Symantec 2015 Annual Report Download - page 85

Sales and Go-To-Market Strategy
Our go-to-market (“GTM”) network includes direct sales forces and broad eCommerce 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 by which we market and sell our products.
Our dedicated renewals team remains focused on extending customer relationships and renewing our
contracts. 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 and Small Business
We sell our consumer products and services to individuals, households and small businesses globally. We
bring these products to market through our eCommerce platform, distributors, direct marketers, Internet-based
resellers, system builders, ISPs, wireless carriers, and retailers worldwide. We also have 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 enterprise customers
through field sales and inside sales leveraging indirect sales partners around the world who 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 are also available on our eCommerce 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 approximately 2,000
named accounts around the world, 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 (“R&D”) strategy to drive organic innovation.
Engineers and researchers throughout the Company pursue advanced projects to translate R&D into customer
solutions by creating new technologies and integrating our unique set of technology assets. Symantec focuses on
short, medium, and long-term applied research, develops new products in emerging areas, participates in
government-funded research projects, drives industry standards, and partners with universities to conduct
research supporting Symantec’s strategy.
Symantec’s Security Technology and Response organization consists of a global team of security engineers,
threat analysts, and researchers and provides the underlying functionality, content, and support for many of our
consumer, small business and enterprise security products. Our security experts monitor malicious code reports
collected through the Global Intelligence Network, one of the largest in the world, to provide insight into
emerging attacks, malicious code activity, phishing, spam, and other threats. The team uses this vast amount of
data and insights to develop new technologies and approaches, such as Symantec’s reputation-based security
technology and our forthcoming unified security analytics platform, to protect customer information.
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