Symantec 2011 Annual Report Download - page 78

Services
Symantec Services help customers address information security, availability, storage, and compliance chal-
lenges at the endpoint and in complex, multi-vendor data center environments. We deliver managed, business
critical and education services. These services complement our customers’ existing resources to secure and manage
their information so they can maximize operational efficiency and reduce risk.
Managed, Business Critical and Education Services
Managed Services enable customers to place resource-intensive IT operations under the management of
experienced Symantec specialists in order to optimize existing resources and focus on strategic IT projects. These
services include: Managed Security Services, Managed Endpoint Protection Services and Managed Backup
Services. Business Critical Services, our highest level of enterprise support services, connects our customers to
Symantec’s technical community and best practices to help them realize immediate and ongoing value from their
investments, and optimize their IT operations. Education Services delivers a full range of programs, including
technical training, certification and custom learning services designed to help IT teams properly implement their
Symantec solutions and optimize their use of the advanced functionality of our products.
Other
The Other segment includes sunset products and unallocated general administrative costs and is not considered
an active business component of the company.
Financial Information by Segment and Geographic Region
For information regarding our revenue by segment, revenue by geographical area, and long-lived assets by
geographical area, see Note 10 of the Notes to Consolidated Financial Statements in this annual report. For
information regarding the amount and percentage of our revenue contributed in each of our segments and our
financial information, including information about geographic areas in which we operate, see Item 7, Manage-
ment’s Discussion and Analysis of Financial Condition and Results of Operations and Note 10 of the Notes to
Consolidated Financial Statements in this annual report. 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, inside, and channel sales resources that support our ecosystem of
partners worldwide. We also maintain important relationships with a number of Original Equipment Manufacturers
(“OEMs”), Internet Service Providers (“ISPs”), and retail and online stores by which we market and sell our
products.
Consumer
We sell our consumer products and services to individuals and home offices globally through a network of
distribution partners and eCommerce channels. Our products are available to customers through our eCommerce
platform, distributors, direct marketers, Internet-based resellers, system builders, ISPs and more than 30,000 retail
locations worldwide. We have partnerships with 9 of the top 10 PC OEMs globally to distribute our Internet security
suites and with 6 of the top 10 PC OEMs globally to distribute our online backup offerings.
Consumer sales through our electronic distribution channel, which includes our Norton e-Store, OEMs,
subscriptions, upgrades, and renewals, represented approximately 85 percent of consumer revenue in fiscal 2011.
The remaining 15 percent of consumer sales came from the retail channel.
Enterprise
We sell and market our products and related services to enterprise customers through our direct sales force of
more than 4,500 sales representatives and through a variety of indirect sales channels, which include value-added
resellers, large account resellers, and system integrators. We also sell our products to businesses in more than
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