AT&T, Verizon, & most big carriers want the vendor flexibility of software-defined networking, NFV, & open source. Nokia's strategy is to sell everything "end-to-end." In a stunning financial call, Ravi Suri slapped in the face many of his largest customers, 13 times calling for end-to-end. He makes the argument that a single vendor taking care of everything will have better results. That's not unreasonable, but almost the whole industry is going in the opposite direction.
Suri is remarkably candid about how this lets him squeeze customers on price.
"Our end-to-end portfolio shows its power here, as well, as we are able to ask for offsets for any concessions that we make."
"More than 55% of our network functions were virtualized at the end of 2017, and we're well on our way to meet or exceed our goal of 75% virtualized by 2020. These and other cost management initiatives have helped drive 13 straight quarters of cost reductions in our technology and infrastructure group."
T-Mobile's $3.5B deal with Nokia implies CTO Neville Ray doesn't share that goal.