Introduction Future trends for IN products Revenue and Targets Opportunities, Challenges and Problem Areas Existing Business Strategy New Business Development.

Introduction Future trends for IN productsRevenue and TargetsOpportunities , Challenges and Problem

AreasExisting Business StrategyNew Business Development and Marketing

StrategyConclusion , Discussions and Suggestions

Fixed Line Pre-paid

Universal Personal Number

Free Phone Service

Universal Access Number

Account Calling Card

Call Now Card

Premium Rate Service

Virtual Private Network

India Telephone Card

Televoting

04/21/23BSNL Corporate Office 5

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

6

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

Virtual calling Card(VCC)

Toll Free Service(TFS)

Universal Access Number(UAN)

Virtual Private network(VPN)

Some Facts: Revenue/ TargetServices Revenue

(in Rs Crore)

2008-09

Revenue(in Rs Crore)

2009-10

Target(in Rs Crore

2010-11)

Revenue(in Rs Cr)

2010-2011(Q1)

Post Paid 88 112 450 31

Pre Paid 334 160 250 20

Total 422 272 700 51

Opportunities

All Technical, Educational,Tariff,marketint etc related documents related IN Services uploaded

on

www.idrive.com

UserID: bsnl_in, Pswd: bsnl

Strategy: Finding the new Strategy: Finding the new markets markets

Strategy: Targeted Marketing efforts

Strategy: Better Customer Support Services

Strategy: Focused training efforts

In HouseThrough customer centre – VCC, ACC, FPH,

VPN, UAN, PRM etc

Channel partner – Sale of ITC cardDealersDistributorsFranchiseeSTD PCO

Strategy: Strengthening Distribution Channel

Dealer-DistributorsDiluted focus due to many products

Not a core business

Not a high Margin product

Problem faced in getting ITC cards

CustomersProducts Not easily available

Highly under-marketed product of BSNL, so awareness is low

Reduced demand after mobile/STD PCO and low calling rated

Flood the MarketCreate AwarenessIntensive distribution systemMore distribution points – like selling from

IOC Retail outlet More IN PCO at places like- hotels,

hostels, low income group areas, public places

Selective MarketingNiche productsIdentify target customersCreate Marketing teams to target these

customersGive incentive to teamsEmpower employees to take decisions

Corporate VPNVPN for basic, WLL, mobile closed user

groupCentralized Billing to customerSingle window approachBetter monitoring and control on customerMonitoring of calling patternBetter discount on bulk bill on pan-India

basis for all voice services to corporate

Televoting

Aggressive marketing/ revenue share

Target educational and infotainment segment

Premium Rate ServicesConsultation by professional like Doctors,

engineers to customers on premium rateChat ServicePremium rate for call centre calls; revenue

can be sharedContent providers can be made available on

PRM on revenue shared basis

Discussion and Discussion and suggestionssuggestions

Identify top 5 cities having the greatest potential for IN services

Form a core team consisting of officers from CFA/EB and Mktg.