This excerpt taken from the GCOM 10-K filed Sep 13, 2005.
Sales and Marketing
We market our products and services to communications services providers, commercial enterprises, ISPs, broadcasters and other content providers and government and government related entities. We have structured our sales and marketing approach to respond effectively to the opportunities in the communications services market, as well as the traditional ground segment systems and networks market. Our marketing activities are organized regionally, as well as on an industry-specific basis. We use both direct and indirect sales channels to market our services and products. We focus on industry-specific markets, including government, broadcast and commercial enterprises.
Our corporate sales offices sell and market our communications services and ground segment systems and networks in the United States and internationally. We have a corporate sales offices in Washington D.C. to service the U.S. Government, in Dubai, United Arab Emirates to service the Middle East and East Asia, in Hong Kong to service the Asia Pacific region and China and in Newcastle, United Kingdom to service the European Community through our Globecomm Systems Europe Limited subsidiary. The corporate sales offices work with the regional business teams and/or the GNSC service team to prepare proposals and negotiate contracts.
Our regional business teams, located in Hauppauge, New York, sell and market our communications services and ground segment systems and networks internationally in concert with the corporate sales offices. These regional business teams are responsible for orders in the regions to which they are assigned, as well as for the delivery of our products and services and for account management of our existing customers. Currently, we have business teams responsible for the Americas, the Asia Pacific region, Africa, the Middle East and Europe. We also have a business team dedicated to the government market place.
These regional business teams work together with the corporate sales offices to identify, develop and maintain customer relationships through local sales representatives, sales executives and account managers. Together, they develop close and continuing relationships with our customers. Our local sales representatives in these regions provide a local presence and identify prospective customers for our sales executives. Our account managers may also function as project engineers for network integration and service initiation programs for their accounts. As of June 30, 2005, we employed 36 persons with sales and marketing responsibility, of which 14 are full-time sales executives and 22 have dual engineering and sales and marketing responsibilities. We believe this account management focus provides continuity and loyalty between our customers and us. We also believe that our approach fosters long-term relationships that lead to follow-on work and referrals to new customers. These accounts also provide us with a market for the new products and services that we develop. In addition, we obtain sales leads through referrals from industry suppliers.
Our marketing program is intended to build national and international awareness of our brand. We use direct mailings, print advertising to targeted markets and trade publications to enhance awareness and acquire leads for our direct and indirect sales teams. We create brand awareness by participating in industry trade shows sponsored by organizations like the International Telecommunications Union, the National Association of Broadcasters and various industry associations. We also provide marketing information on our web site and conduct joint marketing programs with sales representatives in various regions to reach new customers.