The document discusses TTSL's enterprise business and strategies to optimize assets and generate revenue. It notes that the enterprise segment accounts for 30% of TTSL's revenue and has 2,000 employees and 1,600 channel partners serving 60 cities. Various projects are described to upgrade building infrastructure from red to green to blue, maximize network utilization, and reduce costs. Opportunities for additional revenue through upgrading existing customers and cross-selling products are also discussed.

1. -by Sayan Gupta

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

3. Organizational Structure
General
Manager - SME
Regional Sales
Cluster Head
CAM PAM
CHANNEL
PARTNERS

4. Product Portfolio
Internet Leased Line Leased Line Mobile MPLS-VPN
Photon PRI Walky SIP-Trunk

5. Excellence
Ashwamedh
CP
Recruitment
Certificate
Distribution
Project Contents

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

8. Types of Buildings
MU
X
MUX
MU
X
MU
X
MU
X
MU
X
FMS
CP
E
CP
E
CP
E
CPE
MU
X
CP
E
CP
E
CP
E
CP
E
RED
GREEN
BLUE
C
MUX
CPE
CP
E
TTSL FIBRE

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