2. The enterprise segment accounts for 30 per cent of the company's revenue
The company’s enterprise team has 2,000 people
The enterprise team works with 1600 channel partners
The team provides solutions to customers in 60 cities in the country
The enterprise has total 50000 clients
About TTSL Enterprise Business
7. TTSL assets comprised of different network elements
Example: MUX, DLC, FDMS, etc.
Buildings depending upon are categorized into:
Red Building(Buildings connected with fibre and has FMS and MUX in
customer premises in the building).
Green Building(Buildings connected with fibre and has common FMS but
MUX is in customer premises in the building).
Blue Building(Buildings connected with fibre and has common FMS and
common MUX in the building. Last mile to customer premises on copper.
Faster delivery and low CAPEX).
Advantages: : Customer getting services from all the above categories like :
ILL/PRI/Lease Line/MPLS.
Introduction
9. Upgrading RED building into GREEN building
Upgrading GREEN building into BLUE building
Sweating of Assets.
Maximise Utilization of Network Elements.
No ROW permission required
No PROW/ROW charges for each other: PROW charges (if any) for in building
cabling will be required, ROW will not be required.
OSP Capex: BFTB to new customer, in building cabling cost along with splicing at
both end required
Objectives
Advantages
10. Geographical Location : Kolkata
No. of Red Buildings : 55(Multi dwelling SME)
No. of Green Buildings : 18 (Multi dwelling SME)
Reducing CAPEX for individual orders will bring High Revenue
Enhance GC feasibility buildings
Enhance Order to cash ratio by 20% (Current Status: 1 month)
Enhance Service Delivery ratio by 20%
Reduce CCI, CMI, hence reduce churn.
Scope
Benefits
11. • Visit buildings that are connected by TTSL networks
• Survey these particular buildings to understand the customers’ need
& requirements related to IOT segment
• Obtaining their Testimonials from existing customers and showing to
the potential once
• Pitching products segment wise to SME customers in these buildings
• Obtaining leads for upgradation from existing customers for these
buildings
Methodology
12. Strength Weakness Opportunity Threat
Presence of TTSL
fibre in red building
Customer presence in
the building is low
Reduce CAPEX Competition from
other operators
TTSL has own
customer base
Extend TTSL Services
SWOT Analysis
13. 22 Building out of 55 total Building scanned
Out 22 Buildings ,6 Buildings have potential for upgradation
Building with Potential are :
Industry House
Primarc Tower
SDF Building
East India House
BNCCI Building
AC Market
Detailed Report:
Results
14. Channel Partner Infrastructure
LCM
(Separate
Office /
Enclosure)
Install MRC
Sales Infra
Business Manager: 1
Hunting: 5 FOS
Training
- Different modules:
Hunting, Product,
Presentations, SFDC,
CRM, EPOS
GTM
- New Logo
Acquisition.
- EPPC drive in
Acquired Accounts.
IT Resources
- 1 Printer
- 1 Scanner
- 3 Desktops
Support Team
- 1 Tele-caller
- 1 Co-ordinator
15. Monitoring Health & Performance of TTSL Channel Partner
3 forms are created with following parameters for proper documentation
Project Excellence
CP-Infra CP-Manpower CP-Performance
• PC • Sales FOS • Install MRC
• Printer/Scanner • Team Lead • Net MRC
• SFDC • Tele-Caller • Revenue
• Empower • Backend • New Logo
• CRM • Collection FOS • Funnel Size
16. Channel Partners offices were visited and Compliance Audit was performed
Information collected from the audit was performed
Information collected from the audit were analysed and corrective steps were
Taken
Detailed Report:
Project Excellence Continued
17. Recruit Channel Partner from a given list of Enterprises
Communicate and deliver proposal
Create AP Pipeline
Total interested candidates: 32
Taking appointment of interested candidates
Project Channel Partner Recruitment
18. A channel partner has to deposit Rs. 50000 security deposit to TTSL
A partner need to have proper documentation
The channel partner will be working on SME customers providing them telecom
solutions such as ILL, Broadband, PRI, LL, Managed Services, etc.
A customer base will be given to the partner to complete a monthly target of 1.25
Lacs(Sales)
A channel partner need to identify the Dormant & Non-Dormant Account
A CP need to work on Dormant Account & increase Existing Product per Customer
A channel partner is expected to deploy manpower like Sales FOS, Backend, Tele-
Caller & Team Lead, etc
Partner will receive collection & sales commission accordingly
Channel Partner Recruitment Criteria
19. Distribution of Event Certificates
Opportunity to interact with existing & potential customers
Understanding their requirement and pitch suitable products
Customer needs proposition or feasibility
Top Leads Generated
Photon Upgradation
ILL Upgradation
New Walky Connection
Total Leads Generated: 11
Detailed Report:
Lead Generation Through Certificate
Distribution
