Symantec 2007 Annual Report Download - page 15

The Application Service Dashboard, announced in January 2007, allows IT organizations to easily customize
Symantec i3
TM
performance and service-level metrics via a single dashboard, enabling IT staff members to
maximize their efficiency in supporting today’s multi-tier business applications.
Services
Our Services segment consists of consultants with extensive technical knowledge, business expertise, and
global insight across multi-vendor environments who assist organizations in managing IT risk on an ongoing basis.
Services addresses the primary areas of IT risk — security, availability, performance, and compliance. We provide
customers with maintenance and technical support, consulting, education, and business critical services.
The primary classes of consulting service that we offer are:
Symantec Advisory Services Advisory Services consultants combine technical expertise with
a business focus to create comprehensive plans and strategies.
Each area of our expertise has a portfolio of defined services and
deliverables, as well as custom offerings.
Symantec Solutions Enablement Solutions Enablement consultants provide organizations with
the expertise to optimize and accelerate the benefits of IT
infrastructure investments by designing, implementing, and
rolling out solutions.
Symantec Residency and Operational Services In December 2006, we expanded our services to include support
for customers’ long-term programs. These consultants offer
deployment and migration assistance and management,
support IT staffs, and provide continuous on-site technology
and business expertise.
Sales and Channel Strategy
Consumer Products
We sell our consumer products to individuals and home offices globally through a multi-tiered network of
distribution partners. Our strategy is to place our products in a variety of channels where consumers might consider
purchasing security and backup products.
Our products are available to customers through channels that include distributors, retailers, direct marketers,
Internet-based resellers, OEMs, system builders, educational institutions, and ISPs. We separately sell annual
content update subscriptions directly to end-users primarily through the Internet. We also sell some of our products
and product upgrades in conjunction with channel partners through direct mail/email and over the Internet.
Sales in the Consumer Products business through our electronic distribution channel, which includes OEM
subscriptions, upgrades, online sales, and renewals, grew by $221 million in fiscal 2007 over fiscal 2006. During
fiscal 2007, nearly 70 percent of revenue in the Consumer Products segment came from our electronic channels. We
also made infrastructure improvements in order to capture more direct renewal business from customers originally
reached through these channels.
Enterprise Solutions
We sell and market our products and related services to enterprise customers both directly and through a
variety of indirect sales channels, which include value-added resellers, or VARs, large account resellers, or LARs,
distributors, system integrators, or SIs, and OEMs. Our enterprise customers include many leading global
corporations, small and medium-sized businesses, and many government agencies around the world. Many of
our products involve a consultative, solution-oriented sales model. Thus, our sales efforts are targeted to senior
executives and IT department personnel who are responsible for managing a company’s IT initiatives.
Our primary method of demand generation for enterprise customers is through our direct sales force. We ended
fiscal 2007 with approximately 7,800 individuals in our sales and services groups. Account managers are
responsible for customer relationships and opportunity management and are supported by product and services
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