Ankur SmmerReport

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MIB, Department of Commerce 1

Internship Report

B2B Market Research to understand Existing market trend related to

managed service for Tata Communications Ltd.

Submitted to

Master of International Business,Department of Commerce,Delhi School of Economics

Paper No : 537

Submitted by:

Ankur DhootRoll No : 10


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Table of Contents

Table of Contents ................................................................................................ 2

Declaration .......................................................................................................... 4

Acknowledgement .............................................................................................. 5

Certificate ............................................................................................................ 6

Executive Summary ............................................................................................ 7

1. Introduction ................................................................................................... 8

1.1 Introduction to Tata Communications Ltd. ...................................................................... 8

1.2 Industry Overview ............................................................................................................. 11

2. Project Objective ......................................................................................... 12

3. Research Methodology .............................................................................. 13

3.1 Market Research ............................................................................................................... 13

4. Project Time Line ........................................................................................ 17

4.1 Week 1 ................................................................................................................................ 19

4.2 Week 2 ................................................................................................................................ 19

4.3 Week 3 ................................................................................................................................ 19

4.4 Week 4 ( Client Business) ................................................................................................ 20

4.5 Week 5 (Industrial Area) ................................................................................................... 20

4.6 Analysis (Internal Reviews) ............................................................................................. 21

4.7 Week 7 ................................................................................................................................ 21

4.8 Week 8 ( North Delhi) ........................................................................................................ 22

4.9 Week 9 ................................................................................................................................ 22

4.10 Week 10 .......................................................................................................................... 23

5. Limitations & Scope of Error ..................................................................... 24

6. Analysis ....................................................................................................... 25


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6.1 Analysis (Client Business context) ................................................................................. 25

6.2 Lease-line Usage Analysis............................................................................................... 27

Understanding the basics of Point to Point Leased Lines and MPLS VPN Network

connections. ................................................................................................................................. 27

7. Key Learning as Intern ............................................................................... 31

7.1 Knowledge Acquired ........................................................................................................ 31

7.2 Skills Acquired .................................................................................................................. 31

7.3 Problems Encountered .................................................................................................... 32

7.4 Experience and Impact ..................................................................................................... 32

8. Reference List ............................................................................................. 33

8.1 Managed Service, http://www.tatacommunications.com/enterprise/ .......................... 33

9. Appendix ..................................................................................................... 34

9.1 Questionnaire .................................................................................................................... 34

9.2 Clients Covered ................................................................................................................ 36


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Declaration

I the undersigned solemnly declare that the report of the project work entitled , is based my own

work carried out during the course of my internship at TCL.

I assert that the statements made and conclusions drawn are an outcome of the project work. I

further declare that to the best of my knowledge and belief that the project report does not contain

any part of any work which has been submitted for the award of any other

degree/diploma/certificate in this University or any other University.

___________________

(Signature of the Candidate)

Ankur Dhoot

Roll No.: 10


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Acknowledgement

Behind this successful undertaking is the blessing and guidance of many. This formal piece of

acknowledgement may not be sufficient to express my feeling of gratitude and deep respect that I

have for many in Tata Communications Limited.

This endeavour would not have been successful without the help and encouragement of lot of

people with whom I had good fortunate of interacting during the course of this journey. I am

thankful to Mr. Puneet Raman, Senior Manager, TCL for allowing training in TCL.

I am indebted to Mr. Pramod Kumar, G.M. International Marketing and as my project guide for

the knowledge and experience that I have gained from them during the course of training and Ms.

Seep Sethi for helping me and supporting me in making my report and presentation.

Without their immaculate and intellectual guidance, sustained efforts and friendly approach, it

would have been difficult to achieve results in short span of period.

Not leaving behind the contribution of all other staff members at TCL for sharing wealth of their

experience and knowledge.

Last but not least, I would like to thank my Department of Commerce, Delhi School of Economics

for giving me such a fruitful opportunity for a learning venture.


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Certificate


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Executive Summary

This project encompasses the various facets of Market Research. The main objective ofthe study is to understand how market research in general and quantitative research in

specific can be used to suggest solutions to various marketing problems and to answer

questions that are critical to an organization for achieving its marketing objectives. These

marketing objectives may range from an increase in market share to augmentation of

brand image.

During my ten-week tenure at TCL India (Market Research), I worked on projects in

various sectors ranging from Manufacturing, Media and publications, BFSI , ITES. These

included answering clients questions related to new product development, market

positioning, brand perception, concept and brand name testing. This study presents the

research problems, methodology applied and the findings of the following research

projects.

The analysis is done industry wise and also a separate lease line analysis is done to find

the major competitors of Tata Communications


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1. Introduction

1.1 Introduction to Tata Communications Ltd.

Tata Communications is a leading global communications and enterprise IT service provider that

owns and operates the worlds most advanced subsea cable network, delivering first class

infrastructure, enterprise solutions and partnerships to carriers and businesses worldwide. Tata

Communications network is truly global, extending from developed markets to the worlds fastest

growing emerging economies. The $2.56 billion company is the flagship telecoms arm of the

$83.3 billion Tata Companies.

Core to everything Tata Communications does, is the laying of a global infrastructure consisting

of one of the largest and most sophisticated subsea optic fibre cable networks; its tier 1 IP

network; and world-class data centres in key business capitals around the world. On top of this

robust backbone, sits Tata Communications voice and data businesses and its comprehensive

portfolio of managed enterprise services. These include high speed connections and globalMPLS virtual private networks, the worlds largest network of Telepresence services, the worlds

most extensive DDoS mitigation and detection service, content delivery networks, and cloud

offerings. This large portfolio of services is designed to serve Tata Communications customers in

key vertical markets, including manufacturing, oil and gas, banking, financial services and

insurance, media and entertainment and the IT sectors. Tata Communications is a global

company with its roots in the emerging markets. Headquartered in Mumbai and Singapore, it has

offices in more than 80 cities across 31 countries. Tata Communications Limited is listed on the

Bombay Stock Exchange and the National Stock Exchange of India. It ADRs are listed on the

New York Stock Exchange (NYSE: TCL)

Tata Communications in numbers

Serves 1,600 operators and 50,000 enterprises globally

Achieved annual FY11 revenues of USD $2.56 billion with 73 per cent of this revenue

generated outside India

Has two home markets: India and South Africa

1/5th of the worlds internet routes constitute of Tata Communications network

210,000 route km of terrestrial and sub-sea fibres, reaching 197 countries across 400

POPs

Worlds largest wholesale voice carrier with 18 per cent market share, carrying 45 billion

minutes of international

wholesale voice traffic annuallythats 1 in 6 voice calls globally

Handles 73 million voice transactions every day

3,200 petabits of internet traffic travels over Tata Communications internet backbone

every month

Has over 13 terabits of international bandwidth lit capacity


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Owns 42 data centres and colocation centres that represent over one million square feet

of space

Operates the worlds largest public Telepresence network consisting of 42 public rooms

globally across 5

continents Has 75% of the worlds Telepresence rooms connected to its Global Meeting Exchange

Has over 7,700 employees globally, 30 per cent of which are located outside India

1.1.1 Background of host organization

Tata Communications Limited (hereinafter referred as Tata Communications) is the new

name of VSNL which has changed with effect from January 28, 2008. Prior to this Tata

Communications has history of more than 135 years in handling the international

telecommunications needs of the country.

Tata Communications (as VSNL) was incorporated on March 19, 1986 under the IndianCompanies Act, 1956 to take over the activities of the erstwhile Overseas Communication

Services (OCS). In February 2002, the Government of India, as per their disinvestments plan,

sold 25% of their holding in the Company to the strategic partner. Consequently, the

Company was taken over under the administrative control of TATAs. It is under the

Management of TATAs - India's best known industrial house-that Tata Communications is

now charting its future course.

Prior to this, The Eastern Telegraph Co. (ETC) of 1872 and the Indian Radio Telegraph Co.

(IRT) of 1927 merged to form the Indian Radio and Cable Communications Co. (IRCC) in

1932. The Government of India took over the IRCC, giving birth to the Overseas

Communications Service (OCS), a Government Department.

1.1.2 Mission

Invest in building long-lasting relationships with customers and partners and lead theindustry in responsiveness and flexibility.

1.1.3 Vision

Deliver a new world of communications to advance the reach and leadership of ourcustomers.Build leading-edge IP-leveraged solutions advanced by our unmatched global

infrastructure and leadership in emerging markets.

1.1.4 Culture


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Service and business at Tata Communications is guided by a commitment to ethical andresponsible conduct.

IntegrityConduct business fairly, with honesty and transparency.

UnderstandingMust be caring, show respect, compassion and humanity for colleagues and customersaround the world, and always work for the benefit of the communities.

FlexibilityWork to create, design and grow in an environment that supports customers andpeople with adaptive thinking and action.

ExcellenceConstantly strive to achieve the highest possible standards in day-to-day work and inthe quality of the goods and services.

UnityWork cohesively with colleagues across the Group and with customers and partnersaround the world, building strong relationships based on tolerance, understanding andmutual cooperation.

ResponsibilityContinue to be responsible, sensitive to the countries, communities and environments,always ensuring that what comes from the people goes back to the people many timesover.


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1.2 Industry Overview

The Managed Services market within the telecom industry is in a high-growth phase and is

characterized by agreements that vary in scope, between Managed Services providers and a

broad range of telecom operators: green-fielders, incumbents and lower-tier operators.

Telecom-equipment vendors are showing an increasing interest in Managed Services as a way to

benefit from their existing competence and take on new roles in the value chain, covering

activities such as network build, including planning and design, field operations, Network

Operation Center (NOC) operations, application and service development, and billing.

In recent years, operator awareness of Managed Services has increased significantly; Managed

Services is now beginning to be a standard element of telecom operator procurement processes.

Some large implementations of major Managed Services projects are on the market.

Operators that have decided to use Managed Services have mainly been driven by the following

opportunities.

Under increasing financial pressure due to increasing competition, operators can

improve their financial results by outsourcing functions to a partner that can provide

higher efficiency and economies of scale than an individual operator can achieve.

With an increasing degree of complexity, operators can reduce their need to build

network and services-related competence and leave this to Managed Services

providers that are experts in managing this complexity (potentially resulting in higher

quality).

They can dedicate more of their efforts to revenue-generating activities, such ascustomer acquisition.

The growing number of Managed Services agreements has, and will over time, create a virtual

circle resulting in increasing Managed Services provider competence, leading to even greater

efficiency gains and economies of scale. This, in turn, will make Managed Services even more

attractive to all types of operators, throughout the world, and most will enter into some kind of

Managed Services agreement, in part or in full, to stay competitive in their market.

As technologies converge, outsourcing of an operator's business support systems, network and

services to the same Managed Services provider can be expected to maximize the end-to-end

benefits to the operator in a Managed Services engagement.

In the near future, therefore, there is a strong likelihood that the shift in responsibility for roles inthe value chain enabled by Managed Services combined with increasing complexity of

technology, will result in a win/win scenario for both telecom operators and Managed Services

providers.


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2. Project Objective

Brief of the Project- Market Research & Analysis

To understand Enterprise market trends related to Managed Services & Collaborationtechnologies

Analyze existing customer base to identify sweet spots for various TCL services

Market Segment analysis for TCL

Research on current trends in key industry verticals and opportunities for TCL

Service Providers

Transmission

Ethernet over MPLS IP VPN Dedicated Global Ethernet

Network VPN Services Internet International Private Line India Private Line CDN Fibre Channel Services

Collaboration

Audio/Web Conferencing Integrated Business Video Services

SCOPE OF THE STUDY:The scope of the project was nationwide across all TCL locations including Delhi, Mumbai,Bangalore, Pune, Kolkata and Chennai. All the interns across the country worked on similar kindof market analysis, following a uniform set of methodologies, in different markets and the resultsare to be clubbed and help the senior management in decision/policy making.

The work required lot of field work and some secondary research in its initial phase.After the market research was complete, Product analysis of Managed and Collaboration servicesoffered by TCL was conducted.For this we were supposed to do some analysis on what the industry demands, what is the

consumption pattern of the services in various sectors of industry.

Along with the analysis of the various sectors; we were supposed to generate some lead for thecompany and give some presentations to the clients for Business development.

Finally an in-depth analysis of all the work was required by the company and how they shouldfocus in different sector and what should be the key product to be sold in the current scenario.


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3. Research Methodology

3.1 Market Research

The whole Process was done as per the following steps

Step One: Defining Marketing Problems and OpportunitiesStep Two: Setting Objectives, Budget, and TimetablesStep Three: Selecting Research Types, Methods, and TechniquesStep Four: Designing Research InstrumentsStep Five: Collecting Data from various Primary MethodsStep Six: Organizing and Analyzing the DataStep Seven: Presenting and Using Market Research Findings

3.1.1 Primary Research (Field Work)

The following tools were used to carry out the primary research

1. Surveys

Using concise, straightforward questionnaires, a sample group was analyzed that represented

our target market.

The Total Sample Size: 200 clients

In this the company offered a list of 200 clients with just the companys name, address and

landline number.

So first task was to contact the company and find the concerned IT person over there and also to

verify the current address.

Then we followed three ways to get our survey filled :

a. In-person surveys or one-on-one interviews. This allows to present people with samples of

products, services and gather immediate feedback.

In this various parts of Delhi was covered via Metro, Buses and Autos.


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Field work included the following process

1. Getting an initial appointment with the concerned IT Manager

2. Making an appointment prior to visiting the office

3. Or at many places direct Walk-ins were also done as the client was not reachable

via phone or some other office in nearby location was being visited

4. Once the appointment was made then we were conducting a meeting of 15-20

minutes per client, so that the questionnaire can be filled and feedback about thecompany can be taken.

While interacting with the client one more objective was to identify hidden leads/

create need so that the marketing team can use that to generate business.


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For this we were supposed to ask various questions regarding the satisfaction level with the

current service provider and how the company wants to expand in near future. It also involved a

lot of home work to be done on business trends and IT spending of the client before each

meeting.

During this process, I was able to generate 15 leads from the total meetings I had with various

clients and within my internship period the company was able to get business from two of the

companies. This was appreciated by my manager and team.

As an acknowledgment that all the meetings have been done by meeting the respective person

we were also asked to exchange visiting cards. This helped our manager to start future or follow

up conversation with that client

Total Clients Covered: 110

b. Telephone surveys are less expensive than in-person surveys. However, due to consumerresistance to relentless telemarketing, getting people to participate in phone surveys is difficult.

Still those customers who were using TCL services were willing to share their feedback on phone

to save time and money required for traveling.

Although in telephonic survey the best use was to make proper appointments by showing the

client that the survey will benefit their organizations and existing use of services.

Another thing which was observed was that, clients used to give very prompt answers to the

questions and were looking for speedy conversations.

Mostly the receptionist and the Manager were busy for such kind of surveys.


c. Mail surveys are much cheaper than in-person and phone surveys; however they onlygenerate response rates of 3 percent. Despite the low return, mail surveys were still used as theywere able to reach mass audience very fast.

The reply to mail survey was very poor.Total sample: 200 clients.Mail Survey was filled just by 5 clients.


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3.1.2 Secondary Research (Internet and TCL official Data)

The goal of secondary research is to analyze data that has already been published. Withsecondary data, you can identify competitors, establish benchmarks and identify targetsegments. Your segments are the people who fall into your targeted demographic--people

who live a certain lifestyle, exhibit particular behavioral patterns or fall into a predeterminedage group.

Collecting Data

No small business can succeed without understanding its customers, its products andservices, and the market in general. Competition is often fierce, and operating withoutconducting research may give your competitors an advantage over you.

There are two categories of data collection: quantitative and qualitative. Quantitativemethods employ mathematical analysis and require a large sample size. The results of thisdata shed light on statistically significant differences. This information can help youdetermine many things, such as where your leads are coming from, how long visitors arestaying on your site and from which page they are exiting.

Qualitative methods help you develop and fine-tune your quantitative research methods.They can help business owners define problems and often use interview methods to learnabout customers' opinions, values and beliefs. With qualitative research, the sample size isusually small.


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4. Project Time Line

Using concise, straightforward questionnaires, a sample group was analyzed that represented

our target market.

The Total Sample Size: 200 clients

In this the company offered a list of 200 clients with just the companys name, address and

landline number.

So first task was to contact the company and find the concerned IT person over there and also to

verify the current address.

Then we followed three ways to get our survey filled :

The whole project was divided in 10 week duration.

The time line was as follows


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Week 1

Understanding the company products and client locations

Week 2

Starting making database and making strategy to start field work

Week 3

Targeting Nehru Place for client meetings

Week 4

Targeting South Delhi for Client Meetings

Week 5

Targeting Badarpur Area for Client Meetings

Week 6

Reviews and Feedbacks of the meetings done

Week 7

Targeting West Delhi for Client Meetings

Week 8

Targeting North Delhi for Client Meetings

Week 9

Targeting Central Delhi for Client Meeting

Week 10

Analysis of the survey

Feedback and Key findings presented to the company


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4.1 Week 1

1. Orientation was given, providing information about what the company does and what allservices company offers.

2. Specific product portfolio was discussed in detail which will help the interns to discussand be more presentable for the meetings3. This week was also important to understand and blend with companys work culture. It

was a very different environment from the normal college experience as proper corporatestructure was followed with each task done in utmost professional way

4.2 Week 2

1. A List of company details was provided2. Exhaustive database was to be made before starting the work i.e. the relevant person for

the survey was to be contacted.3. Verification of addresses and number4. Mapping plan for visiting different regions of Delhi. Each week was divided to cover a

specific region . It not only saved money but travel time also.In this we were also able to do some Walk-ins

4.3 Week 3

1. The meetings for this week were mainly done in Nehru Place area. Since Nehru Place isa fully commercial place more than 100 offices of various companies are located.

2. The second advantage was that companies were not far away, hence more companiescould be tried. Also the magnitude of business was not very high here, so someexperience was gained from these companies and mistakes were rectified while doingmeetings.

Total Clients Met in this week were 24


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4.4 Week 4 ( Client Business)

1. The target for this week was South Delhi.2. Appointments were taken where ever possible.

3. A lot of learning was there in the last week. Every day review sheet is to be made andsubmitted to the project manager,4. Some of the questions were altered and also the way of conducting a meeting was also

modified by correcting some mistakes,

Total Clients Met in this week were: 13

4.5 Week 5 (Industrial Area)

1. After covering the areas connected very well by auto and buses2. This week the areas covered were Badarpur, Okhla Industrial Area3. The major difficulty faced in these areas were that roads were not properly constructed

and also there was not proper commutation means inside the area4. Lot of traveling was required and also navigation was done by continues prompting of

passing by people.

Total Clients Met in this week were: 21


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4.6 Analysis (Internal Reviews)

1. After completing 3 weeks on field. This week basically had activities related to internalreviews and presenting the work that was done till date to the management.

2. In this the leads that were identified were highlighted and follow up on those leads weredone.

3. Manager helped in preparing the feedback on various accounts already covered.

4.7 Week 7

1. After the assessment of all the accounts covered new targets were decided and otherregions of Delhi were covered.2. West Delhi also has various commercial areas and those were targeted.

Total Clients Met : 14


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4.8 Week 8 ( North Delhi)

1. North Delhi region was covered this week2. Azadpur and Netaji Subhash Place were identified as two potential commercial areas.

Total Clients Met: 11

4.9 Week 9

1. Rajiv Chowk and nearby areas were covered in this week,2. The different thing observed here were, clients were more easily giving appointments and

even Walk-ins had a better turn out ratio.



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4.10 Week 10

1. Analysis on the industry perception about TCL was done2. Also a detailed analysis on the industry perception was done.3. The final submission of the feedback and outcome of the survey was done4. Presentation about the work done in the project was given to the management team of

TCL


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5. Limitations & Scope of Error

1. The project given was a study conducted by company trough out the India in various Tier-1 cities.

2. And the findings will vary from place to place.

3. Also since, three ways of market research have been used and major results have beenfrom Field , Walk-ins , Hence result can be partly biased as per it.

4. The sample size is of 200 clients and all the analysis have been done using thoseaccounts.

5. The questionnaire was provided by company and clients did not answer all the questions.


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6. Analysis

6.1 Analysis (Client Business context)

18

1

14

12

40

2

55

86

4 4 4

TYPES OF INDUSTRY BFSI (18)

CONSTRUCTION &

INFRASTRUCTURE

(1)

GOVERNMENT (14)

HOSPITALITY (12)

IT/ITES (40)

The major industries covered during the project are1. Manufacturing2. BFSI3. Hospitality4. ITES5. Miscellaneous

The feedback from clients and also detailed analysis gave the following implications forthese sectors specifically for TCL

6.1.1 Manufacturing

1. Failure to seize business opportunity at newly developed industrial areas. Where as otherservice providers developed their infrastructure and provided communication services tothose locations.


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2. TCL does not have presence at locations other than prime locations.3. This sector doesn't go for change in service provider very often and hence the

connectivity at the time of plant setup stays. Its better to make the first move.4. IT budget is allocated based on requirement , no fixed annual/ quarterly budget.

6.1.2 BFSI

1. Due to ongoing recession, banks and brokerage firms are cutting down their ITexpenditure.

2. Trading companies follow the NSE guidelines for connectivity and prefer Tulip as theirservice provider.

6.1.3 Hospitality

1. Uptime is most important for hotels as they aim to provide uninterrupted service to the

guests.2. Redundancy is maintained in all 5 star hotels by taking connectivity from 2 differentservice providers.

3. Video conferencing is not required as it is set up by the event organizer as and whenneed arises.

6.1.4 ITES

1. Look for good service at lowest possible cost.2. Cost is the major criteria among all the attributes considered for deciding service

provider.3. TCL can tie up with ITES firms that operate locally/regionally and mediate between tier 1

service providers and SMEs

6.1.5 Miscellaneous

1. Aviation sector companies like Boeing, Velore generally have tie ups with global ITconsultancies and decide on service providers based on their advice. Hence TCL shouldengage with these IT consultancies.

2. Hospitals look for reliability in bandwidth and uptime from their service provider.3. SMEs do not prefer TCL due to lack of prompt service and reponse directed towards

them. Hence, they prefer smaller providers like Sify, Aircel etc.TCL should focus on SMEs as it can achieve considerable business there.


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6.2 Lease-line Usage Analysis

Understanding the basics ofPoint to Point Leased Lines and MPLS VPN Network

connections.

Point to Point Leased Lines for WAN Connectivity Architecture

Multi-Label-Protocol-Switching (MPLS) Network Architecture
http://www.gophoto.it/view.php?i=http://www.excitingip.com/wp-content/uploads/2010/05/MPLS-Nw.jpeghttp://www.gophoto.it/view.php?i=http://www.excitingip.com/wp-content/uploads/2010/05/PTP-Leased-Lines.jpeg


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As shown in the first diagram, a point to point Leased Line is formed by connecting every site to

every other site using leased lines provided by the service provider network (Or in very large

organizations, their own network). This is a private network and is used primarily for site-to-site

communications. So for an organization having branches in five locations, four links need to

connect each location to all other locations to complete the leased line network. For n locations,the number of links required in each location would be n -1.

An MPLS Network is formed by connecting each location with a single link (as shown in the

second diagram) to a service provider MPLS network. An MPLS network stands for Multi-Protocol

Label Switching and any packet coming to the Label edge routers (from individual locations

source, to the service provider MPLS network) are encapsulated with an MPLS label which is

used to identify it and route it through the MPLS network. This label is discarded when the packet

comes out of the MPLS network back to individual locations destination.

In both the above cases, a wide variety of physical hardware is used to carry the information

including fiber, copper circuits, wireless connectivity, satellite connectivity etc. The MPLS core

service provider network also use high-capacity MPLS routers in addition to the MPLS edgerouters which send and receive data from the routers located in the individual locations.

Factors which have enabled MPLS VPN Networks to become more favorable for organizations

that want to inter-connect their various branches when compared to Point to Point Leased Lines.

1. Traffic Engineering: Since the MPLS packets are being added at the MPLS Edge routers,

it is possible to set the path that the traffic will have to take through the network. More

specifically, each class of traffic (like data, voice, video etc) can be set individual

performance characteristics.

2. Quality of Service: Since MPLS network enables traffic engineering, it is possible to send

(for example) data traffic over a lower priority path and real-time delay sensitive voice/video packets over a high priority/ lesser used/ shorter path. This enables network

convergence (The Wide Area Network becomes more suitable for introduction of new

services like voice, video, multi-cast traffic, hosting etc).

3. Network Redundancy: An MPLS core network is generally designed and built to

overcome individual hardware (router) faults or line disconnection. In such cases, the

data is re-routed through the next optimum path with a fail-over time of 50 ms or lesser.

Even the last mile connections can be backed up using CDMA wireless back up etc,

depending upon the options with the service provider.

4. Easy and Cost effective Expansion: For organizations that are having a lot of branches or

expanding with new branches, MPLS network would be very cost-effective as eachbranch needs one MPLS link while each branch would need n-1 links for point to point

Leased Lines (n being the total number of branches). MPLS makes it easy for

instantaneous addition and deletion of sites.


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5. Protocol Independent forwarding: MPLS networks can carry any type of packets be it IP, frame relay or ATM using the same infrastructure. This is because,what ever type of packets comes in, MPLS labels would be attached to it fortransmitting them over the MPLS network and these labels are protocol

independent.

The analysis showed the major competitors of Tata Communications on the area of MPLS Le\sedLine.Airtel was the major share holder with 20% of the clients using it, followed by Tata.

The graph shows that one client can have more than one service provider and some clients werehaving no MPLS service also.

MPLS is costlier than Point to Point leased Line so less user for it.

8

10

20

12

5

4 1

5

MPLS

SIFY (8)

TULIP (10)

AIRTEL (20)

TATA (12)

RELIANCE (5)

BSNL (4)

SPECTRANET (1)

BT,VERIZON,OBS (5)


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The major competition in Lease Line was given by Airtel.Airtel is leading in both MPLS and Lease Line due to the service and Last mile advantage it hasover Tata .

In the analysis, the company were having more than one service provider as they requiredbackups also in case of service failure.

Many clients used to make the low cost service provider as back up service so that it will savesome cost of operation.

89

43

32

14

7

103

LEASE LINE

SIFY (8)

TULIP (9)

AIRTEL (43)

TATA (32)

RELIANCE (14)

BSNL (7)

SPECTRANET (10)

BT,VERIZON,OBS, Aircel

(3)


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7. Key Learning as Intern

7.1 Knowledge Acquired

Market Research concepts

Fair knowledge of Leased Line protocols in Telecom domain Understanding of the Managed Services Internet and communication Technology Overview

Key competitors in this market Understanding the key trends in the market Primary Market research and analysis techniques

7.2 Skills Acquired

I can say that the two months of my summer internship were the best out-of-campus daysin my PGDM which changed me to every grain. Soft skills are what you cannot learn inbooks and which are of utmost importance in Sales and Marketing. I was very lucky tohave got such an opportunity to observe and learn from. I am exhilarated to say that Icherished every day I spent working at TCL. It helped me:

o Enhance the existing skill sets

o Opportunity to work with Global teams

o Employing the learning in MBA to the actual work experience

o Communication skills

o Professionalism

o Presentation abilities and Confidence

o Handling the stressful situations

Confidence, on time decision making, consistency, hard work, teamwork, seeking successout of dark, innovation, creativity, organizational survival and customer handling techniquesare the key learning out of my job. And I would like to say that it will be one of my best skillthat would remain with me and help me in the coming life which would offer manychallenges.


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7.3 Problems Encountered

Following the schedules and time lines of different players

Difficulty in getting appointments with the Sr. officials of the companies

Due to meeting clients in various industry, it was difficult to give all the answers to the

clients.

Many clients were confused between Tata Tele Service and Tata Communications

Limited.

The database was old and hence a thorough check had to be done of the address and

number.

Being a Summer Intern, meeting up to the expectations of personnel with over a decade

of experience in the industry was a challenge

7.4 Experience and Impact

To summarize my internship experience in three words, it was veritably sweet hard workby all standards. The summer internship experience has bolstered my desire to pursue acareer Marketing and now I am confident to carry out a client facing role as well.


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8. Reference List

8.1 Managed Service,http://www.tatacommunications.com/enterprise/

White Paper by Ericsson (June 2010) Managed Service Impact on Telecom Industry,

http://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=ht

tp%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationI

d%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentI

d%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Servic

es'%2520Impact%2520on%2520Telecom%2520Industry-

%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-

_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdug

8.3http://www.excitingip.com/707/advantages-of-mpls-vpn-network-over-point-to-point-

leased-lines-for-wan-connectivity/

8.4 www.mbauniverse.com/mba-syllabus-papers/article/id/4764/

8.5 http://www.mapsofindia.com/maps/delhi/

8.6http://ebookbrowse.com/tata-communications-connected-world-emerging-markets-research-whitepaper-final-pdf-d357916522
http://www.tatacommunications.com/enterprise/http://www.tatacommunications.com/enterprise/http://www.tatacommunications.com/enterprise/http://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.excitingip.com/707/advantages-of-mpls-vpn-network-over-point-to-point-leased-lines-for-wan-connectivity/http://www.excitingip.com/707/advantages-of-mpls-vpn-network-over-point-to-point-leased-lines-for-wan-connectivity/http://www.excitingip.com/707/advantages-of-mpls-vpn-network-over-point-to-point-leased-lines-for-wan-connectivity/http://www.excitingip.com/707/advantages-of-mpls-vpn-network-over-point-to-point-leased-lines-for-wan-connectivity/http://www.mbauniverse.com/mba-syllabus-papers/article/id/4764/http://www.mbauniverse.com/mba-syllabus-papers/article/id/4764/http://www.mapsofindia.com/maps/delhi/http://www.mapsofindia.com/maps/delhi/http://ebookbrowse.com/tata-communications-connected-world-emerging-markets-research-whitepaper-final-pdf-d357916522http://ebookbrowse.com/tata-communications-connected-world-emerging-markets-research-whitepaper-final-pdf-d357916522http://ebookbrowse.com/tata-communications-connected-world-emerging-markets-research-whitepaper-final-pdf-d357916522http://ebookbrowse.com/tata-communications-connected-world-emerging-markets-research-whitepaper-final-pdf-d357916522http://ebookbrowse.com/tata-communications-connected-world-emerging-markets-research-whitepaper-final-pdf-d357916522http://ebookbrowse.com/tata-communications-connected-world-emerging-markets-research-whitepaper-final-pdf-d357916522http://www.mapsofindia.com/maps/delhi/http://www.mbauniverse.com/mba-syllabus-papers/article/id/4764/http://www.excitingip.com/707/advantages-of-mpls-vpn-network-over-point-to-point-leased-lines-for-wan-connectivity/http://www.excitingip.com/707/advantages-of-mpls-vpn-network-over-point-to-point-leased-lines-for-wan-connectivity/http://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CCMQFjAA&url=http%3A%2F%2Fwid.virtualpressoffice.com%2FassociationContentDisplay.do%3F%26associationId%3D1131308846927%26assocName%3Dwid%26companyId%3D1184050872463%26contentId%3D1187288070034%26contentType%3Dpdf%26contentFileName%3DManaged%2520Services%27%2520Impact%2520on%2520Telecom%2520Industry-%2520White%2520Paper.pdf%26contentSourceType%3DPK&ei=wRtfUNigBNGsrAe-_YD4CA&usg=AFQjCNHLesBdSHFf1ip_J8Hu1hi0MoMdughttp://www.tatacommunications.com/enterprise/


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9. Appendix

9.1 Questionnaire

Basic Details:Name of the Organisation: ________________________________________________________Address of Head Office: __________________________________________________________

__________________________________________________________Contact Person: ________________________________________________________________Designation: ___________________________________________________________________

Contact Detail: _________________________________________________________________About the Organization:1. Number of branch offices and major locations in:

India:

______________________________________________________________________

Outside India:

_______________________________________________________________

2. Current Connectivity:

a) MPLS

b) Leased Line

c) Broadband Internet

d) Others

Details (In terms of SP, Expenditure, etc.):______________________________________________________________________________3. Current mode of Collaboration:

a) Video Conference

b) Audio Conference

c) Web Conference

d) VoIP

e) Others

4. Call Volumes in case of each mode of collaboration used.

Domestic Calling: _____________________________

International Calling: __________________________Multiparty Calling: _____________________________

5. Cost incurred due to the communication and connectivity setup.

Domestic Calling: _____________________________

International Calling: __________________________


35/36


Multiparty Calling: _____________________________

Remarks:

___________________________________________________________________

6. Top five destinations to which the organization communicates.__________________________________________________________________________

_________________________________________________________________________

7. Do top level executives require traveling to distant locations for crucial decision making

meetings? If so, approximately, how many times?

__________________________________________________________________________

_

8. What are the challenges that the organization could be facing in the current circumstances,

with regards to the Collaboration model used?

__________________________________________________________________________

____________________________________________________________________________

9. What are your expectations from a Collaboration Service Provider?

__________________________________________________________________________

__________________________________________________________________________

__

10. What are your perceptions about Tata Communications Limited as a Service Provider?

__________________________________________________________________________

__________________________________________________________________________

__

11. Is your organization looking to change the Service Provider in near future?

__________________________________________________________________________

__________________________________________________________________________

__

12. Comments, if any:

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

___


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9.2 Clients Covered

Ankur SmmerReport

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