The Company estimates that it has sold licenses to approximately 665 customers
ranging from small, rapidly growing companies to large, multinational corporations
with geographically dispersed operations and remote offices. The broad applicability
of the Company's products is demonstrated by the wide range of companies across
many markets and industries that use one or more of Astea's products, including
customers in information technology, medical devices and diagnostic systems,
industrial controls and instrumentation, retail/point-of-sale systems equipment,
HVAC, office automation equipment, imaging systems, fire and security, gaming/leisure
equipment, facilities management, telecommunications and other related industries
with equipment sales and service.
The Company markets its products through a worldwide network of direct and
indirect sales and services offices with corporate headquarters in the United
States and regional headquarters in the United Kingdom (Europe, Middle East
and Africa Operations), Japan and Australia (Asia Pacific Operations). Sales
partners include distributors (value-added resellers, system integrators and
sales agents) and OEM partners.
Astea's direct sales force employs a consultative approach to selling, working
closely with prospective clients to understand and define their needs and determine
how such needs can be addressed by the Company's products. These clients typically
represent the mid- to high-end of the market. A prospect development organization
comprised of telemarketing representatives, who are engaged in outbound telemarketing
and inbound inquiry response to a variety of marketing vehicles, develops and
qualifies sales leads prior to referral to the direct sales staff. Additional
prospects are identified and qualified through the networking of direct sales
staff and the Company's management as part of daily business activities.
