SCUR » Topics » Sales

These excerpts taken from the SCUR 10-K filed Mar 5, 2008.

Sales

We sell our products and services both directly and indirectly through domestic and international distributors, VARs, major integrators, and OEMs. For 2007, sales to major end users comprised 15% of total sales, while indirect channel sales comprised 85%. Our sales organization is divided geographically into the following territories: North America; Federal; Europe, the Middle East and Africa; Asia Pacific; and Latin America.

Our market strategy promotes our PartnersFirst reseller program, a channel program through which nearly all of our global indirect business is conducted. The program reflects our commitment to a partner-focused sales model and enhances access to our products by making them available through over 2,000 resellers via leading distribution partners and streamlined processes. Our channel program makes the process of doing business with us simple, while giving partners enhanced abilities to increase revenue.

We have a U.S. federal government sales team and a General Services Administration (GSA) schedule for our products maintained by a third party, to facilitate government orders. The U.S. government is the world’s largest buyer of security products and continues to be a strong market for us.

The following table summarizes our products, services and other revenues (in thousands):

 

     Year Ended December 31,
     2007    2006    2005

Revenues:

        

Products

   $ 127,042    $ 113,642    $ 79,339

Services

     74,662      60,087      29,836

Other

     36,201      2,968      —  
                    

Total

   $ 237,905    $ 176,697    $ 109,175
                    

For certain multiple-element arrangements we are unable to establish vendor specific objective evidence (VSOE) of fair value for the undelivered bundled elements and are therefore unable to allocate the value of the arrangement between Products and Services Revenue and have reported these revenues and corresponding cost of revenues as ‘Other’.

Sales

SIZE="2">We sell our products and services both directly and indirectly through domestic and international distributors, VARs, major integrators, and OEMs. For 2007, sales to major end users comprised 15% of total sales, while indirect channel sales
comprised 85%. Our sales organization is divided geographically into the following territories: North America; Federal; Europe, the Middle East and Africa; Asia Pacific; and Latin America.

STYLE="margin-top:12px;margin-bottom:0px; text-indent:4%">Our market strategy promotes our PartnersFirst reseller program, a channel program through which nearly all of our global indirect business is conducted.
The program reflects our commitment to a partner-focused sales model and enhances access to our products by making them available through over 2,000 resellers via leading distribution partners and streamlined processes. Our channel program makes the
process of doing business with us simple, while giving partners enhanced abilities to increase revenue.

We have a U.S. federal government
sales team and a General Services Administration (GSA) schedule for our products maintained by a third party, to facilitate government orders. The U.S. government is the world’s largest buyer of security products and continues to be a strong
market for us.

The following table summarizes our products, services and other revenues (in thousands):

STYLE="font-size:12px;margin-top:0px;margin-bottom:0px"> 








































































































   Year Ended December 31,
   2007  2006  2005

Revenues:

      

Products

  $127,042  $113,642  $79,339

Services

   74,662   60,087   29,836

Other

   36,201   2,968   —  
            

Total

  $237,905  $176,697  $109,175
            

For certain multiple-element arrangements we are unable to establish vendor specific objective
evidence (VSOE) of fair value for the undelivered bundled elements and are therefore unable to allocate the value of the arrangement between Products and Services Revenue and have reported these revenues and corresponding cost of revenues as
‘Other’.

This excerpt taken from the SCUR 10-K filed Mar 16, 2007.

Sales

 

We sell our products and services both directly and indirectly through domestic and international distributors, value-added resellers, major integrators, and OEMs. For 2006, sales to major end users comprised 19% of total sales, while indirect channel sales comprised 81%. Our sales organization is divided geographically into the following territories: North America; Federal; Europe, the Middle East and Africa; Asia Pacific; and Latin America.

 

Our market strategy promotes our PartnersFirst reseller program, a channel program through which nearly all of our global indirect business is conducted. The program reflects our commitment to a partner-focused sales model and enhances access to our products by making them available through over 2,000 resellers via leading distribution partners and streamlined processes. Our channel program makes the process of doing business with us simple, while giving partners enhanced abilities to increase revenue.

 

We have a U.S. federal government sales team and a General Services Administration (GSA) schedule for our products maintained by a third party, to facilitate government orders. The U.S. government is the world’s largest buyer of security products and continues to be a strong market for us.

 

The following table summarizes our products and services revenues (in thousands):

 

     Year Ended December 31,

     2006

   2005

   2004

Revenues:

                    

Products

   $ 115,628    $ 79,339    $ 67,625

Services

     61,069      29,836      25,753
    

  

  

     $ 176,697    $ 109,175    $ 93,378
    

  

  

 

This excerpt taken from the SCUR 10-K filed Mar 1, 2006.

Sales

 

We sell our products and services through both direct and indirect channels through domestic and international distributors, value-added resellers, major integrators, and OEMs. For 2005, sales to major end users comprised 27% of total product sales, while indirect channel sales comprised 73%. Our sales organization is divided geographically into the following territories: North America; Europe, the Middle East and Africa; Asia Pacific; and Latin America.

 

International sales accounted for 38% of total revenue during 2005. In each country, we have independent channel partners that are responsible for marketing, selling, and supporting our products to resellers and end users within their defined territories. Independent market analyst reports indicate that international markets will continue to provide increased opportunities for e-business security products. The following table summarizes our domestic and international revenues (in thousands):

 

     Year Ended December 31,

     2005

   2004

   2003

Revenues:

                    

Domestic

   $ 67,689    $ 64,431    $ 53,673

International

     41,486      28,947      22,540
    

  

  

     $ 109,175    $ 93,378    $ 76,213
    

  

  

 

Our market strategy revolves around our PartnersFirst reseller program, a channel program through which nearly all of our global indirect business is conducted. The program reflects our commitment to a partner-focused sales model, and enhances access to our products by making them available through over 1,300 resellers via leading distribution partners and streamlined processes. Our channel program makes the process of doing business with us simple, while giving partners enhanced abilities to increase revenue.

 

We have a United States federal government sales team and maintain a General Services Administration (GSA) schedule for our products to facilitate government orders. The United States government is the world’s largest buyer of security products, and continues to be a strong market for us.

 

The following table summarizes our products and services revenues (in thousands):

 

     Year Ended December 31,

     2005

   2004

   2003

Revenues:

                    

Products

   $ 79,339    $ 67,625    $ 52,422

Services

     29,836      25,753      23,791
    

  

  

     $ 109,175    $ 93,378    $ 76,213
    

  

  

 

This excerpt taken from the SCUR 10-K filed Mar 11, 2005.

Sales

 

We sell our products and services through both indirect and direct channels, using a worldwide sales organization. For 2004, sales to major end users comprised 30% of total product sales, while indirect channel sales comprised 70%. Indirect channels include sales made to domestic and international distributors, value-added resellers, major integrators, and OEMs.

 

Our sales strategy is a hybrid, high-touch model designed to reduce possible channel conflict and allow the customer to decide how best to acquire our products. In this model, our territory sales teams work closely with our channel and OEM partners to ensure that the customer is satisfied. Our direct demand creation representatives in the field are compensated such that whether the customer buys our product and services directly from us or from one of our channel or OEM partners, both salespeople are compensated for the transaction. As an enterprise software vendor, our goal is to ensure that our applications are successfully implemented and supported. This model allows the customer to choose their preferred partner for purchase, implementation and support, all of which are endorsed by us.

 

Our market strategy revolves around our PartnersFirst reseller program, a channel program through which nearly all of our global indirect business is conducted. The program reflects our commitment to a partner-focused sales model, and enhances access to our products by making them available through a large number of resellers via leading distribution partners and streamlined processes. Our channel program makes the process of doing business with us simple, while giving partners enhanced abilities to increase revenue.

 

We have a United States federal government sales team and maintain a General Services Administration (GSA) schedule for our products to facilitate government orders. The United States government is the world’s largest buyer of security products, and continues to be a strong market for us.

 

International sales accounted for 31% of total revenue during 2004. In each country, we have independent channel partners that are responsible for marketing, selling, and supporting our products to resellers and end users within their defined territories. Independent market analyst reports indicate that international markets will continue to provide increased opportunities for e-business security products. The following table summarizes our domestic and international sales (in thousands):

 

     Year ended December 31,

     2004

   2003

   2002

Revenues:

                    

Domestic sales

   $ 64,431    $ 53,673    $ 44,842

International sales

     28,947      22,540      17,118
    

  

  

     $ 93,378    $ 76,213    $ 61,960
    

  

  

 

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