UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-K
| x | ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE |
| SECURITIES | EXCHANGE ACT OF 1934 |
For the fiscal year ended December 31, 2002
| ¨ | TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE |
| SECURITIES | EXCHANGE ACT OF 1934 |
For the transition period from to .
Commission File Number: 0-26130
LEGATO SYSTEMS, INC.
(Exact name of registrant as specified in its charter)
| Delaware |
94-3077394 | |
| (State of incorporation) |
(I.R.S. Employer Identification No.) |
2350 West El Camino Real
Mountain View, California 94040
(Address of principal executive offices)
(650) 210-7000
(Registrants telephone number, including area code)
Securities registered pursuant to Section 12(b) of the Act:
None
Securities registered pursuant to Section 12(g) of the Act:
Preferred Share Purchase Rights
Common Stock, $0.0001 par value
(Title of each class)
Indicate by check mark whether the registrant: (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes x No ¨
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K is not contained herein, and will not be contained, to the best of registrants knowledge, in definitive proxy or information statements incorporated by reference in Part III of this Form 10-K or any amendment to this Form 10-K. ¨
The aggregate market value of the voting stock held by non-affiliates of the registrant on June 30, 2002, the last day of the registrants second fiscal quarter, was approximately $380 million. Shares of Common Stock held by each officer and director have been excluded in that such persons may be deemed to be affiliates. This determination of affiliate status is not necessarily a conclusive determination for other purposes.
Indicate by check mark whether the registrant is an accelerated filer (as defined in Rule 12b-2 of the Act). Yes x No ¨
The number of shares outstanding of the registrants common stock as of January 31, 2003 was 116,163,918.
DOCUMENTS INCORPORATED BY REFERENCE
Portions of the registrants definitive proxy statement (the Proxy Statement) relating to its annual meeting of stockholders to be held in 2003 are incorporated by reference into Part III of this Annual Report on Form 10-K. Except as expressly incorporated by reference, the registrants Proxy Statement shall not be deemed to be part of this report.
FORM 10-K ANNUAL REPORT
FOR THE YEAR ENDED
DECEMBER 31, 2002
Table of Contents
| PART I | ||||
| Item 1. |
3 | |||
| Item 2. |
30 | |||
| Item 3. |
30 | |||
| Item 4. |
31 | |||
| PART II | ||||
| Item 5. |
Market for Registrants Common Stock and Related Stockholder Matters |
32 | ||
| Item 6. |
32 | |||
| Item 7. |
Managements Discussion and Analysis of Financial Condition and Results of Operations |
33 | ||
| Item 7A. |
44 | |||
| Item 8. |
44 | |||
| Item 9. |
Changes in and Disagreements with Accountants on Accounting and Financial Disclosure |
44 | ||
| PART III | ||||
| Item 10. |
45 | |||
| Item 11. |
45 | |||
| Item 12. |
Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters |
45 | ||
| Item 13. |
45 | |||
| Item 14. |
45 | |||
| PART IV | ||||
| Item 15. |
Exhibits, Financial Statement Schedules and Reports on Form 8-K |
45 | ||
| 73 | ||||
PART I
| BUSINESS |
The discussion in this report on Form 10-K contains forward-looking statements that involve risks and uncertainties. The statements contained in this Report that are not purely historical are forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended, including statements on our expectations, beliefs, intentions or strategies regarding the future, including without limitation, our financial outlook, successful introduction of new products and expansion of operations. In some cases, forward-looking statements can be identified by terminology such as may, will, should, would, expect, plan, anticipate, believe, estimate, predict, potential, continue or the negatives of these or other comparable terminology. All forward-looking statements included in this document are based on information available to us on the date hereof. We assume no obligation to update any such forward-looking statements. Our actual results could differ materially from those indicated in such forward-looking statements. Factors that could cause or contribute to such differences include, but are not limited to, fluctuations in quarterly operating results, uncertainty in future operating results, litigation, competition, product concentration, technological changes, reliance on enterprise license transactions, reliance on indirect sales channels, changes in marketing strategies, dependence on international revenue, management of our growth and expansion, the ability to attract and retain qualified personnel and other risks discussed in this item under the heading Risk Factors and the risks discussed in our other Securities and Exchange Commission filings.
Overview
We develop, market and support storage software products and services worldwide. Our solutions protect and manage information, assure the availability of applications and provide immediate access to business-critical information in distributed open systems environments. Our solutions provide enterprise level customers the business continuity and operational efficiency to maintain a constant state of access to, and availability of, business-critical information. Our solutions recognize the interdependence between data and applications. Information management within an enterprise includes the protection, recovery and archiving archive of data, the management of performance and operation of applications, the optimization of storage devices and media including disk and tape, and the capture, organization and immediate access to content and messages. Our heterogeneous software products are mostly found in distributed, open systems which are generally understood to include UNIX, Windows NT, Windows 2000 and Linux server and storage computer systems.
Gartner Group, an independent information technology research firm, estimates that customer demand will increase the size of the storage software market from $4.9 billion in 2002 to $8.6 billion in 2006, with a year-over-year growth rate ranging from 11% in 2003 to 17.8% in 2006.
OTG Software Acquisition
On May 14, 2002, we acquired OTG Software, Inc. (OTG). OTG provides data management and collaboration solutions that virtualize storage for any type of data, including files, messages and databases, while providing easy and transparent access. Today, we market the OTG Software products under the XtenderSolutions® brand.
What Customers Require for Information Management
Our customers are Global 2000 companies that typically use a combination of UNIX, Windows and Linux server systems to support their enterprise operations in large centralized data centers, regional data centers, and remotely located branch offices. Centralized and regional data centers manage data and applications that support the business-critical functions of a company, including financial records and reporting, customer support and service, human resources and sales and marketing activities. Branch offices are frequently connected to data
3
centers by wide-area networks to exchange daily revenue reports and other types of business-critical data. Increasingly, businesses are also relying on Internet and Intranet capabilities to support communications and operations within a company, to support business-to-business operations among partners and to support e-commerce business directly with customers.
Within this complex environment, converging business trends are combining to put significant pressure on the information technology resources supporting the business. The challenges facing our customers are severe:
| | Many Global 2000 businesses are doubling their data every year. |
| | Many Global 2000 businesses are becoming more and more global in their operations, which means that applications and data must be available all of the time. |
| | Businesses cannot find, hire or train enough skilled administrators to manage and protect all of the new storage devices, servers, network connections, data and applications that are required each year. |
| | Information technology managers are faced with decreasing capital budgets. |
| | Stronger enforcement of retention policy and demand for instant access to information from regulatory agencies are bringing renewed attention to current information technology policies at the corporate board and executive management level. |
Expanding Data Growth. The rate of data growth is increasing due to the competitive requirements of running a global business. The need for more and quicker access to information is causing companies to deploy many new types of applications. New applications generate new data. Newer applications generally include media-rich formats, which mean that they are generating larger quantities of data than ever before.
Complex, Global Information Technology Environments. The need for new applications and data creates an increased demand for more server systems and greater capacity storage devices, all of which must be managed, interconnected with networks, and kept available. Moreover, business operations are becoming more and more global and taking advantage of Internet and Intranet technologies to support company communications, business-to-business operations, and e-commerce business. Global businesses require global information technology infrastructures, and these infrastructures need to be managed and available around the clock.
The Effect of Labor Shortage on Information Technology Organizations. Gartner Group, IDC and other independent information technology research firms report that a worldwide labor shortage continues to exist for people who are experienced and skilled in information technology disciplines. This includes the people required to manage and protect expanding data and application resources that are critical to delivering information to business users.
Tighter Budgets, Higher Service Levels. Information technology managers need to provide higher levels of service to their business operations, which necessitates implementing more complex information technology environments. But these managers must somehow manage the complex environments with the same resources that they have had in the past. In addition, information technology managers require reduced total cost of ownership, long term data retention, high performance, scalability, application integration and ease of management. These competing requirements are creating a demand for storage management software that enables customers to manage more data and applications with less effort and expense.
Increased Scrutiny of Corporate Retention Policies. Record retention is becoming more and more important to corporations. Enterprise applications like email, Customer Relationship Management (CRM) or Enterprise Resource Planning (ERP) generate large quantities of information and often burden the primary storage devices the information is stored on. Email applications alone are forecasted to consume up to 230 petabytes of storage in 2003 according to a Merrill Lynch and McKinsey & Company study published in 2001. In addition, the information that these enterprise applications generate must be readily accessible and
4
available if requested by regulatory officials, like the Securities and Exchange Commission (SEC), NASD or external auditors. These scenarios are requiring information technology managers to find ways to provide integrated storage management solutions, and are part of the reason that the hierarchical storage management and archiving segment of the storage management market is growing at an 18.5% compounded annual growth rate, or CAGR, through 2006, according to Gartner Group. In addition, IDC forecasts that the worldwide Document and Content technologies market is growing at a 47.2% CAGR through 2005.
What Businesses Need from Storage Management Solutions
There are two fundamentals ways to look at what businesses require from their storage management software solutions; operational efficiency and business continuity.
Operational Efficiency. Information management storage resources require operational efficiency. Maximizing the investment businesses have made in their information technology infrastructure is paramount. To that end, information technology managers must be able to share key resources and automate operations in order to deliver on key operational metrics. Ease of operational management within the information technology infrastructure improves the return on investment within the information technology environment and serves to improve high service level requirements.
Business Continuity. Business continuity is the number one requirement in maintaining a competitive advantage in a global economy. Information technology management is responsible for decreasing the time to recover key data and applications in case of a failure, ensuring adequate redundancy of resources, data and applications, ensuring permanent availability of key informational resources, and maintaining access to key records over long periods of time. All these business needs are required to be met with minimal or no incremental operational costs.
Critical Requirements for Networked Storage Management
In a traditional deployment, a storage device, whether it is a disk or tape library, is connected directly to a single server system; this is called Direct Attached Storage, or DAS. DAS deployments accounted for nearly 68% of the disk storage market in 2001 as reported by Gartner Group. However, DAS is expected to retain only 8% of the disk storage market by 2004, and drop to only 30% of this market by 2006 according to Gartner Group. Gartner Group expects DAS to be replaced by various types of networked storage architectures including Storage Area Networks, or SANs, and Network Attached Storage, or NAS.
SANs provide a separate network on which all storage devices are located, for common access by all applications. These networks are usually connected by fibre-channel, which allows application servers and storage devices to be located at farther distances from each other than conventional network connections, and thus offers more flexibility to support wider parts of a business.
NAS provides a central storage device that can be added to an existing network for common access by all applications. NAS devices have started to introduce support for fibre-channel networks in addition to conventional networks, which means that businesses have the ability to combine the use of SAN with NAS.
The key benefit of any networked data storage architecture is that it provides data consolidation and scalability. With the appropriate storage management software, consolidated storage can cost less to manage. As storage devices are added in either a SAN or NAS deployment, the storage management software must be able to scale to accommodate the expansion of the environment
By definition, consolidated storage also supports a wider segment of a customers business operations, because more servers are connected to it. This means that SAN and NAS failures and performance problems have wider impacts on the business, since they affect more applications and more business users than a failure of
5
a stand-alone DAS device. Therefore, deployment of SAN and NAS is further increasing the demand for storage management software.
Our Software Products
Our storage management solutions can help to address key challenges facing our customers by:
| | Enabling information protection to occur without interrupting application service levels. |
| | Providing methods for restoring data and applications quickly, efficiently and with minimal risk to the business operation. |
| | Optimizing use of existing networks and storage devices such as tape libraries, slowing the rate at which new bandwidth and devices must be introduced and ensuring higher returns on investment of the new devices as they are added. |
| | Automating, or partially automating, management tasks for applications and data, reducing administration time and human error. |
Our software solutions are fully backed by support services, consulting services and educational services.
Our software products are designed to help Global 2000 companies manage and safeguard their applications and data more efficiently and effectively in operating enterprise computing infrastructures, from the largest enterprise data center environments to the smallest branch offices and even mobile laptops. Because our products are designed to work with mixed deployments of market-leading server systems, applications, databases, networks, storage devices and architectures, our products also give our customers the maximum choice to create the storage network that they need to support their business while also being able to safeguard it. Our goal for our customers is to increase the overall recoverability and reliability of their complex computing infrastructures, while also reducing apparent complexity and cost to manage.
We, directly and through strategic partnerships and alliances, develop and deliver the software solutions and services that protect and make available the business-critical information that customers need to succeed in todays competitive environment.
To succeed in this mission, we combine solution components from three essential categories:
| | Information Protection; |
| | Application Availability; and |
| | Content and Messaging. |
Our solutions recognize the interdependence between data and applications. Customers need to ensure that data is protected, that applications are available and that both are efficiently and cohesively managed.
The Legato Approach
We provide integrated solutions and services that protect and manage information, assure the availability of applications and provide immediate access to business-critical information by:
| | Ensuring continuous operation of data center and branch office environments; |
| | Increasing system administrators span of control for managing highly complex, heterogeneous deployments; |
| | Reducing management overhead; |
| | Increasing information protection that each system administrator can manage by: |
| | Automating manual tasks and |
| | Monitoring key data and applications states, and triggering recovery; |
6
| | Increasing system and data availability by: |
| | Reducing downtime resulting from human error and |
| | Reducing downtime resulting from system failure; |
| | Improving information access to increase end-user productivity in order to: |
| | Enable information sharing across multiple departments and |
| | Automate business processes to streamline operations; |
| | Maintaining data and online systems; |
| | Optimizing operational efficiency to improve business competitiveness; |
| | Ensuring a return on investment through standards-based flexibility when adding components; and |
| | Providing worldwide customer support. |
Information Protection
Centralize. Manage. Recover.
In data centers, departments and branch offices, the need for reliable, comprehensive, automated protection of information assets has never been more critical. Yet with vast, expanding storage volumes, 24-hours-by-7-days-a-week service level demands, new complexities of SAN and NAS storage architectures and relentless pressure to lower costs, data protection is an increasingly difficult challenge for todays global enterprise. To meet this challenge, we deliver the performance, flexibility and management consistency required to fully protect storage assets across heterogeneous environments, while reducing overhead and minimizing downtime.
The foundation of our suite of information protection solutions is LEGATO NetWorker. Operating across UNIX, Windows, NetWare, and Linux platforms, NetWorker utilizes a client/server architecture comprising of three distinct functions within a data zoneClients, Storage Nodes and Serverto:
| | CENTRALIZE backup operations; |
| | MANAGE the entire storage environment through media tracking, consolidation of storage and full utilization of libraries for maximum return on investment; and |
| | RECOVER business-critical servers and restore data quickly. |
Within the NetWorker suite of products are:
| | AutoChanger/Silo Modules that deliver advanced, automated media management and broad support for the industrys leading tape and optical autochangers. NetWorker Modules keep mission-critical applications online during backup operations and provide point-in-time, granular recovery to simplify and speed recovery operations. |
| | LEGATO NetWorker Management Console (formerly known as GEMS Console) enables system administrators to manage and monitor multiple NetWorker Servers from anywhere on the web. NetWorker Operations can control backup operator functions across multiple NetWorker Servers, audit operator activity and generate comprehensive reports of NetWorker environments. |
| | LEGATO NetWorker Recovery Manager performs bare-metal, boot-level recovery of critical servers quickly and restores data immediately without having to first rebuild the operating system. |
7
| | LEGATO NetWorker Laptop provides complete, reliable, automated protection for data where it is most often at riskon laptops, desktops and at remote siteswith minimum user effort and maximum speed and security. |
| | DiskXtender Family for Data Migration, Archiving and Hierarchical Storage Management (HSM). DiskXtender products, which are new to LEGATOs Information Protection line as a result of the 2002 acquisition of OTG Software, unify storage management across the enterprise by creating a virtualized data pool that expands primary or secondary storage onto any number of additional media/devices while simplifying management of those resources. DiskXtender products work with Windows, Unix, Linux operating systems, and Oracle databases. We also offer departmental archiving solutions with our ArchiveXtender product. |
LEGATO AlphaStor facilitates media tracking and consolidation of tape storage and allows tape devices and libraries to be fully utilized thereby providing maximum return on library investment.
Application Availability
Monitor. Remedy. Proceed.
When application servers become unavailable because of failures or system maintenance, the result is zero access to data. The same level of service protection required for data must also be expected for application servers. Otherwise, operational efficiency and business continuance is at risk.
The foundation of our application availability product group is LEGATO Automated Availability Manager (AAM). From the branch office to the data center, AAM automates availability of all applications and data. It will:
| | MONITOR the health and performance of applications; |
| | REMEDY failures by providing alerts when resources begin to run out; and |
| | PROCEED to re-provision and restart services when failures occur and automate process control and data management. |
By monitoring the health and responsiveness of applications, AAM notifies the appropriate personnel when critical thresholds are exceeded, and restarts applications automatically when failures occur. It also automates application management to lower the cost of ownership associated with high-maintenance applications and management tasks.
AAM is an enterprise-level availability management tool that runs on Solaris, HP-UX, AIX, Linux, and Windows NT/200K. For purely Windows environments, such as small branch offices or small focused departments within Fortune 500 organizations, that need a simple 2-server/single-application availability solution, LEGATO CoStandbyServer AAdvanced monitors and automates the restart of critical applications.
LEGATO RepliStor adds asynchronous data replication for Windows NT/2000, supporting as many servers as needed and as far apart as required, to replicate Windows data where and when it is needed. RepliStor is used for a variety of business purposes that include obtaining disaster recovery protection, consolidated data for off-line data backup, sharing data among departments and across sites, and for creating secondary copies of data for decision-support and other purposes.
8
Content and Messaging
Capture. Organize. Access.
Our content and messaging solutions help maximize the value of business-critical information by enabling immediate access from user desktops or the web, facilitating use in daily applications and supporting compliance with regulations and corporate retention policies.
The foundation suites of this solution group are the ApplicationXtender Family and the EmailXtender Family. Like the DiskXtender Family, the ApplicationXtender Family and the EmailXtender Family are also a result of the 2002 acquisition of OTG Software. Both ApplicationXtender and EmailXtender work to:
| | CAPTURE enterprise content from a wide range of sources; |
| | ORGANIZE this information to maximize its accessibility and usability; and |
| | ACCESS via desktop clients or web browsers, for both end-users and administrators. |
The ApplicationXtender Family is a complete, fully integrated suite of enterprise content management solutions. ApplicationXtender works hand-in-hand with business applications, maximizing the value of information by providing more efficient means to capture, organize and provide intelligent access to mission-critical information. ApplicationXtender modules enable desktop and production level scanning, processing of text and printstream information, automated workflow and web access. Integration with third-party applications, such as Geographic Information Systems (GIS), CRM, ERP and Financials, helps combine documents with data to improve operational efficiency.
The EmailXtender Family provides automated archiving, granular search and retrieval, retention management and monitoring for electronic messaging. The EmailXtender Family is a comprehensive, policy-based system that automatically collects, organizes, retains and retrieves messages/attachments. By creating and managing a central repository of email and other messages, EmailXtender helps reduce the cost of email storage, boost end-user and administrator productivity and control risk by supporting compliance with government regulations and corporate governance policies. EmailXaminer is another product offered in this messaging suite for compliance with NASD regulations, with features such as supervisory review and documentation. As discussed below, EmailXtender and EmailXaminer are two products in the broader group of our Messaging Solutions.
LEGATOs NAS Solutions
Network Attached Storage (NAS) has emerged as a valuable means for accessing files quickly and enabling the sharing of data in a heterogeneous enterprise. Because NAS systems deliver a form of modular, on demand scalability and are relatively simple to install, they are an attractive means for coping with growing data volumes and rising service level requirements. As the volume of mission-critical data residing on NAS steadily rises, the need for robust, enterprise-class protection becomes paramount.
We provide automated backup and recovery solutions that simplify and centralize protection of NAS across an enterprise and enable businesses to reduce management overhead, consolidate storage assets and leverage library investments. Our NAS solutions offer the flexibility and scalability required to fully protect Network Data Management Protocol (NDMP) compliant and non-NDMP compliant NAS systems in heterogeneous data center and branch office environments. Among our solutions capabilities for NAS are:
| | LEGATO co-developed Network Data Management Protocol (NDMP) with Network Appliance. Now an industry standard, NDMP is an optimum means to backup and restore critical data residing on NAS systems. |
| | NetWorker in tandem with NetWorker Client Connections enables local, 3-way and remote (in native format), data protection for the most widely used NDMP compliant NAS systems, such as Network Appliance, EMC, Mirapoint, Procom and Auspex. |
9
| | NetWorker delivers Dynamic Drive Sharing (DDS), enabling businesses to optimize their investments in storage through the sharing of tape libraries and drives between multiple NAS systems or storage nodes. |
| | Through Direct Access Restore (DAR), the NetWorker provides faster recovery of NAS data, facilitating the timely resumption of business operations. |
| | NetWorker SnapImage Module enables remote backup of NDMP-compliant NAS file servers natively versus NFS to Unix-attached libraries, providing improved storage consolidation, ease of management and greater library Return on Investment, or ROI. |
Our DiskXtender also provides HSM capabilities to automatically migrate data to NAS devices helping to consolidate data, speed access and enable long-term management.
LEGATOs SAN Solutions
The evolution of Storage Area Networks (SANs)a high performance network dedicated to storageis changing the manner in which information technology organizations conduct data protection operations and provide application availability. Usually based upon fibre-channel, SANs enable storage consolidation and the sharing of storage resources, facilitate centralized management and High Availability, perform data transfer at higher speeds over greater distances and free the LAN from backup traffic.
We deliver maximum protection and availability of mission critical data through interoperable, scalable and standards based solutions for heterogeneous enterprise SANs. Among our solution capabilities for SANs are:
| | NetWorker provides LAN-free data protection, library sharing and advanced storage management with platform, filesystem and database support. |
| | Celestra Power frees LAN and server resources from the impact of data protection operations, through live, serverless backupeliminating the need for a backup window. |
| | SANXtender works with DiskXtender to enable file level data migration and HSM within a SAN environment. |
| | AlphaStor delivers dynamic drive and library sharing between multiple NetWorker backup servers, enabling businesses to increase library ROI. |
| | Automated Availability Manager is a heterogeneous clustering solution available for enterprise environments that manages application and service-level availability within SAN deployments. |
LEGATOs Email Solutions
Email has become one of the primary means of business communication. IDC estimates that the number of emails sent worldwide on a daily basis today, not including spam, is 15.5 billion and is expected to grow to 34.6 billion by 2006. Since email has become business critical, the availability and reliability of the application and the protection and retention of email data have become more important. As a result, administrators are facing huge challenges related to managing volumes of email data, maintaining availability of overloaded systems and ensuring that critical messages can be found quickly when they are needed.
Our email solutions provide automated archiving, granular search and retrieval, availability management and backup and recovery for major email systems including Microsoft Exchange and Lotus Notes/Domino. These solutions include:
| | EmailXtender provides automated archiving and granular search and retrieval, as well as supporting compliance with government regulations and corporate policies. |
| | EmailXaminer enhances EmailXtender functionality by helping companies supervise email content to ensure compliance with government regulations and organizational policies. |
10
| | NetWorker Modules for Exchange and Lotus provide online backup and granular recovery of Exchange and Lotus systems, ensuring complete data protection while minimizing application downtime. |
| | CoStandby Server AAdvanced leverages our patented synchronous mirroring technology to maximize the availability and reliability of Windows-based data and applications. |
| | RepliStor supports critical Windows environments with real-time data replication in flexible configurations allowing the use of data for off-line backup protection and disaster recovery switch over. |
Sales and Marketing
We market and sell our products and services through a variety of sales channels (or partners), including direct sales, value-added resellers, system integrators, distributors and original equipment manufacturers, or OEMs.
Our principal strategy is to work with market-leading storage vendors and reseller organizations as partners. We provide the technology, and our partners sell, deliver and support LEGATO-based solutions. This provides us with an effectively larger penetration in the market than we could achieve on our own. In addition, our customers obtain more effective solutions, because they are integrated with market-leading storage solutions, and supported and maintained in a coordinated fashion. In selecting a strategy that relies upon partners, we obtain competitive advantage for ourselves, for our partners and for our customers. We currently obtain 75% of our revenue from our channel partners and 25% of our revenue from our direct sales. This is in line with our long-term model.
We provide sales and pre-sales technical support to business partners and end-user customers worldwide from our corporate offices and from regional offices in the following metropolitan areas:
| Amsterdam |
Los Angeles |
Stockholm | ||
| Atlanta |
Madrid |
Sydney | ||
| Beijing |
Miami |
Taipei | ||
| Boston |
New York |
Tokyo | ||
| Brussels |
Oslo |
Toronto | ||
| Chicago |
Paris |
Vienna | ||
| Cincinnati |
San Francisco |
Warsaw | ||
| Dallas |
San Jose |
Washington, D.C. | ||
| Denver |
Seoul |
Zurich | ||
| London |
Singapore |
Direct Sales. Our direct sales force works on large enterprise-wide projects to ensure close relationships with our largest corporate clients. Customers participating in our enterprise sales program have an assigned salesperson and an executive contact, participate in our technical exchange program and work closely with us to develop large projects for installations over a period of time. An enterprise sales representative coordinates business partner activities across the customers enterprise and closely monitors customer business initiatives and satisfaction.
Resellers and Distributors. We have deployed a regional sales force dedicated to working with our partners to increase their effectiveness in supporting our mutual customers.
Enterprise Solution Partners. Our North America Enterprise Solution Partners program enables third-party integrators specializing in storage management and open systems network solutions to provide customers
11
with complete solutions. These complete solutions include systems and storage hardware, complementary software and our software. The reseller is responsible for managing the sales and installation process in each customer situation. In large, complex storage environments, our support personnel work with the reseller to provide technical support. This approach enables us to achieve broader market coverage, while maintaining close contact with customers in order to obtain input on product direction and to monitor customer satisfaction.
Distributor Program. To further expand coverage in the marketplace, we license our products to large regional and national distributors who distribute the products to resellers with expertise in storage management and the integration of network solutions for end-users. We provide support to these network solutions resellers. We currently have relationships with various major distributors, including Gates/Arrow, Ingram Micro, Nissho Electronics and Tech Data.
Our international revenue was $110.9 million in 2002, $121.7 million in 2001 and $75.7 million in 2000, representing 42% of total revenue in 2002, 50% of total revenue in 2001 and 33% of total revenue in 2000. The majority of our international sales during these periods were made in Europe. We believe that international markets present an attractive growth opportunity, and we have expanded the scope of our international operations. We have engaged, and will continue to engage, international resellers and distributors in targeted countries. In order to facilitate penetration in certain markets, we are working in conjunction with certain international distributors to localize certain products to certain targeted languages.
OEMs and Strategic Alliances. Our OEM and strategic alliances program generates royalty and reseller revenue. Under this program, we can license our software products, in source or object code form, to leading computer system and software suppliers from which we typically receive an initial license fee and ongoing royalty revenue. The OEM partner is then generally responsible for porting our software to its unique operating system environment, testing it, licensing it through the OEM partners direct sales force and distribution channels and providing the primary customer support after installation. LEGATO can also support reseller sales, joint sales initiatives and co-support and co-marketing agreements.
The customer can benefit from these alliances, because they can acquire our family of storage management products as part of a complete system solution from a single vendor, with simplified implementation of the entire set of technology and with a single point of contact for customer support or coordinated support.
Our principal strategic alliance and OEM relationships include: Dell, EMC, Fujitsu, Fujitsu-Siemens Computers, Hewlett-Packard, IBM, Microsoft, Network Appliance, Oracle, StorageTek and Sun Microsystems.
Highlights of Our Strategic Alliances Activities
The following highlights reflect selected partner activities:
EMC. We support EMCs initiative of providing business continuance, content addressed storage and information protection solutions. As part of EMCs major partnership with Dell, we also support Dell-focused solutions. We do this by offering jointly tested and certified solutions that add value to EMCs software and hardware products. Through the EMC Developers, NAS and Centera partnership programs, the two companies work closely together to develop tightly integrated information management solutions. These solutions are enabled by open architectures and work in environments with UNIX, Linux and Windows operating systems, where customers can manage gigabytes of data from one server, or petabytes of data from many servers in DAS, NAS or SAN environments.
For example, we offer:
| | Enterprise email archiving through LEGATO DiskXtender, EmailXtender and EmailXaminer products in combination with EMC Centera and CLARiiON systems. |
12
| | LEGATO Automated Availability Manager for EMC SRDF, which adds value to EMCs solution for data replication on Symmetrix. |
| | Information protection with NetWorker modules for EMC hardware. |
Fujitsu. We are participating in Fujitsus PRIMECLUSTER initiative of offering cost-effective servers with maximum power, availability and scalability. We accomplish this through an OEM relationship under which our NetWorker and SmartMedia products are integrated as components of Fujitsus offerings. This solution targets the Japanese market.
Fujitsu-Siemens Computers (FSC). We are participating in FSCs initiative of offering customers solutions for data protection and high availability. Our joint activities with FSC include an OEM relationship under which FSC incorporates our NetWorker product within its products. FSC can also develop their own value-added modules to compliment NetWorker.
Hewlett-Packard (HP). We are participating in HPs initiative of delivering complete information management solutions to its customers. HP is engaged with us in the following joint activities:
| | HP resells our products. |
| | HP provides first-level support for our products. |
| | HP offers HP Care Paqs for services to install our products. |
| | HP customers need the ability to migrate their OpenVMS environment into a fibre-attached SAN and want to centrally manage backups in their mixed environments. To help HP meet customer demands, LEGATO delivers a solution that provides for OpenVMS data stored in heterogeneous DAS environments and fibre-channel SANs with library sharing and tape drive sharing. |
| | LEGATO NetWorker (Single Server Edition) is the only backup/recovery product that ships with Tru64 operating system. |
IBM. We are participating in IBMs initiative to offer TotalStorage solution bundles and to offer Linux solutions. We accomplish this by:
| | Providing a bundle version of NetWorker for IBM Informix. |