RIM's involvement with these and other associations includes standards development, government advocacy, joint marketing, participation in
conferences and trade shows, training, technology licensing by RIM and business development.
Sales, Marketing and Distribution
RIM markets and sells its BlackBerry wireless solution primarily through global wireless communicationscarriers (carrier partners), who
distribute the solution to end users. RIM has a number of carrier-focused business units that support the sales and marketing efforts of RIM’s
carrier partners through training, technical account management and sales and marketing support. RIM also markets and sells its BlackBerry
wireless solution through third party distribution channels. As of February 28,2009, RIM's marketing, sales and business development,
BlackBerry operations, customer support and technical support teams consisted of approximately 3,200 people.
RIM is dependent on an increasing number of significant global carrier partner customers with respect to the sales of its products both in terms
of the numbers of devices sold and the aggregate value of itssales. While the Company sells its products and services to a variety of customers,
one customer comprised 29% of trade receivables as at February 28, 2009 (at March 1, 2008 three customers comprised 19%, 14% and 10% of
trade receivables). Additionally, three customers comprised 23%, 14% and 10% of the Company's revenue in fiscal 2009 (at March 1, 2008
three customers comprised 21%, 15% and 12%of the Company's revenue).
The primary direct customers for the BlackBerry wireless solution are wireless carriers. The Company sells GSM/GPRS/EDGE, CDMA/Ev-
DO, UMTS/HSPA, HSDPA and iDEN devices and software to carriers, who in turn bundle devices and software with airtime and sell the
complete solution to end customers. The Company also sells devices through indirect channels and thesedevices are resold by a third party
with or without a service plan from our carrier partners. Software is licensed directly to end customers, although it is distributed by carriers,
resellers and directly through RIM. The Company's BES supports multiple networks and devices, so that BlackBerry service from multiple
carriers can be deployed within a company using the same BES software.
22 22• •
Information Technology Association of Canada
Information Technology Industry Council (USA)
Intellectual Property Owner's Association
International Telecommunication Union Unión Internacional de Telecomunicaciones
Java Community Process
Open Mobile Alliance
Rechargeable Battery Recycling Corp (RBRC)
US InformationTechnology Office (USITO) (China)
Wi-Fi — Alliance
Wireless World Research Forum
World Wide Web Consortium World Wide Web Consortium
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In fiscal 2009, 63.0% of the Company's revenues were derived from the United States, 8.0% were derived from Canada, 6.4% were derived
from the United Kingdom and the remaining 22.6% were derived from other foreignjurisdictions.
The competitive environment for the wireless data communications industry is rapidly evolving and, to date, no technology has been
exclusively or commercially adopted as the industry standard for wireless data communication. Accordingly, both the nature of competition
and the scope of the business opportunities afforded by this market are currently uncertain.Strategic relationships in the wireless data
communications industry are also evolving. Specific infrastructure manufacturers, network operators and other businesses within the industry
may currently be customers of, suppliers to, strategic partners with, or investors in other businesses. The Company is currently working with a
number of businesses, some of which are direct competitors with...