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For internal circulation of BSNL only. E2-E3 MANAGEMENT ENTERPRISE SALES
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Page 1: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

E2-E3

MANAGEMENT

ENTERPRISE SALES

Page 2: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

WELCOME

• This is a presentation for the E2-E3

Management Module for the Topic:

Enterprise Sales

• Eligibility: Those who have got the

Upgradation to from E2 to E3.

• This presentation is last updated on 15-3-

2011.

• You can also visit the Digital library of

BSNL to see this topic.

Page 3: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Agenda

• Enterprise Sales

• Evolution of Enterprise sales in BSNL

• Enterprise Customer Segmentation

• Enterprise Sales organization in BSNL

• Key Selling Skills for Enterprise Sales

• Enterprise solutions offered by BSNL

• Key issues in Enterprise sales

Page 4: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Enterprise Sales

1. Generate high volume business by developing

clients

2. Long term approach

3. Win-win approach

4. Unlike marketing which is for masses, BD

specifically targets select clients

5. Can happen from either party i.e. buyer or seller

Page 5: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

What an Enterprise Customer looks for

One stop shop Telecom Expense

management

Unified communication

solution

Faster roll out

Scalability 24x7 monitoring &

servicing

Simplicity of deal Long term commitment

Business continuity

(Disaster

Management)

Consultancy support for

solution to new needs

Page 6: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Evolution of Enterprise sales

setup in BSNL

1. Started BD cell in 2001

2. GM level unit at Corporate & Circle level

3. In 2008, a new unit of ‘Enterprise Business’

started at Corporate level

4. In 2009, Enterprise Vertical defined across the

country headed by Director BSNL Board

Page 7: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

New Set up

1. ED (core Network), GM (Business Planning),

GM (Enterprise Business), GM (ILD), GM

(Lease circuit), GM (IT) and GM (Fin)

2. GM (EB-city) for 4 big cities

3. All Circles now have GM (Enterprise) supported

by DGM (Enterprise Sales) and DGM (Service

Delivery/Service assurance)

Page 8: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Customer segmentation

• Platinum customers: These customers are large

corporate entities (with indicative turnover greater

than Rs. 500 cr p.a.), with significant telecom spend

across several locations and sophisticated product

needs.

• Gold customers: These are medium-sized

corporate entities (with indicative turnover of Rs.

50-500 cr p.a.).

• Silver customers: All corporate customers that are

not a part of the Platinum or Gold accounts are

designated as Silver accounts (with indicative

turnover greater than Rs. 10 cr p.a.)

Page 9: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Enterprise Sales structure

• Career Wholesale

• Enterprise Business

• BSNL Channel partners

• System Integrators

Page 10: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Career

• responsible for generation of Carrier Wholesale

revenues for on BSNL’s National Long Distance

(NLD) network and International Long Distance

(ILD) network. Primarily GM (Business Planning)

at BSNL HQ deals with it with back end support

from maintenance regions.

Page 11: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Enterprise Business

• Platinum customers- By BSNL team

• Gold customers- By BSNL team

• Concept of National Account Manager (NAM) &

Key Account Manager (KAM)

• Silver customers- By channel partners

Page 12: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Channel partners

• Appointed initially in six circles

• direct marketing & sales of BSNL data services

to silver customers

• Service assurance part of deal

• Commission

Page 13: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

System Integrators

• Required to provide

– Software

– Hardware

– Integration

• To be empanelled by all the circles

• Front End V/s Back end bidding

Page 14: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Key selling skills for Enterprise team

Need assessment

Conceptual

Technical

Presentation Skills

Business communication

Interpersonal skills

Meeting management

Page 15: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Key selling skills for Enterprise team

Fluency in using IT tools such as E-mail, LAN

Word, PPT, Excel, Internet, organizer etc

Project management

Organizing Skills

Business Intelligence

Negotiation skills

Proposal writing

Page 16: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Enterprise relationship options

• MOU

• Contract

• Partnership

Page 17: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Enterprise Solutions

Page 18: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Single Window

• Nomination of various circles as single billing

and commercial authority

• Facilitation to customer

• Various circles nominated as coordinating

circles

Page 19: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Corporate VPN

• VPN for basic, WLL, mobile closed user group

• Centralized Billing to customer

• Single window approach

• Better monitoring and control of customer

• Monitoring of calling pattern

• Better discount on bulk bill on pan-India basis

for all voice services to corporate

Page 20: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Free of Cost - EPABX

• BD cell has taken a proactive step of

providing free of cost EPABX

• EPABX manufacturers to supply, install,

maintain on revenue share basis

– 60:40 revenue share on rental

– 20% rev. share to EPABX manufactures

on usage

• Many EPABX already provided through M/s

Coral

Page 21: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Revenue share Packages

• Rail Tel Call centre (BOO basis)

– At all circle H.Q. for Railway enquiry

(replace 131)

– Revenue share to Rail Tel on BSNL calls @

Rs 0.15 per call

• Utilization of IN platform

– Indian Idol Televoting

– Zee Cine Award Televoting

– Sahara TV – Dial One voting

– Kaun Banega Crorepati

Page 22: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Bundling Schemes

• Handset Bundling

– GSM & CDMA including FWT

• PC Bundling

• GSM PCO Bundling

• GSM Data card

• Empanelment of EPABX Franchisees

Page 23: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Co-branded/White labeled services

• Hosted CRM

• Hosted Contact center

• Hosted ERP solutions

• Global calling card*

Page 24: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Managed Network Services

• C & W tie up

• British Telecom tie up

• Managed E-mail with Microsoft tie up

Page 25: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Blackberry

• BIS

• BES

Page 26: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Problem Areas

• Scarcity of staff at H.Q and circle level

• Skill/Attitude problem of staff

• Operation / Maintenance Problems (poor back end

support)

• Less awareness about BSNL solutions

• Customer wants negotiation and instant decision

• All tariff in BSNL transparent; No negotiation

leverage to front end personal

Page 27: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Problem areas

• Accountability problem

• No clear cut/ defined responsibilities for staff

• Non flexibility of IT/billing systems to extend

different discounts

• Late / Non availability of VAS services in new

services like mobile, broadband

Page 28: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.

Conclusion

• Provide end to end seamless business solutions

by tie up with external experts or developing

internal competence

• Go into MOU/Corporate relationship

• Increase & improve service deliver & service

assurance

• Increase internal awareness

• Focus of capacity building-sales training,

empowerment

• Effective utilization of IT

Page 29: E2-E3 MANAGEMENTtraining.bsnl.co.in/digital_library_source/upgradation/E2...Free of Cost - EPABX •BD cell has taken a proactive step of providing free of cost EPABX •EPABX manufacturers

For internal circulation of BSNL only.


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