CYBS » Topics » Sales and Marketing

These excerpts taken from the CYBS 10-K filed Feb 27, 2009.

Sales and Marketing

We maintain distinct sales and marketing organizations for our enterprise and small businesses groups. We currently have active partnership relationships with approximately 4,000 e-Commerce Technology Resellers, Processors, Financial Institutions, and Independent Sales Organizations (“ISOs”). Our enterprise sales and marketing department targets prospective customers worldwide through a direct sales force as well as through partners that have established reseller or referral relationships. Our small business sales and marketing department targets prospective small business customers domestically through reseller and referral (“Affiliate Reseller”) relationships, as well as inside sales.

Enterprise Resellers: We have contractual relationships with our resellers that allow them to offer and bundle the CyberSource suite of services in conjunction with their solution offering and facilitate the sale and billing of our services. Resellers are authorized to sell our hosted payment services and support services. Our resellers include both banks and payment service providers, such as Bank of America, Wells Fargo, Chase Paymentech, First Data Merchant Services, ISOs, as well as eCommerce technology and infrastructure partners such as PFS Web, The Acuity Group LLC, and TravelClick Inc.

Enterprise Referral Partners: These are companies with which we have referral agreements, structured with or without monetary incentives. These allies include companies from the payment industry, independent software vendors, integrators and consulting firms, such as Art Technology Group, Demandware, MarketLive, and Netsuite.

Small Business Resellers: We have contractual relationships with our small business resellers that allow them to offer and bundle our small business offering (Authorize.Net) suite of services with an internet or retail-based merchant account. Our small business resellers include both large banks like Wells Fargo, Chase Paymentech, etc. and smaller ISOs and merchant service

 

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providers (“MSPs”). Buy rates are provided to each reseller for each of the small business products and services. Resellers access a reseller interface to setup new merchants on the small business platform, set sell rates for each merchant and access reporting information for individual merchants or their entire portfolio. Resellers receive a monthly residual based on the difference between their buy rates and the sell rates they set for each merchant.

Small Business Affiliate Resellers: Affiliate resellers are individuals and businesses that have merchant customers, but are not able to provide those merchant customers with payment services. The affiliate refers the merchant to Authorize.Net and we then handle the setup, billing and ongoing support for their payment gateway. Affiliates receive a commission for each referral sale that we close, as well as a portion of the monthly fees and transaction fees generated by each of the merchants.

In addition to channel and referral relationships, we pursue both solutions alliances and strategic alliances. These result in cooperative product development efforts, streamlining of integration capabilities and leveraged marketing efforts. These solution alliances integrate our technology into some of their products, making it easier for their customers to access our products and services and include companies such as Oracle (includes PeopleSoft and Siebel).

Strategic Alliances: Our strategic alliances include our relationships with PayPal, Trustwave, and Visa U.S.A. We work with strategic alliances to enhance our existing solutions portfolio, develop new services and drive the adoption of industry standards.

As of December 31, 2008, we employed a total of 114 employees in sales and marketing and an additional 16 professional service consultants.

Sales and Marketing

We maintain distinct sales and marketing organizations for our enterprise and small businesses groups. We currently have active partnership relationships with approximately 4,000 e-Commerce Technology Resellers, Processors, Financial Institutions, and Independent Sales Organizations (“ISOs”). Our enterprise sales and marketing department targets prospective customers worldwide through a direct sales force as well as through partners that have established reseller or referral relationships. Our small business sales and marketing department targets prospective small business customers domestically through reseller and referral (“Affiliate Reseller”) relationships, as well as inside sales.

Enterprise Resellers: We have contractual relationships with our resellers that allow them to offer and bundle the CyberSource suite of services in conjunction with their solution offering and facilitate the sale and billing of our services. Resellers are authorized to sell our hosted payment services and support services. Our resellers include both banks and payment service providers, such as Bank of America, Wells Fargo, Chase Paymentech, First Data Merchant Services, ISOs, as well as eCommerce technology and infrastructure partners such as PFS Web, The Acuity Group LLC, and TravelClick Inc.

Enterprise Referral Partners: These are companies with which we have referral agreements, structured with or without monetary incentives. These allies include companies from the payment industry, independent software vendors, integrators and consulting firms, such as Art Technology Group, Demandware, MarketLive, and Netsuite.

Small Business Resellers: We have contractual relationships with our small business resellers that allow them to offer and bundle our small business offering (Authorize.Net) suite of services with an internet or retail-based merchant account. Our small business resellers include both large banks like Wells Fargo, Chase Paymentech, etc. and smaller ISOs and merchant service

 

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providers (“MSPs”). Buy rates are provided to each reseller for each of the small business products and services. Resellers access a reseller interface to setup new merchants on the small business platform, set sell rates for each merchant and access reporting information for individual merchants or their entire portfolio. Resellers receive a monthly residual based on the difference between their buy rates and the sell rates they set for each merchant.

Small Business Affiliate Resellers: Affiliate resellers are individuals and businesses that have merchant customers, but are not able to provide those merchant customers with payment services. The affiliate refers the merchant to Authorize.Net and we then handle the setup, billing and ongoing support for their payment gateway. Affiliates receive a commission for each referral sale that we close, as well as a portion of the monthly fees and transaction fees generated by each of the merchants.

In addition to channel and referral relationships, we pursue both solutions alliances and strategic alliances. These result in cooperative product development efforts, streamlining of integration capabilities and leveraged marketing efforts. These solution alliances integrate our technology into some of their products, making it easier for their customers to access our products and services and include companies such as Oracle (includes PeopleSoft and Siebel).

Strategic Alliances: Our strategic alliances include our relationships with PayPal, Trustwave, and Visa U.S.A. We work with strategic alliances to enhance our existing solutions portfolio, develop new services and drive the adoption of industry standards.

As of December 31, 2008, we employed a total of 114 employees in sales and marketing and an additional 16 professional service consultants.

These excerpts taken from the CYBS 10-K filed Mar 11, 2008.

Sales and Marketing

CyberSource maintains distinct sales and marketing organizations for our enterprise and small businesses. We currently have active partnership relationships with approximately 3,800 resellers. Enterprise sales and marketing targets prospective customers worldwide through a direct sales force as well as through resellers, managed commerce providers, and referral partners. Small business sales and marketing targets prospective small business customers domestically through resellers, affiliates, and inside sales.

Resellers: We have contractual relationships with our resellers that allow them to offer and bundle the CyberSource suite of services in conjunction with their solution offering and facilitate the sale and billing of our services. Resellers are authorized to sell our hosted services and support services. Our resellers include banks and payment service providers, such as Bank of America, Chase Paymentech, First Data Merchant Services, Independent Sales Organizations (“ISOs”), as well as a number of smaller partners.

Affiliate resellers for Authorize.Net are individuals and businesses who have merchant customers, but are not able to provide those merchant customers with payment services. The affiliate refers the merchant to Authorize.Net and we then handle the setup, billing and ongoing support for their payment gateway. Affiliates receive a commission for each referral sale that we close, as well as a portion of the monthly fees and transaction fees generated by each of the merchants.

Managed Commerce Providers (“MCPs”) and Affiliate Partners: Managed commerce providers typically host customized and turnkey storefronts for online businesses. MCPs and Affiliate partners manage the entire customer relationship including operations, support, and billing. MCPs and Affiliate partners include internet service providers, application service providers, and specialized systems integrators. MCP partners include: The Acquity Group LLC, ChannelAdvisor Corporation, Escalate Retail Inc., PFS Web and UniteU Technologies.

Referral Partners: These are companies with which we have referral agreements, structured with or without monetary incentives. These allies include companies from the payment industry, independent software vendors, integrators and consulting firms, such as Demandware, MarketLive, and Netsuite.

In addition to channel and referral relationships, we pursue both solutions alliances and strategic alliances. These result in cooperative product development efforts, streamlining of integration capabilities and leveraged marketing efforts. These solution alliances integrate CyberSource technology into some of their products, making it easier for their customers to access CyberSource products and services and include companies such as Oracle (includes PeopleSoft and Siebel), and ATG.

Strategic Alliances: Our strategic alliances include our relationships with Bill me Later, PayPal, and Visa U.S.A. We work with strategic alliances to enhance our existing solutions portfolio, develop new services and drive the adoption of industry standards.

As of December 31, 2007, we employed a total of 111 employees in sales and marketing and an additional 13 professional service consultants.

Sales and Marketing

CyberSource maintains
distinct sales and marketing organizations for our enterprise and small businesses. We currently have active partnership relationships with approximately 3,800 resellers. Enterprise sales and marketing targets prospective customers worldwide through
a direct sales force as well as through resellers, managed commerce providers, and referral partners. Small business sales and marketing targets prospective small business customers domestically through resellers, affiliates, and inside sales.

Resellers: We have contractual relationships with our resellers that allow them to offer and bundle the CyberSource suite of services in
conjunction with their solution offering and facilitate the sale and billing of our services. Resellers are authorized to sell our hosted services and support services. Our resellers include banks and payment service providers, such as Bank of
America, Chase Paymentech, First Data Merchant Services, Independent Sales Organizations (“ISOs”), as well as a number of smaller partners.

FACE="Times New Roman" SIZE="2">Affiliate resellers for Authorize.Net are individuals and businesses who have merchant customers, but are not able to provide those merchant customers with payment services. The affiliate refers the merchant to
Authorize.Net and we then handle the setup, billing and ongoing support for their payment gateway. Affiliates receive a commission for each referral sale that we close, as well as a portion of the monthly fees and transaction fees generated by each
of the merchants.

Managed Commerce Providers (“MCPs”) and Affiliate Partners: Managed commerce providers typically host
customized and turnkey storefronts for online businesses. MCPs and Affiliate partners manage the entire customer relationship including operations, support, and billing. MCPs and Affiliate partners include internet service providers, application
service providers, and specialized systems integrators. MCP partners include: The Acquity Group LLC, ChannelAdvisor Corporation, Escalate Retail Inc., PFS Web and UniteU Technologies.

STYLE="margin-top:12px;margin-bottom:0px; text-indent:5%">Referral Partners: These are companies with which we have referral agreements, structured with or without monetary incentives. These allies include
companies from the payment industry, independent software vendors, integrators and consulting firms, such as Demandware, MarketLive, and Netsuite.

SIZE="2">In addition to channel and referral relationships, we pursue both solutions alliances and strategic alliances. These result in cooperative product development efforts, streamlining of integration capabilities and leveraged marketing
efforts. These solution alliances integrate CyberSource technology into some of their products, making it easier for their customers to access CyberSource products and services and include companies such as Oracle (includes PeopleSoft and Siebel),
and ATG.

Strategic Alliances: Our strategic alliances include our relationships with Bill me Later, PayPal, and Visa U.S.A. We work with
strategic alliances to enhance our existing solutions portfolio, develop new services and drive the adoption of industry standards.

As of
December 31, 2007, we employed a total of 111 employees in sales and marketing and an additional 13 professional service consultants.

This excerpt taken from the CYBS 10-K filed Mar 13, 2007.

Sales and Marketing

We target prospective customers worldwide through a direct sales force as well as reseller and referral programs. Our indirect sales channel is divided into “resellers,” “managed commerce providers,” and “referral partners.” We have contractual relationships with these companies that range from referral relationships to reselling our software and services.

Resellers: Our resellers provide our software and services as part of their larger offering portfolio and facilitate the sale and billing of our services. Resellers are authorized to sell our hosted services and support services. Our resellers include banks, small business resellers, and payment service providers such as Bank of America, First Data Merchant Services, MIVA, a division of FindWhat.com, Chase Paymentech, as well as a number of smaller partners.

Managed Commerce Providers (MCPs): Managed commerce providers typically host customized and turnkey storefronts for online businesses. MCPs manage the entire customer relationship including operations, support, and billing. MCPs include internet service providers, application service providers, and specialized systems integrators. Our MCP partners include AuctionAnything, Accretive Commerce, The Acquity Group, Channel Advisor, Capitol Advantage, ChannelWave, Comergent, Crimson Bow, Escalate, Graphtek, MarketWorks, Radquest, and UniteU.

Referral Partners: These are companies with which we have referral agreements, structured with or without monetary incentives. These allies include companies from the payment industry, independent software vendors, integrators and consulting firms.

In addition to channel and referral relationships, we pursue both solutions alliances and strategic alliances. These result in cooperative product development efforts, streamlining of integration capabilities and leveraged marketing efforts.

Solutions Alliances: These alliances integrate CyberSource technology into some of their products, making it easier for their customers to access CyberSource products and services. These alliances include commerce server vendors, interactive voice response vendors, and enterprise software vendors. Current solutions alliance relationships include: Aspect, ATG, BEA, BroadVision, IBM, Microsoft, PeopleSoft, and Siebel.

Strategic Alliances: Our strategic alliances include our relationships with AmeriNet, CheckFree, FDC/Telecheck, I4 Commerce, PayPal, and Visa U.S.A. We work with strategic alliances to enhance our existing solutions portfolio, develop new services and drive the adoption of industry standards.

As of December 31, 2006, we employed a total of 63 employees in sales and marketing and an additional 13 professional service consultants.

This excerpt taken from the CYBS 10-K filed Mar 10, 2006.

Sales and Marketing

We target prospective customers worldwide through a direct sales force as well as reseller and referral programs. Our indirect sales channel is divided into “resellers,” “managed commerce providers,” and “referral partners.” We have contractual relationships with these companies that range from referral relationships to reselling our software and services.

Resellers: Our resellers provide our software and services as part of their larger offering portfolio and facilitate the sale and billing of our services. Resellers are authorized to sell our hosted services and support services. Our resellers include banks, small business resellers, and payment service providers such as Bank of America, First Data Merchant Services, Miva, a division of FindWhat.com, Paymentech, as well as a number of smaller partners.

 

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Managed Commerce Providers (MCPs): Managed commerce providers typically host customized and turnkey storefronts for online businesses. MCPs manage the entire customer relationship including operations, support, and billing. MCPs include internet service providers, application service providers, and specialized systems integrators. Our MCP partners include AuctionAnything, Capitol Advantage, ChannelWave, Comergent, Crimson Bow, Graphtek, Radquest, and UniteU.

Referral Partners: These are companies with which we have referral agreements, structured with or without monetary incentives. These allies include companies from the payment industry, independent software vendors, integrators and consulting firms.

In addition to channel and referral relationships, we pursue both solutions alliances and strategic alliances. These result in cooperative product development efforts, streamlining of integration capabilities and leveraged marketing efforts.

Solutions Alliances: These alliances integrate CyberSource technology into some of their products, making it easier for their customers to access CyberSource products and services. These alliances include commerce server vendors, interactive voice response vendors, and enterprise software vendors. Current solutions alliance relationships include: Aspect, ATG, BEA, BroadVision, IBM, Microsoft, PeopleSoft, and Siebel.

Strategic Alliances: Our strategic alliances include our relationships with AmeriNet, CheckFree, FDC/Telecheck, I4 Commerce, PayPal, and Visa U.S.A. We work with strategic alliances to enhance our existing solutions portfolio, develop new services and drive the adoption of industry standards.

As of December 31, 2005, we employed a total of 48 employees in sales and marketing and an additional 9 professional service consultants.

This excerpt taken from the CYBS 10-K filed Mar 10, 2005.

Sales and Marketing

 

We target prospective customers worldwide through a direct sales force as well as reseller and referral programs. Our indirect sales channel is divided into “resellers,” “managed commerce providers,” and “referral allies.” We have contractual relationships with these companies that range from referral relationships to reselling our software and services.

 

Resellers: Our resellers provide our software and services as part of their larger offering portfolio and facilitate the sale and billing of our services. Resellers are authorized to sell our hosted services and support services. Our resellers include banks, small business resellers, and payment service providers such as Bank of America, First Data Merchant Services, Miva, a division of FindWhat.com, Paymentech, as well as a number of smaller partners.

 

Managed Commerce Providers (MCPs): Managed commerce providers typically host customized and turnkey storefronts for online businesses. MCPs manage the entire customer relationship including operations, support, and billing. MCPs include internet service providers, application service providers, and specialized systems integrators. Our MCP partners include AuctionAnything, Capitol Advantage, ChannelWave, Comergent, Crimson Bow, Graphtek, Radquest, and UniteU.

 

Referral Allies: These are companies with which we have referral agreements, structured with or without monetary incentives. These allies include companies from the payment industry, independent software vendors, integrators and consulting firms.

 

In addition to channel and referral relationships, we pursue both solutions alliances and strategic alliances. These result in cooperative product development efforts, streamlining of integration capabilities and leveraged marketing efforts.

 

Solutions Alliances: These alliances integrate CyberSource technology into some of their products, making it easier for their customers to access CyberSource products and services. These alliances include commerce server vendors, interactive voice response vendors, and enterprise software vendors. Current solutions alliance relationships include: Aspect, ATG, BEA, BroadVision, IBM, Microsoft, PeopleSoft, and Siebel.

 

Strategic Alliances: Our strategic alliances include our relationships with AmeriNet, CheckFree, FDC/Telecheck, I4 Commerce, PayPal, and Visa U.S.A. We work with strategic alliances to enhance our existing solutions portfolio, develop new services and drive the adoption of industry standards.

 

As of December 31, 2004, we had a total of 43 employees in sales and marketing worldwide and an additional 9 professional service consultants.

 

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