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NPO MBB Attach

Rate
Gopi Thangavelu
07-01-2016

1 Nokia Solutions and Networks 2014


Nokia Internal Use
Instruction

This KPI definition template is recommended for all new KPIs in all organizational units
and mandatory for all Purple Book KPIs.
Slides with Key facts, KPI pull information and IT Checklist are optional and only
mandatory for Purple Book KPIs.
IT Checklist will be completed by IT and KPI Concept Owner (or Subject Matter Expert)

2 Nokia Solutions and Networks 2014


Nokia Internal Use
1
Key facts
NPO MBB Attach Rate

KPI description Governance KPI


Measure the number of sales opportunities submitted to customers
where MBB products are supported by NPO solutions Global Regional

KPI owner NPO NA

Responsible for
NPO LT
target setting

KPI relevance and impact


KPI manager GS NPO NA
Create Sell Deliver Care

Sell process is impacted with this KPI


Report provider/
CRM-OM and Excel processing
data source

Unit: Percent (%) Normalized


3 Nokia Solutions and Networks 2014
For internal use
2 Draft Version : 2.1

KPI description Approved


Approved by: Dennis Lorenzin

Date: 07 Jan 2016


NPO MBB Attach Rate IMS link: Refer to end slide
Definition Same as approved date
freeze:

Governance and purpose of KPI Calculation, reporting and IT systems


Name/ MBB attach rate / MBB AR Calculation A / B *100% = MBB attach rate
abbreviation
A = # of won cases in SWF with revenue allocated to both GS BL/SL and MBB
Purpose and Actual results based on Won cases: B= # of won MBB cases in SWF
objective Assure NPO content included in initial product sale - foot on the door, ready for Measured monthly for won cases. Cumulative 2013 % used as our target.
future upsell (ideally still before final contract signature)
Target for 2016 is 25%
Forecast for cases expected to close soon:
Streamlined offer, including mandatory NPO content . Strict conditions as part of
contract mgmt, Intentional upsell. E2e transparency to financial data, including
NPO revenue and profitability
Type Operational KPI Normalization NA
KPI targets Global Data levels NPO business line level total and split per Region/GCBT. Case list also
included
Responsible GS NPO LT Unit Percentage (%)
for
target setting Aggregation Cumulative monthly aggregation
method
KPI owner GS NPO / Gopi Thangavelu
Automated Centralized reporting from GS DE
KPI concept GS Performance Management / Reid, Graeme (Nokia - ZA/Pretoria) reporting
owner
Source system(s) CRM-OM, Excel processing
KPI report GS Performance Management / Holger Jacob
provider Reporting monthly
frequency
KPI reported MEDAL
to Comments
KPI manager GS NPO / Stefano Savioli Comments Common KPI to all GS business lines to support Nokia strategy
and additional
Improvement More number of MBB product sale cases /opportunities packaged with NPO information
measures solutions. Focused sales engagement and portfolio communication.
Improved CRM-OM reporting

4 Nokia Solutions and Networks 2014


For internal use
3
KPI pull information
NPO MBB Attach Rate

KPI description Filter criteria to pull the data | Calculations


Measure the number of sales opportunities submitted to customers GS and NPO
where MBB products are supported by NPO solutions

Critical issues | Assumptions


NA

Source system | Link


CRM-OM and Excel processing | NA

Pull date for monthly reporting


Monthly (Wednesday after Cut-off date)

5 Nokia Solutions and Networks 2014