized.

Contact:

     White Pine Software
     Tanya Prather
     603.886.9050 ext 359
     tprather@wpine.com
             or
     Merritt Group
     Alisa Valudes
     703.435.6000 ext. 115
     valudes@merrittgrp.com