Tikona is a top broadband service provider in India with over 40,000 WiFi access points. They provide wireless broadband services to over 200,000 subscribers and 500 enterprise customers. Tikona sells their services through two mediums: SME and MRS. SME targets small and medium businesses through direct marketing, telecalling, field sales etc. MRS targets retail customers through promotions at retail stores. Tikona has specialized plans for SME and MRS customers and aims to target first time users and customers churning from competitors.

1. Process Module Tikona- Sales
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2. Introduction
• Tikona is the top 3 broadband service providers, world’s largest outdoor
secure Wi-Fi network with over 40,000 access points, winner of BWA(4G)
spectrum in 5circles. 2,00,000 wireless broadband subscribers,500+
enterprise customers.
• Tikona Digital Networks (TDN) is engaged in building the next generation
wireless broadband services for home and enterprise customers in India.
TDN has an all India Class-A ISP license granted by the Ministry of
Communications, Govt. of India, for this purpose. TDN envisions a powerful
Broadband-enabled India and will make all possible contribution to make this
happen.
• TDN has engaged the best-in-class technology partners to build the required
capability frameworks.
• TDN was founded in mid 2008 by veterans from the telecom industry, who
have built some of the largest networks in India for mobile, enterprise,
broadband and DTH services.
• TDN is adequately funded by top-end global investors and is committed to
comply with the highest standards of corporate governance.
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3. Key Terms:
Abbreviation Full Form Meaning
SMB Small & Medium Business
SME Small & Medium Enterprises
:has a range of retail shops at a single outlet. Eg Croma,
MRS Modern Retail Stores
Application/ registration Form which helps you capture
SRF Subscriber Registration Form details like Personal Details, Services & Tariffs Opted, and
Payment Details.
Internet Leased Line is permanent telephone connection
between two points set up . given level of quality.
An internet leased line is a premium internet connectivity
ILL Internet Leased Line product, delivered over fiber normally, which is dedicated
and provides uncontended, symmetrical speeds, Full Duplex.
It is also known as an ethernet leased line,
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4. Mediums of Sales
SME And MRS – Tikona sells through two mediums
SME MRS
 Small & Medium enterprise (SME) MRS i.e. Modern Retail Stores which
needs high grade data connectivity and fulfill the personal and business needs.
internet solutions for their business.
Target Audience of MRS are retail
 Target Audience of SME is small & customers.
medium businesses.
SME/SMB MRS
Tele Field
Direct Hand Hand Outs Retail Stores
Calling Sales
Marketing Outs/POP’s
Emailers/Letters
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5. What is SME:
Small & Medium enterprise (SME) needs high grade data connectivity and internet solutions for their
business. However a SME remains underserved as far as quality & affordable office internet is
concerned. For its growing connectivity requirements SME is compelled to choose either economical
office broadband offering shared bandwidth or expensive internet leased line (ILL) offering dedicated
bandwidth, both of which represents a compromise.
Tikona has introduced an innovative product called as iDeal internet leased line, which is a right fit
for both the internet speed, quality and budget needs of SMEs. It is quick to install & easy to
manage.
e-Nxt, A TATA Enterprise, has partnered with Tikona Digital Networks Pvt. Ltd. (TDN) to provide
Internet solutions to Small and Medium Enterprises.
The SME sector has a great capacity to generate new jobs
and have been especially important for those who have
moved from agriculture to urban areas.
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6. SME Sales Approach:
• SME mean small & medium enterprises
SME which needs high grade data
Meaning connectivity and internet solutions for
their business.
• SME sales approach falls under
Sales mentioned processes, 1. Tele Calling, 2.
Approach Handouts/POP's, 3. Direct Marketing e-
mailers/letters, 4. Field Sales.
• SME plans to target customers like first
SME Plan
time user/churn from competition.
Target • Target audience of SME is small &
Audience medium businesses.
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7. MRS Sales Approach:
MRS Meaning
• MRS means "Modern Retails Stores" which fulfil the
personal & business needs.
Sales Approach
• MRS sales approach falls under below processes,
1. Handouts/POP's, 2. Retails Stores.
• e-Nxt sales promoters will be posted at MRS to start
with at Mumbai location. MRS will be WIFI enabled. In
MRS Plan addition to this, customers will get to see first step
demo on a computer/tablet/mobile to show the USP of
"Tikona i.e. Speed".
Target Audience • MRS target audience are "Retail Customers".
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8. Different Approaches
Handouts
photo, or
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picture
Telecalling
photo, or
Structured Call Flow picture
Call Script
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9. Different Approaches
Field Sales
Retail Sales at Stores
Add scripts
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10. Plans for SME
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11. Plans for MRS
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13. e-Nxt Financials Limited

14. KRA- Key Result Area
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15. FAQ’s
Q. I have not heard about Tikona as much as I have heard about XYZ Company?
Ans: Sir, we get similar feedback from many customers because Tikona has not advertised so
far. Still, you will be pleased to know that in just a little over 2 years, Tikona has become India's
fastest growing broadband company and counts among India's top 4 ISPs. With more than
40,000 Access Points we are world's largest outdoor Wi-Fi service provider. We have spent
close to 1700 crores in setting up 4G network, and have secured BWA licenses in 5 circles. We
have backing from top international investors like Goldman Sachs. We have over 2,50,000
retail & 800 satisfied business customers across top 40 cities in India. Our wireless network is
as stable as any wireline network with over 99.5% uptime.
Q. I have got bad reference for Tikona OR I had bad experience with Tikona earlier
OR I have heard that Tikona service is not good?
Ans: You will appreciate that as against 15 to 20 year old established players who still face
network challenges, Tikona is a very young company: just over 2 years old. However, I am
happy to tell that we have worked hard to overcome teething issues and in last 6 months,
and now our uptimes are over 99.5% - which compares to the best in the industry in terms of
availability, stability, speed and latency.
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16. FAQ’s
Q. Why should I go for Internet Leased Line when Broadband connection works equally good?
Ans: Tikona offers value leased line that will surely suit your budget. So, you will enjoy internet
leased line at prices close to a broadband connection. While broadband connection is available to
you on a shared basis, the Internet Leased Line is a dedicated link; and with 1:1 compression
ratio, you will have guaranteed upload and download speeds.
Q. I would like to see live demo of your Internet Leased Line?
Ans: Sir, demo is provided only for retail broadband service - which I can organize at your
convenience. This will give a feel of our service.
Q. I don’t want to take chance with untested product?
Ans: We will demonstrate Quality of Service during acceptance testing and prove that we are
meeting all specifications as agreed.
Q. Competition offers the same service at much lower price? OR I need a much better price?
Ans: Tikona is and will prove to be competitive. Please allow us to make a detailed proposal for
your needs.
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