Nokia 2010 Annual Report Download - page 60

• Customer Experience Management includes products for subscriber data management,
customer care automation, device management, reporting and analytics. It enables
communication service providers to consolidate and leverage subscriber, network, device and
service data in order to proactively enhance the customer experience in realtime.
•
Service Enablement and Delivery includes products for mobile browsing, messaging,
multiscreen TV and rich communication. It enables communication service providers to
develop, launch and monetize innovative services across multiple networks and devices,
shorten timetomarket, leverage third party partners and enhance the enduser experience.
•
Converged Service Control includes products for mobile softswitching, IMS, VoIP/VoLTE/HD Voice,
next generation IN, network security and policy control. It enables communication service
providers to drive an allIP fixed and mobile voice evolution, while leveraging fixedmobile
convergence, greater efficiencies and personalized policies.
Sales and Marketing
Sales:
Nokia Siemens Networks has a geographically diverse direct sales force which is active in
approximately 120 countries. This geographic diversity provides proximity to customers, enabling the
development of close relationships. Customer teams and customer business teams, which handle
larger, multinational customers, act as the company’s main customer interfaces to create and capture
sales opportunities by working with their customers to anticipate the needs of their business and to
develop solutions. Sales are done predominantly directly or in some cases through approved Nokia
Siemens Networks reseller companies.
Typically, orders are placed with Nokia Siemens Networks directly or following a more formalized
“Request for Proposal” process involving several potential vendors. Orders received may be for
immediate shortterm deliveries or for significantly longer periods covering, for example, a full
network rollout with network implementation or even performed on a turnkey project basis. Quite
often, a framework agreement will be established under which specific deliveries and services are
called up over time. Managed services contracts are generally longterm, typically for five years or
more.
Sales Organization: The Customer Operation unit oversees and executes sales and product marketing
at Nokia Siemens Networks. Prior to January 1, 2011, the Customer Operations unit was organized
into eight regions: APAC, Greater China, India, Latin America, Middle East/Africa, North America,
North East Europe and West South Europe. From January 1, 2011, the Customer Operations unit has
been reorganized into two new regional groupings: East (which covers the APAC, Greater China, India,
Japan and Middle East regions) and West (which covers Africa, Latin America, North America,
North East Europe and West South Europe). This change is designed to better align the organization
to the opportunities and challenges presented by the planned Motorola acquisition. To complement
this change and to put additional focus on Nokia Siemens Networks’ growing businesses, the current
MEA region has been divided into Africa and the Middle East; and Japan reports direct to the head of
the East regional grouping, coming out of the APAC region. This move is designed to bring Nokia
Siemens Networks closer to the customers in these respective markets.
Crossregionally, specialist sales teams focus on the products and services offered by Nokia Siemens
Networks’ three business units. In addition, dedicated account teams look after Nokia Siemens
Networks’ biggest global customers—Bharti Airtel, Deutsche Telecom, France Telecom, Telefonica O2
and Vodafone. Below the regional level, the Customer Operations unit is organized through country
units and within those specific customer teams aligned to local operators.
Marketing: The marketing and communications unit of Nokia Siemens Networks is responsible for
developing, executing and measuring the corporate marketing strategy, plan and budget. It develops
content, executes and measures corporate marketing programs and events that raise the visibility of
the Nokia Siemens Networks brand, seeks to position Nokia Siemens Networks as a thought leader in
the telecoms industry and promotes its portfolio of products, solutions and services to
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