Symantec 1999 Annual Report Download - page 20

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6
Symantec Visual Café (Standard Edition) is designed to provide a Rapid Application Java Development and a HTML
Web authoring solution that supports Java Development Kit 1.1.7, JavaBeans and JFC/Swing. This program includes
a drag-and-drop interface, professional templates and Java applet and JavaBeans libraries.
Symantec Visual Café (Enterprise Suite) is designed to simplify the development of complex, distributed applications.
It includes Single-View, which presents a single image of the distributed development environment and masks the
complexities of a multi-platform computing environment. The Enterprise Suite also addresses a heterogeneous
environment through support for both CORBA and RMI, multiple ORBs including Iona OrbixWeb 3.1 and Inprise
VisiBroker 3.3 as well as debugging on a wide range of platforms (Sun Solaris, Hewlett-Packard HP/UX, Compaq’s
Tru64 UNIX, IBM AIX, Windows NT/9x and Linux).
Versions of the Visual Café products run on Windows 95, Windows 98 and Windows NT operating systems. The Java
program code developed with these products, however, can be deployed on any platform that supports a Java Virtual
Machine compliant with Sun Microsystem’s JDK standards.
Corporate Sunset
Symantec also reports revenues under a segment called Corporate Sunset. This segment’s revenues are generated from
sales of products that are nearing the end of their life cycles. Net revenues from this segment were less than 1% of our
net revenues in fiscal 1999 and 1% and 9% of our net revenues for fiscal 1998 and 1997, respectively.
Sales and Marketing, International Sales and Customer Support .
We market our products worldwide utilizing a multi-channel strategy of direct and indirect sales through independent
software distributors, major retail chains and resellers.
Sales and Marketing
We sell our products to individuals and corporate users primarily through distributors and resellers. Our products are
available to customers through channels that include: distributors, retail, mail order, corporate resellers, value added
resellers, original equipment manufacturers, partnerships, education and consulting. We also sell product upgrades and
some of our products through the use of direct mail and over the Internet. We sell corporate site licenses through our
distribution and corporate reseller channels.
We maintain distribution relationships with major independent distributors. These distributors stock our products for
redistribution to independent dealers, consultants and other resellers. We also maintain relationships with major
retailers, while marketing to these retailers through independent distributors. Our sales force works closely with our
major distributor and reseller accounts to manage the flow of orders, inventory levels and sell-through to customers.
We also work closely with them to manage promotions and other selling activities.
Our agreements with distributors are generally nonexclusive and may be terminated by either party without cause. These
distributors are not within our control and are not obligated to purchase products from us. These distributors also represent
other vendors’ product lines. For information with respect to customers that represent more than 10% of our revenues, see
Note 19 of the Notes to Consolidated Financial Statements of this Form 10-K.
Our return policy allows distributors, subject to various limitations, to return purchased products in exchange for new
products or for credit towards future purchases. End users may return products through dealers and distributors for a
full refund, within a reasonable period from the date of purchase. Retailers may return older versions of products.
Various distributors and resellers have different return policies that may negatively impact the level of products that are
returned to us. Product returns occur when we introduce upgrades and new versions of products or when distributors
order too much product. In addition, competitive factors often require us to offer rights of return for products that
distributors or retail stores are unable to sell.
Our marketing activities include:
• advertising in trade, technical and business publications;
• on-line advertising;
• public relations;
• cooperative marketing with distributors, resellers and dealers;
• direct mailings to existing and prospective end users; and
• participation in trade and computer shows.