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TTSL Summer Project
-by Sayan Gupta
The enterprise segment accounts for 30 per cent of the company's revenue
The company’s enterprise team has 2,000 people
The enterprise team works with 1600 channel partners
The team provides solutions to customers in 60 cities in the country
The enterprise has total 50000 clients
About TTSL Enterprise Business
Organizational Structure
General Manager - SME Regional Sales
Cluster Head
CAM PAM
CHANNEL PARTNERS
Product Portfolio
Internet Leased Line Leased Line Mobile MPLS-VPN
Photon PRI Walky SIP-Trunk
Excellence
Ashwamedh
CP Recruitment
CertificateDistribution
Project Contents
TTSL assets comprised of different network elements Example: MUX, DLC, FDMS, etc. Buildings depending upon are categorized into:
Red Building(Buildings connected with fibre and has FMS and MUX in customer premises in the building).Green Building(Buildings connected with fibre and has common FMS but MUX is in customer premises in the building).Blue Building(Buildings connected with fibre and has common FMS and common MUX in the building. Last mile to customer premises on copper. Faster delivery and low CAPEX).
Advantages: : Customer getting services from all the above categories like : ILL/PRI/Lease Line/MPLS.
Introduction
Types of Buildings
MUX
MUX
MUX
MUX
MUX
MUX
FMS
CPE
CPE
CPE
CPE
MUX
CPE
CPE
CPE
CPE
REDGREEN
BLUE
C MUX
CPE
CPE
TTSL FIBRE
Upgrading RED building into GREEN building Upgrading GREEN building into BLUE building Sweating of Assets. Maximise Utilization of Network Elements.
No ROW permission required
No PROW/ROW charges for each other: PROW charges (if any) for in building cabling will be required, ROW will not be required.
OSP Capex: BFTB to new customer, in building cabling cost along with splicing at both end required
Objectives
Advantages
Geographical Location : Kolkata No. of Red Buildings : 55(Multi dwelling SME) No. of Green Buildings : 18 (Multi dwelling SME) Reducing CAPEX for individual orders will bring High Revenue
Enhance GC feasibility buildings Enhance Order to cash ratio by 20% (Current Status: 1 month) Enhance Service Delivery ratio by 20% Reduce CCI, CMI, hence reduce churn.
Scope
Benefits
•Visit buildings that are connected by TTSL networks
•Survey these particular buildings to understand the customers’ need & requirements related to IOT segment
•Obtaining their Testimonials from existing customers and showing to the potential once
•Pitching products segment wise to SME customers in these buildings
•Obtaining leads for upgradation from existing customers for these buildings
Methodology
Strength Weakness Opportunity Threat
Presence of TTSL fibre in red building
Customer presence in the building is low
Reduce CAPEX Competition from other operators
TTSL has own customer base
Extend TTSL Services
SWOT Analysis
22 Building out of 55 total Building scanned Out 22 Buildings ,6 Buildings have potential for upgradation Building with Potential are :
Industry HousePrimarc TowerSDF BuildingEast India HouseBNCCI BuildingAC Market
Detailed Report:
Results
Microsoft Excel Worksheet
Channel Partner Infrastructure
LCM (Separate Office
/ Enclosure)
Install MRC
Sales InfraBusiness
Manager: 1Hunting: 5 FOS
Training- Different modules:
Hunting, Product, Presentations,
SFDC, CRM, EPOS
GTM- New Logo Acquisition.
- EPPC drive in Acquired Accounts.
IT Resources- 1 Printer
- 1 Scanner- 3 Desktops
Support Team- 1 Tele-caller
- 1 Co-ordinator
Monitoring Health & Performance of TTSL Channel Partner 3 forms are created with following parameters for proper documentation
Project Excellence
CP-Infra CP-Manpower CP-Performance
• PC • Sales FOS • Install MRC
• Printer/Scanner • Team Lead • Net MRC
• SFDC • Tele-Caller • Revenue
• Empower • Backend • New Logo
• CRM • Collection FOS • Funnel Size
Health Card-Infra-Split.pdf Health Card-Manpower-Split.pdf Channel Partner Performance Dialouge .pdf
Channel Partners offices were visited and Compliance Audit was performed
Information collected from the audit was performed
Information collected from the audit were analysed and corrective steps were Taken
Detailed Report:
Project Excellence Continued
Microsoft Excel Worksheet
Recruit Channel Partner from a given list of Enterprises
Communicate and deliver proposal
Create AP Pipeline
Total interested candidates: 32
Taking appointment of interested candidates
Project Channel Partner Recruitment
A channel partner has to deposit Rs. 50000 security deposit to TTSL A partner need to have proper documentation The channel partner will be working on SME customers providing them telecom
solutions such as ILL, Broadband, PRI, LL, Managed Services, etc. A customer base will be given to the partner to complete a monthly target of 1.25
Lacs(Sales) A channel partner need to identify the Dormant & Non-Dormant Account A CP need to work on Dormant Account & increase Existing Product per Customer A channel partner is expected to deploy manpower like Sales FOS, Backend, Tele-
Caller & Team Lead, etc Partner will receive collection & sales commission accordingly
Channel Partner Recruitment Criteria
Distribution of Event Certificates Opportunity to interact with existing & potential customers Understanding their requirement and pitch suitable products Customer needs proposition or feasibility Top Leads Generated Photon Upgradation ILL Upgradation New Walky Connection Total Leads Generated: 11 Detailed Report:
Lead Generation Through Certificate Distribution
Microsoft Excel Worksheet
THANK YOU