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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549
 FORM 10-Q (Mark One) þ
    
    Quarterly report pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934
   o
    
    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 000-26785 PACKETEER, INC.  DELAWARE
(State of incorporation)
    
    77-0420107
(I.R.S. Employer Identification No.)
 10201 North De Anza Boulevard, Cupertino, CA 95014
(Address of principal executive offices) Registrants telephone number, including area code: (408) 873-4400 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 þ No o Indicate by check mark whether the Registrant is an accelerated filer (as defined in Rule
12b-2 of the Exchange Act). Yes þ No o The number of shares outstanding of Registrants common stock, $0.001 par value, was
33,838,090 at April 25, 2005.




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TABLE OF CONTENTS PART I
    
    FINANCIAL INFORMATIONItem 1.
    
    Financial Statements:Unaudited Condensed Consolidated Balance Sheets as of March 31, 2005 and December 31, 2004
    
    
    3Unaudited Condensed Consolidated Income Statements for the Three Months Ended March 31, 2005 and March 31, 2004
    
    
    4Unaudited Condensed Consolidated Statements of Cash Flows for the Three Months Ended March 31, 2005 and March 31, 2004
    
    
    5Notes to Unaudited Condensed Consolidated Financial Statements
    
    
    6Item 2.
    
    Managements Discussion and Analysis of Financial Condition and Results of Operations
    
    
    11Factors That May Affect Future Results
    
    
    19Item 3.
    
    Quantitative and Qualitative Disclosures About Market Risk
    
    
    27Item 4.
    
    Controls and Procedures
    
    
    27PART II
    
    OTHER INFORMATIONItem 1.
    
    Legal Proceedings
    
    
    28Item 6.
    
    Exhibits
    
    
    28Signatures
    
    
    28Exhibits
    
    
    29EXHIBIT 10.28EXHIBIT 10.29EXHIBIT 31.1EXHIBIT 31.2EXHIBIT 32.1EXHIBIT 32.2
  In addition to historical information, this Form 10-Q contains forward-looking statements
regarding our strategy, financial performance and revenue sources that involve a number of risks
and uncertainties, including those discussed below at Factors That May Affect Future Results and
in the Risk Factors section of Packeteers Annual Report on Form 10-K as filed with the
Securities Exchange Commission on March 16, 2005. Forward-looking statements in this report
include, but are not limited to, those relating to future revenues, revenue growth and
profitability, markets for our products, our ability to continue to innovate and obtain patent
protection, operating expense targets, liquidity, new product development, the possibility of
acquiring complementary businesses, products, services and technologies, our international
expansion plans and our development of relationships with providers of leading Internet
technologies. While this outlook represents our current judgment on the future direction of the
business, such risks and uncertainties could cause actual results to differ materially from any
future performance suggested below due to a number of factors, including the perceived need for our
products, our ability to convince potential customers of our value proposition, the costs of
competitive solutions, our reliance on third party contract manufacturers, continued capital
spending by prospective customers and macro economic conditions. Readers are cautioned not to place
undue reliance on the forward-looking statements, which speak only as of the date of this Form
10-Q. Packeteer undertakes no obligation to publicly release any revisions to forward-looking
statements to reflect events or circumstances arising after the date of this document. 2




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PART I. FINANCIAL INFORMATION 
 ITEM 1. FINANCIAL STATEMENTS PACKETEER, INC. 
    March 31,
    
    
    December 31,2005
    
    
    2004ASSETSCurrent assets:Cash and cash equivalents
    
    $
    32,855
    
    
    $
    15,666Short-term investments
    
    
    68,381
    
    
    
    66,512Accounts receivable, net of allowance for doubtful accounts
of $178 and $229, respectively
    
    
    17,887
    
    
    
    16,828Other receivables
    
    
    147
    
    
    
    1,888Inventories
    
    
    4,002
    
    
    
    3,106Prepaids and other current assets
    
    
    1,876
    
    
    
    1,784Total current assets
    
    
    125,148
    
    
    
    105,784Property and equipment, net
    
    
    2,930
    
    
    
    3,066Long-term investments
    
    
    720
    
    
    
    10,019Goodwill
    
    
    9,586
    
    
    
    9,527Other intangibles, net
    
    
    6,807
    
    
    
    7,163Other non-current assets
    
    
    2,208
    
    
    
    2,233Total assets
    
    $
    147,399
    
    
    $
    137,792LIABILITIES AND STOCKHOLDERS EQUITYCurrent liabilities:Accounts payable
    
    $
    3,495
    
    
    $
    2,802Accrued compensation
    
    
    4,878
    
    
    
    6,467Other accrued liabilities
    
    
    5,788
    
    
    
    7,588Income tax payable
    
    
    2,854
    
    
    
    2,438Deferred revenue
    
    
    18,386
    
    
    
    13,318Total current liabilities
    
    
    35,401
    
    
    
    32,613Long-term liabilities:Deferred revenue, less current portion
    
    
    2,870
    
    
    
    2,839Deferred rent and other
    
    
    406
    
    
    
    381Total liabilities
    
    
    38,677
    
    
    
    35,833Stockholders equity:Preferred
stock, $0.001 par value:5,000 shares authorized; no shares issued and
outstanding as of
March 31, 2005 and December 31, 2004, respectively
    
    
    
    
    
    
    Common
stock, $0.001 par value:85,000 shares authorized; 33,838 and 33,418 shares
issued and outstanding as of March 31, 2005 and
December 31, 2004, respectively
    
    
    34
    
    
    
    33Additional paid-in capital
    
    
    184,491
    
    
    
    181,625Deferred stock-based compensation
    
    
    (1,238
    )
    
    
    (1,610
    )Accumulated other comprehensive loss
    
    
    (260
    )
    
    
    (207
    )Accumulated deficit
    
    
    (74,305
    )
    
    
    (77,882
    )Total stockholders equity
    
    
    108,722
    
    
    
    101,959Total liabilities and stockholders equity
    
    $
    147,399
    
    
    $
    137,792
 See accompanying notes to
condensed consolidated financial statements. 3




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PACKETEER, INC. 
    Three months endedMarch 31,2005
    
    
    2004Net revenues:Product revenues
    
    $
    22,299
    
    
    $
    17,711Service revenues
    
    
    5,779
    
    
    
    3,793Total net revenues
    
    
    28,078
    
    
    
    21,504Cost of revenues:Product costs
    
    
    4,989
    
    
    
    3,557Service costs
    
    
    1,825
    
    
    
    1,340Amortization of purchased intangible assets
    
    
    356
    
    
    
    Total cost of revenues
    
    
    7,170
    
    
    
    4,897Gross profit
    
    
    20,908
    
    
    
    16,607Operating expenses:Research and development (includes stock-based
compensation of $218 and $0 for the three months
ended March 31, 2005 and 2004, respectively)
    
    
    5,188
    
    
    
    3,474Sales and marketing (includes stock-based compensation
of $10 and $0 for the three months ended March
31,
2005 and 2004, respectively)
    
    
    9,909
    
    
    
    8,161General and administrative (includes stock-based
compensation of $2 and $0 for the three months
ended March 31, 2005 and 2004, respectively)
    
    
    1,951
    
    
    
    1,438Total operating expenses
    
    
    17,048
    
    
    
    13,073Income from operations
    
    
    3,860
    
    
    
    3,534Other income, net
    
    
    502
    
    
    
    193Income before provision for income taxes
    
    
    4,362
    
    
    
    3,727Provision for income taxes
    
    
    785
    
    
    
    373Net income
    
    $
    3,577
    
    
    $
    3,354Basic net income per share
    
    $
    0.11
    
    
    $
    0.10Diluted net income per share
    
    $
    0.10
    
    
    $
    0.10Shares used in computing basic net income per
share
    
    
    33,546
    
    
    
    32,673Shares used in computing diluted net income
per share
    
    
    35,211
    
    
    
    34,677
 See accompanying notes to condensed consolidated financial statements. 4




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PACKETEER, INC. 
    Three months endedMarch 31,2005
    
    
    2004Cash flows from operating activities:Net income
    
    $
    3,577
    
    
    $
    3,354Adjustments to reconcile net income to net cash
provided by operating activities:Depreciation
    
    
    665
    
    
    
    382Amortization of purchased intangible assets
    
    
    356
    
    
    
    Amortization of stock-based compensation
    
    
    230
    
    
    
    Other non-cash charges
    
    
    10
    
    
    
    Changes in operating assets and liabilities:Accounts receivable, net
    
    
    (1,059
    )
    
    
    (547
    )Other receivables
    
    
    1,741
    
    
    
    (39
    )Inventories
    
    
    (896
    )
    
    
    (253
    )Prepaids and other current assets
    
    
    (92
    )
    
    
    (126
    )Accounts payable
    
    
    693
    
    
    
    826Accrued compensation
    
    
    (1,589
    )
    
    
    (951
    )Other accrued liabilities
    
    
    (24
    )
    
    
    773Income tax payable
    
    
    416
    
    
    
    38Deferred revenue
    
    
    5,098
    
    
    
    1,109Net cash provided by operating activities
    
    
    9,126
    
    
    
    4,566Cash flows from investing activities:Purchases of property and equipment
    
    
    (539
    )
    
    
    (385
    )Purchases of investments
    
    
    (8,381
    )
    
    
    (21,107
    )Proceeds from sales and maturities of investments
    
    
    15,758
    
    
    
    36,725Acquisition, net of cash acquired
    
    
    (1,808
    )
    
    
    Other assets
    
    
    24
    
    
    
    1Net cash provided by investing activities
    
    
    5,054
    
    
    
    15,234Cash flows from financing activities:Proceeds from issuance of common stock, net of
repurchases
    
    
    1,883
    
    
    
    1,039Sale of stock to employees under the ESPP
    
    
    1,126
    
    
    
    574Payments of notes payable
    
    
    
    
    
    
    (51
    )Principal payments of capital lease obligations
    
    
    
    
    
    
    (113
    )Net cash provided by financing activities
    
    
    3,009
    
    
    
    1,449Net increase in cash and cash equivalents
    
    
    17,189
    
    
    
    21,249Cash and cash equivalents at beginning of period
    
    
    15,666
    
    
    
    25,664Cash and cash equivalents at end of period
    
    $
    32,855
    
    
    $
    46,913Supplemental disclosures of cash flow information:Cash paid during period for taxes
    
    $
    369
    
    
    $
    335Cash paid during period for interest
    
    $
    
    
    
    $
    17
 See accompanying notes to condensed consolidated financial statements. 5




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PACKETEER, INC. 
   1. BASIS OF PRESENTATION The accompanying unaudited condensed consolidated financial statements have been prepared by
Packeteer, Inc., pursuant to the rules and regulations of the Securities and Exchange Commission,
or SEC, and include the accounts of Packeteer, Inc. and its wholly-owned subsidiaries (collectively
referred to herein as the Company, Packeteer, we and us). All significant intercompany
accounts and transactions have been eliminated in consolidation. Certain information and footnote
disclosures, normally included in financial statements prepared in accordance with generally
accepted accounting principles, have been condensed or omitted pursuant to such rules and
regulations. While in the opinion of the Companys management, the unaudited condensed financial
statements reflect all adjustments (consisting only of normal recurring adjustments) necessary for
a fair statement of interim periods presented, these financial statements and notes should be read
in conjunction with our audited consolidated financial statements and notes thereto, included in
the Companys Annual Report on Form 10-K for the year ended December 31, 2004, filed with the SEC
on March 16, 2005. The results of operations for the three months ended March 31, 2005 are not necessarily
indicative of results that may be expected for any other interim period or for the full year ending
December 31, 2005. 2. ACQUISITION OF MENTAT, INC. On December 21, 2004, the Company acquired all of the outstanding common stock of Mentat,
Inc., or Mentat, a privately held company located in Los Angeles, California. Mentat is a
technology leader in protocol acceleration technologies and transparent proxies, providing high
performance networking solutions for satellite and high-latency networks. The acquisition deepens
and extends Packeteers intellectual property and provides advanced acceleration capabilities for
new WAN performance solutions for global customers. The aggregate purchase price of Mentat was
approximately $19.1 million, including acquisition costs. Of the $19.1 million, $17.3 million was
paid in cash upon closing and the remaining $1.8 million was paid to the former shareholders of
Mentat upon the collection of a non-trade receivable. The non-trade receivable was collected in
January 2005 and was immediately paid to the former shareholders of Mentat per the terms of the
purchase agreement. In addition, as of March 31, 2005, Packeteer remains obligated to pay up to
$3.1 million in retention bonuses to former Mentat employees including both cash and restricted
stock to incent Mentat employees to remain with Packeteer. Mentats results of operations and the
estimated fair values of the net assets and liabilities assumed and incurred have been included in
the results of operations since December 21, 2004. 3. GOODWILL AND OTHER INTANGIBLE ASSETS The Company adopted Statement of Financial Accounting Standards, or SFAS, 142 effective
January 1, 2002 and, as a result, goodwill is not amortized, but tested for impairment on an annual
basis, or between annual tests when indicators of impairment exist, and written down if impaired.
The carrying amount of goodwill and other intangible assets associated with the acquisition of
Mentat as of March 31, 2005 and December 31, 2004 is as follows (in thousands): March 31, 2005
    
    
    December 31, 2004Gross Carrying
    
    
    Accumulated
    
    
    
    
    
    
    Gross Carrying
    
    
    AccumulatedAmount
    
    
    Amortization
    
    
    Net Amount
    
    
    Amount
    
    
    Amortization
    
    
    Net AmountDeveloped technology
    
    $
    5,100
    
    
    $
    (282
    )
    
    $
    4,818
    
    
    $
    5,100
    
    
    $
    (27
    )
    
    $
    5,073Customer contracts and relationships
    
    
    1,900
    
    
    
    (93
    )
    
    
    1,807
    
    
    
    1,900
    
    
    
    (8
    )
    
    
    1,892Tradename
    
    
    200
    
    
    
    (18
    )
    
    
    182
    
    
    
    200
    
    
    
    (2
    )
    
    
    198Purchased intangible assets
    
    
    7,200
    
    
    
    (393
    )
    
    
    6,807
    
    
    
    7,200
    
    
    
    (37
    )
    
    $
    7,163Goodwill
    
    
    9,586
    
    
    
    
    
    
    
    9,586
    
    
    
    9,527
    
    
    
    
    
    
    
    9,527$
    16,786
    
    
    $
    (393
    )
    
    $
    16,393
    
    
    $
    16,727
    
    
    $
    (37
    )
    
    $
    16,690
 Aggregate amortization expense of $356,000 for the three months ended March 31, 2005 was
included in cost of revenues. In
March 2005, an OEM customer of Mentat exercised its option to buy out its license
agreement. The terms of the license were amended to state that, for a total fee of $3.0 million,
the customer would receive perpetual, non-transferable and non-exclusive binary 6




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and source licenses to Mentats TCP Protocol software plus support and maintenance for a
period of twelve months. The $3.0 million fee was recorded as deferred revenue and is being
recognized as revenue over a twelve-month period. For the three months ended March 31, 2005,
Packeteer included $81,000 in revenues under this arrangement, with the balance of $2.9 million
remaining in deferred revenue. A portion of the purchased intangible asset Customer Contracts and
Relationships was related to this particular customer contract. The estimated useful life on this
portion of the intangible asset was reduced from six years to one year. Based on the intangible
assets balance as of March 31, 2005, the estimated future amortization expense of purchased
intangible assets as of March 31, 2005 is as follows (in thousands): Year
    
    AmountRemainder of 2005
    
    $
    1,2012006
    
    
    1,4152007
    
    
    1,3602008
    
    
    1,2952009
    
    
    1,2682010
    
    
    268$
    6,807
 The change in the carrying amount of goodwill for the three months ended March 31, 2005 is as
follows (in thousands): Three Months EndedMarch 31, 2005Balance at December 31, 2004
    
    $
    9,527Subsequent goodwill adjustments
related to Mentat income taxes
and transactions costs
    
    
    59Balance at March 31, 2005
    
    $
    9,586
 4. STOCK-BASED COMPENSATION As permitted under SFAS 123, Accounting for Stock-Based Compensation, Packeteer has elected
to continue to follow the intrinsic value method in accordance with APB 25 in accounting for its
stock-based employee compensation arrangements. The following table illustrates the effect on net
income and earnings per share if the Company had applied the fair value recognition provisions of
SFAS 123 to stock-based employee compensation (in thousands, except per share data): Three Months EndedMarch 31,2005
    
    
    2004Net income as reported
    
    $
    3,577
    
    
    $
    3,354Add: Stock-based compensation under
APB 25, net of tax
    
    
    189
    
    
    
    Deduct: Stock-based compensation
expense determined under fair
value-based method for all awards, net of tax
    
    
    (2,987
    )
    
    
    (1,438
    )Net income pro forma
    
    $
    779
    
    
    $
    1,916Net income per share:Basic  as reported
    
    $
    0.11
    
    
    $
    0.10Diluted  as reported
    
    $
    0.10
    
    
    $
    0.10Basic  pro forma
    
    $
    0.02
    
    
    $
    0.06Diluted  pro forma
    
    $
    0.02
    
    
    $
    0.06
 For purposes of the pro forma disclosures provided pursuant to SFAS 123, the expected
volatility assumptions used by the Company prior to the three months ended March 31, 2005 had been
based solely on the historical volatility of the Companys common stock. Beginning with the three
months ended March 31, 2005, the Company has modified this approach to consider other relevant 7




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factors including the impact of unusual fluctuations not reasonably expected to recur on the
historical volatility of the Companys common stock. The Company will continue to monitor this and
other relevant factors in developing the expected volatility assumption used to value future
awards. 5. CONTINGENCIES In November 2001, a putative class action lawsuit was filed in the United States District
Court for the Southern District of New York against the Company, certain officers and directors of
the Company, and the underwriters of the Companys initial public offering. An amended complaint,
captioned In re Packeteer, Inc. Initial Public Offering Securities Litigation,01-CV-10185 (SAS),
was filed on April 20, 2002. The amended complaint alleges violations of the federal securities laws on behalf of a
purported class of those who acquired the Companys common stock between the date of the Companys
initial public offering, or IPO, and December 6, 2000. The amended complaint alleges that the
description in the prospectus for the Companys IPO was materially false and misleading in
describing the compensation to be earned by the underwriters of the Companys IPO, and in not
describing certain alleged arrangements among underwriters and initial purchasers of the Companys
common stock. The amended complaint seeks damages and certification of a plaintiff class consisting
of all persons who acquired shares of the Companys common stock between July 27, 1999 and December
6, 2000. A special committee of the board of directors has authorized the Company to negotiate a
settlement of the pending claims substantially consistent with a memorandum of understanding
negotiated among class plaintiffs, all issuer defendants and their insurers. The parties have
negotiated a settlement, which is subject to approval by the Court. On February 15, 2005, the Court
issued an Opinion and Order preliminarily approving the settlement, provided that the defendants
and plaintiffs agree to a modification narrowing the scope of the bar order set forth in the
original settlement agreement. If the settlement is not approved, we intend to vigorously defend
ourselves against plaintiffs allegations. We do not currently believe that the outcome of this
proceeding will have a material adverse impact on our financial condition, results of operations or
cash flows. The Company is routinely involved in legal and administrative proceedings incidental to its
normal business activities and believes that these matters will not have a material adverse effect
on its financial position, results of operations or cash flows. 6. GUARANTEES The Companys warranty period is typically twelve months from the date of shipment to the
end-user customer. We record a liability for estimated warranty obligations at the date products
are sold. For existing products, the reserve is estimated based on actual historical experience.
For new products, the required reserve is based on historical experience of similar products until
such time as sufficient historical data has been collected on the new product. The following
provides a reconciliation of the changes in Packeteers warranty reserve from December 31, 2004 to
March 31, 2005 (in thousands): Accrued warranty obligations at December 31, 2004
    
    $
    315Provision for current period sales
    
    
    97Warranty costs incurred
    
    
    (86
    )Accrued warranty obligations at March 31, 2005
    
    $
    326
 Additionally, our distributor and reseller agreements generally include a provision for
indemnifying such parties against certain liabilities if our products are claimed to infringe a
third partys intellectual property rights. To date we have not incurred any costs as a result of
such indemnifications and have not accrued any liabilities related to such obligations in the
accompanying condensed consolidated financial statements. 7. INCOME TAXES The effective tax rate for the three months ended March 31, 2005 is approximately 18%,
compared to 10% for the three months ended March 31, 2004. The increase was attributable to a shift
in the mix of taxable income among the various jurisdictions where the Company does business. Our
future effective tax rates could be significantly impacted by lower than anticipated earnings in
countries where we have lower statutory rates and higher than anticipated earnings in countries
where we have higher statutory rates, changes in the valuation of our deferred tax assets or
liabilities, or changes in tax laws or interpretations thereof. In addition, our income tax 8




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returns may be examined by various tax authorities. We regularly assess the likelihood of
adverse outcomes that could result from any such examination to determine the adequacy of our
income tax provision. Additionally, this effective tax rate does not include any one-time impact that may result
from the repatriation of permanently reinvested off-shore earnings under the American Jobs Creation
Act, or the Jobs Act. Enacted on October 22, 2004, the Jobs Act provides for a temporary 85%
dividends received deduction on certain foreign earnings during either 2004 or 2005. We did not
elect this provision in 2004 and therefore, can make the qualifying distributions in 2005. If
taken, the deduction would result in an approximate 5.25% federal tax rate on the repatriated
earnings. To qualify for the deduction, the earnings must be reinvested in the United States
pursuant to a domestic reinvestment plan established by our chief executive officer and approved by
our board of directors. Certain other criteria in the Jobs Act must be satisfied as well. 8. NET INCOME PER SHARE Basic net income per share has been computed using the weighted-average number of common
shares outstanding during the period, less the weighted-average number of common shares that are
subject to repurchase. Diluted net income per share has been computed using the weighted average
number of common and potential common shares outstanding during the period. At March 31, 2005 and
2004, there were 1,395,591 and 1,207,153 shares, respectively, issuable upon exercise of stock
options excluded from the computation because the exercise price was greater than the average
market price. The following table presents the calculation of basic and diluted net income per share (in
thousands, except per share amounts): Three Months EndedMarch 31,2005
    
    
    2004Numerator:Net income
    
    $
    3,577
    
    
    $
    3,354Denominator:Basic:Weighted-average shares of common stock outstanding
    
    
    33,653
    
    
    
    32,673Less: shares subject to repurchase
    
    
    (107
    )
    
    
    Basic weighted-average common shares outstanding
    
    
    33,546
    
    
    
    32,673Diluted:Basic weighted-average common shares outstanding
    
    
    33,546
    
    
    
    32,673Add: potentially dilutive common shares from stock
options and shares subject to repurchase
    
    
    1,639
    
    
    
    1,976Add: potentially dilutive common shares from warrants
    
    
    26
    
    
    
    28Diluted weighted-average common shares outstanding
    
    
    35,211
    
    
    
    34,677Basic net income per share
    
    $
    0.11
    
    
    $
    0.10Diluted net income per share
    
    $
    0.10
    
    
    $
    0.10
 9. COMPREHENSIVE INCOME The Company reports comprehensive income in accordance with the provisions of SFAS 130,
Reporting Comprehensive Income. SFAS 130 establishes standards for reporting comprehensive income
and its components in financial statements. The difference between reported net income and
comprehensive income is not considered material for the periods presented. 10. SEGMENT REPORTING The Company has adopted the provisions of SFAS 131, Disclosures about Segments of an
Enterprise and Related Information. The Companys chief operating decision maker is considered to
be the Companys Chief Executive Officer, or CEO. The CEO reviews financial information presented
on a consolidated basis substantially similar to the accompanying condensed consolidated financial
statements. Therefore, the Company has concluded that it operates in one segment and accordingly
has provided only the required enterprise-wide disclosures. 9




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The Company operates in the United States and internationally and derives its revenues from
the sale of products and software licenses and maintenance contracts related to these products.
During the three months ended March 31, 2005, two customers, Alternative Technology, Inc. and
Westcon, Inc. accounted for 20% and 15% of total net revenues, respectively. For the three months
ended March 31, 2004, Westcon, Inc., Alternative Technology, Inc. and Macnica Inc., accounted for
25%, 19% and 11% of total net revenues, respectively. Two customers accounted for 30% of accounts
receivable at March 31, 2005. Geographic information (in thousands): Three months endedMarch 31,2005
    
    
    2004Net revenues:Americas
    
    $
    11,905
    
    
    $
    7,446Asia Pacific
    
    
    7,978
    
    
    
    6,352Europe, Middle East, Africa.
    
    
    8,195
    
    
    
    7,706Total net revenues
    
    $
    28,078
    
    
    $
    21,504
 Net revenues reflect the destination of the shipped product. Long-lived assets are primarily located in North America. Assets located outside North America
are not significant. 11. RECENT ACCOUNTING PRONOUNCEMENTS In November 2004, the Emerging Issues Task Force, or EITF, reached a consensus on EITF Issue
No. 03-13, Applying the Conditions in Paragraph 42 of the Financial Accounting Standards Board
(FASB) Statement 144, Accounting for the Impairment or Disposal of Long-Lived Assets, in
Determining Whether to Report Discontinued Operations. The consensus provides guidance in
determining: (a) which cash flows should be taken into consideration when assessing whether the
cash flows of the disposal component have been or will be eliminated from the ongoing operations of
the entity, (b) the types of involvement ongoing between the disposal component and the entity
disposing of the component that constitute continuing involvement in the operations of the disposal
component, and (c) the appropriate (re) assessment period for purposes of assessing whether the
criteria in paragraph 42 have been met. The adoption of EITF 03-13, as of January 1, 2005, did not
have a material impact on the Companys financial statements or results of operations. In December 2004, the FASB issued SFAS 123(R), Share Based Payment, which the Company will
adopt in the first quarter of 2006. SFAS 123(R) will result in the recognition of substantial
compensation expense relating to our employee stock option and employee stock purchase plans. The
Company currently uses the intrinsic value method to measure compensation expense for stock-based
awards to its employees. Under this standard, the Company generally does not recognize any
compensation related to stock option grants the Company issues under its stock option plan or
related to the discounts the Company provides under its employee stock purchase plan. Under the new
rules, the Company is required to adopt a fair-value-based method for measuring the compensation
expense related to employee stock awards. This will lead to substantial additional compensation
expense. Note 4 entitled STOCK-BASED COMPENSATION included in these Condensed Consolidated
Financial Statements provides the pro forma net income and earnings per share as if the Company had
used a fair-value-based method similar to the methods required under SFAS 123(R) to measure the
compensation expense for employee stock awards during the three months ended March 31, 2005 and
2004. In
December 2004, the FASB issued FASB Statement 153, Exchanges of Nonmonetary Assets - An
Amendment of APB Opinion No. 29. The amendments made by Statement 153 are based on the principle
that exchanges of nonmonetary assets should be measured based on the fair value of the assets
exchanged. Further, the amendments eliminate the narrow exception for nonmonetary exchanges of
similar productive assets and replace it with a broader exception for exchanges of nonmonetary
assets that do not have commercial substance. The provisions in Statement 153 are effective for
nonmonetary asset exchanges occurring in fiscal periods beginning after June 15, 2005. Adoption of
this standard is not expected to have a material impact on the Companys financial position or
results of operations. On March 29, 2005, the SEC issued Staff Accounting Bulletin No. 107 (SAB 107) regarding the
Staffs interpretation of SFAS 123(R). This interpretation expresses the views of the staff
regarding the interaction between SFAS 123(R) and certain SEC rules and regulations and provides
the staffs views regarding the valuation of share-based payment arrangements for public companies.
In particular, this SAB provides guidance related to share-based payment transactions with
nonemployees, the transition from nonpublic to public entity status, valuation methods, the
accounting for certain redeemable financial instruments issued under share-based 10




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payment arrangements, the classification of compensation expense, non-GAAP financial measures,
first-time adoption of SFAS 123(R) in an interim period, capitalization of compensation cost
related to share-based payment arrangements, the accounting for income tax effects of share-based
payment arrangements upon adoption of SFAS 123(R), the modification of employee share options prior
to adoption of Statement 123(R) and disclosures in Managements Discussion and Analysis subsequent
to adoption of SFAS 123(R). The Company will adopt SAB 107 in connection with its adoption of SFAS
123(R), which could have a material impact on our consolidated financial position, results of
operations and cash flows. 
 ITEM 2. MANAGEMENTS DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS OVERVIEW Packeteer is a leading provider of WAN Application Traffic Management systems designed to
deliver a broad set of visibility, control, compression and protocol acceleration capabilities to
enterprise customers and service providers. For enterprise customers, Packeteer systems are
designed to enable Information Technology, or IT, organizations to effectively optimize application
and network resources, while providing measurable cost savings in wide area network, or WAN,
investments. For service providers, Packeteer systems are designed to provide a platform for
delivering application-intelligent network services that control quality of service, or QoS, expand
revenue opportunities and offer compelling differentiation from other potential solutions. The Packeteer WAN Application Traffic Management system consists of a family of scalable
appliances that can be deployed within large data centers as well as smaller remote sites
throughout a distributed enterprise. Each appliance can be configured with software modules to
deliver a range of WAN Application Traffic Management capabilities. PacketSeeker® provides
visibility, PacketShaper® provides control, and PacketShaper Xpressä provides compression. In
addition, each appliance can be managed individually or as an integrated policy-based WAN
Application Traffic Management system distributed across multiple locations, using our
PolicyCenterä software product. Centralized reporting for multiple appliances is also
available using our ReportCenterä software product. In December 2004, Packeteer acquired Mentat, Inc., or Mentat. This acquisition expands our
solution portfolio with technology for accelerating applications over satellite and long-haul
networks. The Mentat SkyX® products enhance the performance and efficiency of internet and private
network access. With a proprietary connection splitting and protocoltranslation system, the SkyX
Gateway is designed to improve Transmission Control Protocol/Internet Protocol, or TCP/IP,
performance over satellite-based or long haul networks while remaining entirely transparent to end
users. Packeteers products are deployed at more than 7,000 companies worldwide in more than 50
countries. Our sales force and marketing efforts are used to develop brand awareness, drive demand
for system solutions and support our indirect channels. We believe that our current value proposition, which enables our enterprise customers to get
more value out of existing network resources and improved performance of their critical
applications, should allow us to grow our business throughout 2005. Our growth rate and net
revenues depend significantly on continued growth in the WAN Application Traffic Management market,
our ability to develop and maintain strong partnering relationships with our indirect channel
partners and our ability to expand or enhance our current product offerings or respond to
technological change. Our growth in service revenues is dependent upon increasing the number of
units under maintenance, which is dependent on both growing our installed base and renewing
existing maintenance contracts. Our future profitability and rate of growth, if any, will be
directly affected by the continued acceptance of our product in the marketplace, as well as the
timing and size of orders and shipments, product mix, average selling price of our products and
general economic conditions. Our failure to successfully convince the market of our value
proposition and maintain strong relationships with our indirect channel partners to ensure the
success of their selling efforts on our behalf, would adversely impact our net revenues and
operating results. SOURCES OF REVENUE We derive our revenue from two sources, product revenues and service revenues. Product
revenues consist primarily of sales of our WAN Application Traffic Management systems. Service
revenues consist primarily of maintenance revenues and, to a lesser extent, training revenues.
Product revenues accounted for 79% and 82% of our net revenues for the three months ended March 31,
2005 and 2004, respectively. Service revenues continue to increase as our installed base grows,
accounting for 21% and 18% of net revenues for 11




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the three months ended March 31, 2005 and 2004, respectively. Maintenance revenues are recognized
on a monthly basis, over the life of the contract. The typical subscription and support term is
twelve months, although multi-year contracts of up to three years are sold. COST OF REVENUES AND OPERATING EXPENSES Cost of Revenues. Our cost of revenues consists of the cost of finished products purchased
from our contract manufacturers, overhead costs, service support costs and amortization of
purchased intangible assets. We outsource all of our manufacturing. We design and develop a majority of the key components
of our products, including printed circuit boards and software. In addition, we determine the
components that are incorporated into our products and select the appropriate suppliers of these
components. Our overhead costs consist primarily of personnel related costs for our product
operations and order fulfillment groups and other product costs such as warranty and fulfillment
charges. Service support costs consist primarily of personnel related costs for our customer
support and training groups, as well as fees paid to third-party service providers to facilitate
next business day replacement for end user customers located outside the United States.
Additionally, we allocate overhead such as facilities, depreciation and IT costs to all departments
based on headcount and usage. As such, general overhead costs are reflected in each cost of revenue
and operating expense category. We must continue to work closely with our contract manufacturers as
we develop and introduce new products and try to reduce production costs for existing products. To
the extent our customer base continues to grow, we intend to continue to invest additional
resources in our customer support and training groups and expect that our fees to third-party
service providers will continue to increase as our international installed base grows. Research and Development. Research and development expenses consist primarily of salaries and
related personnel expenses, allocated overhead, consultant fees and prototype expenses related to
the design, development, testing and enhancement of our products and software. We have historically
focused our research and development efforts on developing and enhancing our WAN Application
Traffic Management solutions. We expect that in the future, our research and development spending
will increase in absolute dollars as we continue to develop and maintain competitive products and
enhance our current products by adding innovative features that differentiate our products from
those of our competitors. We believe that continued investment in research and development is
critical to attaining our strategic product and cost control objectives. Excluding the impact of
stock-based compensation, we expect that research and development expenses will approximate our
long-term business model target of 18% of net revenues going forward. Sales and Marketing. Sales and marketing expenses consist primarily of salaries, commissions
and related personnel expenses for those engaged in the sales, marketing and support of the
product, as well as related trade show, promotional and public relations expenses and allocated
overhead. Although continuing to decrease as a percentage of net revenues, sales and marketing is
our largest cost, accounting for 35% and 38% of net revenues for the three months ended March 31,
2005 and 2004, respectively.We plan to increase sales and marketing headcount modestly in the
remainder of 2005, as we continue to expand our global presence. We intend to continue to invest in
appropriate sales and marketing campaigns and expect expenses in absolute dollars to increase in
the second half of 2005. Excluding the impact of stock-based compensation, we expect sales and
marketing expenses will continue to exceed our long-term business model target of 30% to 32% of net
revenues for the next few quarters, but begin to approach the higher end of this target by the
fourth quarter of 2005. General and Administrative. General and administrative expenses consist primarily of salaries
and related personnel expenses for administrative personnel, professional fees, allocated overhead
and other general corporate expenses. We expect general and administrative expenses to continue to
be in line with our long-term targets of 6% to 7% of net revenues. CRITICAL ACCOUNTING POLICIES Our discussion and analysis of our financial condition and results of operations are based
upon our condensed consolidated financial statements, which have been prepared in accordance with
accounting principles generally accepted in the United States. The preparation of these financial
statements requires us to make estimates and judgments that affect the reported amounts of assets,
liabilities, revenues and expenses and related disclosures of contingent assets and liabilities. On
an ongoing basis, we evaluate our estimates, including those related to inventory valuation,
valuation allowances including sales return reserves and rebate reserves, and other liabilities,
specifically warranty reserves and income taxes payable. We base our estimates on historical
experience and on various other assumptions that are believed to be reasonable under the
circumstances. Actual results may differ from these estimates under different assumptions or
conditions. 12




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We believe that of our significant accounting policies, which are described in Note 1 of the
Notes to Consolidated Financial Statements included in our Annual Report on Form 10-K for the year
ended December 31, 2004, the following accounting policies involve a greater degree of judgment and
complexity. Accordingly, we believe the accounting policies below are the most critical to aid in
fully understanding and evaluating our consolidated results of operations and financial condition. Revenue recognition. We apply the provisions of Statement of Position, or SOP, 97-2,
Software Revenue Recognition, as amended by SOP 98-9, Modification of SOP 97-2, Software Revenue
Recognition, With Respect to Certain Transactions, to all transactions involving the sale of
hardware and software products. Revenue is generally recognized when all of the following criteria
are met as set forth in paragraph 8 of SOP 97-2:  
    persuasive evidence of an arrangement exists,
    delivery has occurred,
    the fee is fixed or determinable, and
    collectibility is probable. Receipt of a customer purchase order is persuasive evidence of an arrangement. Sales through
our distribution channel are evidenced by an agreement governing the relationship together with
purchase orders on a transaction-by-transaction basis. Delivery generally occurs when product is delivered to a common carrier from Packeteer or its
designated fulfillment house. For certain destinations outside the Americas, delivery occurs when
product is delivered to the destination country. For maintenance contracts, delivery is deemed to
occur ratably over the contract period. Our fees are typically considered to be fixed or determinable at the inception of an
arrangement and are negotiated at the outset of an arrangement, generally based on specific
products and quantities to be delivered. In the event payment terms are provided that differ
significantly from our standard business practices, which are generally ninety days or less, the
fees are deemed to not be fixed or determinable and revenue is recognized as the fees become due
and payable. We assess collectibility based on a number of factors, including credit worthiness of the
customer and past transaction history of the customer. Generally, product revenue is recognized upon delivery. However, product revenue on sales to
major new distributors is recorded based on sell-through to the end user customers until such time
as we have established significant experience with the distributors product exchange activity.
Additionally, when we introduce a new product into its distribution channel for which there is no
historical customer demand or acceptance history, revenue is recognized on the basis of
sell-through to end user customers until such time as demand or acceptance history has been
established. We have analyzed all of the elements included in our multiple element arrangements and have
determined that we have sufficient vendor specific objective evidence, or VSOE, of fair value to
allocate revenue to the maintenance component of our product and to training. VSOE is based upon
separate sales of maintenance renewals and training to customers. Accordingly, assuming other
revenue recognition criteria are met, revenue from product sales is recognized upon delivery using
the residual method in accordance with SOP 98-9. Revenue from maintenance is recognized ratably
over the maintenance term and revenue from training is recognized when the training has taken
place. To date, training revenues have not been material. Inventory valuation. Inventories consist primarily of finished goods and are stated at
the lower of cost (on a first-in, first-out basis) or market. We record inventory reserves for
excess and obsolete inventories based on historical usage and forecasted demand. Factors which
could cause our forecasted demand to prove inaccurate include our reliance on indirect sales
channels and the variability of our sales cycle; the potential of announcements of our new products
or enhancements to replace or shorten the life cycle of our current products, or cause customers to
defer their purchases; loss of sales due to product shortages; and the potential of new or
alternative technologies achieving widespread market acceptance and thereby rendering our existing
products obsolete. If future demand or market conditions are less favorable than our projections,
additional inventory write-downs may be required and would be reflected in cost of sales in the
period the revision is made. Valuation of long-lived and intangible assets and goodwill. We test goodwill for
impairment in accordance with SFAS 142, Goodwill and Other Intangible Assets. SFAS 142 requires
that goodwill be tested for impairment at the reporting-unit level, or Reporting Unit, at least
annually and more frequently upon the occurrence of certain events, as defined by SFAS 142.
Consistent with the Companys determination that it has only one reporting segment as defined in
SFAS 131, Disclosures about Segments of an 13




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Enterprise and Related Information, the Company has determined that it has only one Reporting
Unit. Goodwill is tested for impairment annually on December 1, in a two-step process. First, we
determine if the carrying amount of our Reporting Unit exceeds the fair value of the Reporting
Unit, which would indicate that goodwill may be impaired. If we determine that goodwill may be
impaired, we compare the implied fair value of the goodwill, as defined by SFAS 142, to its
carrying amount to determine if there is an impairment loss. As of March 31, 2005, we do not have
any goodwill that we consider to be impaired. In accordance with SFAS 144, Accounting for Impairment or Disposal of Long-lived Assets, we
evaluate long-lived assets, including intangible assets other than goodwill, for impairment
whenever events or changes in circumstances indicate that the carrying value of an asset may not be
recoverable. Recoverability of these assets is measured by comparison of the carrying amount of
the asset to the future undiscounted cash flows the asset is expected to generate. If the asset is
considered to be impaired, the amount of any impairment is measured as the difference between the
carrying value and the fair value of the impaired asset. Sales return reserve. In accordance with SFAS 48, Revenue Recognition When Right of
Return Exists, management must use judgment and make estimates of potential future product returns
related to current period product revenue. When providing for sales return reserves, we analyze
historical return rates, as we believe they are the primary indicator of possible future returns.
Material differences may result in the amount and timing of our revenues if for any period actual
returns differ from our judgments or estimates. The sales return reserve balances at March 31, 2005
and December 31, 2004 were $1.1 million and $1.3 million, respectively. Rebate reserves. Certain distributors and resellers can earn rebates under several
Packeteer programs. The rebates earned are recorded as a reduction to revenues in accordance with
Emerging Issues Task Force 01-9, Accounting for Consideration Given by a Vendor to a Customer
(Including a Reseller of the Vendors Products). For established programs, our estimates for
rebates are based on historical usage rates. For new programs, rebate reserves are calculated to
cover our maximum exposure until such time as historical usage rates are developed. When sufficient
historical experience is established, there may be a reversal of previously accrued rebates if
actual rebate claims are less than the maximum exposure. Additionally, there may be a reversal of
previously accrued rebate reserves if rebates are not claimed before the expiration dates
established for each program. Rebate reserves at March 31, 2005 and December 31, 2004 were $2.0
million and $1.8 million, respectively. Warranty reserves. Upon shipment of products to our customers, we provide for the
estimated cost to repair or replace products that may be returned under warranty. Our warranty
period is typically 12 months from the date of shipment to the end user customer. For existing
products, the reserve is estimated based on actual historical experience. For new products, the
warranty reserve is based on historical experience of similar products until such time as
sufficient historical data has been collected on the new product. Factors that may impact our
warranty costs in the future include our reliance on our contract manufacturer to provide quality
products and the fact that our products are complex and may contain undetected defects, errors or
failures in either the hardware or the software. To date, these problems have not materially
adversely affected us. Warranty reserves at March 31, 2005 and December 31, 2004 were $326,000 and
$315,000, respectively. Accounting for Income Taxes.We utilize the asset and liability method of accounting
for income taxes pursuant to SFAS 109. Accordingly, we are required to estimate our income taxes in
each of the jurisdictions in which we operate as part of the process of preparing our consolidated
financial statements. This process involves estimating our actual current tax exposure, including
assessing the risks associated with tax audits, together with assessing temporary differences
resulting from the different treatment of items for tax and accounting purposes. These differences
result in deferred tax assets and liabilities. Due to the evolving nature of tax rules combined
with the large number of jurisdictions in which we operate, it is possible that our estimates of
our tax liability could change in the future, which may result in additional tax liabilities and
adversely affect our results of operations, financial condition and cash flows. SFAS 109 provides for the recognition of deferred tax assets if it is more likely than not
that those deferred tax assets will be realized. Management reviews deferred tax assets
periodically for recoverability and makes estimates and judgments regarding the expected geographic
sources of taxable income in assessing the need for a valuation allowance to reduce deferred tax
assets to their estimated realizable value. If the estimates and assumptions used in our
determination change in the future, we could be required to revise our estimates of the valuation
allowances against our deferred tax assets and adjust our provisions for additional income taxes. 14




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RESULTS OF OPERATIONS The following table sets forth certain financial data as a percentage of total net revenues
for the periods indicated. These historical operating results are not necessarily indicative of the
results for any future period. Three months endedMarch 31,2005
    
    
    2004Net revenues:Product revenues
    
    
    79
    %
    
    
    82
    %Service revenues
    
    
    21
    
    
    
    18Total net revenues
    
    
    100
    
    
    
    100Cost of revenues:Product costs
    
    
    18
    
    
    
    17Service costs
    
    
    7
    
    
    
    6Amortization of purchased intangible assets
    
    
    1
    
    
    
    Total cost of revenues
    
    
    26
    
    
    
    23Gross margin
    
    
    74
    
    
    
    77Operating expenses:Research and development
    
    
    18
    
    
    
    16Sales and marketing
    
    
    35
    
    
    
    38General and administrative
    
    
    7
    
    
    
    7Total operating expenses
    
    
    60
    
    
    
    61Income from operations
    
    
    14
    
    
    
    16Other income, net
    
    
    2
    
    
    
    1Income before provision for income taxes
    
    
    16
    
    
    
    17Provision for income taxes
    
    
    3
    
    
    
    2Net income
    
    
    13
    %
    
    
    15
    %
 OVERVIEW OF RESULTS Net revenues for the three months ended March 31, 2005 were $28.1 million, an increase of 31%
over the same period in 2004. Gross profit was $20.9 million, or 74%, and operating income was $3.9
million. During the comparable period a year ago, net revenues were $21.5 million, gross profit was
$16.6 million, or 77%, and operating income was $3.5 million. The increase in revenues was due to both an increase in the number of units shipped and the
number of units under maintenance contracts. We believe a number of forces contributed to our
revenue growth, including continued strength in our Americas region and a growing number of larger
transactions. During the three months ended March 31, 2005, we continued to invest in our
operations, with operating expenses of $17.0 million increasing $3.9 million, or 30%, from $13.1
million reported in the comparable period of 2004. Compared to March 31, 2004, headcount has
increased by 59, or 25%, primarily in sales and marketing and research and development. During the three months ended March 31, 2005, we generated $9.1 million of cash from operating
activities, compared to $4.6 million in the comparable period a year ago. At March 31, 2005, we had
cash, cash equivalents and investments of $102.0 million, accounts receivable of $17.9 million and
deferred revenues of $21.3 million. 15




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NET REVENUES Total net revenues of $28.1 million in the three months ended March 31, 2005 increased $6.6
million, or 31%, from $21.5 million in the same period last year. Product revenues of $22.3 million
for the three months ended March 31, 2005 increased $4.6 million, or 26%, from $17.7 million for
the three months ended March 31, 2004. The increase in product revenues is primarily the result of
an increase in the number of units shipped, particularly our higher end units. There were no
significant selling price changes during any of the periods presented. Service revenues of $5.8 million in the three months ended March 31, 2005, increased $2.0
million, or 52%, from $3.8 million in the same period last year. The increase is mainly due to an
increase in the number of units under maintenance contracts. For the three months ended March 31, 2005, net revenues in the Americas of $11.9 million
increased $4.5 million, from $7.4 million in the same period last year, and accounted for 42% of
total net revenues, compared to 35% for the same period last year. Net revenues in Asia Pacific of
$8.0 million for the three months ended March 31, 2005 accounted for 29% of net revenues compared
to $6.4 million, or 29%, of net revenues for the same period last year. Net revenues in EMEA of
$8.2 million for the three months ended March 31, 2005, accounted for 29% of total net revenues,
compared to $7.7 million, or 36%, of net revenues for the same period last year. During the three months ended March 31, 2005, two customers, Alternative Technology, Inc. and
Westcon, Inc. accounted for 20% and 15% of net revenues, respectively. For the three months ended
March 31, 2004, Westcon, Inc., Alternative Technology, Inc. and Macnica Inc., accounted for 25%,
19% and 11% of net revenues, respectively. COST OF REVENUES Our cost of revenues was $7.2 million in the three months ended March 31, 2005, an increase of
$2.3 million, or 46%, from $4.9 million in the same period last year. The increase in costs was
due to an increase in units shipped, higher service support costs and amortization of Mentat
related intangible assets. Excluding the amortization of intangibles, the cost of revenues
represented 25% of net revenues for the three months ended March 31, 2005, compared to 23% of net
revenues in the same period last year. Product costs for the three months ended March 31, 2005 increased by $1.4 million, or 40%, to
$5.0 million from $3.6 million in the same period last year. For the three months ended March 31,
2005, manufacturing costs increased $1.3 million from the same period of the prior year due to an
increase in units shipped and a continued shift to higher end product. Other product costs
increased $66,000 from the prior year, primarily reflecting increases in warranty, and fulfillment
costs of $76,000, and $30,000, respectively, partially offset by an $83,000 decrease in inventory
reserves. Service costs for the three months ended March 31, 2005 increased by $485,000, or 36%, to $1.8
million from $1.3 million in the same period last year. The increased service costs are due to
increased personnel costs of $162,000 as a result of increased headcount in both our support and
training groups, as well as a $122,000 increase in service fees to our third-party maintenance
service provider and a $124,000 increase in product used to support maintenance contracts. In connection with the acquisition of Mentat, we recorded $7.2 million of purchased intangible
assets, including developed technology, customer contracts and relationships and tradename. These
assets have useful lives ranging from one to six years. During the three months ended March 31,
2005, amortization expense of $356,000 was included in cost of revenues. RESEARCH AND DEVELOPMENT Research and development expenses of $5.2 million in the three months ended March 31, 2005
were up $1.7 million, or 49%, from $3.5 million in the same period last year. The increased costs
are primarily attributable to increased salaries and related personnel expenses. Personnel related
expenses increased $1.3 million, including $218,000 in amortization of stock-based compensation
related to the Mentat acquisition and $1.1 million related to the increase in headcount, which went
from 73 at March 31, 2004 to 103 at March 31, 2005. The headcount increase was primarily
attributable to the engineering resources acquired as a part of the Mentat acquisition in December
2004. Depreciation, and other facilities related expenses, increased $238,000 and were also
primarily related to the Mentat acquisition. Research and development expenses represented 18% and
16% of net revenues for the three months ended March 31, 2005 and 2004, respectively. 16




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SALES AND MARKETING Sales and marketing expenses increased to $9.9 million in the three months ended March 31,
2005, an increase of $1.7 million, or 21%, from $8.2 million in the same period last year.
Increases included personnel costs, demonstration units and various channel marketing program
related costs. Personnel related costs, including salaries, bonuses and commissions increased $1.3
million as headcount increased from 98 at March 31, 2004 to 117 at March 31, 2005. The cost of
demonstration units increased $186,000 as a result of the introduction of two new PacketShaper
products, as well as Mentats SkyX products, to our customer base. The cost of various marketing
programs increased $126,000 as we introduced new channel marketing programs in the third quarter of
2004, replacing previous channel rebate programs. Sales and marketing expenses represented 35% and
38% of net revenues for the three months ended March 31, 2005 and 2004, respectively. GENERAL AND ADMINISTRATIVE General and administrative expenses of $2.0 million in the three months ended March 31, 2005
increased $513,000, or 36%, from $1.4 million in the same period of last year. Increases included
personnel costs, primarily salaries, of $174,000 and consulting fees, particularly audit and tax
related expenses, of $402,000. General and administrative expenses represented 7% of net revenues
for both the three months ended March 31, 2005 and 2004. OTHER INCOME, NET Other income, net consists primarily of investment income from our cash, cash equivalents and
investments. Other income, net increased to $502,000 in the three months ended March 31, 2005 from
$193,000 for the same period last year. The increase was primarily due to increased investment
yields and increased investment balances as well as the elimination of interest expense, as we had
no debt during the three months ended March 31, 2005. INCOME TAX PROVISION The effective tax rate for the three months ended March 31, 2005, and the expected annual rate
for the remainder of 2005, is approximately 18%, compared to 10% for the three months ended March
31, 2004. The increase was attributable to a shift in the mix of taxable income among the various
jurisdictions where we do business. Our future effective tax rates could be significantly impacted
by lower than anticipated earnings in countries where we have lower statutory rates and higher than
anticipated earnings in countries where we have higher statutory rates, changes in the valuation of
our deferred tax assets or liabilities, or changes in tax laws or interpretations thereof. In
addition, our income tax returns may be examined by various tax authorities. We regularly assess
the likelihood of adverse outcomes that could result from any such examination to determine the
adequacy of our income tax provision. Additionally, this effective tax rate does not include any one-time impact that may result
from the repatriation of permanently reinvested off-shore earnings under the American Jobs Creation
Act, or the Jobs Act. Enacted on October 22, 2004, the Jobs Act provides for a temporary 85%
dividends received deduction on certain foreign earnings during either 2004 or 2005. We did not
elect this provision in 2004, and therefore can make qualifying distributions in 2005. If taken,

the deduction would result in an approximate 5.25% federal tax rate on the repatriated earnings.
To qualify for the deduction, the earnings must be reinvested in the United States pursuant to a
domestic reinvestment plan established by our chief executive officer and approved by our board of
directors. Certain other criteria in the Jobs Act must be satisfied as well. LIQUIDITY AND CAPITAL RESOURCES Cash Requirements During the past three years, we have had sufficient financial resources to meet our operating
requirements, to fund our capital spending and to repay all of our debt obligations. We expect to experience growth in our working capital needs for at least the next twelve
months in order to execute our business plan. We anticipate that operating activities, as well as
planned capital expenditures, will constitute a partial use of our cash resources. In addition, we
may utilize cash resources to fund acquisitions or investments in complementary businesses,
technologies or products. We believe that our current cash, cash equivalents and investments of
$102.0 million at March 31, 2005 will be sufficient to meet our anticipated cash requirements for
working capital and capital expenditures for at least the next twelve months. However, we may need
to raise additional funds if our estimates of revenues, working capital or capital expenditure
requirements change or prove inaccurate 17




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or in order for us to respond to unforeseen technological or marketing hurdles or to take advantage of unanticipated opportunities. These funds may not be
available at the time or times needed, or available on terms acceptable to us. If adequate funds
are not available, or are not available on acceptable terms, we may not be able to take advantage
of market opportunities to develop new products or to otherwise respond to competitive pressures. We have contractual obligations in the form of operating leases. These are described in
further detail in Note 5 of the Notes to the Consolidated Financial Statements in our Annual Report
on Form 10-K for the year ended December 31, 2004. Additionally, we have purchase obligations
reflecting open purchase order commitments. The following chart details our contractual obligations
as of March 31, 2005 (in thousands): Payments due by periodRemainder
    
    
    1 - 3
    
    
    3 - 5
    
    
    More than 5Contractual Obligations
    
    Total
    
    
    of 2005
    
    
    years
    
    
    years
    
    
    yearsCash obligations not reflected in Balance SheetOperating lease obligations
    
    $
    4,511
    
    
    $
    1,395
    
    
    $
    2,853
    
    
    $
    211
    
    
    $
    52Purchase obligations
    
    
    6,646
    
    
    
    6,646
    
    
    
    
    
    
    
    
    
    
    
    Total
    
    $
    11,157
    
    
    $
    8,041
    
    
    $
    2,853
    
    
    $
    211
    
    
    $
    52
 Sources and Uses of Cash Overview. Our cash, cash equivalents and investments, which are classified
as available for sale and consist of highly liquid financial instruments, increased $9.8 million
during the three months ended March 31, 2005 to $102.0 million. The increase during the three
months was primarily due to net income of $3.6 million, increased deferred revenue of $5.1 million
and proceeds from the issuance of stock through option exercises and the Employee Stock Purchase
Plan totaling $3.0 million, partially offset by changes in operating assets and liabilities. Operating Activities.Cash provided by operating activities was $9.1 million in the three
months ended March 31, 2005, up from $4.6 million in the same period last year. The increase was
primarily due to the increase in deferred revenue of $4.0 million, of which $2.9 million relates to
the buyout of a license agreement by a Mentat OEM customer discussed in further detail in Note 3 of
the Notes to Condensed Consolidated Financial Statements, and the balance relates to an increase in
the number of support contracts outstanding. Investing Activities.Cash provided by investing activities in the three months ended March
31, 2005 was $5.1 million, compared to $15.2 million in the same period last year, primarily
reflecting transactions in marketable securities. Among our investment policy objectives are
preserving of principal, meeting liquidity needs and delivering good yields in relationship to the
policy guidelines and market conditions. Changes in our investment portfolio are made in response
to the market outlook and fluctuations in interest rates. Financing Activities.For the three months ended March 31, 2005, cash provided by financing
activities included $3.0 million in proceeds from employee option exercises and the Employee Stock
Purchase Plan. This compares to $1.6 million in proceeds for the three months ended March 31, 2004,
which was partially offset by $164,000 used to pay down capital leases and a note payable. We paid
off both our note payable and the remaining capital lease obligations during 2004. RECENT ACCOUNTING PRONOUNCEMENTS The impact of recent accounting pronouncements is discussed in Note 11 of the Notes to the
Condensed Consolidated Financial Statements. 18




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FACTORS THAT MAY AFFECT FUTURE RESULTS You should carefully consider the risks described below before making an investment decision.
If any of the following risks actually occur, our business, financial condition or results of
operations could be materially and adversely affected. In such case, the trading price of our
common stock could decline, and you may lose all or part of your investment. IF THE WAN APPLICATION TRAFFIC MANAGEMENT SOLUTIONS MARKET FAILS TO GROW, OUR BUSINESS WILL FAIL The market for WAN Application Traffic Management is in an early stage of development and its
success is not guaranteed. Therefore, we cannot accurately assess the size of the market, the
products needed to address the market, the optimal distribution strategy, or the competitive
environment that will develop. In order for us to be successful, our potential customers must
recognize the value of more sophisticated bandwidth management solutions, decide to invest in the
management of their networks and the performance of important business software applications and,
in particular, adopt our bandwidth management solutions. OUR FUTURE OPERATING RESULTS ARE DIFFICULT TO PREDICT AND MAY FLUCTUATE SIGNIFICANTLY, WHICH COULD
ADVERSELY AFFECT OUR STOCK PRICE We believe that period-to-period comparisons of our operating results cannot be relied upon as
an indicator of our future performance, and that the results of any quarterly period are not
necessarily indicative of results to be expected for a full fiscal year. We have experienced
fluctuations in our operating results in the past and may continue to do so in the future. Our
operating results are subject to numerous factors, many of which are outside of our control and are
difficult to predict. As a result, our quarterly operating results could fall below our forecasts
or the expectations of public market analysts or investors in the future. If this occurs, the price
of our common stock would likely decrease. Factors that could cause our operating results to
fluctuate include variations in:  -
    the timing and size of orders and shipments of our products;-
    the mix of products we sell;-
    the mix of channels through which those products are sold;-
    the average selling prices of our products; and-
    the amount and timing of our operating expenses. In the past, revenue fluctuations resulted primarily from variations in the volume and mix of
products sold and variations in channels through which products were sold. Total operating expenses
may fluctuate between quarters due to the timing of spending. For example, research and development
expenses, specifically prototype expenses, consulting fees and other program costs, have fluctuated
relative to the specific stage of product development of the various projects underway. Sales and
marketing expenses have fluctuated due to the timing of specific events such as sales meetings or
tradeshows, or the launch of new products. Additionally, operating costs outside the United States
are incurred in local currencies, and are remeasured from the local currency to the U.S. dollar
upon consolidation. As exchange rates vary, these operating costs, when remeasured, may differ from
our prior performance and our expectations. See Managements Discussion and Analysis of Financial
Condition and Results of Operations for detailed information on our operating results. IF IN THE FUTURE WE ARE UNABLE TO FAVORABLY ASSESS THE EFFECTIVENESS OF OUR INTERNAL CONTROL OVER
FINANCIAL REPORTING, OR IF OUR INDEPENDENT AUDITORS ARE UNABLE TO PROVIDE AN UNQUALIFIED
ATTESTATION REPORT ON OUR ASSESSMENT, OUR STOCK PRICE COULD BE ADVERSELY AFFECTED Pursuant to Section 404 of the Sarbanes-Oxley Act of 2002, or Section 404, our management is
required to report on, and our independent auditors to attest to, the effectiveness of our internal
controls over financial reporting in each of our annual reports. The rules governing the standards
that must be met for management to assess our internal controls over financial reporting are new
and complex, and require significant documentation, testing and possible remediation. As a result,
our efforts to comply with Section 404 has required the commitment of significant managerial and financial resources. As we are
committed to maintaining high standards of public disclosure, our efforts to comply with Section
404 are ongoing, and we are continuously in the process of reviewing, 19




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documenting and testing our internal controls over financial reporting, which will result in continued commitment of
significant financial and managerial resources. Although we received a favorable assessment of our internal controls from our auditors for
2004, in future years we may encounter problems or delays in completing the implementation of any
changes necessary to make a favorable assessment of our internal controls over financial reporting,
or we may encounter problems or delays in completing the implementation of any requested
improvements and receiving a favorable attestation. If in the future we cannot favorably assess the
effectiveness of our internal controls over financial reporting, or if our independent auditors are
unable to provide an unqualified attestation report on our assessment, investor confidence and our
stock price could be adversely affected. WE MAY BE UNABLE TO COMPETE EFFECTIVELY WITH OTHER COMPANIES IN OUR MARKET SECTOR WHO OFFER, OR MAY
IN THE FUTURE OFFER, COMPETING TECHNOLOGIES We compete in a rapidly evolving and highly competitive sector of the networking technology
market. We expect competition to persist and intensify in the future from a number of different
sources. Increased competition could result in reduced prices and gross margins for our products
and could require increased spending by us on research and development, sales and marketing and
customer support, any of which could harm our business. We compete with Cisco Systems, Inc., other
switch/router vendors, security vendors and several small private companies that utilize competing
technologies to provide bandwidth management and compression. We expect this competition to
increase particularly due to the anticipated requirement from enterprises to consolidate more
functionality into a single appliance. In addition, our products and technology compete for
information technology budget allocations with products that offer monitoring capabilities, such as
probes and related software. Lastly, we face indirect competition from companies that offer
enterprise customers and service providers increased bandwidth and infrastructure upgrades that
increase the capacity of their networks, which may lessen or delay the need for WAN Application
Traffic Management solutions. Some of our competitors and potential competitors are substantially larger than we are and
have significantly greater financial, sales and marketing, technical, manufacturing and other
resources and more established distribution channels. These competitors may be able to respond more
rapidly to new or emerging technologies and changes in customer requirements or devote greater
resources to the development, promotion and sale of their products than we can. We have
encountered, and expect to encounter, prospective customers who are extremely confident in and
committed to the product offerings of our competitors, and therefore are unlikely to buy our
products. Furthermore, some of our competitors may make strategic acquisitions or establish
cooperative relationships among themselves or with third parties to increase their ability to
rapidly gain market share by addressing the needs of our prospective customers. Our competitors may
enter our existing or future markets with solutions that may be less expensive, provide higher
performance or additional features or be introduced earlier than our solutions. Given the market
opportunity in the WAN Application Traffic Management solutions market, we also expect that other
companies may enter or announce an intention to enter our market with alternative products and
technologies, which could reduce the sales or market acceptance of our products and services,
perpetuate intense price competition or make our products obsolete. If any technology that is
competing with ours is or becomes more reliable, higher performing, less expensive or has other
advantages over our technology, then the demand for our products and services would decrease, which
would harm our business. IF WE DO NOT EXPAND OR ENHANCE OUR PRODUCT OFFERINGS OR RESPOND EFFECTIVELY AND ON A TIMELY BASIS
TO TECHNOLOGICAL CHANGE, OUR BUSINESS MAY NOT GROW OR WE MAY LOSE CUSTOMERS AND MARKET SHARE Our future performance will depend on the successful development, introduction and market
acceptance of new and enhanced products that address customer requirements in a cost-effective
manner. We cannot assure you that our technological approach will achieve broad market acceptance
or that other technologies or solutions will not supplant our approach. The WAN Application Traffic
Management solutions market is characterized by ongoing technological change, frequent new product
introductions, changes in customer requirements and evolving industry standards. The introduction
of new products, market acceptance of products based on new or alternative technologies, or the
emergence of new industry standards, could render our existing products obsolete or make it easier
for other products to compete with our products. Developments in router-based queuing schemes or
alternative compression technologies could also significantly reduce demand for our product. Our
future success will depend in part upon our ability to:  -
    develop and maintain competitive products;-
    enhance our products by adding innovative features that differentiate our products from those of our competitors; 20




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-
    bring products to market on a timely basis at competitive prices;-
    identify and respond to emerging technological trends in the market; and-
    respond effectively to new technological changes or new product announcements by others. We have in the past experienced delays in product development which to date have not
materially adversely affected us. However, these delays may occur in the future and could result in
a loss of customers and market share. THE AVERAGE SELLING PRICES OF OUR PRODUCTS COULD DECREASE RAPIDLY, WHICH MAY NEGATIVELY IMPACT
GROSS MARGINS AND REVENUES We may experience substantial period-to-period fluctuations in future operating results due to
the erosion of our average selling prices. The average selling prices of our products could
decrease in the future in response to competitive pricing pressures, increased sales discounts, new
product introductions by us or our competitors or other factors. Therefore, to maintain our gross
margins, we must develop and introduce on a timely basis new products and product enhancements and
continually reduce our product costs. Our failure to do so could cause our revenue and gross
margins to decline. IF OUR INTERNATIONAL SALES EFFORTS ARE UNSUCCESSFUL, OUR BUSINESS WILL FAIL TO GROW The failure of our indirect partners to sell our products internationally will harm our
business. Sales to customers outside of the Americas accounted for 58% and 65% of net revenues for
the three months ended March 31, 2005 and 2004, respectively, and 59% of net revenues for all of
2004. Our ability to grow will depend in part on the expansion of international sales, which will
require success on the part of our resellers, distributors and systems integrators in marketing our
products. We intend to expand operations in our existing international markets and to enter new
international markets, which will demand management attention and financial commitment. We may not
be able to successfully sustain and expand our international operations. In addition, a successful
expansion of our international operations and sales in foreign markets will require us to develop
relationships with suitable indirect channel partners operating abroad. We may not be able to
identify, attract or retain these indirect channel partners. Furthermore, to increase revenues in international markets, we will need to continue to
establish foreign operations, to hire additional personnel to run these operations and to maintain
good relations with our foreign indirect channel partners. To the extent that we are unable to
successfully do so, our growth in international sales may be limited. Our international sales are currently all U.S. dollar-denominated. As a result, an increase in
the value of the U.S. dollar relative to foreign currencies could make our products less
competitive in international markets. In the future, we may elect to invoice some of our
international customers in local currency. Doing so will subject us to fluctuations in exchange
rates between the U.S. dollar and the particular local currency and could negatively affect our
financial performance. IF WE ARE UNABLE TO DEVELOP AND MAINTAIN STRONG PARTNERING RELATIONSHIPS WITH OUR INDIRECT CHANNEL
PARTNERS, OR IF THEIR SALES EFFORTS ON OUR BEHALF ARE NOT SUCCESSFUL, OR IF THEY FAIL TO PROVIDE
ADEQUATE SERVICES TO OUR END USER CUSTOMERS, OUR SALES MAY SUFFER AND OUR REVENUES MAY NOT INCREASE We rely primarily on an indirect distribution channel consisting of resellers, distributors
and systems integrators for our revenues. Because many of our indirect channel partners also sell
competitive products, our success and revenue growth will depend on our ability to develop and
maintain strong cooperative relationships with significant indirect channel partners, as well as on
the sales efforts and success of those indirect channel partners. We cannot assure you that our indirect channel partners will market our products effectively
or continue to devote the resources necessary to provide us with effective sales, marketing and
technical support. In order to support and develop leads for our indirect distribution channels, we
plan to continue to expand our field sales and support staff as needed. We cannot assure you that
this internal expansion will be successfully completed, that the cost of this expansion will not
exceed the revenues generated or that our expanded sales and support staff will be able to compete successfully against the significantly more
extensive and well-funded sales and marketing operations of many of our current or potential
competitors. In addition, our indirect channel agreements are generally not 21




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exclusive and one or more of our channel partners may compete directly with another channel partner for the sale of our
products in a particular region or market. This may cause such channel partners to stop or reduce
their efforts in marketing our products. Our inability to effectively establish or manage our
distribution channels would harm our sales. In addition, our indirect channel partners may provide services to our end user customers that
are inadequate or do not meet expectations. Such failures to provide adequate services could result
in customer dissatisfaction with us or our products and services due to delays in maintenance and
replacement, decreases in our customers network availability and other losses. These occurrences
could result in the loss of customers and repeat orders and could delay or limit market acceptance
of our products, which would negatively affect our sales and results of operations. SALES TO LARGE CUSTOMERS WOULD BE DIFFICULT TO REPLACE IF LOST A limited number of indirect channel partners have accounted for a large part of our revenues
to date and we expect that this trend will continue. Because our expense levels are based on our
expectations as to future revenue and to a large extent are fixed in the short term, any
significant reduction or delay in sales of our products to any significant indirect channel partner
or unexpected returns from these indirect channel partners could harm our business. During the
three months ended March 31, 2005, two customers, Alternative Technology, Inc. and Westcon, Inc.
accounted for 20% and 15% of net revenues, respectively. For the three months ended March 31, 2004,
Westcon, Inc., Alternative Technology, Inc. and Macnica Inc., accounted for 25%, 19% and 11% of net
revenues, respectively. We expect that our largest customers in the future could be different from
our largest customers today. End users can stop purchasing and indirect channel partners can stop
marketing our products at any time. We cannot assure you that we will retain these indirect channel
partners or that we will be able to obtain additional or replacement partners. The loss of one or
more of our key indirect channel partners or the failure to obtain and ship a number of large
orders each quarter could harm our operating results. OUR RELIANCE ON SALES OF OUR PRODUCTS BY OTHERS MAKES IT DIFFICULT TO PREDICT OUR REVENUES AND
RESULTS OF OPERATIONS The timing of our revenues is difficult to predict because of our reliance on indirect sales
channels and the variability of our sales cycle. The length of our sales cycle for sales through
our indirect channel partners to our end users may vary substantially depending upon the size of
the order and the distribution channel through which our products are sold. We generally do not have significant unfulfilled product orders at any point in time.
Substantially all of our revenues in any quarter depend upon customer orders that we receive and
fulfill in that quarter. To the extent that an order that we anticipate will be received and
fulfilled in a quarter is not actually received in time to fulfill prior to the end of that
quarter, we will not be able to recognize any revenue associated with that order in the quarter. If
revenues forecasted in a particular quarter do not occur in that quarter, our operating results for
that quarter could be adversely affected. The greater the volume of an anticipated order that is
not timely received in a quarter, the more material the potential adverse impact on our operating
results. Furthermore, because our expense levels are based on our expectations as to future revenue
and to a large extent are fixed in the short term, a substantial reduction or delay in sales of our
products or the loss of any significant indirect channel partner could harm our business. WE FACE RISKS RELATED TO INVENTORIES OF OUR PRODUCTS HELD BY OUR DISTRIBUTORS Many of our distributors maintain inventories of our products. We work closely with these
distributors to monitor channel inventory levels so that appropriate levels of products are
available to resellers and end users. However, if distributors reduce their levels of inventory or
if they do not maintain sufficient levels to meet customer demand, our sales could be negatively
impacted. Additionally, although we monitor and track channel inventory with our distributors,
overstocking could occur if the demand for our products were to rapidly decline due to economic
downturns, increased competition, underperformance of distributors or the introduction of new
products by our competitors or ourselves. This could cause sales and cost of sales to fluctuate
from quarter to quarter. WE HAVE RELIED AND EXPECT TO CONTINUE TO RELY ON A LIMITED NUMBER OF PRODUCTS FOR A SIGNIFICANT
PORTION OF OUR REVENUES Most of our revenues have been derived from sales of our WAN Application Traffic Management
systems and related maintenance and training services. We currently expect that our system-related
revenues will continue to account for a substantial percentage of our revenues in 2005 and for the
foreseeable future thereafter. Our future operating results are significantly dependent 22




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upon the continued market acceptance of our products and enhanced applications. Our business will be harmed
if our products do not continue to achieve market acceptance or if we fail to develop and market
improvements to our products or new and enhanced products. A decline in demand for our WAN
Application Traffic Management systems as a result of competition, technological change or other
factors would harm our business. INTRODUCTION OF OUR NEW PRODUCTS MAY CAUSE CUSTOMERS TO DEFER PURCHASES OF OUR EXISTING PRODUCTS
WHICH COULD HARM OUR OPERATING RESULTS When we announce new products or product enhancements that have the potential to replace or
shorten the life cycle of our existing products, customers may defer purchasing our existing
products. These actions could harm our operating results by unexpectedly decreasing sales,
increasing our inventory levels of older products and exposing us to greater risk of product
obsolescence . OUR RELIANCE ON THIRD-PARTY MANUFACTURERS FOR ALL OF OUR MANUFACTURING REQUIREMENTS COULD
CAUSE US TO LOSE ORDERS IF THESE THIRD-PARTY MANUFACTURERS FAIL TO SATISFY OUR COST, QUALITY AND
DELIVERY REQUIREMENTS During 2004 we contracted with SMTC for all of our manufacturing requirements. In January
2005, we signed agreements with Plexus Services, Corp., an additional contract manufacturer, to
manufacture our products and provide fulfillment services. Third-party manufacturers may encounter
difficulties in the manufacture of our products, resulting in product delivery delays. Any
manufacturing disruption could impair our ability to fulfill orders. Our future success will
depend, in significant part, on our ability to have these third party manufacturers, or others,
manufacture our products cost-effectively and in sufficient volumes. We face a number of risks
associated with our dependence on third-party manufacturers including:  -
    reduced control over delivery schedules;-
    the potential lack of adequate capacity during periods of excess demand;-
    decreases in manufacturing yields and increases in costs;-
    the potential for a lapse in quality assurance procedures;-
    increases in prices; and-
    the potential misappropriation of our intellectual property. We have no long-term contracts or arrangements with these manufacturers that guarantee product
availability, the continuation of particular payment terms or the extension of credit limits. We
have experienced in the past, and may experience in the future, problems with our contract
manufacturers, such as inferior quality, insufficient quantities and late delivery of product. To
date, these problems have not materially adversely affected us. We may not be able to obtain
additional volume purchase or manufacturing arrangements with these manufacturers on terms that we
consider acceptable, if at all. If we enter into a high-volume or long-term supply arrangement and
subsequently decide that we cannot use the products or services provided for in the agreement, our
business will be harmed. We cannot assure you that we can effectively manage our third-party
manufacturers or that they will meet our future requirements for timely delivery of products of
sufficient quality or quantity. Any of these difficulties could harm our relationships with
customers and cause us to lose orders. In the future, we may seek to use additional contract manufacturers. We may experience
difficulty in locating and qualifying suitable manufacturing candidates capable of satisfying our
product specifications or quantity requirements, or we may be unable to obtain terms that are
acceptable to us. The lead-time required to identify and qualify new manufacturers could affect our
ability to timely ship our products and cause our operating results to suffer. In addition, failure
to meet customer demand in a timely manner could damage our reputation and harm our customer
relationships, resulting in reduced market share. 23




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MOST OF THE COMPONENTS FOR OUR PRODUCTS COME FROM SINGLE OR LIMITED SOURCES, AND WE COULD LOSE
SALES IF THESE SOURCES FAIL TO SATISFY OUR SUPPLY REQUIREMENTS Almost all of the components used in our products are obtained from single or limited sources.
Our products have been designed to incorporate a particular set of components. As a result, our
desire to change the components of our products or our inability to obtain suitable components on a
timely basis would require engineering changes to our products before we could incorporate
substitute components. Any such changes could be costly and result in lost sales. We do not have any long-term supply contracts with any of our vendors to ensure sources of
supply. If our contract manufacturer fails to obtain components in sufficient quantities when
required, our business could be harmed. Our suppliers also sell products to our competitors. Our
suppliers may enter into exclusive arrangements with our competitors, stop selling their products
or components to us at commercially reasonable prices or refuse to sell their products or
components to us at any price. Our inability to obtain sufficient quantities of single-sourced or
limited-sourced components, or to develop alternative sources for components or products would harm
our ability to maintain and expand our business. FUTURE CHANGES IN FINANCIAL ACCOUNTING STANDARDS ARE LIKELY TO IMPACT OUR FUTURE FINANCIAL
POSITION AND RESULTS OF OPERATIONS Proposed initiatives could result in changes in accounting rules, which could materially
increase the expenses we report under generally accepted accounting principles, and adversely
affect our operating results. Specifically, the adoption of Statement of Financial Accounting
Standards (SFAS) 123(R), Accounting for Stock-Based Compensation, requires us to recognize the
fair value of certain equity instruments as an expense in the reported financial statements as
services are performed, rather than footnote only disclosure as currently required. The adoption of
this new accounting pronouncement is expected to have a material impact on our financial statements
commencing with the three months ending March 31, 2006. ANY ACQUISITIONS WE MAKE COULD RESULT IN DILUTION TO OUR EXISTING STOCKHOLDERS AND DIFFICULTIES IN
SUCCESSFULLY MANAGING OUR BUSINESS Packeteer has made, and may in the future make, acquisitions of, mergers with, or significant
investments in, businesses that offer complementary products, services and technologies. For
example, in December 2004 we announced our acquisition of Mentat. There are risks involved in these
activities, including but not limited to:  -
    difficulty in integrating the acquired operations and retaining acquired personnel;-
    limitations on our ability to retain acquired distribution channels and customers;-
    diversion of managements attention and disruption of our ongoing business;-
    difficulties in managing software development activities to define a combined product
roadmap, ensuring timely development of new products, timely release of new products to
market, and the development of efficient integration and migration tools;-
    the potential product liability associated with selling the acquired companys products;
and-
    the potential write-down of impaired goodwill and intangible and other assets. In
particular, we recorded approximately $9.5 million in goodwill related to the acquisition of
Mentat that will be subject to impairment testing rather than being amortized over a fixed
period. To the extent that the business acquired in that transaction does not remain
competitive, some or all of the goodwill related to that acquisition could be charged
against future earnings. These factors could have a material adverse effect on Packeteers business, results of
operations or financial position, especially in the case of a large acquisition. Furthermore, we
may incur indebtedness or issue equity securities to pay for future acquisitions. The issuance of
equity or convertible debt securities could be dilutive to our existing stockholders. 24




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OUR INABILITY TO ATTRACT AND RETAIN QUALIFIED PERSONNEL COULD SIGNIFICANTLY INTERRUPT OUR BUSINESS
OPERATIONS Our future success will depend, to a significant extent, on the ability of our management to
operate effectively, both individually and as a group. We are dependent on our ability to attract,
retain and motivate high caliber key personnel. Competition for qualified personnel and management
in the networking industry, including engineers, sales and service and support personnel, is
intense, and we may not be successful in attracting and retaining such personnel. There may be only
a limited number of persons with the requisite skills to serve in these key positions and it may
become increasingly difficult to hire such persons. Competitors and others have in the past and may
in the future attempt to recruit our employees. With the exception of our CEO, we do not have
employment contracts with any of our personnel. Our business will suffer if we encounter delays in
hiring additional personnel as needed. IF WE ARE UNABLE TO EFFECTIVELY MANAGE OUR GROWTH, WE MAY EXPERIENCE OPERATING INEFFICIENCIES AND
HAVE DIFFICULTY MEETING DEMAND FOR OUR PRODUCTS In the past, we have experienced rapid and significant expansion of our operations. If further
rapid and significant expansion is required to address potential growth in our customer base and
market opportunities, this expansion could place a significant strain on our management, products
and support operations, sales and marketing personnel and other resources, which could harm our
business. In the future, we may experience difficulties meeting the demand for our products and
services. The use of our products requires training, which is provided by our channel partners, as
well as ourselves. If we are unable to provide training and support for our products in a timely
manner, the implementation process will be longer and customer satisfaction may be lower. In
addition, our management team may not be able to achieve the rapid execution necessary to fully
exploit the market for our products and services. We cannot assure you that our systems, procedures
or controls will be adequate to support the anticipated growth in our operations. We may not be able to install management information and control systems in an efficient and
timely manner, and our current or planned personnel, systems, procedures and controls may not be
adequate to support our future operations. OUR PRODUCTS MAY HAVE ERRORS OR DEFECTS THAT WE FIND AFTER THE PRODUCTS HAVE BEEN SOLD, WHICH COULD
INCREASE OUR COSTS AND NEGATIVELY AFFECT OUR REVENUES AND THE MARKET ACCEPTANCE OF OUR PRODUCTS Our products are complex and may contain undetected defects, errors or failures in either the
hardware or software. In addition, because our products plug into our end users existing networks,
they can directly affect the functionality of the network. Furthermore, end users rely on our
products to maintain acceptable service levels. We have in the past encountered errors in our
products, which in a few instances resulted in network failures and in a number of instances
resulted in degraded service. To date, these errors have not materially adversely affected us.
Additional errors may occur in our products in the future. The occurrence of defects, errors or
failures could result in the failure of our customers network or mission-critical applications,
delays in installation, product returns and other losses to us or to our customers or end users. In
addition, we would have limited experience responding to new problems that could arise with any new
products that we introduce. These occurrences could also result in the loss of or delay in market
acceptance of our products, which could harm our business. We may also be subject to liability claims for damages related to product errors. While we
carry insurance policies covering this type of liability, these policies may not provide sufficient
protection should a claim be asserted. A material product liability claim may harm our business. FAILURE TO ADEQUATELY PROTECT OUR INTELLECTUAL PROPERTY WOULD RESULT IN SIGNIFICANT HARM TO OUR
BUSINESS Our success depends significantly upon our proprietary technology and our failure or inability
to protect our proprietary technology would result in significant harm to our business. We rely on
a combination of patent, copyright and trademark laws, and on trade secrets, confidentiality
provisions and other contractual provisions to protect our proprietary rights. These measures
afford only limited protection. As of March 31, 2005, we have 18 issued U.S. patents and 59 pending
U.S. patent applications. Currently, none of our technology is patented outside of the United
States. Our means of protecting our proprietary rights in the U.S. or abroad may not be adequate
and competitors may independently develop similar technologies. Our future success will depend in
part on our ability to protect our proprietary rights and the technologies used in our principal
products. Despite our efforts to protect our proprietary rights and technologies unauthorized
parties may attempt to copy aspects of our products or to obtain and use trade secrets or other 25




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information that we regard as proprietary. Legal proceedings to enforce our intellectual
property rights could be burdensome and expensive and could involve a high degree of uncertainty.
These legal proceedings may also divert managements attention from growing our business. In
addition, the laws of some foreign countries do not protect our proprietary rights as fully as do
the laws of the U.S. Issued patents may not preserve our proprietary position. If we do not enforce
and protect our intellectual property, our business will suffer substantial harm. CLAIMS BY OTHERS THAT WE INFRINGE ON THEIR INTELLECTUAL PROPERTY RIGHTS COULD BE COSTLY TO DEFEND
AND COULD HARM OUR BUSINESS We may be subject to claims by others that our products infringe on their intellectual
property rights. These claims, whether or not valid, could require us to spend significant sums in
litigation, pay damages, delay product shipments, reengineer our products or acquire licenses to
such third-party intellectual property. We may not be able to secure any required licenses on
commercially reasonable terms, or at all. We expect that we will increasingly be subject to
infringement claims as the number of products and competitors in the WAN Application Traffic
Management solutions market grows and the functionality of products overlaps. Any of these claims
or resulting events could harm our business. IF OUR PRODUCTS DO NOT COMPLY WITH EVOLVING INDUSTRY STANDARDS AND GOVERNMENT REGULATIONS, OUR
BUSINESS COULD BE HARMED The market for WAN Application Traffic Management solutions is characterized by the need to
support industry standards as these different standards emerge, evolve and achieve acceptance. In
the United States, our products must comply with various regulations and standards defined by the
Federal Communications Commission and Underwriters Laboratories. Internationally, products that we
develop must comply with standards established by the International Electrotechnical Commission as
well as with recommendations of the International Telecommunication Union. To remain competitive we
must continue to introduce new products and product enhancements that meet these emerging U.S. and
international standards. However, in the future we may not be able to effectively address the
compatibility and interoperability issues that arise as a result of technological changes and
evolving industry standards. Failure to comply with existing or evolving industry standards or to
obtain timely domestic or foreign regulatory approvals or certificates could harm our business. OUR GROWTH AND OPERATING RESULTS WOULD BE IMPAIRED IF WE ARE UNABLE TO MEET OUR FUTURE CAPITAL
REQUIREMENTS We currently anticipate that our existing cash and investment balances will be sufficient to
meet our liquidity needs for the foreseeable future. However, we may need to raise additional funds
if our estimates of revenues, working capital or capital expenditure requirements change or prove
inaccurate or in order for us to respond to unforeseen technological or marketing hurdles or to
take advantage of unanticipated opportunities. In addition, we expect to review potential acquisitions that would complement our existing
product offerings or enhance our technical capabilities. Any future transaction of this nature
could require potentially significant amounts of capital. These funds may not be available at the
time or times needed, or available on terms acceptable to us. If adequate funds are not available,
or are not available on acceptable terms, we may not be able to take advantage of market
opportunities to develop new products or to otherwise respond to competitive pressures. CERTAIN PROVISIONS OF OUR CHARTER AND OF DELAWARE LAW MAKE A TAKEOVER OF PACKETEER MORE DIFFICULT,
WHICH COULD LOWER THE MARKET PRICE OF THE COMMON STOCK Our corporate documents and Section 203 of the Delaware General Corporation Law could
discourage, delay or prevent a third- party or a significant stockholder from acquiring control of
Packeteer. In addition, provisions of our certificate of incorporation may have the effect of
discouraging, delaying or preventing a merger, tender offer or proxy contest involving Packeteer.
Any of these anti-takeover provisions could lower the market price of the common stock and could
deprive our stockholders of the opportunity to receive a premium for their common stock that they
might otherwise receive from the sale of Packeteer. 26




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ITEM 3. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISKS Fixed Income Investments Our exposure to market risks for changes in interest rates and principal relates primarily to
investments in debt securities issued by U.S. government agencies and corporate debt securities. We
place our investments with high credit quality issuers and, by policy, limit the amount of the
credit exposure to any one issuer. Our investment securities are classified as available-for-sale
and consequently are recorded on the balance sheet at fair value with unrealized gains and losses
reported as a separate component of accumulated other comprehensive income (loss). We do not use derivative financial instruments. In general our policy is to limit the risk of
principal loss and ensure the safety of invested funds by limiting market and credit risk. All
highly liquid investments with less than three months to maturity from date of purchase are
considered to be cash equivalents; investments with maturities between three and twelve months are
considered to be short-term investments; and investments with maturities in excess of twelve months
from the balance sheet date are considered to be long-term investments. The following table
presents the amortized cost, fair value and related weighted-average interest rates by year of
maturity for our investment portfolio as of March 31, 2005 and comparable fair values as of
December 31, 2004 (in thousands): March
    
    
    DecemberAmortized Cost as of March 31, 2005
    
    
    31, 2005
    
    
    31, 20042005
    
    
    2006
    
    
    Total
    
    
    Fair Value
    
    
    Fair ValueExpected Maturity DateCash equivalents
    
    $
    29,041
    
    
    $
    
    
    
    $
    29,041
    
    
    $
    29,031
    
    
    $
    12,904Weighted-average rate
    
    
    2.76
    %
    
    
    Short-term investments
    
    
    59,416
    
    
    
    9,199
    
    
    
    68,615
    
    
    
    68,381
    
    
    
    66,512Weighted-average rate
    
    
    2.29
    %
    
    
    3.04
    %Long-term investments
    
    
    
    
    
    
    736
    
    
    
    736
    
    
    
    720
    
    
    
    10,019Weighted-average rate
    
    
    

    
    
    
    2.17
    %Total investment portfolio
    
    $
    88,457
    
    
    $
    9,935
    
    
    $
    98,392
    
    
    $
    98,132
    
    
    $
    89,435
 Foreign Exchange We develop products in North America and sell our products worldwide. As a result, our
financial results could be affected by factors such as changes in foreign currency exchange rates
or weak economic conditions in worldwide markets. All sales are currently made in U.S. dollars; and
as a result, a strengthening of the dollar could make our products less competitive in foreign
markets. All operating costs outside the United States are incurred in local currencies, and are
remeasured from the local currency to U.S. dollars upon consolidation. As exchange rates vary,
these operating costs, when remeasured, may differ from our prior performance and our expectations.
We have no foreign exchange contracts, option contracts or other foreign currency hedging
arrangements. 
 ITEM 4. CONTROLS AND PROCEDURES  a.
    Under the supervision and with the participation of our management, including our Chief
Executive Officer and Chief Financial Officer, we conducted an evaluation of the
effectiveness of our disclosure controls and procedures, as such term is defined under Rule
13a-15(e) promulgated under the Securities Exchange Act of 1934, as amended. Based upon
that evaluation, our Chief Executive Officer and Chief Financial Officer, have concluded
that our disclosure controls and procedures were sufficiently effective to ensure that the
information required to be disclosed by us in this Quarterly Report on Form 10-Q was
recorded, processed, summarized and reported within the time periods specified in the SECs
rules and instructions for Form 10-Q.b.
    There has been no change in our internal control over financial reporting during the
three months ending March 31, 2005 that has materially affected, or is reasonably likely to
materially affect, our internal control over financial reporting. 27




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PART II OTHER INFORMATION 
 ITEM 1. LEGAL PROCEEDINGS The information set forth under Note 5, entitled Contingencies, of the Notes to Condensed
Consolidated Financial Statements, is incorporated herein by reference. 
 ITEM 6. EXHIBITS Exhibit 10.28+
    
    Professional Manufacturing Services Agreement between Plexus Services Corp. and
Packeteer, Inc. dated January 17, 2005.Exhibit 10.29
    
    Amendment dated February 24, 2005 to the 1999 Employee Stock Purchase Plan.Exhibit 31.1
    
    Sarbanes-Oxley Section 302
Certification  CEOExhibit 31.2
    
    Sarbanes-Oxley Section 302
Certification  CFOExhibit 32.1
    
    Sarbanes-Oxley Section 906
Certification  CEOExhibit 32.2
    
    Sarbanes-Oxley Section 906
Certification  CFO
   +
    
    This exhibit has been filed separately with the SEC pursuant to an
application for confidential treatment. The confidential portions
have been omitted from this exhibit and are marked by asterisks. 
 SIGNATURES Pursuant to the requirements of the Securities Exchange Act of 1934, as amended, the
Registrant has duly caused this Quarterly Report on Form 10-Q to be signed on its behalf by the
undersigned, thereunto duly authorized, in the City of Cupertino, State of California, on this 29th
day of April, 2005. PACKETEER, INC.By:
    
    /s/ DAVE CÔTÉDave CôtéPresident and Chief Executive OfficerBy:
    
    /s/ DAVID YNTEMADavid YntemaChief Financial Officer and Secretary
 28




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Exhibit Index Exhibit 10.28+
    
    Professional Manufacturing Services Agreement between Plexus Services Corp. and
Packeteer, Inc. dated January 17, 2005.Exhibit 10.29
    
    Amendment dated February 24, 2005 to the 1999 Employee Stock Purchase Plan.Exhibit 31.1
    
    Sarbanes-Oxley Section 302
Certification  CEOExhibit 31.2
    
    Sarbanes-Oxley Section 302
Certification  CFOExhibit 32.1
    
    Sarbanes-Oxley Section 906
Certification  CEOExhibit 32.2
    
    Sarbanes-Oxley Section 906
Certification  CFO
   +
    
    This exhibit has been filed separately with the SEC pursuant to an
application for confidential treatment. The confidential portions
have been omitted from this exhibit and are marked by asterisks. 29