Symantec 2016 Annual Report Download - page 94

Financial information by segment and geographic region
For information regarding our revenue by segment, revenue by geographical area, and property and
equipment by geographical area, see Note 8 of the Notes to Consolidated Financial Statements in this annual
report. For information regarding the amount and percentage of our revenue contributed by each of our segments
and our financial information, including information about geographic areas in which we operate, see Item 7,
Management’s Discussion and Analysis of Financial Condition and Results of Operations. For information
regarding risks associated with our international operations, see Item 1A, Risk Factors.
Sales and go-to-market strategy
Our go-to-market network includes direct sales forces and broad e-commerce capabilities, as well as indirect
sales resources that support our global partner ecosystem. We also maintain important relationships with a
number of original equipment manufacturers (“OEMs”), Internet service providers (“ISPs”), and retail and online
stores through which we market and sell our products.
Our dedicated renewals team remains focused on extending customer relationships and renewing customer
contracts with us. We also continued to streamline our indirect sales strategy to have fewer, more focused
partners with specialized partner programs to enhance sales. We believe these changes provide customers with a
high-quality sales and post-sales support experience, while also enabling us to expand our business.
Consumer
We sell and market our consumer products and services to individuals, households and small businesses
globally. We bring these products to market through our e-commerce platform, distributors, direct marketers,
Internet-based resellers, system builders, ISPs, wireless carriers, and retailers worldwide. We also maintain a
limited number of partnerships with OEMs globally to distribute our Internet security and online backup
offerings.
Commercial
We sell and market our products and related services to small, medium and large customers through field
sales and inside sales forces that leverage indirect sales partners around the world that are specifically trained and
certified to sell our solutions. These partners include national solution providers, regional solution providers,
national account resellers, global/federal system integrators and managed service providers. Our products and
services are also available on our e-commerce platform, as well as through authorized distributors and OEMs
who incorporate our technologies into their products, bundle our products with their offerings, or serve as
authorized resellers of our products.
Enterprise
We sell and market our products and related services to large enterprises, including government and public
sector customers, through our field sales force. This field sales team is responsible for leveraging our global
partner ecosystem primarily targeting senior executives and IT department personnel responsible for managing a
company’s highest-order IT initiatives.
Research and development
Symantec embraces a global research and development strategy to drive organic innovation. Our engineers
and researchers are focused on delivering new versions of existing product lines as well as developing entirely
new offerings to drive the company’s leadership in cybersecurity. We also have a technology research
organization focused on short, medium, and longer-term applied research projects, with the goal of transferring
completed innovations into our product groups for commercialization.
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