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airtel for Business Presented By: Ruta Mahajan (MARKETING) Batch 2011-13 PROJECT REPORT ON “Evaluating market opportunities for Airtel Data Solutions in B2B Spaces”
Transcript

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

Airtel Network

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)

Segmented Internet adoption patterns in SMEs

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

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

Thank You


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