Blackberry 2013 Annual Report Download - page 32
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Sales, Marketing and Distribution
The Company markets and sells its BlackBerry wireless solution primarily through global wireless communications carriers (carrier
partners) as well as through third party distribution channels which distribute the solution to end users. The Company has a number of
carrier-focused business units that support the sales and marketing efforts of the Company’s carrier partners through training,
technical account management and sales and marketing support. As of March 2, 2013, the Company’s marketing, sales and business
development, BlackBerry operations, customer support and technical support teams consisted of approximately 2,400 full time
employees.
Customers
The Company is dependent on a number of significant global carrier partner customers with respect to the sales of its products, both
in terms of the numbers of devices sold and the aggregate value of its sales.
While the Company sells to a variety of customers, no customer comprised more than 10% of accounts receivable as at March 2, 2013
(March 3, 2012 – one customer comprised 13%). There are no customers that comprised more than 10% of the Company’s revenue in
fiscal 2013 (March 3, 2012 – no customers that comprised more than 10%). The primary direct customers for the BlackBerry wireless
solution are wireless carriers.
The Company sells GSM/GPRS/EDGE, CDMA/Ev-DO/Ev-DO Rev A, UMTS/HSPA, HSPA+ and iDEN devices and software to
carriers, who in turn bundle devices and software with airtime and sell a complete wireless solution to end customers. The Company
also sells devices through indirect channels and these devices are resold by a third party with or without a service plan from the
Company’s carrier partners. Software is licensed directly to end customers, although it is distributed by carriers, resellers and directly
through the Company. The Company’s BES supports multiple networks and devices, so that BlackBerry service from multiple
carriers can be deployed within an enterprise using the same BES software.
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