ECTX » Topics » Sales and Marketing

This excerpt taken from the ECTX 20-F filed May 12, 2009.

Sales and Marketing

        As of March 31, 2009 our direct sales force and marketing staff consisted of 25 employees worldwide. We market our IRM framework to service providers worldwide, through a direct sales force, as well as indirect sales channels. Our sales staff operates out of our offices in Israel, UK, Singapore and the United States. In addition, we engage local sales representatives, distributors and sales consultants worldwide. In some territories, we engage full time sales consultants for management of sales activities in those territories.

        Sales of our solutions are made predominantly to large service providers and involve lengthy evaluation processes before the customers issue purchase orders. Because the purchase of our products is a relatively significant capital expenditure, prospective customers generally commit substantial resources to an evaluation of our solutions and require us to expend significant time, effort and money educating them about the value of our solutions. This sales cycle for our solutions is an average of between six and 18 months. Our primary marketing activities include raising awareness among existing and potential customers of the benefits provided by the features of our products. We utilize our sales force as well as the sales and marketing services of local sales representatives for such activities. We also participate in exhibitions and industry trade shows in an effort to promote our products.

        The recent events in the financial market may have an impact on our business. In particular, many enterprises, telecommunications carriers and service providers may reduce their capital investments. Such decline in capital expenditures could have a negative impact on our business by reducing the number and the value of new contracts we are able to sign and may harm our revenues and results of operation. Furthermore, recently we have received an increased amount of requests from our customers for longer payment terms and alternative payment models such as revenue sharing based compensation proposals.

This excerpt taken from the ECTX 20-F filed Jun 18, 2008.

Sales and Marketing

        As of March 31, 2008, our direct sales force and marketing staff consisted of 24 employees worldwide. We market our fraud prevention and revenue assurance solutions to service providers worldwide, through a direct sales force, as well as indirect. Our sales staff operates out of our offices in Israel and the United States. In addition, we engage local sales representatives, distributors and sales consultants worldwide. In some territories, we engage full time sales consultants for management of sales activities in those territories.

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        Sales of our fraud prevention and revenue assurance solutions are made predominantly to large service providers and involve lengthy evaluation processes before the customers issue purchase orders. Because the purchase of our products is a relatively significant capital expenditure, prospective customers generally commit substantial resources to an evaluation of our solutions and require us to expend significant time, effort and money educating them about the value of our solutions. This sales cycle for our solutions is an average of between 6 and 18 months. Our primary marketing activities include raising awareness among existing and potential customers of the benefits provided by the features of our products. We utilize the sales and marketing services of local sales representatives for such activities. We also participate in exhibitions and industry trade shows in an effort to promote our products.

This excerpt taken from the ECTX 20-F filed May 17, 2007.

Sales and Marketing

        As of March 31, 2007, our direct sales force and marketing staff consisted of 26 employees worldwide. We market our fraud prevention and revenue assurance solutions to service providers worldwide, through a direct sales force, as well as indirect. Our sales staff operates out of our offices in Israel and the United States. In addition, we engage local sales representatives, distributors and sales consultants worldwide. In some territories, we engage full time sales consultants for management of sales activities in those territories.

        Sales of our fraud prevention and revenue assurance solutions are made predominantly to large service providers and involve lengthy evaluation processes before the customers issue purchase orders. Because the purchase of our products is a relatively significant capital expenditure, prospective customers generally commit substantial resources to an evaluation of our solutions and require us to expend significant time, effort and money educating them about the value of our solutions. This sales cycle for our solutions is an average of between 6 and 18 months. Our primary marketing activities include raising awareness among existing and potential customers of the benefits provided by the features of our products. We utilize the sales and marketing services of local sales representatives for such activities. We also participate in exhibitions and industry trade shows in an effort to promote our products.

This excerpt taken from the ECTX 20-F filed Jun 15, 2006.

Sales and Marketing

        As of March 31, 2006, our direct sales force and marketing staff consisted of 27 employees worldwide. We market our fraud prevention and revenue assurance solutions to service providers worldwide, primarily through a direct sales force. Our sales staff operates out of our offices in Israel, the United States and Germany, and in addition we engage local sales representatives, distributors and sales consultants.  In some territories we engage full time sales consultants for management of sales activities in adjacent territories.  

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        Sales of our fraud prevention and revenue assurance solutions are made predominantly to large service providers and involve lengthy evaluation processes before the customers issue purchase orders. Because the purchase of our products is a relatively significant capital expenditure, prospective customers generally commit substantial resources to an evaluation of our solutions and require us to expend significant time, effort and money educating them about the value of our solutions. This sales cycle for our revenue assurance solutions is an average of between six and 18 months. Our primary marketing activities include raising awareness among existing and potential customers of the benefits provided by the features of our products. We utilize the sales and marketing services of local sales representatives for such activities. We also participate in exhibitions and industry trade shows in an effort to promote our products.

This excerpt taken from the ECTX 20-F filed Jun 28, 2005.

Sales and Marketing

          As of April 1, 2005, our direct sales force and marketing staff consisted of 26 employees. We market our fraud prevention and revenue assurance solutions to service providers worldwide, primarily through a direct sales force. Our sales staff operates out of our offices in Israel, the United States and Germany, and in addition we engage local sales representatives, distributors and sales consultants.  In Brazil and Singapore we engage full time sales consultants for management of sales activities in adjacent territories.  

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          Sales of our fraud prevention and revenue assurance solutions are made predominantly to large service providers and involve lengthy evaluation processes before the customers issue purchase orders. Because the purchase of our products is a relatively significant capital expenditure, prospective customers generally commit substantial resources to an evaluation of our solutions and require us to expend significant time, effort and money educating them about the value of our solutions. This sales cycle for our revenue assurance solutions is an average of between six and 18 months. Our primary marketing activities include raising awareness among existing and potential customers of the benefits provided by the features of our products. We utilize the sales and marketing services of local sales representatives for such activities. We also participate in exhibitions and industry trade shows in an effort to promote our products.

          We have sold our solutions to miscellaneous worldwide customers, including the following:

 

 

Belgacom

 

 

 

BellSouth group

MCI

 

 

Cable & Wireless Group

MM02

 

 

Cellcom

Portugal Telecom

 

 

Embratel

Qwest

 

 

Hutchison H3G

Swisscom

 

 

Kievstar

Telefonica Group

 

 

Serbia Telecom

Vodafone Sweden

 

 

Iusacell

CTBC

          In 2004, our top ten customers accounted for 74.8% of our revenues, with sales to three customers in Eastern Europe region accounting for 39.7% of our revenues and sales to one customer in Latin America accounting for 10.4% of our revenues.  In 2003, our top ten customers accounted for 75.1% of our revenues, with sales to one customer in the Europe accounting for 13.9% of our revenues and sales to one customer in Latin and North America accounting for 11.4% of our revenues.

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          The following table shows a breakdown of our sales of products by geographical region during 2002, 2003 and 2004 (in thousands):

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Year ended December 31,

 

 

 

 


 

 

 

 

2002

 

2003

 

2004

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Israel

 

$

997

 

$

1,095

 

$

852

 

 

Asia Pacific

 

 

21,110

 

 

2,234

 

 

1,117

 

 

North America

 

 

634

 

 

1,877

 

 

779

 

 

Europe

 

 

10,668

 

 

14,549

 

 

7,244

 

 

Other

 

 

2,100

 

 

1,369

 

 

68

 

 

South America

 

 

16,917

 

 

7,733

 

 

2,545

 

 

 

 



 



 



 

 

 

 

 

 

 

 

 

 

 

 

 

 

Total Revenues

 

$

52,426

 

$

28,857

 

$

12,605

 

 

 

 



 



 



 

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