How We Helped NOKIA RXRM Improve GTM Performance
During spring 2025, I had the chance to work on something special.
Together with Sami Lampinen, Managing Partner of Growberry, we teamed up to support Sami Ranta and his team at Nokia RXRM, a business from Nokia Ventures.
The goal was to help Nokia RXRM build a smarter and more efficient way to bring their innovation to their customers and set them up for recurring revenue business model.
We combined our deep tech industry experience, the best commercial practices we’ve used at Salesforce, and the revenue architecture methodology from Winning by Design to help RXRM engineer a more scalable GTM system — one that works across all teams and enables profitable revenue growth.
Mika Pyhämäki at Nokia HQ
Introducing Nokia RXRM
Nokia RXRM is transforming work environments by providing immersive, real-time experiences that revolutionize collaboration. RXRM utilizes 360° video, with 5G connectivity, and spatial 3D audio to improve business productivity, enhance employee safety, and initiate a more sustainable working world. The RXRM solution includes: software, hardware and project implementation.
The Challenge: Going Beyond Innovation
Nokia’s enterprise business is growing globally, with RXRM representing the next wave of intelligent, connected solutions. But while the innovation is strong, the go-to-market challenge is significant. Nokia sought to evolve from traditional unit sales and licensing toward a recurring revenue model that better supports bundled product offerings and increases customer lifetime value.
To drive this transformation, Nokia Ventures partnered with us.
Sami Lampinen at Nokia HQ
The Focus: Improve GTM Performance
Mapping the full customer journey from acquisition to renewal and expansion
Designing systems that put product usage and value realization at the center
Aligning marketing, sales, customer success, and finance around a unified model
Introducing recurring revenue metrics (ARR, NRR, LTV, usage) into business operations
Driving change through clear structure, systems, and executive alignment
Why It Matters
This partnership reflects a broader shift across global enterprise technology landscape: the shift from just selling products to delivering recurring impact at scale in the era of AI.
We leveraged the Bowtie Data Model and introduced a set of impactful growth drivers.
A Shift in Mindset
At the BLOOM 2025 event in Helsinki, Sami Ranta shared Nokia RXRM’s transformation story with a live audience of digital leaders. He described the shift from selling technology to delivering value as-a-service and the new type of leadership required to make that real:
“Running a business that delivers hardware, projects and software, we needed fresh eyes to cultivate our business processes and metrics. Growberries offered potent SaaS insights combined with a clear grasp of our unique operations. They truly helped us flourish into a more focused and productive company when it comes to customer acquisition, retention and sustainable growth.”
Here is the Full Presentation on Youtube
Sami Ranta at Bloom Event 2025
Why This Matters
Nokia RXRM is a great example of what’s happening across the tech industry right now: AI is transforming every industry and the transformation is just getting started. Even the most innovative products need a new kind of commercial engine designed for recurring impact, not just closing random deals.
I’m proud we could support that shift and excited to focus forward!
To learn more, visit:
🔹 Growberry Blog Post: www.growberries.com/blog
🔹 Nokia RXRM Introduction: www.nokia.com/industries/rxrm
🔹 Grand Iceberg Blog Post: www.grandiceberg.com/newsroom
If you’re working on a similar challenge or vision, send a message.
