1 INTRODUCTION 1.1 Company Profile Bharti Airtel was formerly known as Bharti Tele-venture Limited (BTVL) is Indias largest GSM mobile operator with more than 100 million mobile subscribers as of 1-06 -2012. It also offers fixed line services and broadband services. It offers its mobile services under the Airtel brand and is headed by Sunil Mittal. It has submarine cable landing station at Chennai, which connects the submarine cable connecting Chennai and Singapore. It is called I2I.Airtel is the third largest mobile operator in the world in terms of subscriber base and has a commercial presence in 20 countries and the Channel Island.Industry recognitionsAirtel was ranked the number 1 service brand and number 3 in the overall ranking in the annual brand equitys most trusted brands survey 2011.Airtel has been consistently awarded for its world class network infrastructure and services. Airtels achievements- best carrier India award ,best global wholesale carrier and best telecommunication transformation award by telecom world and Asia awards.Airtel owns globally renowned recognitions for quality, processes and information security management system (isms). Certifications: TL9000, ISO 9001-2000, ISO 27001, ISO20000 ITMSAirtel is the first GOLD CERTIFIED CISCO TELECOM PARTNERS AND ONE OF THE LARGEST MSCP PARTNER. Its area of operations includes:The Indian Subcontinent: Airtel Bangla, in Bangladesh Airtel, in India Airtel Sri Lanka, in Sri Lanka

Airtel Africa which operates in 17 African countries:

Burkina Faso, Chad, Democratic Republic of the Congo, Republic of the Congo, Gabon, Ghana, Kenya, Madagascar, Malawi, Niger, Nigeria, Rwanda, Seychelles, Sierra Leone, Tanzania, Uganda and Zambia. The British Crown Dependency islands of Jersey and Guernsey, under the brand name Airtel - Vodafone, through an agreement with Vodafone.

Airtel operates in the following countries:CountrySiteRemarks

BangladeshAirtel BangladeshAirtel Bangladesh had about 5.1 million customers at the end of June 2011

Burkina FasoAirtel Burkina FasoAirtel Burkina Faso is the dominant player with 1,433,000 customers representing 50% market share

ChadAirtel ChadAirtel Chad is the #1 operator with 69% market share.

Democratic Republic of the CongoAirtel DRCAirtel is the market leader with almost 5 million customers at the end of 2010.

GabonAirtel GabonAirtel Gabon has 829,000 customers and its market share stood at 61%.

GhanaAirtel GhanaAirtel Ghana had about 1.76 million customers at the end of 2010.

IndiaAirtelAirtel is the market leader with almost 152.5 million customers at the end of 2010.

KenyaAirtel KenyaAirtel Kenya is the second largest operator and has 4 million customers.

MadagascarAirtel MadagascarAirtel holds second place in the mobile telecom market in Madagascar, has a 39% market share and over 1.4 million customers.

MalawiAirtel MalawiAirtel Malawi is the market leader with a market share of 72%.

NigerAirtel NigerAirtel Niger is the market leader with a 68% market share.

Rep of Congo Airtel Congo Airtel Congo is the leader with a 55%market share.

Rwanda

Airtel Rwanda

Airtel launched services in Rwanda on 30 March 2012.

Seychelles

Airtel Seychelles Airtel is the leading comprehensive telecommunications services providers with over 55% market share of mobile market in Seychelles.

Sri Lanka Airtel Sri Lanka Airtel Sri Lanka commenced operations on 12 January 2009. It had about 1.8 million mobile customers at the end of 2010.

TanzaniaAirtel TanzaniaAirtel Tanzania is the market leader with a 38% market share.

UgandaAirtel UgandaAirtel Uganda stands as the #2 operator with a market share of 38%.

ZambiaAirtel Zambia

Channel Islands : Jersey and GuernseyAirtel VodafoneAirtel operates in the Channel Islands under the brand name AirtelVodafone through an agreement with Vodafone.

Jersey and Guernsey are British Crown Dependencies. They are not independent countries. Therefore, Airtels country of operation is considered to be 19.

MobileAirtel has nationwide presence, and is the 6th most valued brand according to an annual survey conducted by Brand Finance and The Economic Times in 2010.On 19 October 2004, Airtel announced the launch of a BlackBerry Wireless Solution in India. The launch is a result of a tie-up between Bharti Tele-Ventures Limited and Research In Motion (RIM).The Apple iPhone 3G was rolled out in India in 2008 by Airtel and Vodafone. However, high prices and contract bonds discouraged consumers and it was not as successful as the iPhone is in other markets of the world. The Apple iPhone 4 was introduced on May 27, 2011 by Airtel and Aircel.

3G On May 18, 2010, 3G spectrum auction was completed and Airtel will have to pay the Indian government 122.95 billion (US$ 2.45 billion) for spectrum in 13 circles, the most amount spent by an operator in this auction. Airtel won 3G licences in 13 telecom circles of India: Delhi, Mumbai, Andhra Pradesh, Karnataka, Tamil Nadu, Uttar Pradesh (east), Rajasthan, West Bengal, Himachal Pradesh, Bihar, Assam, North East, and Jammu & Kashmir Airtel also operates 3G services in Maharashtra, Goa, Kanpur and Kolkata through an agreement with Vodafone and in Gujarat through an agreement with Idea This gives Airtel a 3G presence in 15 out of 22 circles in India.On September 20, 2010, Bharti Airtel said that it has given contracts to Ericsson India, Nokia Siemens Networks (NSN) and Huawei Technologies to set up infrastructure for providing 3G services in the country. These vendors will plan, design, deploy and maintain 3GHSPA (third generation, high speed packet access) networks in 13 telecom circles where the company has won 3G licences. While Bharti Airtel has awarded network contracts for seven 3G circles to Ericsson India, NSN would manage networks in three circles. Chinese telecom equipment vendor Huawei Technologies has been introduced as the third partner for three circles.

On January 24, 2011, Airtel launched 3G services in Bangalore Karnataka its largest circle by revenue. With this launch, Airtel became the third private operator (fifth overall) to launch its 3G services in the country following Reliance Communications and Tata ( Docomo).On January 27, 2011, Airtel launched 3G in Chennai and Coimbatore.On July 27, 2011 Airtel launched 3G in three major cities in Kerala (Trivandrum, Cochin and Calicut).Airtel plans to cover 1,500 cities across 13 circles by the end of March 2012. The company, which has 3G licences for 13 circles, is also in talks with other service providers to roll out the services in the remaining 10 circles as part of its roaming offerings.

4GOn 19 May 2010, the broadband wireless access (BWA) or 4G spectrum auction in India ended. Airtel paid 33.1436 billion for spectrum in 4 circles: Maharashtra, Karnataka, Punjab and Kolkata. The company was allocated 20 MHz of BWA spectrum in 2.3 GHz frequency band.Airtel's TD-LTE network is built and operated by ZTE in Kolkata, Huawei in Karnataka, Ericsson in Punjab and Nokia Siemens Networks in Maharashtra.On 10 April 2012, Airtel launched 4G services using TD-LTE technology in Kolkata, becoming the first company in India to offer 4G services. Airtel launched 4G in Bangalore on 7 May 2012. It will launch services next in Pune and Chandigarh. Airtel MoneyAirtel has started a new m-commerce platform called Airtel Money with collaboration with Infosys. It is launched on April 5th 2012, in Infosys Campus of Bangalore. Now with the help of Airtel money, users can transfer money, pay bills and other financial transactions using mobile phone.Bharti Airtel was formerly known as Bharti Tele-Ventures Limited (BTVL) is India'slargest GSM mobile operator with more than 100 million mobile subscribers as of May15 2009. It also offers fixed line services and broadband services. It offers its mobileservices under the Airtel brand and is headed by Sunil Mittal. The company also providestelephone services and Internet access over DSL in 14 circles. The companycomplements its mobile, broadband & telephone services with national and internationallong distance services. It also has a submarine cable landing station at Chennai, whichconnects the submarine cable connecting Chennai and Singapore. Airtel also haveservices for their corporate customer like end-to-end data and enterprise services to thecustomers through its nationwide fiber optic backbone, last mile connectivity in fixed-line and mobile circles, VSATs, ISP and international bandwidth access through thegateways and landing station.The Company compliments its mobile and broadband & telephone services with nationaland international long distance services. It has over 35,016 route kilometers of optic fiber on its national long distance network. For international connectivity to east, it has asubmarine cable landing station for international connectivity to the west, the Company isa member of the South East Asia-Middle East-Western Europe 4 (SEA-ME-WE-4)consortiums along with 15 other global telecom operators.Airtel is a brand of telecommunication services in India operated by Bharti Airtel. Airtelis the largest cellular service provider in India in terms of number of subscribers. BhartiAirtel owns the Airtel brand and provides the following services under the brand nameAirtel: Mobile Services (using GSM Technology), Broadband & Telephone Services(Fixed line, Internet Connectivity (DSL) and Leased Line), Long Distance Services andEnterprise Services (Telecommunications consulting for corporate).Bharti Airtel since its inception has been at the forefront of technology and has steeredthe course of the telecom sector in the country with its world class products and services.The businesses at Bharti Airtel have been structured into three individual strategic

1.2 Definition and purpose of the project

The purpose of this project is to find out the various B2B target audience for the data products Manage ILP (Internet Lease Port) and pitch them a sales call regarding the same which ultimately lead to sell along with collecting information of their current Internet plan to which they are subscribe to.

1.3 Scope and objectives of the project :

The company wants to know that by adding value added services to existing services one can improve customer satisfaction and customer loyalty. The study also brings out the clear picture of customers perception regarding Manage ILP. The objective of company is to make its products and services visible to B2B customers and gather information of post-paid services used by company for non-Airtel plan.

1.4 Salient Contributions of the project: If are successful in finding potential customer of our product during our project than it will contribute to company income.

1.5 Product line which we were told to cover in project:

ILP :( Internet lease Port) ILP is simple, private and dedicated high speed internet connectivity to customer premise, ensuring high up times and low latency. Internet bandwidth is delivered to our customer through wired/wireless last mile access. Airtel Point of Presence (POP) is connected to the customers premise over Airtel owned and operated wired lease line last mile. In case wired medium is not feasible at a particular location the bandwidth can also be delivered through WI-Max) (wireless last mile).The SLA commitments are on the end link which ensures the desired levels of service availability to the customers at all time. Symmetric bandwidth means equal upload and download capacity of the link. If the customers buy 1 Mbps symmetric Internet Bandwidth he gets 1 Mbps Upload and 1Mbps download capacity. In case of asymmetric bandwidth the customer can get cost advantage by changing the 1:1 ratio between upload and download capacities.

Why Airtel internet?

Largest integrated private class a telecom service provider with pan India footprint.

Fully integrated player offering end to end solutions

Comprehensive service portfolio across voice (fixed line and mobility), data and enterprise solutions.

Extensive international optical fibres network, connecting over 50 countries and 5 continents with POPs in USA, Europe, India & APAC for full control on IP traffic.

24*7 customer care & support.

Wireless data internet MPLS, NLD IPLC, VSAT ,Clod Computing

3G Dongles & Black berry services

Audio video conferencing.

Features

ILP enables organizations to connect users on their LAN, simultaneously to internet.

Symmetric internet access: ILP delivers guaranteed bandwidth 100% uplink and downlink

Highly secure internet access medium.

Supports application such as e-commerce, web application, ERP and video conferencing solutions.

Useful for businesses that use internet servers for commercial and business activities.

ILP can also be utilized to transfer large amount of data over the internet. Duly signed service level agreements to ensure high performance

Airtel Advantage: reliability

Class A ISP having PAN India presence offers direct connectivity across geographies.

Multiple output interface options available, fast Ethernet G.703 and V.35

International connectivity through two different routes: transatlantic and Trans pacific, for best route provisioning ensures high uptimes and lower latency.

Reach

More than 120 POPs in strategic business locations

Local loop agnostic (lease line/radio/V-sat/ Wi-Max)

Manage ILP :( Internet Lease Port)

Manage ILP is a pro active network in which we provide customer Cisco routers and which 24/7 communicate with Airtel ISP about user experience as per SLA promised if any packet loss, bandwidth

related problem or internet connecting wire from outside i.e. outside customers premises is damage is detected than Airtel comes to know about the problem first before customers facing the problem itself. We have response time of 2 hour.

Leased Line:

Leased lines (or private lines) are point-to point dedicated circuits, provided on Airtel National Long Distance Backbone.In todays communication dependents environment, it is not enough to be connected but also to stay connected. Business continuity is fast becoming a must have for every Enterprise client. A permanent telephone connection between two points set up by a telecommunications common carrier. Typically, leased lines are used by businesses to connect geographically distant offices. Unlike normal dial-up connections, a leased line is always active. The fee for the connection is a fixed monthly rate. The primary factors affecting the monthly fee are distance between end points and the speed of the circuit. Because the connection doesn't carry anybody else's communications, the carrier can assure a given level of quality. For example, a T-1 channel is a type of leased line that provides a maximum transmission speed of 1.544 Mbps. You can divide the connection into different lines for data and voice communication or use the channel for one high speed data circuit. Dividing the connection is called multiplexing.

PRI:The Integrated Services Digital Network (ISDN) prescribes two levels of service, the Basic Rate Interface (BRI), intended for the homes and small enterprises, and the Primary Rate Interface (PRI), for larger applications. Both rates include a number of B-channels and a D-channel. Each B-channel carries data, voice, and other services. The D-channel carries control and signaling information. The Basic Rate Interface consists of two 64-kbit/s B-channels and one 16-kbit/s D-channel.The Primary Rate Interface (PRI) consists of 23 64-kbit/s B-channels and one 64-kbit/s D-channel using a T1 line, often referred to as "23B + D", (North American and Japanese standard) or 30 B-channels and one D-channel using an E1 line (Europe/rest of world). A T1 Primary Rate Interface user would have access to a 1.472-Mbit/s data service. An E1 Primary Rate Interface user would have access to a 1.920 Mbit/s data service Larger connections are possible using PRI pairing. A dual PRI could have 24+23= 47 B-channels and 1 D-channel (often called "47B + D"), but more commonly has 46 B-channels and 2 D-channels thus providing a backup signaling channel. The concept applies to E1s as well and both can include more than 2 PRIs. Normally, no more than 2 D-channels are provisioned as additional PRIs are added to the group.Increasingly, leased lines are being used by companies, and even individuals, for Internet access because they afford faster data transfer rates and are cost-effective if the Internet is used heavily.

2 LITERATURE REVIEW

Online journal for Bharti Airtel performance

Top of FormTop of Form

July 23, 2009, Bharti Airtel's results tell a different story, based on whether you compare it with the previous quarter or June 2008. Its performance seems to have improved compared to March but has deteriorated when compared to a year ago. It does appear that Bharti's operating performance in 2009-10 will be lower, compared to the previous year. Bharti Airtel's cost of doing business went up sharply, lowering its operating profitability during the quarter. If the telecom major still reported a sharp jump in its net profits, it was primarily due to non-operating income. But its core business of providing mobile services is doing extremely well, with the other businesses like telemedia, enterprise services and others like DTH. HighlightsComparisons has been done with June 2008 quarter, using US GAAP Financials. Wherever previous quarter financials have been used, it is mentioned separately . Bharti Airtels sales during the June 2009 quarter rose by 17.2% to Rs 9,942 crore, with services income rising by 16%. Overall sales grew by 1.2% over the previous quarter. Net profit increased by 25% to Rs 2,565 corer.The telecom company's operating expenditure has undergone change, chiefly due to higher license fees (up 19%), sharply higher network costs (up by 47.4%) and employee costs (up by 17%), thereby

nullifying the effect of lower access charges (down by 8%). On the positive side, while expenses are up by 19% over last year's level, it is down by 4% compared to the previous quarter. Depreciation has also shot up sharply, up by 40%, due to higher capital expenditure. During June 2009, capex was Rs 2,709 crore and the balance sheet figure of property and equipment has increased by 22% as of June 2009, over last year.Revenues from mobile services have increased by 19% while segment profit increased by 23%. This is the biggest segment, contributing to 83% of sales. But revenues from the second biggest segment, enterprise services grew by only 8% but still managed to grow segment profit by 18%. In telemedia services, revenues grew by 7% but segment profits declined by 10%.But among segments, its new businesses have been running up losses, mainly on the DTH front. It incurred a segment loss of Rs 278 crore in 'others', which pulled down margins.On the business front, net additions to mobile subscribers grew by 2% over the March 2009 quarter. But the mobile subscriber base has increased by 9% on a sequential basis. In line with past trends, Bharti's average revenue per user has been going down. The decline is quite severe in the June 2009 quarter, at Rs 278 per user compared to Rs 305 in the previous quarter and Rs 350 a year ago. The composition of Bharti's incremental subscriber base is largely coming from non-census towns, which could explain why the per user revenue is headed down. The company's non voice revenue in mobile services contributed 9.3% to revenues, same as the previous quarter.The company has been pointing towards strong volume growth as an indicator of the strength of its business. Mobile minutes grew by 34% during the quarter while total minutes billed grew by 31%. Telemedia services saw a decline in volumes.In sum, Bharti's profitability during the quarter has been affected by higher costs and depreciation though this was visible in the March 2009 quarter too. Its operating profit grew by 17% but depreciation costs took away nearly 9 percentage points off that growth. Still, a sharp jump in interest income (as defined by Bharti) due to derivative income and exchange fluctuations, contributed to a 25% increase in net profit.

The market was not sure of how to react to its results. The stock went down from its previous close of Rs 814, to a low of Rs 795 and from there settled higher at Rs 823, down 1%. The company had indicated a capex plan of $2.2bn for 2009-10, and that will keep up the pressure on its depreciation outgo. If the derivative income and exchange fluctuations are not around, the pressure will reflect in its net profits as well

Competitor

Reliance: Reliances end to end leased line is delivered through its state of the art optical fibre network with its unique self- healing survivable architecture. Unlike Airtel reliance do not use Semewe 4 it uses flag which have its own advantage and dis-advantage. Advantage is that flag is fully owned by reliance and reliance do not have to share with other ISP. Disadvantage is that if flag fails than reliance do not have any other alternative connection .In case of any problem with Semewe 4 there is a bake up of Semewe 3.

Tata: It is Airtel s largest competitor and have high market share it has some tie up with BSNL so while doing sales pitch they try to convince customer that some of their line is used by BSNL is of Tata. They are aggressive competitor.

Tata own and operate its own network of globe-spanning terrestrial and subsea cables. Tata reach the major business and financial canters worldwide, as well as over 100 locations in India and counting. Customer gets a seamless network from a single global service provider, with the capacity and flexibility to meet customers needs. Tata will work with customer to develop an access package that can grow seamlessly as your business evolves. Tata partnership capabilities include fast provisioning, end-to-end or customized SLAs, and an active build plan that increases our coverage every week.

MTNL: Mtnl customer are loyal to Mtnl those who are not facing any problem with it. Main advantage of Mtnl is that its locally present of telecom engineer. If any problem associated with Mtnl happens than they have their contact number of that local engineer, so a sense of trust is developed in organization using DSL of Mtnl.

TELECOM INDUSTRY

The telecom sector has been one of the fastest growing sectors in the Indian economy in the past 4 years. This has been witnessed due to strong competition that has brought down tariffs as well as simplification of policy environment that has promoted healthy competition among various players.

The mobile sector alone has been growing rapidly and has emerged as the fastest growing market in the whole worlds. Currently of a size nearing 70 million (GSM and CDMA), this sector is expected to reach a size of nearly 200 million subscribers by financial year 2008.

The government has eased the rules regarding inter circle and intra circle mergers. This has led to a slew of mergers and acquisitions in the recent past. Also as the sector is moving closer to maturity, further consolidation is a reality and this will lead to the survival of more profitable players in this segment In order to further promote the use of Internet in the country the government is taking proactive steps to develop this sector with the help of the various players in this segment. For this purpose, the use of broadband technology is being mooted and this will go a long way in improving the productivity of the Indian economy as well as turn out to be the next big opportunity for telecom companies after the mobile communications segment Non-voice services and VAS are the gold mines. The big takeoff is expected with the rollout of 3G services in early 2007, once the spectrum issues are sorted out. Internet users base fast reaching near the English speaking population base. Local language and content required for further growth. Infrastructure equipment cost is down to a fraction of what prevailed just a few years ago.

Operators can plan better expansion plan now Increased viability for the operators to expand to semi-urban and rural markets, hence, accelerate growth further. Its not without reason that India is tipped to be the worlds third-largest economy by 2050! No wonder if it happens much earlier. Investors can look to capture the gains of the Indian telecom boom and diversify their operations outside developed economies that are marked by saturated telecom markets and lower GDP growth rates.

At a time when global telecom majors are struggling to cope with their losses and the rollout of 3G networks, which has been a non-starter for close to a year now; India, with its telecom success story, represents an attractive and lucrative destination for investment.

Indian Telecom Sector The telecom services have been recognized the world-over as an important tool for socio-economic development for a nation. It is one of the prime support services needed for rapid growth and modernization of various sectors of the economy. Indian telecommunication sector has undergone a major process of transformation through significant policy reforms, particularly beginning with the announcement of NTP 1994 and was subsequently re-emphasized and carried forward under NTP 1999. Driven by various policy initiatives, the Indian telecom sector witnessed a complete transformation in the last decade. It has achieved a phenomenal growth during the last few years and is poised to take a big leap in the future also. Status of Telecom SectorThe Indian Telecommunications network with 621 million connections (as on March 2010) is the third largest in the world. The sector is growing at a speed of 45% during the recent years. This rapid growth is possible due to various proactive and positive decisions of the Government and contribution of both by the public and the private sectors. The rapid strides in the telecom sector have been facilitated by liberal policies of the Government that provides easy market access for telecom equipment and a fair regulatory framework for offering telecom services to the Indian consumers at affordable prices. Presently, all the telecom services have been opened for private participation. The Government has taken following main initiatives for the growth of the Telecom Sector:LiberalizationThe process of liberalization in the country began in the right earnest with the announcement of the New Economic Policy in July 1991. Telecom equipment manufacturing was de-licensed in 1991 and value added services were declared open to the private sector in 1992, following which radio paging, cellular mobile and other value added services were opened gradually to the private sector. This has resulted in

large number of manufacturing units been set up in the country. As a result most of the equipment used in telecom area is being manufactured within the country. A major breakthrough was the clear enunciation of the governments intention of liberalizing the telecom sector in the National Telecom Policy resolution of 13th May 1994. National Telecom Policy 1994In 1994, the Government announced the National Telecom Policy which defined certain important objectives, including availability of telephone on demand, provision of world class services at reasonable prices, improving Indias competitiveness in global market and promoting exports, attractive FDI and stimulating domestic investment, ensuring Indias emergence as major manufacturing / export base of telecom equipment and universal availability of basic telecom services to all villages. It also announced a series of specific targets to be achieved by 1997.Telecom Regulatory Authority of India (TRAI)The entry of private service providers brought with it the inevitable need for independent regulation. The Telecom Regulatory Authority of India (TRAI) was, thus, established with effect from 20th February 1997 by an Act of Parliament, called the Telecom Regulatory Authority of India Act, 1997, to regulate telecom services, including fixation/revision of tariffs for telecom services which were earlier vested in the Central Government.TRAIs mission is to create and nurture conditions for growth of telecommunications in the country in manner and at a pace, which will enable India to play a leading role in emerging global information society. One of the main objectives of TRAI is to provide a fair and transparent policy environment, which promotes a level playing field and facilitates fair competition. In pursuance of above objective TRAI has issued from time to time a large number of regulations, orders and directives to deal with issues coming before it and provided the required direction to the evolution of Indian telecom market from a Government owned monopoly to a multi operator multi service open competitive market. The directions, orders and regulations issued cover a wide range of subjects including tariff, interconnection and quality of service as well as governance of the Authority.The TRAI Act was amended by an ordinance, effective from 24 January 2000, establishing a Telecommunications Dispute Settlement and Appellate Tribunal (TDSAT) to take over the adjudicatory and disputes functions from TRAI. TDSAT was set up to adjudicate any dispute between a licensor and

a licensee, between two or more service providers, between a service provider and a group of consumers, and to hear and dispose of appeals against any direction, decision or order of TRAI.

New Telecom Policy 1999The most important milestone and instrument of telecom reforms in India is the New Telecom Policy 1999 (NTP 99). The New Telecom Policy, 1999 (NTP-99) was approved on 26th March 1999, to become effective from 1st April 1999. NTP-99 laid down a clear roadmap for future reforms, contemplating the opening up of all the segments of the telecom sector for private sector participation. It clearly recognized the need for strengthening the regulatory regime as well as restructuring the departmental telecom services to that of a public sector corporation so as to separate the licensing and policy functions of the Government from that of being an operator. It also recognized the need for resolving the prevailing problems faced by the operators so as to restore their confidence and improve the investment climate.Key features of the NTP 99 include: Strengthening of Regulator. National long distance services opened to private operators. International Long Distance Services opened to private sectors. Private telecom operators licensed on a revenue sharing basis, plus a one-time entry fee. Resolution of problems of existing operators envisaged. Direct interconnectivity and sharing of network with other telecom operators within the service area was permitted. Department of Telecommunication Services (DTS) corporatized in 2000. Spectrum Management made transparent and more efficient.All the commitments made under NTP 99 have been fulfilled; each one of them, in letter and spirit, some even ahead of schedule, and the reform process is now complete with all the sectors in telecommunications opened for private competition.

National Long DistanceNational Long Distance opened for private participation. The Government announced on 13.08.2000 the guidelines for entry of private sector in National Long Distance Services without any restriction on the number of operators. The DOT guidelines of license for the National Long Distance operations were also issued.Highlights - NLD Guidelines Total foreign equity (including equity of NRIs and international funding agencies) must not exceed 74%. Promoters must have a combined net worth of Rs.25 million. Private operators will have to enter into an arrangement with fixed-service providers within a circle for traffic between long-distance and short-distance charging centers. Seven years time frame set for rollout of network, spread over four phases. Any shortfall in network coverage would result in encashment and forfeiture of bank guarantee of that phase. Private operators to pay one-time entry fee of Rs.25 million plus a Financial Bank Guarantee (FBG) of Rs.200 million. The revenue sharing agreement would be to the extent of 6%. Private operators allowed to set up landing facilities that access submarine cables and use excess bandwidth available. License period would be for 20 years and extendable by 10 years.

International Long DistanceIn the field of international telephony, India had agreed under the GATS to review its opening up in 2004. However, open competition in this sector was allowed with effect from April 2002 itself. There is now no limit on the number of service providers in this sector. The licence for ILD service is issued initially for a period of 20 years, with automatic extension of the licence by a period of 5 years. The applicant company pays one-time non-refundable entry fee of Rs.25 million plus a bank guarantee of Rs.250 million, which will be released on fulfillment of the roll out obligations. The annual license fee including USO contribution is @ 6% of the Adjusted Gross Revenue and the fee/royalty for the use of

spectrum and possession of wireless telegraphy equipment are payable separately. At present 24 ILD service providers (22 Private and 2 Public Sector Undertaking) are there. As per current roll out obligations under ILD license, the licensee undertakes to fulfill the minimum network roll out obligations for installing at least one Gateway Switch having appropriate interconnections with at least one National Long Distance service licensee. There is no bar in setting up of Point of Presence (PoP) or Gateway switches in remaining location of Level I. Preferably, these PoPs should conform to Open Network Architecture (ONA) i.e. should be based on internationally accepted standards to ensure seamless working with other Carriers Network.Universal Service Obligation FundAnother major step was to set up the Universal Service Obligation Fund with effect from April 1, 2002. An administrator was appointed for this purpose. Subsequently, the Indian Telegraph (Amendment) Act, 2003 giving statutory status to the Universal Service Obligation Fund (USOF) was passed by both Houses of Parliament in December 2003. The Fund is to be utilized exclusively for meeting the Universal Service Obligation and the balance to the credit of the Fund will not lapse at the end of the financial year. Credits to the Fund shall be through Parliamentary approvals. The Rules for administration of the Fund known as Indian Telegraph (Amendment) Rules, 2004 were notified on 26.03.2004.The resources for implementation of USO are raised through a Universal Service Levy (USL) which has presently been fixed at 5% of the Adjusted Gross Revenue (AGR) of all Telecom Service Providers except the pure value added service providers like Internet, Voice Mail, E-Mail service providers etc. In addition, the Central Govt. may also give grants and loans. An Ordinance was promulgated on 30.10.2006 as the Indian Telegraph (Amendment) Ordinance 2006 to amend the Indian Telegraph Act, 1885 in order to enable support for mobile services, broadband connectivity, general infrastructure and pilot project for new technological developments in rural and remote areas of the country. Subsequently, an Act has been passed on 29.12.2006 as the Indian Telegraph (Amendment) Act 2006 to amend the Indian Telegraph Act, 1885.USFO has initiated action to bring mobile services within the ambit of Universal Service Obligation Fund (USOF) activities. Under this initiative, 7387 mobile infrastructure sites are being rolled out, in the first phase, across 500 districts and 27 states of India. This scheme will provide mobile services to

approximately 0.2 million villages which where hitherto deprived of the same. As on 30th June 2010, 7183 shared towers have been set up under the First Phase of the scheme. The USOF of DOT has proposed to set up about 10,128 additional towers in order to extend the mobile coverage in other uncovered areas under the Second Phase of the Scheme.

Unified Access ServicesUnified access license regime was introduced in November 2003. Unified Access Services operators are free to provide, within their area of operation, services, which cover collection, carriage, transmission and delivery of voice and/or non-voice messages over Licensees network by deploying circuit, and/or packet switched equipment. Further, the Licensee can also provide Voice Mail, AudioNet services, Video Conferencing, Videotext, E-Mail, Closed User Group (CUG) as Value Added Services over its network to the subscribers falling within its service area on non-discriminatory basis. The country is divided into 23 Service Areas consisting of 19 Telecom Circle and 4 Metro Service Areas for providing Unified Access Services (UAS). The licence for Unified Access Services is issued on non-exclusive basis, for a period of 20 years, extendable by 10 years at one time within the territorial jurisdiction of a licensed Service Area. The licence Fee is 10%, 8% & 6% of Adjusted Gross Revenue (AGR) for Metro and Category `A, Category `B and Category `C Service Areas, respectively. Revenue and the fee/royalty for the use of spectrum and possession of wireless telegraphy equipment are payable separately. The frequencies are assigned by WPC wing of the Department of Telecommunications from the frequency bands earmarked in the applicable National Frequency Allocation Plan and in coordination with various users subject to availability of scarce spectrum.Internet Service Providers (ISPs)Internet service was opened for private participation in 1998 with a view to encourage growth of Internet and increase its penetration. The sector has seen tremendous technological advancement for a period of time and has necessitated taking steps to facilitate technological ingenuity and provision of various services. The Government in the public interest in general and consumer interest in particular, and for proper conduct of telegraph and telecom services has decided to issue the new guidelines for

grant of licence of Internet services on non-exclusive basis. Any Indian company with a maximum foreign equity of 74% is eligible for grant of licence.

Broadband Policy 2004 onwardsRecognizing the potential of ubiquitous Broadband service in growth of GDP and enhancement in quality of life through societal applications including tele-education, tele-medicine, e-governance, entertainment as well as employment generation by way of high-speed access to information and web based communication; Government has announced Broadband Policy in October 2004. The main emphasis is on the creation of infrastructure through various technologies that can contribute to the growth of broadband services. These technologies include optical fibre, Asymmetric Digital Subscriber Lines (ADSL), cable TV network; DTH etc. Broadband connectivity has been defined as Always On with the minimum speed of 256 kbps. It is estimated that the number of broadband subscribers would be 20 million by 2010. With a view to encourage Broadband Connectivity, both outdoor and indoor usage of low power Wi-Fi and Wi-Max systems in 2.4 GHz-2.4835 GHz band has been de-licensed. The use of low power indoor systems in 5.15-5.35 GHz and 5.725-5.875 GHz bands has also been de-licensed in January 05. The SACFA/WPC clearance has been simplified. The setting up of National Internet Exchange of India (NIXI) would enable bringing down the international bandwidth cost substantially, thus making the broadband connectivity more affordable.The prime consideration guiding the Policy includes affordability and reliability of Broadband services, incentives for creation of additional infrastructure, employment opportunities, induction of latest technologies, national security and brings in competitive environment so as to reduce regulatory interventions.By this new policy, the Government intends to make available transponder capacity for VSAT services at competitive rates after taking into consideration the security requirements. The service providers permitted to enter into franchisee agreement with cable TV network operators. However, the Licensee shall be responsible for compliance of the terms and conditions of the licence. Further in the case of DTH services, the service providers permitted to provide Receive-Only-Internet Service. The role of other facilitators such as electricity authorities, Departments of ITs of various State Governments, Departments of Local Self Governments, Panchayats, Departments of Health and Family Welfare,

Departments of Education are very important to carry the advantage of broadband services to the users particularly in rural areas.Target has been set for 20 million broadband connections by 2010 and providing Broadband connectivity to all secondary and higher secondary schools, public health institutions and panchayats by 2010. In rural areas, connectivity of 512 KBPS with ADSL 2 plus technology (on wire) will be provided from about 20,000 existing exchanges in rural areas having optical fiber connectivity. Community Service Centers, secondary schools, banks, health centers, Panchayats, police stations etc. can be provided with this connectivity in the vicinity of above-mentioned 20,000 exchanges in rural areas. DOT will be subsidizing the infrastructure cost of Broadband network through support from USO Fund to ensure that Broadband services are available to users at affordable tariffs. Tariff ChangesThe Indian Telecom Sector has witnessed major changes in the tariff structure. The Telecommunication Tariff Order (TTO) 1999, issued by regulator (TRAI), had begun the process of tariff balancing with a view to bring them closer to the costs. This supplemented by Calling Party Pay (CPP), reduction in ADC and the increased competition, has resulted in a dramatic fall in the tariffs. ADC has been abolished for all calls from1st October 2008. The peak National Long Distance tariff for above 1000 Kms. in 2000 has come down from US$ 0.67 per minute to US$ 0.02 per minute in 2009. The International Long Distance tariff from US$ 1.36 per minute in 2000 to US$ 0.16 per minute in 2009 for USA, Canada & UK. The mobile tariff for local calls has reduced from US$0.36 per minute in 1999 to US$ 0.009 - US$ 0.04 per minute in 2009.The Average Revenue per User of mobile is between US$ 5.06 - US$ 7.82 per monthForeign Direct Investment (FDI) In Basic, Cellular Mobile, Paging and Value Added Service, and Global Mobile Personal Communications by Satellite, Composite FDI permitted is 74% (49% under automatic route) subject to grant of license from Department of Telecommunications subject to security and license conditions. (para 5.38.1 to 5.38.4 of consolidate FDI Policy circular 1/2010 of DIPP)

FDI up to 74% (49% under automatic route) is also permitted for the following: - Radio Paging Service Internet Service Providers (ISP's) FDI up to 100% permitted in respect of the following telecom services: - Infrastructure Providers providing dark fiber (IP Category I); Electronic Mail; and Voice MailSubject to the conditions that such companies would divest 26% of their equity in favor of Indian public in 5 years, if these companies were listed in other parts of the world. In telecom manufacturing sector 100% FDI is permitted under automatic route. The Government has modified method of calculation of Direct and Indirect Foreign Investment in sector with caps (p 4.1 of consolidate FDI Policy circular 1/2010 of DIPP) and have also issued guidelines on downstream investment by Indian Companies. (4.6 of consolidate FDI Policy circular 1/2010 of DIPP) Guidelines for transfer of ownership or control of Indian companies in sectors with caps from resident Indian citizens to non-resident entities have been issued (4.2.3 of consolidate FDI Policy circular 1/2010 of DIPP)

Investment Opportunities and IncentivesAn attractive trade and investment policy and lucrative incentives for foreign collaborations have made India one of the worlds most attractive markets for the telecom equipment suppliers and service providers. No industrial license required for setting up manufacturing units for telecom equipment.

100% Foreign Direct Investment (FDI) is allowed through automatic route for manufacturing of telecom equipments. Payments for royalty, lump sum fee for transfer of technology and payments for use of trademark/brand name on the automatic route. Foreign equity of 74% (49 % under automatic route) permitted for telecom services - basic, cellular mobile, paging, value added services, NLD, ILD, ISPs - and global mobile personal communications by satellite. Full reparability of dividend income and capital invested in the telecom sector. Network ExpansionThe telecom sector has shown robust growth during the past few years. It has also undergone a substantial change in terms of mobile versus fixed phones and public versus private participation. The following table shows the growth trend of telecom sector from last five years:The number of telephones has increased from 54.63 million as on 31.03.2003 to 621.28 million as on 31.03.2010. Wireless subscribers increased from 13.3 million as on 31.03.2003 to 584.32 million as on 31.03.2010. Whereas, the fixed line subscribers decreased from 41.33 million in 31.03.2003 to 36.95 million in 31.03.2010. The broadband subscribers grew from a meagre 0.18 million to 8.76 million as on 31.03.2010. Trend in Tele-densityTele-density in the country increased from 5.11% in 2003 to 52.74 % in March 2010. In the rural area Tele-density increased from 1.49% in Mar 2003 to 24.31% in March 2010 and in the urban areas it is increased from 14.32% in Mar 2003 to119.45% in March 2010.This indicates a rising trend of Indian telecom subscribers.Rural Telephony Apart from the 200.77million fixed and WLL on March 2010 provided in the rural areas, 570000 uncovered VPTs have been provided as on March 2010. Thus, 96% of the villages in India have been covered by the VPTs. More than 3 lakh PCOs are also providing community access in the rural areas.

Further, Mobile Gramin Sanchar Sewak Scheme (GSS) a mobile Public Call Office (PCO) service is provided at the doorstep of villagers. At present, 2772 GSSs are covering 12043 villages. Also, to provide Internet service, Sanchar Dhabas (Internet Kiosks) have been provided in more than 3500 Block Headquarters out of the total 6337 Blocks in the country. The target of 80 million rural connections by 2010 have already met during year 2008 itself. USOF subsidy support scheme is also being utilized for sharing wireless infrastructure in rural areas with about 19,000 towers by 2010.Performance of telecom equipment manufacturing sector As a result of Government policy, progress has been achieved in the manufacturing of telecom equipment in the country. There is a significant telecom equipment-manufacturing base in the country and there has been steady growth of the manufacturing sector during the past few years. The figures for production and export of telecom equipment are shown in table given below: (Rs. in crore)YearProductionExport

2002-0314400402

2003-0414000250

2004-0516090400

2005-06178331500

2006-07236561898

2007-08412708131

2009-104880011000

20012-1360000 (projected19500(projected)

Rising demand for a wide range of telecom equipment, particularly in the area of mobile telecommunication, has provided excellent opportunities to domestic and foreign investors in the manufacturing sector. The last two years saw many renowned telecom companies setting up their manufacturing base in India. Ericsson set up GSM Radio Base Station Manufacturing facility in Jaipur. Elcoteq set up handset manufacturing facilities in Bangalore. Nokia and Nokia Siemens Networks have set up their manufacturing plant in Chennai. LG Electronics set up plant of manufacturing GSM mobile phones near Pune. Ericsson launched their R&D Centre in Chennai. Flextronics set up an SEZ in Chennai. Other major companies like Foxcom, Aspcom, and Solectron etc have decided to set up their manufacturing bases in India.The Government has already set up Telecom Equipment and Services Export Promotion Council and Telecom Testing and Security Certification Centre (TETC). A large number of companies like Alcatel, Cisco have also shown interest in setting up their R&D centers in India. With above initiatives India is expected to be a manufacturing hub for the telecom equipment.

OpportunitiesIndia offers an unprecedented opportunity for telecom service operators, infrastructure vendors, manufacturers and associated services companies. A host of factors are contributing to enlarged opportunities for growth and investment in telecom sector: An expanding Indian economy with increased focus on the services sector Population mix moving favorably towards a younger age profile Urbanization with increasing incomesInvestors can look to capture the gains of the Indian telecom boom and diversify their operations outside developed economies that are marked by saturated telecom markets and lower GDP growth rates. Inflow of FDI into Indias telecom sector during April 2000 to Feb. 2010 was about Rs 405,460 million. Also, more than 8 per cent of the approved FDI in the country is related to the telecom sector. Sr. No.Associate InstituteSponsorWork Assigned

1IIT KharagpurVodafone Essar & Texas InstrumentsNext Generation Network (NGN) & Network Technology

2IIT DelhiBharti AirtelTelecom Technology & Management

3IISC (Indian Institute of Science), BangaloreAircel & Texas instrumentInformation Security & Disaster Management of Infrastructure

4IIT KanpurBSNL & AlphionTechnology Integration, Multimedia & Computational Mathematics

5IIT ChennaiReliance CommunicationTelecom Infrastructure & Energy

6IIT MumbaiTata TeleservicesRural Applications

7IIM AhmedabadIdea CellularPolicy, Regulation, Governance,

TCOEs Centers

Research & Development

India has proven its dominance as a technology solution provider. Efforts are being continuously made to develop affordable technology for masses, as also comprehensive security infrastructure for telecom network. Research is on for the preparation of tested infrastructure for enabling interoperability in Next Generation Network. It is expected that the telecom equipment R & D shall be doubled by 2010 from present level of 15%. Modern technologies inductions are being promoted. Pilot projects on the existing and emerging technologies have been undertaken including WiMax, 3G etc. Emphasis is being given to technologies having potential to improve rural connectivity. Also to beef up R&D infrastructure in the telecom sector and bridge the digital divide, cellular operators, top academic institutes and the Government of India together set up the Telecom Centers of Excellence (COEs). The main objectives of the COEs are as follows: Achieve Telecom Vision 2010 that stipulates a definite growth model and take it beyond. Secure Information Infrastructure that is vital for countries security Capacity Building through Knowledge for a sustained growth. Support Planned Predictive Growth for stability. Reduce Rural Urban Digital Divide to reach out to masses. Utilize available talent pool and create environment for innovation. Management of National Information Infrastructure (NII) during Disaster Cater the requirement of South East Asia as Regional Telecom Leader To achieve these objectives seven Centre of Excellences in various field of Telecom have been set up with the support of Government and the participation of private/public telecom operators as sponsors, at the selected academic institutions of India. The details of COEs are enumerated below: -

3G & Broadband Wireless Services (BWA)The government has in a pioneering decision, decided to auction 3G & BWA spectrum. The broad policy guidelines for 3G & BWA have already been issued on 1stAugust 2008 and allotment of spectrum has been planned through simultaneously ascending e-auction process by a specialized agency. New players would also be able to bid thus leading to technology innovation, more competition, faster roll out and ultimately greater choice for customers at competitive tariffs. The 3G will allow telecom companies to offer additional value added services such as high resolution video and multi media services in addition to voice, fax and conventional data services with high data rate transmission capabilities. BWA will become a predominant platform for broadband roll out services. It is also an effective tool for undertaking social initiatives of the Government such as e-education, telemedicine, e-health and e-Governance. Providing affordable broadband, especially to the suburban and rural communities is the next focus area of the Department.BSNL & MTNL have already been allotted 3G & BWA spectrum with a view to ensuring early roll out of 3G & WiMax services in the country. They will pay the same price for the spectrum as discovered through the auction. While, honourable Prime Minister launched the MTNLs 3G mobile services on the inaugural function of India Telecom 2008 held on 11th December 2008, BSNL launched its countrywide 3G services from Chennai, in the southern Tamil Nadu state on 22nd February 2009.

Mobile Number Portability (MNP)Mobile Number Portability (MNP) allows subscribers to retain their existing telephone number when they switch from one access service provider to another irrespective of mobile technology or from one technology to another of the same or any other access service provider. The Government has announced the guidelines for Mobile Number Portability (MNP) Service Licence in the country on 1st August 2008 and has issued a separate Licence for MNP service on 20.03.2009. The Department of Telecommunication (DoT) has already issued licences to two global companies (M/s Syniverse

Technologies Pvt. Ltd. and M/s MNP Interconnection Telecom Solutions India Pvt. Ltd.). For implementing the service. MNP is to be implemented in whole country in one go by 31.10.2010New Targets Set By the Government 1. Network expansion 900 million connections by the year 20202. Rural telephony 200 million rural subscribers by 2020 Reduce urban-rural digital divide from present 25:1 to 5:1 by 2015.

3. Broadband 20 million Broadband connections by 2020. Broadband with minimum speed of 1 mbps. Broadband coverage for all secondary & higher secondary schools and public health care centres by the end of year 2020. Broadband coverage for all Grampanchayats by the year 2020. Broadband on demand is every village by 2020.4. Manufacturing Making India a hub for telecom manufacturing by facilitating more and more telecom specific SEZs. Quadrupling production in 2020. Achieving exports of 10 billion during 11th Five year plan.5. Research & Development Pre-eminence of India as a technology solution provider. Comprehensive security infrastructure for telecom network.

8. International Bandwidth Facilitating availability of adequate international bandwidth at competitive prices to drive ITES sector at faster growth.

Nature of Field Work (Interviews face to face, including sample size for now is area are allocated by Airtel to each user.)

Target dates There is no target date we have to send daily report of our field work to our project guide via email and a weekly meeting with project mentor.

3 RESEARCH METHODOLOGIES

3.1.1 Research Design:

As we need to find out the scope of Manage ILP (Data Product) for SME target audience in Mumbai town and Suburbs so the research design is exploratory in nature. The data collected is qualitative and descriptive in nature by using survey .The study is done by following steps given below.

1.To make understand the new product of Airtel called as managed ILP to potential customers was our primary objective.

2 Find out other requirement of customer such as 3G Dongles, MPLS, PRI, DSL, point to point line, simple ILP, postpaid.DTH etc.

3 Finding out current operator from which they are taking service & detail information related to same.

4 Differentiating the market segments i.e. by Corporate, SME to potential user of Manage ILP/ILP, DSL, for data products.

3.1.2 Data Collection Sources:

All data collected was primary data that is by on field data.

3.1.3 Data Collection Methods:

Through questionnaire and personal interview with IT Manager & Directors or proprietor of different organization.

3.1.4 Data Collection Instrument (Questionnaire) We have prepared questionnaire to find out which plan of internet does the organisation uses, Lease internet port or Digital subscriber links along with any issue faced by them. We also gathered name of internet service provider, and try to understand there internet setup.3.1.5 Sampling Plan:

Nodes of building which have Airtel connection feasibility was given to us by Airtel and we were told to cover all commercial building within one kilometre radius to that of the node & for any doubt occurred before taking samples we were given telephone number of channel partner.

3.1.6 Sampling:

We need to fill the questionnaire from the person who deals with internet connection of his organization that is from a person like IT Manager. or from Admin person in absents of IT Manager. So sampling here is Judgmental Sampling Techniques. Sample size was about 15 or more a day.

3.2. Classification of Data: Classification of data mainly done on basis of DSL/ILP user, SME Corporate, Airtel & Non Airtel users.

Manag ILP,3gDongalsPRI,GSM,LandlineeILP,DSL,LL

3.3 Processing and Analysis of Data

1) Do you use internet?(Purpose: This is basic question to know about company internet use)

Internet useN.o of Org%

Yes18090

No2010

Total200100

2) Name of the internet service provider for your organizations?(Purpose: This is a question to know about competitor market present as well as to know Airtel stand in market)

Internet service provider N.o of Org %

Airtel4525

Tata3821.1

Reliance 3016.6

Tulip21.1

Mtnl5530.5

other cable105.5

Total180100

3) In internet do you use broadband DSL or Lease Line or something else?(Purpose: To know target audience belonging of which segment DSL or ILP or other)

Internet used N.o of Org %

DSL14681.3

ILP3117.5

Other31.8

Total180100

4) Number of PC are you using?(Purpose: This helps us to know about the background of the company like about its employee strength)

Number of PC N.o of Org %

1 to 2012066.7

21 to 505027.8

greater 50105.6

Total180100

5) Are you aware of a new product in internet lease line port called Manage internet lease port?(Purpose: To know how much customers are aware about Airtels new product?)

Awareness of Manage Internet lease portN.o of Org

%

Yes2212.2

No15887.8

Total180100

6) Do you yourself manage internet in your organization or have outsource it to someone else? (Purpose: To understand how company deals with internet related management)

Management of internet No. Of Org%

Not outsource17094.5

Outsouce105.5

Total180100

7) What is the speed of your connection?(Purpose: This is technical information that helps to know what is requirement of the company like which speed have most demand for internet)

Speed of your connectionDSLInternet Lease PortDSL%ILP%

512kbps0000

1mbps694.129.1

2mbp90761.123

greater tham 2mbps501534.848.1

Total14631100100

DSL

Internet Lease Line

8) Any problem you are facing with your current service provider?

Problem facing with current service providerNo. of Org %

Yes158.3

No16591.7

total180100

9) Problems with?(Purpose:To understand pain area of coustomer using internet)

Problems No. of Org %

payment and billing320

connection960

after sales service320

Total15100

4 RESULTS & INTERPRETATION:

The target audience for DSL is larger than form ILP. DSL customers are concerned for commercial pricing than for the quality service provided like in ILP so it is difficult to convert them into user of Manage ILP. Mostly customers in DSL are preferring 2mbps plan which is mostly Mtnl users. The organization depending upon third party for maintenance of its connection can be major client for manage ILP.

Porters 5 Force Model.

Bargaining power of Buyers: Lack of differentiation among Service Providers Low switching costs for post-paid with availability of mobile number portability. Bargaining power of Suppliers: Network maintenance: Alcatel lucent, Information Technology: IBM Call Center: Telecaller are outsourcedThreat of New Entrants Rapid change in Technology, High Infrastructure Setup cost Spectrum Availability issues Huge License Fees paid to government.Threats from substitution: Landline, for post-paid mobile phone, but Land line dominated by MTNL. DSL taking market for ILP, Using two service ILP provider instead of Manage ILP Social Networking site and messenger for post & prepaid.Rivalry among competitorsCut throat Competition. There is high fix cost for Manage ILP which needs to be recover

5 CONCLUSIONS Thus we can conclude from the above data that most organization requiring speed greater than 2mbps (i.e. around 35% from above) uses DSL as a substitute for ILP which may be due to the cost of ILP. For example suppose an organization wants speed of 1mbps they opt for DSL 4mbps so that they can get speed around 1mbps, which is more cost saving than going for 1mbps ILP.

5.1 Salient conclusions from the work.

Product awareness was created by us for Airtel. with that we find out what more value added service does Airtel need which the customers demanded.

We have contributed in generating leads to Airtel business along with our research project and never the less we also generated contact detail of IT Manager of the organizations we visited for Airtel data base.

6 LIMITATION OF THE PROJECT

1. Most of cooperate using two service provider for internet one as primary use and other as secondary use in which our product fail them to convince about management of non Airtel service provider.

2. Corporate giving 3rd party contract in annual maintenance of internet connection are not interested in product.

3. Corporate using IP address for years are not willing to change their IP address due to lacking in IP address portability.

4. In organization where there is no IT Manager only Admin person is likely to give bias information.

5. Time constraint as in most case IT manager was available with prior appointment which use to take time thus reducing our contact covered.

7 RECOMMENDATIONS

7.1 Procedure for implementation:

First we were given a corporate training for understanding the product from technical team. Then we were given training from sales team for how to make a cold call, and make a pitch for manage ILP. But for first few day Airtel should have send us with their sales team to get practical experience so that our efficiency would have increase future in less time period.

7.2 Industry Recommendation:

Airtel have pan India reach but, areas which are not falling under Airtel feasibility, Airtel provide wireless support to such remote area. We came across clients who use Airtel DSL Pan India but where there is no feasibility of Airtel there they use some other operator for the same instead of going for wireless. So these client faces problem of one point billing, one point compliant registration new product called as Manage DSL. This Manage DSL can be useful to those cooperates which have pan India need for DSL. Airtel can provide wire connection to those areas where Airtel has no feasibility by having bilateral relation with local operator of that area and charging extra to client for this new value added service. More research have to be done to find out the number of such target audience, than only we can decided to launch this new product. 7.3 Expected outcome from the recommendations:

While conducting same projects next time our recommendation send to them are expected to be implemented.

APPENDIX

1) Name:__________________

2) Designation:___________________

3) Contact of concerne person along with email address:_______________

4) Do you use internet?

5) Name of the internet service provider for your organizations?

6) In internet do you use broadband DSL or Lease Line or something else?

7) Number of PCs are you using?

8) Are you aware of a new product in internet lease line port called Manage internet lease port?

9) Do you yourself manage internet in your organization or have outsource it to someone else?

10) What is the speed of your connection?

11) Any problem you are facing with your current service provider?

BIBLIOGRAPHY

Google was a great help in knowing about organization branches and employee strength.

Map My India & Google Map Channel Partner: was great help in locating building

Airtel site is the site where I come to know about the basic of the company and know more about the company. Philip Kotler The Principal of Marketing was the book helped me clearing my basics about the marketing and make this report more value added.

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