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