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Ciena Corp  (CIEN)
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    Sector  Technology    Industry Communications Equipment
 

Ciena's Customers Performance

CIEN

 
CIEN's Source of Revenues Customers of Ciena Corp saw their costs of revenue decline by -10.66 % in Q3 compare to a year ago, sequentially costs of revenue were trimmed by -5.8 %, for the same period Ciena Corp revnue deteriorated by -14.41 % year on year, sequentially revnue fell by -15.18 %.

List of CIEN Customers




Customers of Ciena Corp saw their costs of revenue decline by -10.66 % in Q3 compare to a year ago, sequentially costs of revenue were trimmed by -5.8 %, for the same period Ciena Corp revnue deteriorated by -14.41 % year on year, sequentially revnue fell by -15.18 %.

List of CIEN Customers


   
Customers Net Income fell in Q3 by Customers Net margin fell to %
-42.12 % 5.18 %



Ciena's Customers, Q3 2020 Revenue Growth By Industry
Customers in Aerospace & Defense Industry -9.69 %   
Customers in Miscellaneous Manufacturing Industry -14.92 %   
Customers in Industrial Machinery and Components Industry -1.39 %   
Customers in Conglomerates Industry -14.19 %   
Customers in Appliance & Tool Industry      80.48 %
Customers in Audio & Video Equipment Industry -3.74 %   
Customers in Auto & Truck Parts Industry -13.58 %   
Customers in Legacy Industry  
Customers in Broadcasting Media & Cable TV Industry -16.74 %   
Customers in Educational Services Industry -2.96 %   
Customers in Communications Services Industry -5.67 %   
Customers in Professional Services Industry      79.72 %
Customers in Print Media & Newspaper Publishing Industry -8.31 %   
Customers in Communications Equipment Industry      4.93 %
Customers in Computer Hardware Industry -2.6 %   
Customers in Computer Networks Industry      3.28 %
Customers in Computer Peripherals & Office Equipment Industry -0.97 %   
Customers in Semiconductors Industry      2.97 %
Customers in Software & Programming Industry      0.58 %
Customers in Marine Transportation Industry -76.02 %   
Customers in Electric Utilities Industry -8.3 %   
Customers in Natural Gas Utilities Industry    
     
• Customers Valuation • Segment Rev. Growth • Segment Inc. Growth • Customers Mgmt. Effect.


Ciena's Comment on Sales, Marketing and Customers



Sales and Marketing

We sell our communications networking solutions through our direct sales resources as well as through strategic channel relationships. In addition to securing new customers in growth geographies and customer market segments, our sales strategy has focused on building long-term, consultative relationships with existing customers. We believe this engagement model promotes our network specialist approach, allows us to address a wider range of applications with our customers, and helps ensure the alignment of our expertise with our customers’ business and network requirements. We believe this approach also provides opportunities to participate in future projects relating to the transition or expansion of existing network infrastructures and to cross-sell solutions across our portfolio.

Within our global field organization, we maintain a direct sales presence that is organized geographically around the following markets: (i) United States and Canada; (ii) Caribbean and Latin America; (iii) Europe, Middle East and Africa; and (iv) Asia-Pacific. These regions include sales personnel that focus on one or more of the following customer segments: communications service providers, including traditional wireline service providers, wireless providers, cable and multiservice operators, enterprise customers, content service providers and government, research and education. Within each geographic area, we maintain specific teams that focus on a particular region, country, customer or market vertical. These teams include sales management, account salespersons, and systems engineers, as well as strategic marketing, services and commercial management personnel, who ensure we operate closely with and provide a high level of support to our customers. Certain of our global sales teams also focus on submarine network opportunities and emerging customer segments including content service providers and cloud infrastructure providers.

We also maintain a global channel program that works with resellers, systems integrators, service providers, and other third party distributors who market and sell our products and services. Our third party channel sales and other distribution arrangements enable us to reach additional geographic regions and customer segments. We intend to pursue and foster targeted strategic channel relationships in an effort to enable us to sell our products as a complement to the broader offering of these vendors or integrators, including, in particular, in support of enterprise-oriented applications and cloud-based services. We also see opportunities to leverage these strategic channel relationships to address additional customer segments, emerging applications for our solutions and growth geographies. Our use of channel partners has been a key component in our sales to government, research and education and enterprise customers. We believe this strategy and our use of third party channels afford us expanded market opportunities and reduce the financial and operational risk of entering these additional markets.

To support our sales efforts, we engage in marketing activities intended to position and promote our brand as well as our product, software and service offerings. Our marketing team supports sales efforts through direct customer interaction, industry events, public relations, industry analysts, social media, tradeshows, our website and other marketing channels for our customers and channel partners.


Ciena's Comment on Sales, Marketing and Customers


Sales and Marketing

We sell our communications networking solutions through our direct sales resources as well as through strategic channel relationships. In addition to securing new customers in growth geographies and customer market segments, our sales strategy has focused on building long-term, consultative relationships with existing customers. We believe this engagement model promotes our network specialist approach, allows us to address a wider range of applications with our customers, and helps ensure the alignment of our expertise with our customers’ business and network requirements. We believe this approach also provides opportunities to participate in future projects relating to the transition or expansion of existing network infrastructures and to cross-sell solutions across our portfolio.

Within our global field organization, we maintain a direct sales presence that is organized geographically around the following markets: (i) United States and Canada; (ii) Caribbean and Latin America; (iii) Europe, Middle East and Africa; and (iv) Asia-Pacific. These regions include sales personnel that focus on one or more of the following customer segments: communications service providers, including traditional wireline service providers, wireless providers, cable and multiservice operators, enterprise customers, content service providers and government, research and education. Within each geographic area, we maintain specific teams that focus on a particular region, country, customer or market vertical. These teams include sales management, account salespersons, and systems engineers, as well as strategic marketing, services and commercial management personnel, who ensure we operate closely with and provide a high level of support to our customers. Certain of our global sales teams also focus on submarine network opportunities and emerging customer segments including content service providers and cloud infrastructure providers.

We also maintain a global channel program that works with resellers, systems integrators, service providers, and other third party distributors who market and sell our products and services. Our third party channel sales and other distribution arrangements enable us to reach additional geographic regions and customer segments. We intend to pursue and foster targeted strategic channel relationships in an effort to enable us to sell our products as a complement to the broader offering of these vendors or integrators, including, in particular, in support of enterprise-oriented applications and cloud-based services. We also see opportunities to leverage these strategic channel relationships to address additional customer segments, emerging applications for our solutions and growth geographies. Our use of channel partners has been a key component in our sales to government, research and education and enterprise customers. We believe this strategy and our use of third party channels afford us expanded market opportunities and reduce the financial and operational risk of entering these additional markets.

To support our sales efforts, we engage in marketing activities intended to position and promote our brand as well as our product, software and service offerings. Our marketing team supports sales efforts through direct customer interaction, industry events, public relations, industry analysts, social media, tradeshows, our website and other marketing channels for our customers and channel partners.








CIEN's vs. Customers, Data

(Revenue and Income for Trailing 12 Months, in Millions of $, except Employees)



COMPANY NAME MARKET CAP REVENUES INCOME EMPLOYEES
Ciena Corp 8,171 3,532 361 5,161
Addvantage Technologies Group Inc 37 49 -34 178
Air Industries Group 94 49 -2 379
Arotech Corp 80 91 -1 523
Atlantic Power Corporation 338 267 -26 0
Astronics Corporation 488 586 -130 2,000
Aerovironment Inc 2,662 368 34 663
Avid Technology Inc 868 372 19 1,522
Boeing Co 121,839 58,158 -11,941 168,400
Be Aerospace Inc 6,705 3,484 366 10,057
United Breweries Co Inc 0 2,646 211 0
Comcast Corporation 243,975 103,564 10,701 0
Rockwell Collins Inc 23,427 8,665 1,032 19,500
Cirrus Logic Inc 4,904 1,355 202 1,596
Cts Corporation 1,046 424 35 322
Cablevision Systems Corp 0 6,232 466 13,656
Cpi Aerostructures Inc 55 85 -4 281
Cyalume Technologies Holdings, Inc. 24 43 2 462
Citizens Communications, Co. 0 0 0 0
Ntt Docomo Inc 0 40,793 4,429 26,374
Ducommun Incorporated 657 629 29 3,150
Dell Technologies Inc 62,016 91,506 2,249 0
Directview Holdings Inc 0 3 -6 9
Walt Disney Co 344,620 58,543 -6,065 180,000
DELPHI CORPORATION 0 0 0 0
Dsp Group Inc 367 108 -6 328
Duo World Inc 12 1 0 100
Endurance International Group Holdings Inc 1,397 1,102 19 3,664
Scandium International Mining Corp 0 0 -1 70,000
Equillium Inc 151 0 -28 0
Eaton Corporation Plc 52,245 18,228 1,415 102,000
Endurance Exploration Group, Inc. 2 0 0 5
Falconstor Software Inc 39 15 1 81
First Data Corp 30,771 9,569 1,213 0
Flir Systems Inc 7,111 1,924 213 2,741
Fox Corporation 20,341 12,303 1,062 20,500
Frontier Communications Corporation 47 7,402 -514 0
Gannett Co Inc 645 2,295 -727 31,250
Graham Holdings Co 2,984 2,889 300 0
Genasys Inc 231 42 11 0
Honeywell International Inc 144,541 32,637 4,865 131,000
Hp inc 39,312 56,639 2,844 0
International Business Machines Corporation 106,925 73,620 5,590 379,592
Iec Electronics Corp 135 185 7 565
Internap Corp 2 292 -138 503
Invensense Inc 0 249 4 0
Iteris inc 227 116 11 0
Knowles Corporation 2,003 881 161 12,000
Koss Corporation 125 19 1 54
Kratos Defense and Security Solutions inc 3,575 748 79 3,600
Leidos Holdings Inc 12,720 12,297 629 19,000
L3 Technologies, Inc. 19,614 10,573 1,041 48,000
Lmi Aerospace Inc 185 340 -42 1,970
Lockheed Martin Corporation 92,761 65,398 6,833 113,000
Lumen Technologies Inc 13,286 20,712 -1,232 0
Level 3 Parent Llc 0 7,996 -3,201 12,500
Meredith Corporation 1,147 2,908 -289 3,500
Netapp Inc 14,022 5,524 687 12,810
News Corporation 13,890 15,805 -9,936 0
Orbital Atk, Inc. 7,801 4,991 345 12,300
Plexus Corp 2,481 3,368 123 16,000
Raytheon Company 32,665 29,176 3,329 61,000
Sprint Corporation 35,420 32,458 -2,688 31,000
SAIC, Inc. 0 0 0 0
Science applications International corporation 5,066 6,879 210 13,000
Seafarer Exploration Corp 33 0 -3 1
Shoretel Inc 456 333 -9 1,158
Sifco Industries Inc 48 112 14 465
Skullcandy, Inc. 0 0 0 300
Smtc Corporation 173 375 4 1,171
Scripps Networks Interactive, Inc. 11,828 3,562 814 2,100
Sparton Corp. 182 379 -8 1,531
Stoneridge inc 827 648 -8 4,100
The E w Scripps Company 1,596 1,727 35 2,100
At and t Inc 199,572 171,760 -3,821 0
Trans-pacific Aerospace Company, Inc. 0 0 -2 7
TRIBUNE COMPANY 0 0 0 0
Time Warner Cable Inc. 0 38,663 1,954 0
Time Warner Inc. 91,303 50,198 3,691 34,000
Viacom Inc 9,785 12,890 1,672 0
Viavi Solutions Inc 3,740 1,107 34 3,500
Web.com Group, Inc. 1,373 751 52 3,600
Windstream Holdings Inc 15 4,895 -567 13,434
SUBTOTAL 1,799,011 1,105,003 17,607 1,598,602


       
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