Computer Associates 2015 Annual Report Download - page 10

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• Security is a concern for all businesses in the Application Economy.
Our security solutions focus on smart authentication and deliver identity-centric security solutions to meet the needs of
today’s mobile, cloud-connected, open enterprises to succeed in the Application Economy. We provide a broad suite of
identity and access management, and data protection solutions that give our customers the ability to centrally manage
and control access to applications and data, in both on-premise and cloud deployments, and across Web, mobile, and
API channels that work seamlessly with e-commerce applications. Our security solutions can control identities and
access throughout the entire interaction — from the device to the data center. This enables us to provide a complete,
end-to-end, and multi-channel security solution.
helps customers reach their IT and business goals by enabling the rapid implementation and adoption of our
mainframe solutions and enterprise solutions. Our professional services team consists of experienced professionals who
provide a variety of services, such as consulting, implementation, application management services, education and support
services, to both commercial and government customers. With approximately 1,100 certified consultants, architects, project
managers and advisors located in 28 countries and an extensive partner ecosystem, CA Services works with customers to
navigate complex business and technology challenges and deliver the services that best meet customer goals throughout the
entire solution lifecycle. During fiscal 2015, we focused our professional services and education engagements on those
connected to new product sales.
Seasonality
Some of our business results are seasonal, including software license transactions and cash flow from operations. These
business results typically increase during each consecutive quarter of our fiscal year, with the fourth quarter typically having
the highest results.
Customers
Our traditional core customers generally consist of large enterprises that have computing environments from multiple
vendors and are highly complex. We currently serve customers across most major industries worldwide, including banks,
insurance companies, other financial services providers, government agencies, global service providers, telecommunication
providers, manufacturers, technology companies, retailers, educational organizations and health care institutions.
No single customer accounted for 10% or more of our total revenue for fiscal 2015, 2014 or 2013. Approximately 8% of our
total revenue backlog at March 31, 2015, is associated with multi-year contracts signed with the U.S. federal government
and other U.S. state and local government agencies which are generally subject to: annual fiscal funding approval;
renegotiation or termination at the discretion of the government; or both.
Sales and Marketing
We offer our solutions through our direct sales force and indirectly through our partners. We remain focused on
strengthening relationships with our core customers and partners — which we refer to as our ‘‘Platinum’’ accounts,
consisting of approximately our top 500 accounts — through product leadership, account management and a differentiated
customer experience. We believe enhanced relationships in our traditional customer base of large enterprises with multi-year
enterprise license agreements will drive renewals and provide opportunities to increase account penetration that will help to
drive revenue growth.
At the same time, we continue to dedicate sales resources and deploy additional solutions to address opportunities to sell to
new enterprises and to expand our relationship with existing non-Platinum customers — which we refer to as our ‘‘Named’’
and ‘‘Growth’’ customers. Named customers are large potential customers with whom we currently do not have a strong
presence and where a competitor often has an established relationship, while Growth customers are mid-size potential
customers with whom we currently do not have a strong presence. In addition to this dedication of additional sales
resources, we will service some of these customers through partners. We believe we can grow our business and increase
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organizations to monetize and unlock the value of data through the creation, publishing and billing of APIs, integrate
legacy systems with modern applications, simplify app development, and mitigate API risks through security, identity
and access management. CA API Management meets the scale, flexibility and security needs of some of the most
demanding industries and is offered as both a SaaS and on-premise delivery model.
Enterprise Mobility Management solutions address the challenges presented by the management of mobile devices,
applications, content and emails within an enterprise.
Security (Identity and Access Management) solutions:
Services