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Segmented AttackDivide & Conquer

The Way to Attack has Changed

Lets Know Our New Sales Pitch

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Know Your Enemy

Keep Your Friends Close & Your Enemies Closer

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Photon

Plus3G

Enemy A Comparison with Competition

NetworkFrequency

800MHz(Strong Signal) 21

00MHz(Weak Signal)

Dedicated Carrier

for DataYes No

Rev B

(Photon Max)

Capacity

MTS

MBlaze

RCOM

Netconnect+

800MHz(Strong Signal)

800MHz(Strong Signal)

Yes Yes

2 CarriersHence Double

Capacity

1 Carrier1 CarrierCommon for

Voice & Data

In 27 Cities Not Available1 City Not Available

Versus 3G

Superior Indoor

Coverage.

Better customer

experience due to

dedicated spectrum

Free Pan Indiaroaming

Versus MTS

Limited capacity (1

carrier)

Hence more

congestion

Rev B only in RJ

Not present Pan India

Versus RCOM

Rev B not available

Weaker coverage in

their 3G circles

Hence No seamless

Roaming

CoverageONLYProduct to offer

RoamFree Across

All States of India

Specific CirclesConcentrated in

RJ, & South

Concentrated in

their Non 3G

Circles

Photon

Competitive

Advantage

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Know Your Battle Field

This is Where We Fight, This is Where They Die

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Battlefield Market Segments

Working

Professi

onals

Who Are They?Segment

IOIP Segment

Middle/Senior Exec.

Junior Exec.

Fresher's

Their Interests?

Fast e-mail access

Aspirational lifestyle

Their Core Needs

Mobility, RoamingHeavy

download/email use

Fast speeds

Estimated

Segment

Size

60%

SME Small enterprises

with 2 or more

employees

Use key business

applications -

Accounting, Project

management.

Multiple users

Limited access

requirement for

running Business Apps

like Tally etc.

10%

SOHO Doctors Lawyers

CA etc

Access to email Download

professional

papers/information

Email, Download

Roaming10%

Family

Housewives

Parents

School kids

Job seekers

Online shopping

Educational websites

Multiple users

Low usage

Distributed usage

throughout the day

5%

* Segment size is based on own base study

Student College Students

(Professional/

regular)

Gaming

Music/Movie

downloads

High night usage

Medium-to-heavy

downloads

15%

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Know your WeaponsNo War is Won with Words, Weapons are as Important as Strategies

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Weapons: Segment Based Offers

We Need Pin Point Focus Now

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Working

Professionals

Core Needs

Mobility, Roaming

Heavy

download/email

use

Fast speeds

Segment Usage Pattern Product Proposition

Regular User

Infrequent/

OccasionalUser

Postpay

Postpay

Prepay

New Laptop

User

Postpay

Monthly Rental - Rs 300

Bundled usage - Nil

Usage Charges - 20p/MB

Choose your limit to avoid bill

shock 500, 1000, 1500, 2000

Monthly Rental Rs.850

Bundled usage 5GB > 5GB, Unlimited Usage

Validity (365 days):

1.High Usage - Rs 5000; 20GB

2.Low Usage - Rs 2501; 6GB

Available in FRC/RCV

Device Price Rs.750

Bundled Usage 5GB Unlimited

Monthly Rent

o Acer, Lenovo Free for 2 mths

o Samsung,Toshiba, HCL Free

for 1 mth

o HP - Nil

OEM

Offering5

Long

Validity3

Pay As You

Go Plan*2

Unlimited

Plan

(5GB)1

Postpay

Photon

Max

(Time ForLife)

4

Sophisticated

Users,

Seeking

Speed

Speeds upto 6.1 MBPS D/L

1.Low Usage 1.5GB, Rs.750

2.High Usage 3 GB, Rs 1000

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Students

Core Needs

High night usage

Medium-to-heavy

downloads

Segment Usage Pattern Product Proposition

Infrequent/Occasional

User

Heavy

User

Prepay

Prepay

New laptop

Users

Postpay

Happy Hours:

STV @ Rs.99, 30 Days validity

Happy Hours @ 12A.M to 8 A.M

75% discount in Happy Hours.

E.g: If Download is 100 MB then

only 25 MB is decremented.

Unlimited RCV:

1. Rs.700 1GB Unlimited

2. Rs.1000 5GB - Unlimited

Low Put down price1. RCV Rs.99 512MB 1 Day

2. RCV Rs. 250 250 MB 15

Days

OEM

Offering4

Happy

Hours

&

Unlimited

RCV

3

Short

Validity1

Device Price Rs.750

Bundled Usage 5GB Unlimited

Monthly Rent

o Acer, Lenovo Free for 2 mths

o Samsung,Toshiba, HCL Free

for 1 mth

o HP - Nil

Prepay

Validity(365 days):

1. High Usage - Rs 5000; 20GB

2. Low Usage - Rs 2501; 6GB

Available in FRC/RCV

Long

Validity2Committed

Users, Value

Seekers

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SME

Core Needs

Multiple users

Limited access

requirement for

running Business

Apps like Tally etc.

SegmentAccount

TypeProduct Proposition

Existing

Account

New

Account Free DeviceQARP @ Rs.2850 (3 months rent in

advance)

Bundled Usage: 5 GB UnlimitedFrom 4th month: Rs.950

Device @ Rs.1199

1stMonth Rental discount

Rs.100 X 12 Bill Value Discount is

applicable

Q ARP Plan

(5GB Unltd)2

UnlimitedPlan

(5GB)1

SME Pool

Plan

(2GB/Mnth)3

Cross Sell

offer

5GBplan4

Connections

Needed

Single

Multiple

Pooling

Device

# of Connections

5-15

# of Connections

15-49

Rent (Rs.) Rent (Rs.)

@ MOP 525 500

QARP 650 600

2 Mths ARP 700 675

1Mth ARP 725 725

Monthly Rental Rs.850Bundled usage 5GB

> 5GB, Unlimited Usage

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SOHO/SEP

Core Needs

Email, Download

Roaming

Segment Usage Pattern Product Proposition

Medium /

Heavy Usage

Postpay Unlimited @ :

1. Rs.850, 5GB U/L

2. Rs.1100, 10GB U/L

Unlimited

Plans1

Postpay

Photon

Max

(Time For

Life)

2

Sophisticated

Users,

Seeking

Speed

Speeds upto 6.1 MBPS D/L

1.Low Usage Rs.750, 1.5GB

2.High Usage Rs.1000

, 3 GB

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Families

Core Needs

Multiple users

Low usage

Distributed usage

throughout the day

Segment Usage Pattern Product Proposition

Regular User

OccasionalUser

Postpay

Postpay

Prepay

Monthly Rental - Rs 300

Bundled usage - Nil

Usage Charges - 20p/MB

Choose your limit to avoid bill

shock Rs. 500, 1000, 1500,

2000

Long

Validity3

Pay as you

Go Plan2

Unlimited

Plan

(5GB)1

Monthly Rental Rs.850

Bundled usage 5GB

> 5GB, Unlimited Usage

Validity (365 days):

1.High Usage - Rs 5000; 20GB

2.Low Usage - Rs 2501; 6GB

Available in FRC/RCV

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Time To Fight For Our HonourTime To Fight For Our Honour