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BHARAT SANCHAR NIGAM LIMITED

BHARAT SANCHAR NIGAM LIMITED. Enterprise Business Cell RAJASTHAN TELECOM CIRCLE. Enterprise Business Revenue Achievement. EB/BD Proposals received to Circle Office wef 01-04-2010 to 31-08-2010. MONTHLY STATEMENT ON PROVISIONING OF LEASED LINES.

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BHARAT SANCHAR NIGAM LIMITED

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  1. BHARAT SANCHAR NIGAM LIMITED Enterprise Business Cell RAJASTHAN TELECOM CIRCLE

  2. Enterprise Business Revenue Achievement Enterprise Business Cell

  3. EB/BD Proposals received to Circle Office wef 01-04-2010 to 31-08-2010 Enterprise Business Cell

  4. MONTHLY STATEMENT ON PROVISIONING OF LEASED LINES Enterprise Business Cell

  5. Discrepancy in pending lease circuits. ** Report not received, Status as on 31.07.10 has taken. • . Enterprise Business Cell

  6. SALES FUNNEL FOR EB CUSTOMERs • TRAINING TO SSA OFFICERs FOR GOLD OFFICE ROLL OUT HAS BEEN DONE AT RTTC DURING 30TH MAR TO 1ST APR 2010. • JAIPUR SSA HAS ALREADY COMMUNICATED LIST OF GOLD CUSTOMERS WITH KAM DETAILS. OTHER SSAs SHOULD IDENTIFY TOP 25-30 EXISTING/ PROSPECTIVE EB CUSTOMERs IN THEIR SSA AND APPOINT A KAM (KEY ACCOUNT MANAGER). • KAM should be allocated some existing (active) BSNL customers and some new customers (presently with other operators). KAM should visit regularly to existing customers as well as identify New Prospects. • KAM WILL CONTACT IMPORTANT CUSTOMERS OF SSA ON REGULAR BASIS AND PREPARE WEEKLY REPORT OF SALES FUNNEL OF THE SERVICES OFFERED TO THESE CUSTOMERS AND MAKE EFFORTS TO CLOSE THE SALES OF BSNL SERVICES. • All SSAs SHOULD SEND SALES FUNNEL REPORT. Enterprise Business Cell

  7. STAGES IN sales funnel • STAGES OF SALES FUNNEL HELPS IN TRACKING PROGRESS OF CUSTOMER. Stage 3 Negotiations underway Stage 4 Order booked Stage 1 Have a lead – feasibility and / or pricing underway Stage 2 Have a proposal – have submitted priced proposal Enterprise Business Cell

  8. Key Account manager has a dual focus for the customers B A Building new relationships Maintaining existing relationships Scouting and acquiring new customers for BSNL enterprise business Expanding scope of business with current customers in enterprise • KEY account managers Will submit a report regarding sales funnel on weekly basis. Enterprise Business Cell

  9. life of an key account manager goes through five phases Understanding personal/ professional aspirations Pre-work preparation Introductory meetings Solution Refinement Reporting An account manager would define his/ her expectations from their position in BSNL They would set long term/ short term goals The account manager would familiarise himself/ herself with the business of BSNL as well as the customer The account manager would set up scoping meetings with the customer to understand nature of opportunity The account manager would create solutions for their clients needs and understand the profitability of the same in the long run The account manager would keep BSNL updated on their progress Enterprise Business Cell

  10. MARKETING OF INTERNET LLs identified Gold and Silver customers/ Govt. offices/ PSUs/ PSBs/ various educational institutes like universities, colleges of engineering/ medical/ Law/ B. Ed/ PG, other technical/ regional/ management institutes and various schools etc. may be targeted. Enterprise Business Cell

  11. Targets for products other than circuits For Enterprises Business for FY 2010-11 Enterprise Business Cell

  12. LATEST CIRCULARS & DISCOUNT PERMISSIBLE FOR EB CUSTOMERS Note: These discounts are maximum permitted & efforts shall be made to negotiate best possible deal. • NO LOCAL LEAD CHARGES ARE TO BE LEVIED FOR INTERNET LEASED LINES (BSNL HQ GUIDELINES ViDE LETTER NO. 111-3/2004-BP-Ent. DATED 08.01.2010). • All the locations in BSNL are deemed to be Virtual PoPs / Nodes for the purpose of MPLS port. Only the port charges are to be taken from the customer at all locations across the circle (BSNL HQ GUIDELINES ViDE LETTER NO. 112-13/2009-BP-Ent DATED 27.10.2009). Enterprise Business Cell

  13. POSTING OF NODAL OFFICER • In spite of persuasion, the names of nodal officers are not received. It is requested that nodal officers may please be nominated before 15.05.2010. Enterprise Business Cell

  14. Maintenance of LEASED CIRCUITS (July 2010) • . Enterprise Business Cell

  15. Pending Colleges under Educomp. BB Plan • BSNL, Rajasthan has to provide Landline+ Broadband in Govt colleges • at 126 locations across Rajasthan under Educomp. BB Plan. • Corporate Office approved Combo 250 Special tariff Plan for M/s Educomp. • Jaipur SSA is the Nodal SSA for provisioning of Connections. • Centralized Billing of all the locations by Jaipur SSA. Enterprise Business Cell

  16. Channel Partners • 4 Channel Partners empanelled out of 6 recently. Enterprise Business Cell

  17. Various reports/issues related to EB Cell • Weekly reports to be submitted to EB cell : Visit report of EB customers, Sales Funnel report. • Posting of Nodal officers: In EB Cell of SSA, for CSC Project. • Feasibility report required for: 1GB Link for Universities, 2 Mbps connectivity to Gram Panchayats, RajSWAN Project. • Efforts to make popular: Internet Leased Lines, MPLS connections on CDMA/Wi-Max Technology (Refer this office letter no.KW/BD/04-194/Lease Ccts/Endst/2009-10/24 dated 24-04-2010). • Weekly/Monthly Lease Circuit Report not received timely. • Daily/ Monthly Leased Circuit Fault Report not submitted timely. • Monthly Leased revenue report. • Revenue report in r/o Enterprise Business w.e.f. 01/04/2010 to 21/08/2010 vide letter no. EB/04-207/General/Tariff/2009-10/18 dt 26/08/2010 Enterprise Business Cell

  18. FORMAT: WEEKLY VISIT REPORT FOR EB CUSTOMERS • Visit report is not being received regularly from the SSAs. Enterprise Business Cell

  19. WOMS All India Data Migration Plan Enterprise Business Cell

  20. Post Migration Activities • Circles/SSAs to Login to Tvarit Plus and change password on first login, default password is 'bsnl123'. Please refer User guides for further help • Circles/SSAs to compare post migration circuit statistics with pre migration statistics of Tvarit ( circuit counts ) • Circles/SSAs to correct data errors & validate the migrated circuits data through task list of Tvarit Plus • Circles/SSAs to perform new booking and post connection activities in Tvarit Plus • Circles/SSAs to generate Bills in Tvarit Plus as per Billing cycle and compare with existing Billing package • STR to coordinate for all issues reported by field units • STR to maintain Tvarit Plus system in co-ordination with Elitecore • WTR to Compare post migration circuit statistics with pre migration statistics of tvarit ( circuit counts ) • Elitecore to match migrated data and statistics with Tvarit • Elitecore to Provide onsite support for resolution of operational issues • BSNL Corporate Office to facilitate resolution of all critical and important pending points Enterprise Business Cell

  21. THANKS Enterprise Business Cell

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