Websense wants to give companies a stronger sense of security. The company develops software used to protect online activity, data, and email. Customers in about 150 countries use Websense software to secure data, manage access to Web content and destinations, protect against malware and other online threats, ensure correct use of company resources, and other functions. Its core product is the enterprise-class TRITON product set. Websense offers its products in software, appliance, cloud, and hybrid deployments. The company also offers training and deployment services, as well as a Master Database service, which checks for compliance against a proprietary database of URL, protocol, and application categories.
The company views its software and services as one segment, which is about 90% of sales. The average annual value per subscription rose 17% in 2011, reflecting an increase in sales to larger customers of TRITON products, data loss prevention products, and software-as-a-service (SaaS) offerings. The overall sales growth of nearly 10% was helped out by higher revenues from manufacturers who incorporate the software into their products. Websense's end-customers range from small companies (as few as 10 employees) to multinational corporations and government agencies. It generates about half of its revenues outside the US, with the UK bringing in more than 10%.
About 95% of the company's sales are made through distribution and resale channel partners. Its distributors in North America are Arrow Enterprise Computing Solutions and, its largest customer, accounting for about 30% of sales, Ingram Micro, which sells Websense products through about 1,200 resellers. Internationally it has distributors and resellers in 130 countries who sell to a total of 150 countries.
Websense's net income has been on the mend since 2009, spearheaded by a reduction in sales and marketing expenses as a percentage of sales. – less