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Fixed IN Services

This presentation by Sanjay Kumar from BSNL CO covers the future trends, opportunities, challenges, and problem areas in the IN products business. It also discusses the existing and new business development and marketing strategies.

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Fixed IN Services

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  1. Fixed IN Services Business development And strategy Presented By: Sanjay Kumar Network Operations Cell BSNL CO

  2. Agenda Introduction Future trends for IN products Revenue and Targets Opportunities , Challenges and Problem Areas Existing Business Strategy New Business Development and Marketing Strategy Conclusion , Discussions and Suggestions

  3. Introduction

  4. Intelligent Network Services Televoting Virtual Private Network COMPANY L/O/G/O Premium Rate Service Universal Personal Number Free Phone Service Account Calling Card Universal Access Number Fixed Line Pre-paid Call Now Card India Telephone Card

  5. Advantages • New Prepaid segment in Fixed Line • Better Customer Convenience and Flexibility • Better Competitiveness • Larger customer base through Prepaid • VPN to be the killer application • Strengthening of Fixed line business BSNL Corporate Office

  6. Virtual Private Network (VPN) - a killer application • Centrex/CUG not feasible across multi-exchanges and locations • BSNL can launch VPN services across SDCA/ LDCA/ Circle/Country • Huge potential of revenue from Corporate customers • VPN across Fixed, WLL and Mobile possible • Can stop churn of its CIC and corporate

  7. Revenue and Targets

  8. Major Revenue Earner • Virtual calling Card(VCC) • Toll Free Service(TFS) • Universal Access Number(UAN) • Virtual Private network(VPN)

  9. Some Facts: Revenue/ Target

  10. Opportunities and Challenges

  11. Challenges

  12. Challenges-Contd

  13. Opportunities

  14. Key Actions Taken/planned by HQ

  15. Pls Note: All Technical, Educational,Tariff,marketint etc related documents related IN Services uploaded on www.idrive.com UserID: bsnl_in, Pswd: bsnl

  16. Strategies

  17. Strategy: Finding the new markets

  18. Strategy: Targeted Marketing efforts

  19. Strategy: Better Customer Support Services

  20. Strategy: Focused training efforts

  21. Existing Distribution Channel Strategy: Strengthening Distribution Channel In House • Through customer centre – VCC, ACC, FPH, VPN, UAN, PRM etc Channel partner – Sale of ITC card • Dealers • Distributors • Franchisee • STD PCO

  22. Problem Areas…….. Dealer-Distributors • Diluted focus due to many products • Not a core business • Not a high Margin product • Problem faced in getting ITC cards

  23. Problem Areas…….. Customers • Products Not easily available • Highly under-marketed product of BSNL, so awareness is low • Reduced demand after mobile/STD PCO and low calling rated

  24. Business Strategy VCC Cards • Flood the Market • Create Awareness • Intensive distribution system • More distribution points – like selling from IOC Retail outlet • More IN PCO at places like- hotels, hostels, low income group areas, public places

  25. Business Strategy- Other Services • Selective Marketing • Niche products • Identify target customers • Create Marketing teams to target these customers • Give incentive to teams • Empower employees to take decisions

  26. Strategy: New business Corporate VPN • VPN for basic, WLL, mobile closed user group • Centralized Billing to customer • Single window approach • Better monitoring and control on customer • Monitoring of calling pattern • Better discount on bulk bill on pan-India basis for all voice services to corporate

  27. Strategy: New business Televoting • Aggressive marketing/ revenue share • Target educational and infotainment segment

  28. Strategy: New business Premium Rate Services • Consultation by professional like Doctors, engineers to customers on premium rate • Chat Service • Premium rate for call centre calls; revenue can be shared • Content providers can be made available on PRM on revenue shared basis

  29. Discussion and suggestions • Identify top 5 cities having the greatest potential for IN services • Form a core team consisting of officers from CFA/EB and Mktg.

  30. Thank You

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