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ILL Ready Reckoner - JUN'16
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- 2. Contents New Rollout1 Know YourProduct2 Managed ILL with UTM3 Access4 FTSP v4 – Green Channel5 2 DOA & Other Pricing Policies6 Exit Policy7
- 3. Enhanced Green ChannelPolicy1.1 1. New Rollout Simplified ILL Portfolio1.2 3 Payment frequency guidelines1.3
- 4. 1.1 Green Channelfor Upgrade orders Brief guidelines – Inclusion of UBR category to increase reach – Inclusion of Managed services to increase the width of product offering Details shared from Enterprise Marketing ID on 22-Feb-16 Complete details on Slides no 28 to 45 4
- 5. 1.2 Simplified ILLPortfolio 5 SLA Standard Premium Standard Objective Offer only variants which have provided 99% of our business Reduce implementation complexities Simplify service assurance Reduce load on systems Improve presales Enhance sales team capability Variable Past Offering Offering post Nov-15 Last Mile Single Dual Single VAS Managed Serv. CPE/ UTM Managed Serv. CPE/ UTM Burstability 95th Percentile BOD Simplified portfolio Product Name • ILL (Internet Leased Line) Variants 1. Standard ILL 2. Managed ILL a. With CPE/ UTM b. Without CPE/ UTM Guidelines applicable for TTL ILL & TCL ILL Standard CPE list available will be released soon Note :
- 6. 1.3 Payment frequencyguidelines 6 Brief guidelines – Quarterly, Half yearly and Annual payment allowed – Monthly payment allowed only for • Existing customers with monthly payment and using ILL • ISP customers • Tender requirement Details shared from Enterprise Marketing ID on 20-Jan-16
- 7. Features2.1 2. Know YourProduct Standard Bandwidths2.2 SLA2.3 IP Policy2.4 Dual Stack Solution2.5 Standard ILL vs Managed ILL2.6 7
- 8. 2.1 Features &Benefits Highly scalable bandwidth (1 Mbps to N*1 Gig) Carrier Grade Connectivity Dedicated Bandwidth (Contention 1:1) Online Performance Reporting Symmetric Bandwidth (same upload & download speed) End to End Service Level Agreement IPv6 Ready Choice of Access – Wireline & Wireless 8
- 9. 2.2 Standard Bandwidths •Bandwidths mentioned in table above are available for New activations, Upgrade & Downgrade • Above 100 Mbps bandwidths configured in Empower are available • Guidelines applicable for TTL ILL & TCL ILL • Any other bandwidth requirement from customer will have to be approved by BU Head 9 2 Mbps 4 Mbps 6 Mbps 8 Mbps 10 Mbps 12 Mbps 15 Mbps 18 Mbps 20 Mbps 25 Mbps 30 Mbps 40 Mbps 45 Mbps 50 Mbps 60 Mbps 70 Mbps 80 Mbps 90 Mbps 100 Mbps
- 10. 2.3 SLA Parameter Commitment ServiceAvailability ≥ 99.5% Packet Loss ≤ 1% MTTR 4 hrs Service Availability Service Credit Upto 99.50% NIL 99.49% to 99.00% 1 days 98.99% to 98.00% 2 days 97.99% to 97.00% 3 days Less than 97.00% 4 days Service Credit for Service Availability Pls go through the SLA document for complete details 10
- 11. Bandwidth Max no of additionalIPs ARC per IP Upto 10 Mbps NA NA 12 Mbps to 50 Mbps 8 Rs 5,000 60 Mbps to STM1 16 Rs 5,000 Above STM1 24 Rs 5,000 2.4 IP Policy • Any deviation in policy has to approved by BU Head IPv4 /29 LAN Pool & /30 WAN Pool IPv6 /64 LAN Pool & /126 WAN Pool Additional IP request form needs to be submitted for additional IP requests /29 Pool – 8 IPs of which 5 are usable for customer /30 Pool – 4 IPs of which 1 is usable for customer 11 Additional IPv4 Policy
- 12. 2.5 Dual StackSolution Dual Stack supports IPv4 & IPv6 over single interface Customer Checks for Dual Stack • CPE to be IPv6 & IPv4 compatible • Servers & applications to be IPv6 & IPv4 compatible IPv6 TTL Network Customer Network IPv4 IPv4 IPv6 IPv6 TTL Offers the following options for IPv6 • IPv6 Native Service – Enables customers to access the Internet Protocol version 6 (IPv6) via a direct connection to one of TTLs IPv6 enabled routers. • IPv6 Dual-Stack Service – Enables customers to access the Internet Protocol version 6 (IPv6) and Internet Protocol version 4 (IPv4) over the same physical interface. 12
- 13. 2.6 Standard ILLvs Managed ILL 13
- 14. Threats to anOrganisation3.1 3. Managed ILL (ILL + UTM + Managed Serv.) What is UTM ?3.2 Components of UTM3.3 TTL Managed ILL Offering3.5 Benefits of Managed ILL3.6 Managed Services Provided3.4 14 Preapproved Pricing3.7
- 15. 3.1 Threats toan Organisation Internal threats Identity theft Data loss Data deletion Data modification External threats Worms Malicious code Virus Malware Social Engineering threats Spam Phishing Pharming Data theft DoS attacks Hacking USER Attack on Organization User – The Weakest Security Link 15
- 16. 3.2 What isUTM ? Problems with Multiple Platforms : • Stand-alone, nonintegrated Security • Gaps in blanket security Strategy • Mix of off-the-shelf systems and applications • Difficult to deploy / manage / use • Multiple resources • High Administrative Overheads • High cost of ownership UTM is a single device that “Unifies” multiple security features, including Firewall / VPN, Intrusion Detection / Prevention and Gateway antivirus, and more... Unified Threat Management 16
- 17. 3.3 Components ofUTM • Integrated security over single platform – Across all locations; all users • Complete TCP/IP stack coverage for each security module • Reduced TCO (Total Cost of Operations) • Lower expenditure • Ease of Management • Ability to upgrade to future threats • Security subscriptions as needs grow 17
- 18. 3.4 Managed ServicesProvided Basic Rs 9,000 ARC • Configuration Support • Pro-Active Monitoring • Fault Resolution & Updates • Online Portal Access • Configuration Support • Change Management Support • Asset Management &Tracking • Device Health Monitoring • Pro-Active Monitoring • Fault Resolution & Updates • Online Portal Access Advanced Rs 18,000 ARC • Link / Traffic Utilization Report • Trouble Tickets & SLA Compliance • Link Uptime & Traffic Reports • Asset Reports • Change Management Reports • Device Health Reports • CXO Dashboard • Trouble Tickets & SLA Compliance Pack Tariffs Services Offered Reports Provided Kindly select Managed Services as YES while raising FAN, Tarid & SRF. Select the required pack in Empower. 18
- 19. 3.5 TTL ManagedILL Offering ILL Managed UTM Managed ILL UTM Partner http://www.cyberoam.com/utm.html 19
- 20. 3.6 Benefits ofManaged ILL •Real time protection against threats •Minimal configuration •Next-generation GUI enhances •IPv6 ready solution •Bandwidth management •Managed Security Technical •No capital outlay •Low operational expense •Higher Return on Investments •Better utilization of capex kitty •Better employee productivity Financial •Safe business environment •Control over legal liability •Enhanced productivity •Meets regulatory compliance requirements •Scale-able as per business needs •Rapid deployment Business 20
- 21. 3.7 Preapproved Pricing •Minimum contract of 12 months to be executed • Managed service charges and licensed services if provided to be charged additional *Pricing subject to capex approval. Max BEP 12 months & EBIDTA >30% • Kindly get the UTM_RCD document filled from the customer • While raising request in Empower, select the required CPE in CPE details tab • Kindly select managed services as Yes if managed UTM is to be provided. • Kindly enter CPE cost in Miscellaneous capex while raising Tarid in Empower, so that WBSE can be released • If licensed services are to be provided than kindly enter the cost in Miscellaneous capex while raising Tarid in Empower Bandwidth UTM ARC OTC 2 Mbps Cyberoam 15iNG 1.35 Lakhs 10,000 4 Mbps Cyberoam 15iNG 2.2 Lakhs 10,000 6 Mbps Cyberoam 25iNG 2.9 Lakhs 10,000 8 Mbps Cyberoam 25iNG 3.4 Lakhs 10,000 10 Mbps Cyberoam 25iNG 4.0 Lakhs 10,000 21
- 22. Last Mile Options4.1 4.Access Third Party Tie-ups4.2 SD TATs4.3 P2MP (Point to Multi Point)4.4 Why P2MP !!!4.5 22
- 23. 4.1 Last MileOptions Fiber Max. B/W upto interface capability N*1 Gig can be delivered on Fiber Copper Max. 10 Mbps UBR Max. 6 Mbps Not recommended for online (with high mission criticality), Voice, Video Third Party Based on feasibility P2MP Point to Multi Point Coming soon….. 23
- 24. 4.2 Third PartyTie – ups Active Partnet List (Atleast 1 activation in last 12 months) Inactive Partnet List (No activation in last 12 months) No Type Vendor 1 BSO TATA Communication Ltd 2 BSO Bharti Airtel Ltd 3 LCO Master Cables 4 BSO Sify Technologies Ltd 5 LCO Figrovin Communication 6 BSO Nxtra Data Ltd (Airtel) 7 LCO Spider 8 LCO OUTPACE OPTIFIBRE NETWORK PRIVATE LTD 9 LCO VISION INFOTEL INDIA PVT LTD 10 LCO Skylink Multimedia Pvt Ltd 11 VSAT Tata Net-Nelco 12 LCO I Solutions Tele Network Pvt Ltd 13 LCO Aashish Cablenet 14 LCO PAPPILON TRANSTECH PVT LTD 15 LCO R K Infratel 16 LCO Rajesh Patel Net Services 17 LCO Sterlite 18 LCO Incable Net 19 LCO Evision Teleinfra Pvt.Ltd. 20 LCO UCN Cable Network 21 LCO Saisha Enterprises Pvt. Ltd. 22 LCO Sean Media 23 LCO Meghbala Broadband No Type Vendor 1 LCO Indusind Media & communications Ltd 2 BSO Tulip Telecom 3 LCO Spectra Net 4 BSO RCOM 5 LCO Wiretel 6 BSO Aircel 7 LCO Yashash cable networks 8 BSO PGCIL 9 LCO Laasya Priya Comm 10 LCO Citycom 11 LCO Sanghvi 12 BSO Railtel 13 BSO Vodafone 14 LCO Bell teleservices 15 LCO You Broadband 16 LCO Divine Network 17 LCO Eye Vision Broadband 18 LCO Fast Track Cable Vision 19 LCO Dhanraj Enterprises 20 LCO Intermedia Cable Communications Ltd. 21 LCO Bharat Services 22 LCO Go IP Global Services Pvt. Ltd. 23 BSO MTNL 24 LCO Issential 25 LCO Digi Cable 24
- 25. 4.3 Service DeliveryTATs UBR / LBR • CAT A includes Pole height upto 6m • CAT B includes Pole height upto 9m • CAT C includes Pole height t>9m MACD • CAT A is all ONNET / Connected Buildings that need only BW provisioning only • CAT B is all ONNET / Connected Buildings that need minor augmentation (such as Card upgrade in Customer end MUX) • CAT C is all OFFNET / NEARNET / FARNET Buildings that need OSP activity and includes Government ROW & Customer PROW permissions. It also includes all Ring Splitting / Backhaul Augmentation for capacity building Fiber / Copper • CAT A is all ONNET / Connected Buildings that need only BW provisioning only • CAT B is all ONNET / Connected Buildings that need minor augmentation (such as Card upgrade in Customer end MUX) • CAT C is all OFFNET / NEARNET / FARNET Buildings that need OSP activity and includes Government ROW & Customer PROW permissions. It also includes all Ring Splitting / Backhaul Augmentation for capacity building Media Installation TAT(In Days) Feasibility CAT-A CAT-B CAT-C NW SD Total NW SD Total NW SD Total L1 L2 Fiber 4 2 6 9 3 12 30 3 33 2 - LBR 12 3 15 16 2 18 28 2 30 2 6 Copper 2 3 5 - - - - - - 2 - OHF 2 3 5 - - - 2 10 12 2 - UBR 2 8 10 2 13 15 2 19 21 2 6 MACD - Upgrade 4 2 6 9 3 12 30 3 33 2 - MACD - Downgrade 2 2 4 8 2 10 - - - 2 - MACD – Shifting As per category and media 2 - TCL MAN 2 16 18 3 27 30 2 38 40 4 - 25
- 26. Customer end Mast P2MP Radio 4.4P2MP (Point to Multi Point) Components • BTS End – Sector based approach spanning 90/ 120 degrees coverage. Each Sector to comprise of a Sectorial antenna, P2MP Radio, associated cables & fixtures • CPE (Client) End – Constitute of a Pole/ Mast mounted Radio, Power over Ethernet (PoE) adapter and associated cables and connectors Network Diagram 26
- 27. 4.5 Why P2MP!!! No need for customer specific equipment at BTS end. Multiple customers can be served from single equipment P2MP leads to a higher feasibility success ratio, eliminates lack of feasibility due to space constraints at BTS Reduces Order to Cash cycle, as no need for customer specific feasibility at BTS Optimization in space rental, power and fuel expenses Effective Interference mitigation mechanism leading to a enhanced service experience Robust platform leading to fewer equipment related post - sale service calls 27
- 28. Green channel fornew installs5a 5. FTSP v4 – Green Channel Green channel for upgrade5b 28 Snapshot5c
- 29. Key Building Blocks 5a.Green Channel for new installs Key Guidelines Green channel categories Classification of Cities Minimum Contract Period 29 Payment Options Pricing Matrix Exclusions 5a.1 5a.2 5a.3 5a.4 5a.5 5a.6 5a.7 5a.8
- 30. 5a.1 Key BuildingBlocks Only location confirmation Preapproved Pricing Matrix No FAN No Feasibility No Business case No Approval 30
- 31. • Standard Bandwidthsup to 100 Mbps available • Contract period and pricing classification into Onnet, Nearnet, Farnet & UBR • Onnet, Nearnet & UBR available PAN India • Farnet available only in four cities – Mumbai, Pune, Ahmadabad & Hyderabad • Applicable only for new activations • No media preference for the customer 5a.2 Key Guidelines 31
- 32. 32 5a.3 Green channelcategories • No last mile media preference for customer. Cheapest media will be used • TCL MAN connected buildings are available only upto 50 Mbps in Green channel • UBR & LBR applicable only for VIOM sites, Non VIOM sites to be routed as BAU case • TCL MAN Nearnet and other third party last mile, will have to be routed as BAU case • LBR as a media can only be used for ILL if PRI is delivered using the same last mile • Mast height upto 12 meters is allowed under UBR Green channel category Category Definition Onnet All TTL connected (fiber/ copper) locations, TCL MAN connected buildings Nearnet Upto 500 meters OSP on TTL connected locations Farnet > 500 meters from TTL connected locations UBR P2P or P2MP used to deliver link across any location in India
- 33. 5a.4 Classification ofCities 33 Onnet • Available PAN India Nearnet • Available PAN India Farnet • Available in Mumbai, Pune, Ahmadabad & Hyderabad UBR • Available PAN India
- 34. 5a.5 Minimum ContractPeriod 34 Onnet • 12 Months Nearnet • 24 Months Farnet • 24 Months UBR • 18 Months
- 35. 5a.6 Payment Options 35 Monthly Advance •Not allowed Quarterly Advance • Allowed Half Yearly Advance • Allowed Annual Advance • Allowed
- 36. 36 5a.7 Preapproved PricingGrid Minimum ARC (In Rs Lakhs) Bandwidth Onnet Nearnet Farnet UBR 2 Mbps 1.05 2.00 2.25 1.05 4 Mbps 1.75 2.00 2.25 1.75 6 Mbps 2.35 2.60 2.85 2.35 8 Mbps 2.85 3.10 3.35 2.85 10 Mbps 3.35 3.60 3.85 3.35 12 Mbps 4.00 4.25 4.50 15 Mbps 4.80 5.00 5.25 18 Mbps 5.75 5.75 6.00 20 Mbps 6.25 6.25 6.50 25 Mbps 7.25 7.25 7.50 Bandwidth Onnet Nearnet Farnet 30 Mbps 8.00 8.00 8.25 40 Mbps 9.25 9.25 9.50 45 Mbps 9.50 9.50 9.75 50 Mbps 10.00 10.00 10.25 60 Mbps 11.00 11.00 11.25 70 Mbps 11.75 11.75 12.00 80 Mbps 12.50 12.50 12.75 90 Mbps 13.00 13.00 13.25 100 Mbps 13.50 13.50 13.75 Minimum OTC Onnet Nearnet Farnet UBR Rs 5,000 Rs 5,000 Rs 25,000 Rs 5,000 Managed Services ARC of Rs 10,000 for all categories
- 37. 5a.8 Exclusions • Nonstandard bandwidths & bandwidths above 100 Mbps (Only Bandwidths mentioned in the Pricing section are available under Green Channel) • LE & Carrier business • Opportunity with Additional IP request • CPE/ UTM bundling • Links for ISP customers 37
- 38. Key Building Blocks 5b.Green Channel for upgrade orders Key Guidelines Preapproved Pricing Matrix Payment Frequency & Contract Period 38 5b.1 5b.2 5b.3 5b.4
- 39. 5b.1 Key BuildingBlocks Only same media confirmation Preapproved Pricing Matrix No FAN No Feasibility No Business case No Approval 39
- 40. • Standard Bandwidthsup to 100 Mbps available • Applicable only for orders where same last mile media is used. (Change in media to be routed as BAU case) • No downward movement in payment frequency allowed • Minimum contract of 12 months • Preapproved pricing grid • Available PAN India • TCL MAN/ Other TP links allowed upto 50 Mbps 5b.2 Key Guidelines 40
- 41. 41 5b.3 Preapproved PricingGrid Minimum ARC (In Rs Lakhs) Bandwidth ARC 2 Mbps 1.05 4 Mbps 1.75 6 Mbps 2.35 8 Mbps 2.85 10 Mbps 3.35 12 Mbps 4.00 15 Mbps 4.80 18 Mbps 5.75 20 Mbps 6.25 25 Mbps 7.25 Bandwidth ARC 30 Mbps 8.00 40 Mbps 9.25 45 Mbps 9.50 50 Mbps 10.00 60 Mbps 11.00 70 Mbps 11.75 80 Mbps 12.50 90 Mbps 13.00 100 Mbps 13.50
- 42. 5b.4 Payment Frequency& Contract Period 42 Payment frequency • Same as existing • Upgrade movement allowed (eg. Quarterly payment to half yearly payment allowed) Contract • Min. 12 months
- 43. Policy guidelines 5c. GreenChannel Snapshot Pricing 43 5c.1 5c.2
- 44. 5c.1 Policy guidelines 44 TTL/TCL connected Upto 500 m OSP (only TTL) > 500 meters OSP (Only TTL) P2P or P2MPDefinition All upgrade orders Acquisition Orders All All Mumbai, Pune, Hyderabad, Ahmadabad All Cities Available All 12 Months 24 Months 24 Months 18 Months Min. Contract 12 Months Quarterly, Half yearly or Annual Quarterly, Half yearly or Annual Quarterly, Half yearly or Annual Quarterly, Half yearly or Annual Payment Same as existing or upward Onnet Nearnet Farnet UBR Upgrade Orders Advance Advance Advance Advance Payment Type Same as existing
- 45. 5c.2 Pricing 45 Bandwidth Acquisition OrdersUpgrade OrdersOnnet Nearnet Farnet UBR Min. ARC (in Rs Lakhs) 2 Mbps 1.05 2.00 2.25 1.05 1.05 4 Mbps 1.75 2.00 2.25 1.75 1.75 6 Mbps 2.35 2.60 2.85 2.35 2.35 8 Mbps 2.85 3.10 3.35 2.85 2.85 10 Mbps 3.35 3.60 3.85 3.35 3.35 12 Mbps 4.00 4.25 4.50 4.00 15 Mbps 4.80 5.00 5.25 4.80 18 Mbps 5.75 5.75 6.00 5.75 20 Mbps 6.25 6.25 6.50 6.25 25 Mbps 7.25 7.25 7.50 7.25 30 Mbps 8.00 8.00 8.25 8.00 40 Mbps 9.25 9.25 9.50 9.25 45 Mbps 9.50 9.50 9.75 9.50 50 Mbps 10.00 10.00 10.25 10.00 60 Mbps 11.00 11.00 11.25 11.00 70 Mbps 11.75 11.75 12.00 11.75 80 Mbps 12.50 12.50 12.75 12.50 90 Mbps 13.00 13.00 13.25 13.00 100 Mbps 13.50 13.50 13.75 13.50 Min. OTC (In Rs) 5,000 5,000 25,000 5,000 Managed Services (Min ARC) 10,000 10,000 10,000 10,000 10,000
- 46. DOA6.1 6. DOA &Other Pricing Policies DOA Guidelines6.2 TCL MAN EBIDTA Empowerment6.3 ISP Pricing Policy6.4 Half Yearly/ Annual Advance6.5 46 High Bandwidth Preapproved Pricing 6.6
- 47. 6.1 DOA Level ApprovingAuthority Discount on Rack rate EBIDTA IRR BEP (in Months) Capex Level 1 Sales Head ≤ 20% Level 2 Region Head ≤ 45% ≥ 40% ≥ 30% ≤ 12 ≤ Rs 5 Lakhs Level 3 COO / Commercial ≤ 55% ≥ 35% ≥ 25% ≤ 18 ≤ Rs 10 Lakhs Level 4 Product ≤ 60% ≥ 30% ≥ 25% ≤ 18 ≤ Rs 10 Lakhs Level 5 B2B Head > 60% ≥ 30% ≥ 18% ≤ 24 ≤Rs 1 Cr Level Approving Authority Discount on Rack rate Discount % on existing ARC Level 1 Sales Head ≤ 20% Level 2 Region Head ≤ 45% ≤ 20% Level 3 COO / Commercial ≤ 55% ≤ 30% Level 4 Product ≤ 60% ≤ 35% Level 5 B2B Head > 60% > 35% Acquisition Retention 47
- 48. 6.2 DOA Guidelines •The DOA will not be applicable for Carrier customers wherever rate contract has been signed as part of MSA or any price agreement. E.g. DOA will not be applicable for Uninor Leased line rate card. • The DOA is only applicable for offering discounts to the customers subject to technical and commercial feasibility which has to be mentioned in customer proposal. • All pricing quotations have to be sent only after raising the FAN. It is not essential for FAN to get closed for sending the quotation. • Mode of Payment: - Annual/Half-Annual/Quarterly/Monthly – Advance. • In case of pay later or arrear billing it will be approved by BU Head. • The term of contract (Lock-in period) is for a minimum duration of 1 year from the date of contract signed by customer/ Date of Implementation of circuit. • For upgrade/ downgrade of existing circuit, new lock-in period (minimum 1 year) will start from Date of Upgrade/Downgrade of circuit. • All the links will be auto-renewed post completion of the Lock-in Period. • Exit Charges-In case the customer disconnects / surrenders the service before the completion of agreed contract tenure at the time of start of services then the remaining period recurring charges will be recovered on pro rata basis. • During Lock-in period, if Customer requests in writing for up gradation of Link, TTL shall make all reasonable efforts to upgrade the Link subject to techno-commercial feasibility compliance for the same location. In this case the rental already paid for the link for the remaining period of the quarter/month will be adjusted in the next billing cycle. 48
- 49. 6.2 DOA Guidelines •Maximum discounts for pricing parameters specified above are applicable only when it meets financial criteria given for IRR, EBITDA & BEP as detailed in section 3 for individual products. • During Lock-in period, if Customer requests in writing for Link to be downgraded, customer would be liable to pay the charges for the remaining contract term as per the exit clause.. • A customer who wants to disconnect the service after the completion of Lock-in Period the customer shall serve a written notice of one month for disconnection of the Services. • Shifting is allowed within city limits, provided the incremental CAPEX required for shifting is justified the business viability and network feasibility. If the new location is not feasible and customer disconnects the link, than customer will have to pay the amount for balance amount of months as per the contract period. • All non-standard solution cases (all cases where Solution Architect is involved) + Cases with non standard SLA to be signed by Solution Architect Head and Solution Architect will take approval from Service Operation and Service Assurance team. If standard SLAs are lower than the customer’s expectations, the same needs to be approved by Business Head based on Solution Architect recommendation. • Retention DOA shall be applicable only after the completion of the initial contract period. Any exception to be approved by Business Head • Financial Parameter needs to be checked for period of contract i.e. BC needs to be prepared for period of contract. • For ISP customers, the delivery will be only at TTL BTS feasible locations. Delivery at ISP premise will be charged extra as per capex. The ownership of ROW process to reach the BTS location for drops is with ISP and not TTL. 49
- 50. 6.3 TCL MANEBIDTA Empowerment Approving Authority Other Last Mile TCL MAN Last Mile Region Head ≥ 40% ≥ 25% COO / Commercial ≥ 35% ≥ 20% Product ≥ 30% ≥ 15% B2B Head ≥ 30% ≥ 15% EBIDTA Approving Authority EBIDTA delegation is given only for TTL ILL activations using Third Party TCL MAN Last Mile Objective • Optimize the strengths of TTL + TCL Network • 100% New business in TTL • Low investment in capex Approach • Enable the teams by providing higher EBIDTA delegation for TCL MAN third party last mile activations on TTL ILL 50
- 51. 6.4 ISP PricingPolicy No of STM1 Commercial Team Approval Authority (Rs Lakhs ARC per STM1) Product Team Approval Authority (Rs Lakhs ARC per STM1) 1 21.0 20.0 2 20.5 19.5 >2 20.0 19.0 Only BTS drops will be allowed for ISP. No last mile delivery NRC of min Rs 15,000 per STM1 will be collected for fresh activations Payment to be quarterly advance Max 2 drops allowed per STM1. Additional drops to be charged at Rs 50,000 Min 12 months contract No shifting or downgrade will be allowed during contract period 51
- 52. 6.5 Half Yearly/Annual Advance DOA Level Definition Discount on Bandwidth EBIDTA Monthly/ Quarterly Advance Half yearly Advance Annual Advance Monthly/ Quarterly Advance Half yearly Advance Annual Advance Region Head ≤45% ≤50% ≤55% ≥40% ≥35% ≥35% COO/ Commercial ≤55% ≤60% ≤60% ≥35% ≥30% ≥30% Product ≤60% ≤60% ≤60% ≥30% ≥30% ≥30% BU Head >60% >60% >60% ≥30% ≥30% ≥30% Higher delegation to Region & Commercial team for Half Yearly & Annual Advance bill cycle. Objective • Increase contribution of activations from Half yearly / annual advance billing cycle, thereby reducing collection costs and bad debt. Approach • Enable the teams by providing higher Discount and EBIDTA delegation for Half yearly / annual advance billing cycle 52
- 53. 6.6 High BandwidthPreapproved Pricing Objective • Win max. cases in high b/w • Increase ACVM • Reduce collection costs & bad debts 53 Bandwidth (In Mbps) ARC for Half Yearly Advance (In Rs Lakhs) ARC for Annual Advance (In Rs Lakhs) 45 9.00 8.50 50 10.00 9.50 60 11.00 10.50 70 11.75 11.25 80 12.50 12.00 90 13.00 12.50 100 13.50 13.00 • BC approval as per DOA required for financial parameters (IRR, BEP, EBIDTA) • Min OTC of Rs 10,000 to be charged • Pricing not applicable for monthly & quarterly advance billing cycle • Additional ARC to be charged for MS, CPE, UTM, Additional IP
- 54. Objective & Calculation Methodology 7.1 7.Exit Policy Disconnection Scenario7.2 Downgrade Scenario7.3 CRM Screenshots7.4 54 Metasolv Screenshots7.5 Sample Invoice7.6
- 55. 7.1 Objective &Calculation Methodology Objective 55 • Charge the customer for balance amount of contract period in case of disconnection/ downgrade within contract period • Capture contract details / lock-in period in all IT systems • Capability in system to calculate Exit charges in case of breach of contract • Exit penalty to get applied, for below listed scenarios • Voluntary & Involuntary disconnection • Voluntary downgrade • Voluntary shifting, if the new location is not feasible Calculation Methodology • Exit penalty is calculated based on the remaining number of days customer is supposed to be on the network with TTL • Exit penalty = (Commitment amount/ 365) * (Agreement End Date – Date of Disconnection) • Commitment Amount = Rental Amount*Agreement Period The functionality is live for Activations, for existing base it is under implementation, expected to rollout by December 2015
- 56. 7.2 Disconnection Scenario ExitPenalty = (Commitment Amount/ 365)*(Agreement End Date – Date of Disconnection) Example: Contract Start Date – 1st Jan’15 Contract End Date – 31st Dec’15 Commitment Amount – Rs. 40000 Disconnection - 4th April 15 Then based on above formula (40000/ 365 = 110 ) * (31st Dec – 4th April = 271 days) 110 * 271 = Rs. 29810 Rs 29,810 will be charged to the customer on disconnection Note: Calculation starts from order creation date. It may not be same as service request date 56
- 57. 7.3 Downgrade Scenario ExitPenalty = (Old contract per day amount * remaining days in old contract) – (New contract per day amount * remaining days in old contract) Example: Contract Start Date – 1st Jan’15 New Contract Start Date – 24th Jun’15 Contract End Date – 31st Dec’15 New Contract End Date – 23rd Jun’16 Commitment Amount – 40,000 New Commitment Amount – 25,000 Then based on above formula (40000 / 365 = 109.58 ) * (31st Dec – 24th Jun = 190 days) – (25000 / 365 = 68.49 ) * (31st Dec – 24th Jun = 190 days) 20822 - 13014 = 7808 Rs 7,808 will be charged to the customer for downgrade within contract period. 57
- 58. 7.4 CRM Screenshots 58 exitdetails in CRM Exit applicability details available in additional info
- 59. 7.5 Metasolv Screenshots 59 ContractStart Date and End date shown in metasolvContract Start Date and End date shown in Metasolv
- 60. 7.5 Metasolv Screenshots 60 AgreemntPeriod and Exit applicability shown in metasolvAgreement Period and Exit applicability shown in Metasolv
- 61.
- 62. Product • RevisedSLA document including last mile Base Management • Upgrade Campaign for High Utilization Links • Portal for tracking link utilization Reach • P2MP Rollout • Third party tie up process Profitability • Exit Policy implementation for legacy cases Development in Systems • IP Allocation through Empower • Green Channel flow in Empower & PPM 62
- 63. Write to tandon_vivek84@yahoo.comfor more details 63 to