Commenting on Q3 2017 results, Rajeev Suri, the CEO of Nokia Oyj (ADR)(NYSE:NOK) reported that the company’s cross-selling initiatives advanced further, as they successfully purchased more former Alcatel-Lucent offerings to more of company’s international client base. They have been able to bring offerings ranging from Optical, business support system software, Fixed, IP Routing and more into clients like Three UK and Idea Cellular in India.
Pleasingly, this advancement was not confined to any single region and the company witnessed good cross-selling wins in the third quarter in the U.S., India and China, where it finalized an optical deal with Idea Cellular along with other wins in numerous countries. They also witnessed developing prospects to expand sales of Fixed Networks offerings to customers in South Korea and Japan.
In a related development, Nokia witnessed a doubling in the multi-business group opportunity share of its deal pipeline to 32% from 16%, a good proof point of the way, clients are responding positively to the scope of their portfolio. Perhaps the most vital advancement in Q3 was that the implementation of their strategy continued to be on track. Suri added that in respect of expanding their client base to new segments, they witnessed momentum across the board.
To ensure that Nokia has the necessary laser-like focus, the company has split its enterprise sales organization into two distinct groups. One focused on extra-large enterprises and webscale that use know-how as a competitive advantage while the other focused on target vertical markets of the public sector, transportation and energy.
The CEO of Nokia mentioned that for the sake of simplicity, he will call the first group “Webscale XLE” and the second group as “Enterprise.” In both groups, year-to-date orders surged by double digit percentages compared to a year earlier.
On the webscale XLE front, the company has added 27 new clients so far this year, including the China Pacific Insurance Company and Xiaomi, the first large enterprise victory for Nokia’s new launch business in China.