INDICATOR 2.06 APPLY QUALITY ASSURANCES TO ENHANCE PRODUCT/SERVICE OFFERINGS.
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Transcript of Product Offerings
airtel for Business
Presented By:Ruta Mahajan(MARKETING)
Batch 2011-13
PROJECT REPORT ON
“Evaluating market opportunities for Airtel Data Solutions in B2B Spaces”
Airtel for Business
Airtel being the largest private player, leading telecom service provider in India and
3rd largest in world
Bharti Airtel Ltd. is India’s leading Global Telecommunications Company with Operations in 20 Countries across Asia and Africa. Airtel is No.1 Telecom Operator – 246 Million satisfied Customers. Airtel offers voice (mobile and fixed line), data services, turnkey telecom solutions for Large, Medium and Small enterprises and national / international long distance services to carriers. Airtel has been ranked among the six best performing technology companies in the world with an industry recognisition of being “Best Enterprise Connectivity Provider”.
Bringing to you ideal solutions in IT and Telecom field through an array of products and services delivered directly or through strategic alliances with the market leaders in the ICT market
www.airtel.in
• Largest private ISP in India
• Fibre Commissioned for over 113, 326 Kms
• Transmission Network (14,000 SDH Nodes)
• Tier -1 MPLS network across 120 cities
• 120+ POP’s across 25 states
• Internet backbone capacity > 60 Gpbs
• 301 LCDA’s & 1275 SDCA’s covered
• Downstream customers like BSNL, MTNL,
Sify, Hathway, Net4 India etc
• Leading CDN player ‘Akamai’ hosted on Airtel
backbone
• Pro active 24 x 7 x 365 NOC
State of the art - Pan India Footprint
www.airtel.in
Global Reach - International POPs and Routes
• Multi homing network in Singapore/US and UK by direct peering with multiple service providers
• Additional access to content hosted in Singapore/US/UK through direct connectivity with IP Exchange (STIX,LNIX,NYIX)
• Making significant investment in various under sea cables like AAG, SMW 5, IMEWE and SMW 4 up gradation for better customer experience
•Self owned undersea cable (i2i) between India & Singapore
• Largest share in SeaMeWe4 cable in India with over 30 Gbps IP backbone commissioned
www.airtel.in
Internet Infrastructure Highlights
Network backbone
Dual Getaway
24 X 7 Network
Monitoring
24X7 Helpdesk
Hardware scalability
Bandwidth scalability
Path redundancy
Hardware redundancy
• Traffic routed through both Trans-Atlantic and
Trans-Pacific routes
• Dual Internet gateway (Chennai & Mumbai) for
higher redundancy
• Upstream service providers – Singtel, AT&T,
Sprint, DTAG/T-System, Level 3, NTT, C&W,
telecom Italia and BT
•Domestic Peering – Yahoo, Google, Rediff, VSNL
and NIXI
• International Internet Bandwidth – 40+Gig
www.airtel.in/internet
B2B Partners
Partner with the best organization to deliver world class IT & Telecom solution to suit customer needs.Airtel’s association with partners like Cisco, Ericsson, Singtel, Microsoft helps us build products for changing time and need. Airtel has supported large companies realize growth through our cutting edge Telecom & IT solutions. Now we bring the same expertise through a single window for SMEs.
www.airtel.in/business
Sr. No. Name of telecom operator
% age in market share during 2010-2011
Rank
1 Bharti Airtel 28.32 1
2 BSNL 20.06 2
3 Vodafone Essar
15.84 3
4 Reliance Telecom
10.89 4
5 Idea 9.14 5
6 Tata 7.5 6
Market Share of Major Players
Product Portfolio
Data & InternetServices
Broadband Enterprise InternetLese Lines MPLSVPN in a BoxVSATIPLC
Centrex / Widex Voice Line ISDN- PRI/BRI IP Centrex Centrex solutions Parallel Ringling 3 Party Conferencing Mobile Connections
Voice Services
Enhance ProductivityWebsite BuilderToll FreeHosted MailAudio conferencingVideo ConferencingNet PCPC Secure
Airtel Managed ILP(Internet Leased Port)
Airtel DSL(Digital Subscriber Line)
Airtel PRI connection (Primary Rate Interface)
Airtel 3g dongles/ Data Card
Airtel GSM connection for Mobile connectivity(Global System for Mobile Connectivity)
Airtel MPLS(Multiprotocol Label Switching)
Airtel VPN( Virtual Private Network)
Airtel Fixed Line Telephony
Airtel DTH (Direct to Home)
AIRTEL’S OFFERINGS
Airtel Advantage• Consistent speed/bandwidth• Ideal for online application• No seperate phone bills for internet• No engaged tones, no disconnections, no missed calls• Talk and surf simultaneously• Speeds upto 16 Mbps
Business Broadband (DSL)
What you getValue added Service like
• Buy Speed when you need• Website Builder• Data Storage• Anti Virus
www.airtel.in/broadband
For accessing Internet at low costs and faster speed , Multiple users DSL is also used as a back up for Lease Lines
Corporate Internet Services (ILP)
Benefits
• Ensuring a reliable, always-on service
• Predictable performance at all times
• Transmission integrity and efficiency
• Stability to support real-time apps.
Measurement
• Availability
• Latency
• Packet Loss
• Jitter
GU
AR
AN
TEE
D
Ideal solution to allow web access to customer’s business applications.
Features• Guaranteed bandwidth• Defined SLA on key network parameters• End to end solution delivery on Airtel network• Easy scalability in multiples of 64 Kpbs• 24 x 7 network monitoring and support
Airtel Advantage
www.airtel.in/internet
Need for Internet
• Enterprise Customer avails Internet Leased Port for various applications
like:
– Peer to Peer Traffic
– Audio Video Streaming
– Internet browsing; Email; FTP; information sharing
– Application sharing like online trading, Internet Banking, online gaming,
hosting other web based applications
– Real time Application development
– Video Conferencing; Online Class Rooms
– Web based BPOs, medical transcription
– Multi location multi site connectivity over public internet ( IP VPN)
internet | india lagging behind..
83% 81% 79% 78% 77%
69%65%
33% 32%29% 29%
9.8%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
UK S Korea Germany Japan US France Malaysia World average
(ex- India)
China Nigeria World Average
India
World Internet Usage Penetration
Company data, Credit Suisse estimates, May 23rd, 2011 report, India : Google estimates
Broadband target of 160 million Customers by 2014
As per the above diagram it is obvious that India as a country is lagging behind in terms of internet users as only 9.8% of the total population are tech savvy or are acquainted to the internet services.
Need for Internet
• Enterprise Customer avails Internet Leased Port for various applications
like:
– Peer to Peer Traffic
– Audio Video Streaming
– Internet browsing; Email; FTP; information sharing
– Application sharing like online trading, Internet Banking, online gaming,
hosting other web based applications
– Real time Application development
– Video Conferencing; Online Class Rooms
– Web based BPOs, medical transcription
– Multi location multi site connectivity over public internet ( IP VPN)
customer acquisition process: data order booking
FSE
FSE Visits customer (Cold Calling or on lead
allocated through telecaller)
Understands customer requirements and
discusses Airtel offerings
Channel Manager sends customer requirement to zonal/cluster BSG
BSG Designs solution, gives
prices basis Field Price DoA
Proposal is sent to
customer
Customer asks for price reduction
basis competition quote
Channel Manager raises ePCN for price
approval basis DoA at Hub/PO
Discusses requirement with Channel Manager
Revised proposal is sent to customer
Order is considered as booked post SMG approval
CP/KAM/CM raises Sales Order (NIO) in
B2B eCRM
Order flows to Project Team for validation
SMG Team checks all documents & price
approvals
PO from Customer
Classification of Data• HOT LEADo Is interested & convinced about the Airtel product
technologyo Is in urgent requirement of the Producto Wants to discuss the commercials • WARM LEADo Is convinced about the technology and wants some more
details through e mailo Wants to know the commercial through e mail but is
satisfied with the current service provider• COLD LEADo Is satisfied with the existing service provider
Competition Landscape – Internet
Data Source – Frost & Sullivan research data
Tata36%
Airtel11%
Reliance14%
BSL/MTNL14%
Tulip3%
Sify 6%
Others16%
RMS FY 10-11
Total Internet Mkt 232Cr
282
296
313
6%
10%
14%
0%
2%
4%
6%
8%
10%
12%
14%
16%
260
270
280
290
300
310
320
2009-10 2010-11 2011-12
Rev (Rs.Cr) Airtel RMS %
Airtel RMS Grew by 4% in FY 10-11Reliance Growth has been stagnantTata RMS dipped by 3%+ due to large base and price revisions.
232
143
262
Fixed line Voice
• Declining Customer Base ~ 34.5 Mn customers
• airtel CMS continuously increasing
• Usage + ARPU on decline ~ Rs 60 in one year
• 80% base in urban markets (top 25 cities)
• B2B segment growing
Wireless
• Wireless Tele-density : 69.19 (April)
• Y-o-Y Customer growth 38%
• 66% in urban areas, growth coming in from rural
• Gross adds of 15-20 mn a month
• Competition high, ARPUs low
business environment analysis
*Source: TRAI reports, Frost & Sullivan study, springboard research for SaaS
37.96
36.96
34.87 34.73 34.55
33333434353536363737383839
2008-09 2009-10 Feb-11 Mar-11 Apr-11
Wired Line Trend : Industry (Mn nos)
392
584
791 812 827
563 574 583
0100200300400500600700800900
2008-09 2009-10 Feb-11 Mar-11 Apr-11
Wireless Market : Industry (nos)Wireless VLR active
Business enviornment analysis
overall data market snapshot
• MPLS & Internet market cover 67%+ of the overall market spend
• Airtel Product portfolio includes all products mentioned above
• All products are sold and serviced through AES in the Top 2300 Enterprise accounts
• All products are sold in SMB segment through B2C (Telemedia) Channel
• MPLS & Internet product ownership (including revenue & service is with B2C teams)
• Other products are owned by AES, revenue booking in AES, B2C gets 6% commission on Revenue
*All figures are in Rs CrSource: Frost & Sullivan
Conclusion & Learnings
The analysis of the business environment data as per bharti airtel ltd. clearly states that its CMS is on the increase as the internet users are increasing day-by-day
B2B segment is on the increase as the business are increasing the use of internet to order to carry out a number of activities such as generating sales, communicating etc.
Competition is very healthy in B2B sales of leased line as companies make a huge profit out of the leased line sales and the customers tend to stay with one company for a long period of time
Users in the urban areas is much more as compared to the rural areas as the level of awareness in the urban areas is much higher than the rural areas
Airtel is also one of the big players in terms of fixed line telephony and its Customer base is continuously increasing
Airtel is continuously working in order to increase the number of products offered under its umbrella
Airtel is also working hard and spending a lot of money on research and development in order to provide best in class service and to upgrade the products offered by Airtel as innovation is absolutely necessary for any company to sustain in the market
Airtel is spending crores of rupees every year for R&D and hiring and employing some experienced workforce to provide World class service
Airtel as a company does not compromise with quality which is one of the most important aspects of its operation and sustainability in the market
Conclusion & Learnings
BIBLIOGRAPHY
Primary data was collected through visiting various organisations
Secondary data was collected from various websites and also through observations of the fellow interns
The websites are as follows:- www.airtel.in www.trak.in www.wikipedia.com