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Fixed IN Services

Fixed IN Services. Business development And strategy. Presented By: Sanjay Kumar Network Operations Cell BSNL CO. Agenda. Introduction Future trends for IN products Revenue and Targets Opportunities , Challenges and Problem Areas Existing Business Strategy

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Fixed IN Services

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  1. Fixed IN Services Business development And strategy Presented By: Sanjay Kumar Network Operations Cell BSNL CO

  2. Agenda Introduction Future trends for IN products Revenue and Targets Opportunities , Challenges and Problem Areas Existing Business Strategy New Business Development and Marketing Strategy Conclusion , Discussions and Suggestions

  3. Introduction

  4. Intelligent Network Services Televoting Virtual Private Network COMPANY L/O/G/O Premium Rate Service Universal Personal Number Free Phone Service Account Calling Card Universal Access Number Fixed Line Pre-paid Call Now Card India Telephone Card

  5. Advantages • New Prepaid segment in Fixed Line • Better Customer Convenience and Flexibility • Better Competitiveness • Larger customer base through Prepaid • VPN to be the killer application • Strengthening of Fixed line business BSNL Corporate Office

  6. Virtual Private Network (VPN) - a killer application • Centrex/CUG not feasible across multi-exchanges and locations • BSNL can launch VPN services across SDCA/ LDCA/ Circle/Country • Huge potential of revenue from Corporate customers • VPN across Fixed, WLL and Mobile possible • Can stop churn of its CIC and corporate

  7. Revenue and Targets

  8. Major Revenue Earner • Virtual calling Card(VCC) • Toll Free Service(TFS) • Universal Access Number(UAN) • Virtual Private network(VPN)

  9. Some Facts: Revenue/ Target

  10. Opportunities and Challenges

  11. Challenges

  12. Challenges-Contd

  13. Opportunities

  14. Key Actions Taken/planned by HQ

  15. Pls Note: All Technical, Educational,Tariff,marketint etc related documents related IN Services uploaded on www.idrive.com UserID: bsnl_in, Pswd: bsnl

  16. Strategies

  17. Strategy: Finding the new markets

  18. Strategy: Targeted Marketing efforts

  19. Strategy: Better Customer Support Services

  20. Strategy: Focused training efforts

  21. Existing Distribution Channel Strategy: Strengthening Distribution Channel In House • Through customer centre – VCC, ACC, FPH, VPN, UAN, PRM etc Channel partner – Sale of ITC card • Dealers • Distributors • Franchisee • STD PCO

  22. Problem Areas…….. Dealer-Distributors • Diluted focus due to many products • Not a core business • Not a high Margin product • Problem faced in getting ITC cards

  23. Problem Areas…….. Customers • Products Not easily available • Highly under-marketed product of BSNL, so awareness is low • Reduced demand after mobile/STD PCO and low calling rated

  24. Business Strategy VCC Cards • Flood the Market • Create Awareness • Intensive distribution system • More distribution points – like selling from IOC Retail outlet • More IN PCO at places like- hotels, hostels, low income group areas, public places

  25. Business Strategy- Other Services • Selective Marketing • Niche products • Identify target customers • Create Marketing teams to target these customers • Give incentive to teams • Empower employees to take decisions

  26. Strategy: New business Corporate VPN • VPN for basic, WLL, mobile closed user group • Centralized Billing to customer • Single window approach • Better monitoring and control on customer • Monitoring of calling pattern • Better discount on bulk bill on pan-India basis for all voice services to corporate

  27. Strategy: New business Televoting • Aggressive marketing/ revenue share • Target educational and infotainment segment

  28. Strategy: New business Premium Rate Services • Consultation by professional like Doctors, engineers to customers on premium rate • Chat Service • Premium rate for call centre calls; revenue can be shared • Content providers can be made available on PRM on revenue shared basis

  29. Discussion and suggestions • Identify top 5 cities having the greatest potential for IN services • Form a core team consisting of officers from CFA/EB and Mktg.

  30. Thank You

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