SYBASE EXPANDS OPEN SOLUTIONS PROGRAM FOR CHANNEL PARTNERS

Adds New Focus on Systems Integrators and Expands Services Provided to Open
Solutions Program Participants

EMERYVILLE, CA, July 23, 1993 -- Sybase, Inc. today announced significant
enhancements to its Open Solutions program for channel partners. Sybase
has expanded the program by: 1) establishing a new systems integrator
channel and 2) adding new dedicated technical services, sales and
marketing support for companies that participate in the Open Solutions
Program.

Sybase's expansion of its Open Solutions Program provides benefits to
customers, participants and to Sybase itself. The company's relationships
with independent software vendors (ISVs), value-added resellers (VARs) and
systems integrators benefit customers by accelerating the successful
delivery of complete enterprise client/server solutions. Participants
benefit because the enhancements to the Open Solutions Program are
designed to increase partner profitability. With Sybase's increased
commitment to its channel partners, the company's goal is to increase
indirect sales to approximately 30% of total sales by 1995.

According to Stewart Schuster, Sybase vice president of marketing, the
motivation for the expanded program is the evolution of customer
requirements. "As our customers become more successful with implementing
client/server solutions, their requirements are becoming more
sophisticated; they're demanding client/server solutions tailored to their
evolving business needs. We firmly believe that the best way to meet those
needs is to recruit and team with a targeted group of partners who provide
the most advanced offerings in a complementary, noncompetitive
environment. This has been our philosophy from the beginning and will
continue as we expand to include systems integrators."

The Open Solutions Program was established in 1989. Until now, it has been
focused primary on recruiting and supporting ISVs and VARs. Sybase
typically defines ISVs as tools vendors who develop SYBASE' compatible
software but do not resell SYBASE products, and VARS as application
developers who embed SYBASE software in applications and resell these
solutions to end users. Currently, there are 250 Sybase ISV and 250 VAR
partners in the Open Solutions Program, which is focused on North America,
with pilot programs internationally.

To develop the new systems integration component of the Open Solutions
Program, Sybase has been working with more than 20 systems integrators in
a pilot implementation this year. Sybase defines systems integrators as
companies that resell SYBASE products, providing value-added services in
networking, custom software development and hardware integration and
support. 

New Systems Integrator Program

Sybase designed the new systems integrator program to attract systems
integrators who understand customers needs, are experts in distributed
systems, and advocate moving data from legacy systems to client/server
applications. These partners will work together with the Sybase sales
force and will be mutually compensated on joint sales.

"The role of the systems integrator is key to the successful implementation
of client/server systems and applications. These experts combine multiple
products and technologies to provide total client/server solutions,
including the tools, applications, database, hardware and operating
systems," said Chuck Donchess, Sybase's vice president of market
development. "The new program provides a cooperative environment in which
we can work with systems integrators to deliver the most effective
client/server solutions possible," he said.

Sybase has already attracted new participants for its systems integrator
program. SHL Systemhouse, a systems management firm that focuses on
client/server applications, recently signed on as a Sybase Open Solutions
partner. "Sybase exceeds our criteria for a successful business partner,"
said Phil York, vice president, technology research and alliances, SHL
Systemhouse. "We chose to partner with Sybase because of its leadership
position in the client/server market and its commitment to work with us in
sales, marketing, technical support and product evolution. The company's
orientation toward partnering fits well with our business strategy, and we
look forward to mutual successes," York said. Electronic Data Systems
(EDS) and Andersen Consulting, two of the world's largest systems
integrators working with customers to bring mainframe applications to the
client/server environment, have also recently joined Sybase as Open
Solutions participants under the new program. 

Open Solutions Expansion & Support

Sybase has assessed the needs of its ISVs, VARs and systems integrators,
resulting in the expansion of the Open Solutions Program to meet three
primary requirements: 1) to help partners get products to market, 2) to
assist partners with market penetration, and 3) to increase partner
success in a cooperative, noncompetitive environment. To this end, Sybase
is dedicating new resources to support participants in three key areas:

* Technical Services: Enhancements to the program include partner-dedicated
technical support, a special 800 number for U.S. participants, education
courses, and consulting services specifically designed for partners.

* Marketing: New joint marketing programs; expanded joint lead generation
programs; and a new focus on training the Sybase field sales force about
its channel partners has been added.

* Sales: A dedicated sales organization has been established to support
channel sales including Business Partner Sales Managers (partner liaisons
to the Sybase field), a telesales group, and a group vice president.

"Customers today are often looking to a number of sources for the
architecture, application software and integration and implementation
assistance," said Donchess. "They can now choose from multiple vendors to
combine the best in-class components for a total solution. We've designed
a unified program that allows Sybase to deliver the database architecture
and our Open Solutions participants to provide the applications and
integration services. That way, each partner leverages its strength," he
said. 

Sybase, Inc.

Sybase, Inc. (NASDAQ: SYBS) develops and markets a leading family of
client/server-based software products and services for on-line,
enterprise-wide applications. Sybase's integrated family of software
includes servers, tools, connectivity, and administration/control products
that provide complete desktop to mainframe solutions. Headquartered in
Emeryville, CA, Sybase markets its products worldwide through its direct
sales force, telesales, distributors, OEMs, VARs, and systems
integrators.

Sybase Inc, 6475 Christie Ave, Emeryville, CA 04608
510-596-3500;  Fax: 510-658-9441

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