I got a comment (from someone called Tim) which I opted not to post in its original form because of its language. It was in response to my Nexus is no Lexus piece, but I suspect it was as much a comment on a number of my postings which challenged common perceptions on Cisco. In part it said: “Why are you in denial that Nortel's technology sucks and Cisco is kicking your ass.”
Our focus is not Cisco per se, but rather to be the best at solving enterprise business problems with communications technology. Our sales guys tell me that we win more often than we lose, often against Cisco, when we get ‘a chance at bats’. There are two challenges here: 1) the marketing challenge of making enterprises aware of Nortel products, software and services that can propel their business imperatives, and 2) the CXO challenge of helping CXOs realize that single vendor network-centric solutions do not necessarily give them the agility, performance and TCO structure that best meets their business needs.
Let me give you some data points:
Nortel reported 33% YoY growth in data networking and security revenues for 2007. Nortel data customers tell us that they are thus realizing improved network resilience, better network performance, greener IT and lower TCO.
According to Dell’Oro, Nortel maintained #1 leadership in worldwide total PBX (combined PBX, KTS, IP) line shipments for 4Q07 and for 2007.
Nortel announced 600 wins through its Innovative Communications Alliance UC solutions with Microsoft, which often include Nortel IP telephony, Nortel multimedia applications, business optimized networking and professional services.
Finally, we are getting tremendous CXO mindshare through our solutions for communications-enabled applications (as we have done with Orlando Regional Health), and our recently announced SOA-based Agile Communications Environment. For example, Nortel is the only telecom partner included in IBM’s Retail Integration Framework and in its Healthcare SOA-based solutions.
It’s great to be participating in a history-making transformation of a formerly great company. We’re not totally there yet, but recent customers such as the Vancouver Organizing Committee for the 2010 Olympic and Paralympic Winter Games, the New York Times, Indiana University, and Rolls Royce are getting benefits today.