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1Vodafone Organization Structure

2Reporting StructureDirect Reporting Matrix Reporting

Example - Enterprise Head in Zonal office has direct reporting to Zonal Head and matrix reporting to Enterprise Head in Head Office.34Sales Process56Target Allocation7Sales Evaluation Annual target are decided at the start of the year which are further broken down monthly.Parameters for evaluation include:-KRA Key Result AreaKPA Key Performance AreaKPI Key Performance IndicatorsReview held at the start of every month, contains last months business performance and next months strategy. If a monthly target is not met then the backlog is carried forward to the next month.

8Sales Evaluation contd.Mid-Year Performance Dialogue (MYPD) held after 6 months which is a minor appraisal and an Annual Performance Dialogue (APD) held at the end of the year which is a major appraisal.

Rating Performance1BadEmployee asked to leave the organization2Poor, Improvement RequiredEmployee put on probation for 3 months after which his performance is evaluated again.

3Good 95% employees get a rating of 3.4Very Good 2-3% employees get a rating of 4.5ExcellentLess than 1% employees get a rating of 5. These employees are promoted. There is a fixed quota decided for this every year.9Buying Process of GIMAccount Type : SMEBuying Situation: New TaskDecision Making Unit: Mr. Steve Fernandes, AdministratorGatekeeper : Mr Mukesh, Chief Technical OfficerInfluencer : Mr Mukesh, Chief Technical Officer

Trigger : It was created by the main stakeholders ie the students because of network issues.Product : Prepaid and post- paid connections at a subsidized rate and cheaper than competitors.

10

Market Scheme

11Details of Rs 199 rental plan offered in Goa

12Scheme offered for GIM:

Plan NameLocal Plan Std Plan Activation Fees (In Rs including service tax)--Onetime Tariff Plan Fee (In Rs)--Local Deposit(In Rs)--Minimum Billing Amount (In Rs/month)149199CLIP Optional (in Rs/month)--Outgoing callsLocal Calls (Within Mah & Goa)VF2VF (in Rs/min)0.30.2Vodafone to other mobiles (in Rs/min)0.30.3Vodafone to fixed (in Rs/min)0.80.5CUG call chargesLocal FreeFreeLocal Freebies200 Local min free300 STD min freeSTD Calls (in Rs/min)VF2VF (in Rs/min)0.50.5Vodafone to other mobiles (in Rs/min)0.50.5Vodafone to fixed (in Rs/min)0.50.5SMS Charges (in Rs/SMS sent)400 Local/National SMS Free400 Local/National SMS FreeLocal SMS 0.30.3National SMS0.50.3International SMS55Itemized Bill1113Benefits:CUG for all GIM students and staffTower for better networkOn Spot MNP facility .Post Sales on campus customer service desk

14Sociedade De Fomento Industrial Pvt. Ltd.- Buying ProcessProblem Recognition :- Increase in employees, Telecom infrastructure not sufficient. Determination of characteristics of the item and quantity :- Company-owned-Company-paid (COCP) mobile connection required for 100 employeesDescription of characteristics of the item and quantity :- COCP: These are postpaid connections that are taken given to the employees of a company by the company for official purpose usage. The bill payments for such connections will be taken care of by the company

15Supplier Selection :- CriteriaProduct specification complianceTelecom operator should be able to serve on certain norms decided by the company. Here it was CUG connection with 1000 sms free to CUG membersProduct Quality documentationFomento group had issues with previous operator regarding poor connectivity in mining areasPricingSpecially designed plan to suit the requirements of Fomento group. They were classified under National Corporate and Government categoryNetwork deploymentWanted seamless connectivity in mining areasReliabilityLooked for trusted brand with prior experience in handling big accounts and could provide tailor-made servicesPost sale servicesExpected hassle-free services and trouble-shooting options

16Acquisition and analysis of Proposals :- Called proposals from various telecom operators with specific details, plans, services and priceEvaluation of Proposals and Selection :- Proposals were evaluated, along with this various rounds of meetings were carried out between their senior officials and telecom companies senior managersPerformance feedback and Review :- Services offered and after-sales support is constantly monitored and evaluated Purchase :-Straight/Modified Rebuy:- Initially Idea was their dominant operator, but they were approached by Vodafone for this buy17DMU :- CEO, IT HeadInitiator:- EDP managerUsers:- EmployeesInfluencer: EDP ManagerDecider: CEO, IT Head

18Recommendations19Recommendations20ImplicationsPharmaceuticals is the most growing sector both in terms of number of employees and revenue. Also they have a team of sales and marketing people who need advanced telecom enterprise solutions for communication.

Travel and Tourism have many small players but their annual - telecom spending as a percentage of turnover is greater because of high usage .

Automobile companies are saturated in terms of COCP connections.

IT companies or companies having excessive use of computers use gtalk, skype etc. chat n video chat tools and hence are able to avoid heavy usage of voice. Instead they are looking for both voice and data packages.

21Thank You 22