Market Potential for Wire-less Internet Services

8/4/2019 Market Potential for Wire-less Internet Services

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A

Summer Internship Project Report

On

Market Potentials for Wire-less Internet Services in SME Segment

For

SUBMITTED FOR

Partial fulfilment for the Award of the Master in Business Administration (MBA)

PREPARED BY

YOGESH H. JOSHI

Enrolment no.:- 107450592023

MBA Sem.:- III

Academic Year:- 2010 2012

GUIDED BY

DR. ASHVIN SOLANKI (Associate Professor)

SUBMITTED TO

R.K. College of Engineering & Technology (MBA Programme)

Recognized by All India Council for Technical Education (AICTE)Kasturbadham, Rajkot-Bhavnagar Highway, Rajkot-360020

Affiliated with

Gujarat Technological University


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R. K. College of Engineering & Technology (MBA Programme) 2


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:: DECLARATION ::

I, undersigned Yogesh H. Joshi, the student of M.B.A. Sem-3 hereby declare that the

project work presented has been my own work and have been carried out under the

supervision of Dr. Ashvin Solanki (Associate Professor) from R.K. College of

Engineering & Technology, Gujarat Technological University.

This report has not been previously submitted to any other University for any

examination.

Date: 26/07/2011

Place: Rajkot

Signature:

___________________

(Yogesh H. Joshi)


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:: PREFACE ::

A man without practical knowledge is just like a rough diamond. To shine like a real

diamond one must have practical exposure of what he has learnt. For the students of

management theoretical knowledge is just like lock without key so practical knowledge is

of so much important.

It is quite true that world outside; your cosy home is many times quite different from what

you have perceived. Similarly it is possible that theoretical knowledge acquired in the

classroom may differ from the practical knowledge.

Practical knowledge is the best experience and on this basis, we can easily understand

about what they want to say. Firstly, each student knows about the theory, so that on the

basis of theory, he can easily learn how to do the work and what is the best way to

achieve satisfaction. That is why we can say that theory is guidelines for practical.

This project report is the result of exploratory studies aimed at considering Market

Potentials for Wire-less Internet Services in SME Segment for Tikona Digital

Networks Pvt. Ltd. - Ahemedabad. This report is an attempt to find out the competitors,

their products, market-share, strength& weaknesses and the strategies adopted by them.

The project is classified in various sections. These sections provide insight to the

objective, company profile, market scenario, marketing aspects, research methodology

and findings of the researcher.


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:: ACKNOWLEDGEMENT ::

I take this opportunity to express my heartfelt gratitude to one and all that have helped me

to make this project a reality. Practical training is of utmost important to students like me

who have no work experience prior MBA. It not just gives one the opportunity to learn

things first hand, but also a chance to experience and apply the theoretical knowledge one

acquires through the first year.

At the onset, I would like to thankTikona Digital Networks Pvt. Ltd. for giving me an

opportunity to do summer training with them. It is a company of huge stature & spread

and I value my association with it.

I express my gratitude to Mr. Yagnesh Panchal, ISP & DSA, Tikona, Ahmedabad for

his continued support. He gave some valuable insights and suggestions, which helped to

shape the project. He also provided necessary resources and his valuable time and

attention. I would like to thankMr. Subhash Chaudhary, Area Sales Manager and Mr.

Devang Mistry, Training Manager, Ahmedabad for their valuable insights and support. I

would like to thankMr. Nayan Joshi, H.R. Manager, Tikona, Ahmedabad for providing

opportunity to work with Tikona Digital Networks Pvt. Ltd.

I am heartily greatful to the management of R.K. College of Engineering &

Technology, particularly to our Principal Dr. J. Ramamohana Raofor their helpful co-

operation, inspiration, interest and valuable guidance in preparing this report.

Last but not the least I would like to thank Associate Prof. Dr. Ashvin Solanki and the

entire faculty for providing us the theoretical base and inputs throughout the first year,

which helped me in my summer training.

Date: 26/07/2011 (Signature)

Place: Rajkot

_________________

(Yogesh H. Joshi)


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:: EXECUTIVE SUMMARY::

Every business organization, big or small has its own sets of problems. Sometimes they

enjoy advantages over others; sometimes they also have to bear the heat of the

competition. They are not above the ups and downs of the business.

The project assigned was Market Potentials for Wire-less Internet Services in SME

Segment in which I have to make a survey and find out the market potential for the wire-

less internet devices and its services within small & medium size enterprises (SME).

In this process I prepared a questionnaire to have some sensitive and technical

information of the companies. Through this information I have analyzed the market

potential of the product.

I have taken help of some seniors and my colleagues for these data. On the basis of this

analysis I have prepared a report and used pie chart, bar diagrams and tables for better

explanation.

For the survey I have visited 50 companies and I had taken the information regarding the

project. During this process, I came to know about different requirements of different

companies like IT Company generally looks for good latency rate (3000 mile/sec.), call

centers& colleges are looking for a high rate of speed (up to 2 Mbps to 3.1 Mbps) and

many more which was new for me.


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ChapterNo.

Particulars PageNo.

Declaration -

Preface -

Acknowledgement -

Executive Summary -

Index -

CH. 1 Overview of Internet Sector 10

History of Internet 11

Introduction to Internet sector 11

Definition of Internet 12

Common uses of the Internet 12

Internet current scenario in India 12

Terms related with Internet 13

Background of Internet Sector 14

TRAI (Telecom Regulatory Authority of India) 14

Current Notifications declared by TRAI 14

CH. 2 Company at a Glance 16

1 Introduction (Mission, Vision, Values, & C.S.R.) 17

2 History & Development 20

3 Organizational Chart 21

4 Company Profile 22

5 Key Executives 24

6 Tariff Plans of the TDN 25

7 Major Players in the Internet Sector 27

8 Functional Departments 28

A Finance Department 28

B Marketing Department 30

C Human Resource Department 32

D Technical Department 35

E Products & Services 37

9 SWOT Analysis 39

CH. 3 Literature Review 40

A Experts views on Indian Internet sector 41

B An overview of Wire-less connectivity 42


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:: HISTORY OF INTERNET ::

The History of the Internet starts in the 1950s and 1960s with the development of

computers. The Internet was the result of some visionary thinking by people in the early

1960s that saw great potential value in allowing computers to share information on

research and development in scientific and military fields. This began with point-to-point

communication between mainframe computers and terminals, expanded to point-to-point

connections between computers and then early research into packet switching. Packet

switched networks such as ARPANET, Mark I at NPL in the UK,CYCLADES,Merit

Network, Tymnet, and Telenet, were developed in the late 1960s and early 1970s using a

variety of protocols. The ARPANET in particular lead to the development of protocols

for internetworking, where multiple separate networks could be joined together into a

network of networks.

Commercial Internet Service Providers (ISPs) began to emerge in the late 1980s and

1990s and the Internet was commercialized in 1995 when NSFNET was decommissioned,

removing the last restrictions on the use of the Internet to carry commercial traffic.

:: INTRODUCTION TO INTERNET SECTOR ::

The internet has been perhaps the fastest developing industry in the world in the last two

decades. The number of users worldwide has increased at an exponential rate. For most

people, businesses and institutions, everyday activity would be impossible or

prohibitively more difficult without the internet.

Internet Sector is one of the fast moving sectors in todays competitive and cut-throat

competitive world; many major players and big enterprises are dealing in this sector and

making huge profit. In India, in the internet sector we have major players like Reliance

Communications, Tata Communications, Bsnl Broadband, Vodafone, Airtel, Idea,

Tikona, Spidigo, YOU Telecom, Zylog, etc. These all players share a huge market of

India in the Internet Sector. Telecom Regulatory Authority ofIndia (TRAI) controls the

Telecom Sector and Internet Sector in India.
http://en.wikipedia.org/wiki/Point-to-point_communicationhttp://en.wikipedia.org/wiki/Point-to-point_communicationhttp://en.wikipedia.org/wiki/Mainframe_computershttp://en.wikipedia.org/wiki/Computer_terminalhttp://en.wikipedia.org/wiki/Packet_switchinghttp://en.wikipedia.org/wiki/ARPANEThttp://en.wikipedia.org/wiki/Donald_Davieshttp://en.wikipedia.org/wiki/National_Physical_Laboratory_%28United_Kingdom%29http://en.wikipedia.org/wiki/CYCLADEShttp://en.wikipedia.org/wiki/Merit_Networkhttp://en.wikipedia.org/wiki/Merit_Networkhttp://en.wikipedia.org/wiki/Tymnethttp://en.wikipedia.org/wiki/Telenethttp://en.wikipedia.org/wiki/Internetworkinghttp://en.wikipedia.org/wiki/Internet_service_providershttp://en.wikipedia.org/wiki/Internet_service_providershttp://en.wikipedia.org/wiki/Internet_service_providershttp://en.wikipedia.org/wiki/Internet_service_providershttp://en.wikipedia.org/wiki/Internet_service_providershttp://en.wikipedia.org/wiki/Internet_service_providershttp://en.wikipedia.org/wiki/Internet_service_providershttp://en.wikipedia.org/wiki/Internetworkinghttp://en.wikipedia.org/wiki/Telenethttp://en.wikipedia.org/wiki/Tymnethttp://en.wikipedia.org/wiki/Merit_Networkhttp://en.wikipedia.org/wiki/Merit_Networkhttp://en.wikipedia.org/wiki/CYCLADEShttp://en.wikipedia.org/wiki/National_Physical_Laboratory_%28United_Kingdom%29http://en.wikipedia.org/wiki/Donald_Davieshttp://en.wikipedia.org/wiki/ARPANEThttp://en.wikipedia.org/wiki/Packet_switchinghttp://en.wikipedia.org/wiki/Computer_terminalhttp://en.wikipedia.org/wiki/Mainframe_computershttp://en.wikipedia.org/wiki/Point-to-point_communicationhttp://en.wikipedia.org/wiki/Point-to-point_communication


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:: DEFINITION OF INTERNET ::

The Internet is a worldwide, publicly accessible series of interconnected computer

networks that transmit data by packet switching using the standard Internet Protocol (IP).

It is a "network of networks" that consists of millions of smaller domestic, academic,

business, and government networks, which together carry various information and

services, such as electronic mail, online chat, file transfer, and the interlinked web pages

and other resources of the World Wide Web (WWW).

:: COMMON USES OF THE INTERNET ::

1) Email 6) Travel ticketing2) Banking 7) Search information3) Online Bill Payments 8) Download study material4) On-line tests, Exam results 9) Job search and applications5) Stock trading 10) Paying insurance premiums

:: INTERNET CURRENT SCENARIO IN INDIA ::

There is a fundamental shift in terms of how information is being absorbed these days

by most youngsters. Some research helped to point the following internet scenario.

Cost of internet connectivity is coming down leading to growth of internet

connections. As of 2010, India ranks 4th (yes, fourth!) in terms of the absolute number

of internet users across the globe. And the growth is exponential as internet

penetration in India is just around 4% (of total population).

40% of all internet traffic in India comes from cyber-cafes. So lack of

computer/infrastructure at home is no longer holding people back to use internet.

Youth of today is spending more than 50+ hours a week on an average using

electronic/internet media and they are communicating with more than one person

simultaneously using multiple internet avenues like chat, email, social networks etc.

Use of numerous business websites is soaring; online bookings are getting morepopular as people are now more comfortable using credit cards online. Mobile phones


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are helping bridge internet connectivity with users. SMEs (Small-Medium

Enterprises) are especially leveraging the internet to reach potential new customers.

But what the next? Expect the following in future.Books/Newspapers confined to history?: In parts of California (US), paper

newspapers/books are fighting a grim battle for survival and may be history in times

to come as their electronic versions take centre stage. I dont think anything like this

will happen in India- at least not till 2020- due to the sheer number of people who are

not internet savvy.

By 2020: Technology/Internet advancements would make the following a reality...

Video Phone + Internet + Email + TV + Camera + Remote Control + Movie

would all converge into a single device. Value, Cost and Ease of Use will

define the success of such devices.

Doctors would be seeing patients remotely over web.

Majority of people would work from home with virtual meetings over the

internet.

All paper examinations abolished. Open book internet exams would

become a norm.

Majority of marriage invitations and marriages broadcasted over internet as it

would be impossible to reach marriage avenues on time.

:: TERMS RELATED WITH INTERNET ::

1. TRAI :- Telecom Regulatory Authority of India.2. DOT :- Department of Telecom3. ISP :- Internet Service Provider4. BWA :- Broadband Wireless Access


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:: BACKGROUND OF INTERNET SECTOR ::

Telecom Regulatory Authority of India (TRAI)

The Telecom Regulatory Authority of India(TRAI,

Hindi: )is the

independent regulator established in 1997 by the

Government of India to regulate the

telecommunicationsbusiness in India.

Headquarter : Mahanagar Doorsanchar Bhawan,

Jawaharlal Nehru Marg,

New Delhi 110 002

Region served : India

Chairman : DR. J.S. SARMA

Website : http://www.trai.gov.in/

Current Notifications declared by TRAI :India's telecoms regulator, TRAI has reported that the number of telephonesubscribers in India increased to 846.32 million at the end of March 2011 from 826.25

million at the end of February 2011, thereby registering a growth rate of 2.43%.

The share of Urban Subscriber has declined to 66.65% from 66.72% whereas share of

Rural Subscribers has increased from 33.28% to 33.35%. With this, the overall Tele-

density in India reaches 70.89.

The overall Urban Tele-density has increased from 154.01 to 157.32 and Rural Tele-

density increased from 32.95 to 33.35.
http://en.wikipedia.org/wiki/Hindi_languagehttp://en.wikipedia.org/wiki/Competition_regulatorhttp://en.wikipedia.org/wiki/Government_of_Indiahttp://en.wikipedia.org/wiki/Telecommunicationhttp://en.wikipedia.org/wiki/Telecommunicationhttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Indiahttp://www.trai.gov.in/http://www.trai.gov.in/http://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Telecommunicationhttp://en.wikipedia.org/wiki/Government_of_Indiahttp://en.wikipedia.org/wiki/Competition_regulatorhttp://en.wikipedia.org/wiki/Hindi_language


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The total wireless subscriber base increased from 791.38 million in February 2011 to

811.59 million at the end of March 2011, registering a growth of 2.55%.

The share of Urban Subscriber has declined to 66.30% from 66.36% whereas share ofRural Subscribers has increased from 33.64% to 33.70%. The overall wireless Tele-

density in India reaches 67.98.

Wireless subscription in Urban Areas increased from 525.17 million in February 2011

to 538.05 million at the end of March 2011. Rural subscription increased from 266.21

million to 273.54 million. This shows higher growth in Rural Subscription (2.75%)

than Urban Subscription (2.45%). The Urban wireless Tele-density has increased

from 146.72 to 150.06 and Rural Tele-density increased from 31.90 to 32.75.

Private operators hold 88.01% of the wireless market share where as BSNL and

MTNL, two PSU operators hold only 11.99% market share.

State-run telecom operator Bharat Sanchar Nigam Ltd. (BSNL) retained its top

position and reported a subscriber base of nearly 6.38 million internet subscribers

against 5.94 million at the end of last quarter, TRAI said.

Though the telecom industry saw various ups and downs, the sector witnessed

International investor community is betting on the Indian market.


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1.INTRODUCTION:

a)What is Tikona Wi-Bro?Ans. :- Tikona Wi-Bro is Wireless Broadband Service.

o It is capable to offer up to 4 Mbps speed.o It solves common problems faced by internet users.o It offers many benefits and a lot of value to customers.

b)Tikona Wi-Bro Benefits

o No digging, no drilling, no wires.o High speed comes with controlled bill.o We deliver the service with First install and Then pay approacho Advance technical & customer support for quick resolution.o Bundled CPE. No need to purchase costly Wi-Fi router for wireless

broadband at home.

oIndias only wireless broadband service fully compliant to DOT securitynorms.

o Indias first broadband service with anti-virus bundled.o Optional parental control to restrict unwanted surfing.o Self-care portal with many customer friendly features.o Easy bill, easy payment.


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c)Mission

TDN mission is to raise the benchmarks of customer experience in the country for

all times to come. TDN will endeavour to deliver enhanced customer experience

through innovation, by use of cutting edge technology and by extensive

knowledge dissemination to members of its customer support teams.

d)Vision

Our vision is to be a leading Broadband and IT services company, offering

innovative products and solutions to home, enterprise and other customers in India

and globally. We believe that our next generation services will change the way

India lives, transacts, and communicates and we believe that we can make a

significant contribution towards a powerful Broadband enabled India.

e)Values

Customer First:

Our core business strategy is guided by customer value, customer sensitivity and

customer convenience.

Respect for Talent:

We will create and maintain a transparent and respectful work environment that

helps in attracting, retaining and nurturing the best talent. We encourage an open

work culture that is conductive to making work joyful.

Innovation:

Innovation is our driving force and we create environment for our people to

conceive and incubate new ideas in order to develop and deliver useful services

and solutions for our customers, thereby sustaining our competitive advantages.


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Win Win for all:

We work for the success of our customers, investors, employees and our

ecosystem partners. We believe in empowering, motivating, appreciating and

inculcating a sense of ownership among the members of TDN eco-system.

Integrity:

We are accountable to all our stakeholders, regulators, government and customers

and believe in adopting a culture of ethical business practices, transparency and

highest standards of corporate governance.

f) Corporate Social Responsibility

We imbibe in high standards of social and civic responsibility, as we firmly

believe that we should contribute to the society in which we operate. We aim at

providing the community our technologies and solutions to support them in their

growth and development. TDN is deeply committed to the cause of reducing the

digital divide that exists in the country across geographies and different socio-

economic segments. In this regard, TDN plans to extend Broadband and IT

services at marginal costs to schools, healthcare institutes and government or non-

government establishments engaged in providing services to masses that do not

have access to such services.


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2.HISTORY & DEVELOPMENT:

Tikona Digital Networks Pvt. Ltd. (TDN) was founded in 2008 to provide broadband

services to retail, small and medium business (SMB) and enterprise customers across the

top urban markets. The companys Head Office is located in Mumbai.

Tikona has an all India Class A ISP license granted by the Ministry of

Communications, Govt. of India. For this purpose Tikona has deployed Next Generation

Wireless Broadband Network across to more than 40 major cities in India and expanding

further to 100 cities.

Currently Tikonas service is available in following cities :-Agra Ahmedabad Allahabad Bengaluru Bhubaneswar Chennai

Coimbatore Delhi Guntur Hubli Hyderabad Indore

Jabalpur Jaipur Kanpur Kochi Kolkata Kota

Lucknow Madurai Manglore Meerut Mumbai Mysore

Nagpur Nasik Pune Raipur Rajkot Solapur

Surat Trichy Vadodara Varanasi Vijayawada Vizag

Tikona is Worlds Largest Outdoor WiFi Network. Tikona is Indias fastest growing

Internet Service Provider (Ref: TRAI Report). Tikona also holds Broadband Wireless

Access (BWA) Spectrum License in 5 Telecom Circles in India covering 30% of Indian

landmass.

TDN would also be building a comprehensive services framework that can deliver

leading edge voice, video, IT applications and multimedia content services over any

broadband or IP-centric network. Such a framework can be outsourced by service

providers globally, who desire to offer next generation services to their customers. TDN

has engaged the best-in-class technology partners to build the required capability

frameworks.


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During the first year of operation the company earned a profit of 2 crores which doubled

to 4 crores in the subsequent year. For the fiscal ended march 2009 the company earned a

profit of 8 crores adding the total premium at the end of 2008-09 stood at 1000 crores.

The company aims to garner new business premium of Rs 1000 crores in the next 3-4

years. The company also intends to increase in 100 cities in next couple of years.

Broadband Service is an always on internet connection that can provide a download speed

of 256kbps or higher. Tikona WiBro delivers up to 4Mbps Broadband Internet Service

to Customers Home and Offices wirelessly, without digging through Premises. Service

Inside customer home up to his PC can be wired (Ethernet) or wireless. Company

provides an optional home wireless solution that is fully compliant with recent

Government (DOT) directives on home wireless security.

3.ORGANISATIONAL CHART:

M.D. & CEO

ExecutiveDirector

G.M.Finance

Dept.

Assist.Manager

Accountants

ClericalStaff

G.M.Technical

Dept.

Assist.Manager

InspectionOfficer

Supervisors

G.M.

H.R. Dept.

Assist.Manager

PersonnelManager

Workers

G.M.Marketing

Dept.

Assist.Manager

SalesManager

Salesmen


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4.COMPANY PROFILE:

Name of Compan y : TIKONA DIGITAL NETWORKS PVT. LTD.

Ad dress : 705/706, Sears Towers,

Panchvati First Lane,

Near Gulbai Tekra,

Off C. G. Road,

Ahmedabad - 380006

Re gi ste re d Of fi ce : 'Corpora', Office 3A, 3rd Floor,

LBS Marg, Bhandup (West),

Mumbai - 400078. (INDIA)

Foun de r : Mr . Prakash Bajpai

Form of Organization : Private Limited Company

Size of Unit : Medium Scale Unit

Year of esta blis hmen t : Mid 2008

Accounting Year : 1 s t April to 31 s t March

Slogan : SECURED WIRELESS BROADBAND


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Fast medi a comm uni cati on : Phon e : +91 22 67 84 01 26

Fax : + 91 22 67 84 01 11

E-Mail : [email protected]

Mr. Nagesh Prasad

(Head Compliances)

Website : www.tikona.in

Bankers : Bank of India

HDFC Bank

AXIS Bank

State Bank of India

Connection Capacity : 10,000Wire-less Internet Connection p.a.

Working Hours : The Company works 8 hours per day and

6 day a week

Awards : All India Class A ISP license,

Granted by the Ministry of Communications,

Govt. of India.
mailto:[email protected]:[email protected]


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5.KEY EXECUTIVES:

Prakash Bajpai

Founder, MD & CEO

Rajesh Tiwari

CEO& MD

Rakesh Khurmi

Financial Controller

Tarun Kumar

Chief

Technology officer

Capt. Partha Samai

Head

HR officer

Heramb Ranade

Chief

Marketing Officer


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6.TARIFF PLANS OF THE TDN:

a. Customer has a wide choice of tariff plans depending on their needs of speed,consumption (usage) and budget. Customer Service Experience is based on

Tariff Plan selected.

b. Tariff Plan details are being updated on Tikonas website regularly.

c. Circuit Breaker Plans: Provide up to 2Mbps speed within specific DownloadLimit. After the Download Limit, connection speed reduces up to 64 kbps.

Customer has a choice to restore speed back to 2Mbps by paying additional

amount.

d. Unlimited Plans: Provide unlimited usage with download speeds up to PlanSpecific Bandwidth (300 Kbps/ 600 Kbps/ 750 Kbps/ 1Mbps/ 2Mbps). These

are peak Speeds and actual Usage speeds may be lower.

e. Fixed Monthly Charge Plans: Provides speeds up to 2 Mbps as BonusBandwidth and afterwards speeds256kbps, 512kbps, 1Mbps and 2Mbps.


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7.MAJOR PLAYERS IN THE INTERNET SECTOR:


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8.FUNCTIONAL DEPARTMENTS:

(A)FINANCE DEPARTMENT

Something must be direct the how of economic activity and facilities its smooth

operation. Finance is the agent that produces this result. Nature of financial management

refers to its functions, scope and objectives.

Financial management is that managerial activity which is concerned with the planning

and controlling of the firms financial resources. In modern times finance is the life -blood

of the business. No matter, whether the business is big or small financial is the equally

important. The financial resources must proper plan and control in order to achieve the

best out of available. So, financial resources should be very properly.

Generally, financial planning means deciding in advance, the financial activities are to be

carried on to achieve the objective of the firm. In broader sance, in the words of Walker

and Boughn as; financial planning includes the determination of firms financial

objectives, formulating and promulgating financial policies and developing and

procedures.

Financial planning is necessary to achieve both long term and short term objectives. Asound financial planning includes how much need of funds for both the terms. Then from

where they are to be received and utilized.

Tikona Digital Networks would evaluated different proposal placed before them and

selects the best out of them. It estimates how much capital is going to be required for

various proposals and how much is the return on the capital employed. The financial

manager lays down the estimate on the capital of cash per week, per month and per year.

CAPITALIZATIONAt the time of incorporation of any business, it is the first problem before the

promoters to decide how much capitalization should be made in a business. The

amount of capital of any time should not exceed nor less than the amount

required. So, it is necessary to have proper capitalization for the success of the

enterprise. But Gerstenberg defines it as;


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The total accounting value of all capital regularly employed in business, it

includes owners capital, borrowed capital and any other sources.

Thus term includes;

1. The value of ordinary and preference shares2. The value of all surplus earned and capital3. The value of bonds and security still not redeemed4. The value of long term loans

However the modern view includes short term funds or liabilities under the firm.

It should be properly capitalized.

Tikona Digital Networks has not issue shares. So, all these terms do not apply for

them.Tikonas main finance backup is from Goldman Sachs, Future Group, in division

& Oak India.

TIKONA DIGITAL NETWORKSINVESTMENT PARTNERSa. Goldman Sachs Investment Partners

Owned by Goldman Sachs one of the biggest global

investment firms has mandate to invest in public & private

companies in growing Asian countries.

b. In division India Partners

$425 million Mauritius-based private equity fund owned by

Future Group.

c. Oak India Investments

A multi-stage venture capital firm with $8.4 billion

committed capital, and having primary focus on IT,

Broadband and IT-Enabled Services.


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(B)MARKETING DEPARTMENT

Traditionally, internet products have been promoted and sold principally through agencysystems in most countries. With new developments in consumer behaviour, evolution of

technology and deregulation, new distribution channels have been developed successfully

and rapidly in recent years.

Tikona Digital Networks make use of various distribution channels:

Direct Sales Agent (DSA) Advertisements Direct Response Internet

The main characteristics of each of these channels are:

Direct Sales Agent :DSA are full-time commissioned sales personnel holding an agency contract. They are

generally considered to be independent contractors. Consequently an internet company

can exercise control only over the activities of the agent, which are specified in hiscontract. Despite this limitation on control, DSAs with suitable training, supervision and

motivation can be highly productive and cost effective. Moreover their level of customer

service is usually very high due to the renewal commissions, policy persistency bonuses,

or other customer service-related awards paid to them.

Many internet companies, however avoid this channel, believing that agents might

oversell out of their interest in quantity and not quality. Such problems with DSAs

usually arise, not due to the nature of this channel, but rather due to the use of improperly

designed remuneration and/or incentive packages.

Direct Response:In this channel no salesperson visits the customer to induce a sale and no face-to-face

contact between consumer and seller occurs. The consumer purchases products directly

by responding to the company's advertisement, mailing or telephone offers. This channel

can be used for simple packaged products, which can be easily understood by the

consumer without explanation.


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Advertisements:This is very popular medium among the entire channels; any person can see the

advertisement of the products and buy the product from nearest branch.

Internet:Online transactions are very much popular today. Tikona provides online ordering

facility to their customers. Customers can directly place order through internet by

visiting companys website.

CITY STRUCTURAL HIERARCHY

The above is the city structural hierarchy of Tikona; this is how they manage the city lead

for their customers.

City

Lead

BEP

Lead

BEP

AM/TL

BEP

FOS

ZM

Sales

DST

AM Sales

GL

Sales

Sales

FOS

DSA

AM Sales

GL

Sales

Sales

FOS

SD SA

City Lead

SD SA

AM

Tech.

FOS


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The above is the order cycle of Tikona Digital Networks; this is how they manage their

orders from customers.

(C)HUMAN RESOURCE DEPARTMENT

Human Resource Management function that helps managers recruits, select, train and

develop members for an organization. Obviously, HRM is concerned with the peoples

dimension in organizations.

In all business concerns, there is one common element. i.e. HUMAN RESOURCE. Work

force of an Organization is one of the most important inputs of components. It is said that

people are our single most important assets. Because of the unique importance of

HUMAN RESOURCE and its complexity due to ever changing psychology, behaviour

and attitudes of men and women at work, personnel function, i.e., manpower management

function is becoming increasingly specialized. The personnel function or system can be

broadly defined as the management of people at work- management of managers and

management of workers. Personnel function is particularly interested in personnel

relationship and interaction of employees-human relations.

Install

Connection

Do First

Login

Show

Demo

Book

Order

Sales

ExecutiveTech Executive

Close Work

Order

Back Office

ORDER CYCLE


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In a sense, management is personnel administration. Management is the development of

people, and not mere direction of material resources. Human capital is the greatest asset

of a business enterprise. The essential ingredient of management is the leadership and

direction of people. Each manager of people has to be his own personnel man. Personnel

management is not something you really turn over to personnel department staff.

MANPOWER PLANNINGHuman Resource Planning is the process by which an organization ensures that it

has the right number and kind of people, at the right place, at the right time,

capable of effectively and efficiently competing those tasks that will help the

organization achieve its overall objectives. Human Resource Planning translates

the organizations objectives and plans into the number of workers meet those

objectives. Without a clear-cut planning, estimation of an organizations human

resource need is reduced to mere guesswork.

Tikona Digital Networks follows the following processThe first step is forecasting the need of man power in terms of divisions,

department or functions. Along with the estimate of the number of the people

required in different departments it is also decided that at which level they will be

needed.

After estimating the man power requirement, next step is to have a look at the

current human resource. The current human resource is assessed so as to know

whether the requirement can be filled by the existing personnel or not. At last,

detailed policies for recruitment, selection, training, promotion, retirement,

replacement etc.


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EXCLUSIVE EMPLOYMENTThe employee position is that of full time employed with Tikona. The company

strictly prohibits the employees from seeking employment of any nature with any

other entity. The employees have to take prior approval from the superior and theHuman Resource department before engaging in activities like addressing

seminars, teaching etc. and ensure that these official duties do not suffer on this

account and no monetary benefit is derived there from.

RECRUITMENT & SELECTIONThe upper level members like zonal managers, regional managers, branch

managers and senior executives are recruited by publishing recruitment

advertisement in leading national level newspaper. The qualified applicant are

then called for interview and selected.

The regional manager has authority to select lower level employee like peon,

marketing executives, financial accountant etc. by approval of zonal manager.

PERFORMANCE APPRAISALObjective of Performance appraisal if for Developmental uses for agents and

financial consultants, for wages, transfer, promotion, for documentation and for

organizational purpose like Human Resource Planning, Job analysis and for

training and development

TRAININGContinuous training and upgrading technical, behavioural and managerial skills is

necessary in every organization. Tikona Digital Networks continuously undertake

training & development activities to sharp employees skills regularly to enable

them to face the challenges of the changing requirements of customers that fit

market up and down.


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(D)TECHNICAL DEPARTMENT

Tikonas Wireless Network

a. Schematic of a Tikona WiBro connection

Any website that customer wants to visit is a part of the Internet (World Wide Web). Tikonas Internet Gateway connects its network to the rest of the world (World Wide

Web).

Tikona connects the customers PC to its Internet Gateway through a wirelessnetwork.

b. Elements of Tikona Network

Customers

home

ABC Building


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Elements of Tikonas Wireless Network, moving from Internet Gateway towardscustomer PC.

Fibre Distribution Node (FDN)Connects to Internet Gateway through a fibrelink.

Primary Backhaul Node (PBN)Connects to FDN through wirelesspointtopoint radio.

Secondary Backhaul Node (SBN)Connects to PBN through wirelesspointtopoint radio.

Tertiary Backhaul Node (TBN)Connects to SBN through wirelesspointtopoint radio.

Access Point (AP)Connects to SBN or TBN wirelessly

BNMDU SwitchConnects to wireless pointtopoint radio in a PBN/ SBNbuilding

RPOEMDU Switch + Outdoor CPECPE connects to Access Point wirelessly

c. Access Point (AP) Coverage

Access Point is installed on the roof top of the buildings projected 2 metersfrom the building wall to provide a good self-building coverage (shown inpicture below).


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This deployment allows signal penetration of 2 feet inside customer window.Coverage is available in the near vicinity of the buildingFollowing diagram shows typical AP coverage zone and range.

CPE should

never be

installed abovethe AP height.

d.Customer Premisis Equipment (CPE)

Indore Modem Ruckus-MM2211.

It works as a modem, connected withPC/Laptops via USB cabel.

(E)PRODUCTS& SERVICES

Broadly, internet plans can be distinctly divided into Prepaid & Postpaid plans.

Tikona is endeavouring to offer a range of innovative internet technology products and

services to home, enterprise and SME customers. Customers will find the innovative

features of Tikonas products useful in more than one way - superior speed, convenience

of using internet wirelessly from anywhere in the office or home, relief from wireless

security hassles, peace of mind with assured control on bills are few examples, and all

this while saving substantial cost. Tikona is committed to create a superior value for our

customers at all times.


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If building is Tikona Wi-Bro enabled, the service can be delivered within 7 days from the

receipt of Subscriber Registration Form (SRF) and submission of all necessary

documents.

In case if building is not Tikona Wi-Bro enabled, delivery of service may take some time.

Tikona will first have to take the necessary permission from your society authorities to

install their network equipment.

Speed TestCustomers are very much conscious about the speed of their plans. Many a times it

happens with the customers that they are being cheated by not providing proper speed as

mentioned in the plans. Tikona provides the service of Speed Test for their customers;

customers can check their upload and download speed online.

Example of Speed Test:


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9.SWOT ANALYSIS:

Strengths

Founded by veterans of telecom

industry i.e. Mr. Prakash Bajpai and

Mr. Rajesh Tiwari.

Single Business of broadband,

unlike other existing players havingtelephony as primary business.

Have latest 4th generation OFDM

and MIMO technology.

Have WPA2 and MAC level

Security.

Have All India Class A ISP

license, Granted by the Ministry ofCommunications, Govt. of India.

Weaknesses

Newly launched, have to face tough

competition.

Higher numbers of complaints due

to installation of the equipment

(CPE) in the areas which are not yetlive.

Lower level of after sales services.

Lack of office space for increasing

number of employees.

Opportunities

Huge Untapped Market (60 million

PC holders and only 7 million

broadband users).

Increased usage of E-governance,

E-banking and E-commerce.

Increasing number of unsatisfied

customers of existing broadband

providers.

Threats

Cut throat competition which will

make it difficult to penetrate into

the market.

Aggressive Marketing strategy by

competitors.

Lower customer base may hinder

prompt service.


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A. Experts views on Indian Internet Sector:

Bhattacharya (2000) constructs a vision of the Indian telecommunication sectorfor the year 2020. The paper aims at isolating agents of change based on

international experiences and situates India in the development continuum. The

agents of change have been broadly categorized into economic structure,

competition policy and technology.

Rao (2000),in her article named Internet service providers in India, provides abroad view of the role of an Internet service provider (ISP) and the factors to be

considered before entering the ISP market. Describes the Internet/ISP scene

within India and discusses the configuration of local, regional and national level

ISPs, and the supporting infrastructure. She also identifies the various success

factors. The global Internet scenario is discussed regarding the phases of the

Internet in India, i.e. pre and post commercialization. The main players are

described: ERNET, NICNET, STPI, VSNL, MTNL, Satyam Info way and Bharti-

BT. The financial and legal implications are highlighted in the Indian context.

Many companies entered the nascent ISP business in India due to deregulation.

Building local content, foreknowledge of new Internet technologies, connecting

issues, competitiveness, etc. would help in their sustainability. She concludes that

though many companies entered the nascent ISP businesses in India due to

deregulation, many of them are unlikely to survive in the longer term.

Maheshwari (July-September 2008), in her report analysed the Indian telecomindustry and ascertain that Indian telecommunications has been zooming up the

growth curve at a mounting pace, and India is has surpassed US to become the

second largest wireless network in the world. This growing subscriber base is

basically created by tapping into rural India, which is an emerging market for the

industry. The estimate for the next five to ten years is that the rural market will

form 40 % of the subscriber base. The study has analysed the human resource

management process of the industry, and specially the latest trends of recruitment

of this massively growing industry.


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Shah (February, 2009), has analysed Indian telecom industry and studied thesector keeping in mind three companies; namely Bharti, R. Communication and

idea in the background of recent global meltdown. The study suggests that though

there is no sign of slowdown in this sector, but surely a strong turmoil is going on

in the industry. The study states that the sector is fairly immune from the current

economic downturn & does provide a good defensive bet in medium term. With

the help of newer technologies, wireless penetration is expected to increase in the

near future, which is basically fuelling the growth of the sector. While the 3G /

Broadband adoption would ensure long term growth momentum, the article hasthoroughly investigated about the intense competitive scenario, pricing pressure,

high capital intensity & substantial regulatory uncertainties currently faced by the

industry. The article has also described the cause of being relatively safe of this

industry. The causes described by Shah are increasing rural coverage, rising

affordability, declining handset/subscription costs, substantially low tariffs &

established brand/distribution. However, the study also cautions the telecom

industry that a steeper economic slowdown could start impacting the subscriber

usage patterns as well as operator capital investments & thereby could

substantially restrict revenue growth rate.

B. An overview of wireless connectivity:

DRIVING GROWTH OF INTERNET DATA CARDGrowing business in all segments, necessity to access emails and corporate applications

during urgent business trips and the urge for some entertainment while on the move are

some drivers increasing the demand for data card usage. Apart from these factors, as the

name of Tata Indicoms data card, Plug 2 surf, Suggests, ease of use with plug and play

factor is also a driver for growth, S P Shukla, president, Personal Business, Reliance

Commutations, says that faster surfing and higher download speeds, convenience of

surfing the Internet while on the move, simple to use, and affordable tariff are among the

key reasons for the data card growth, in both the laptop and desktop segments.


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while the broadband connections are yet to penetrate the vast semi-urban and rural parts

of the country where entrepreneurs, officials, students, etc. have the need to surf the

internet for various purposes. Though the laptop penetration in these areas has not made a

significant mark, desktop penetration is comparatively more.

With data cards offering convenient access to the Internet, a number of companies have

started to tie up with service providers to avail bulk network connections for their

employees on the go and allow them to utilize their time during business travels. Since

data cards can be used with desktop also, it cuts down the office infrastructure costs as

well. With the data card segment witnessing steady growth, affordability will go up,which, in turn, will drive growth. As the data card growth increa ses, speed evolves and

prices come down, affordability will go up and more users can beg into think of data card

as an affordable solution, says an Airtel spokesperson. And growth of mobile telephony

in India has created users with specific needs like m-commerce that require wireless

Internet, driving the wireless data card growth.

Once the concept of mobile wallet and its applications hit the market in India in the near

future, the wireless data card segment is also expected to witness an exponential growth.

Apart from this, Internet charges in costly hotels are very high. With the availability of

data cards and USB modems, frequent business travelers who stay in costly star hotels

can access the internet and corporate applications on their laptops and avoid using the

Internet facility at hotels, savings on high Internet charges.

THE DETERRENTSAll players are competing with each other to give affordable tariff rates for their data

cards. But still the rates are very high when compared to countries like the UK. In the

UK, wireless broadband connection through 3G technology costs about 10 per month

and that too with a data download speed faster than 256Kbps.International travellers who

have used data cards with faster speed are not satisfied with data cards and USB modems

services offered in India. So, in India, data cards mean accessing a bare minimum net

connectivity only for a sizable population. That is why it is said that data cards have not

exactly taken off in India.


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1. Introduction:

Topic: Market Potentials for Wire-less Internet Services in SME Segment.

In this project I have to analyse the market potential of the wire-less internet devise & its

services in SME segment. I have to collect information from the companies regarding

their usage of internet and forecast the future prospects. For which I have to do the

following in respect of the project:

Collection of basic information

Target market segmentation

Questionnaire preparation

Survey

Collection of data

Analysing the data

Preparing the report

2. RESEARCH OBJECTIVE:

The Indian communications scenario has transformed into a multiplayer, multi product

market with varied market size and segments. Within the basic phone service the value

chain has split into domestic/local calls, long distance players, and international long

distance players. Apart from having to cope with the change in structure and culture

(government to corporate), Tikona has had to gear itself to meet competition in various

segments basic services, long distance(LD), International Aspire Today Inspire

Tomorrow Long Distance (ILD), and Internet Service Provision (ISP).

Objectives of study arePrimary Objective:

1) To find out the Market Potentials for Wire-less Internet Services in SME

Segment and non-corporate.

2) To find out the factors influencing the buying decision of Wire-less InternetServices.


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Secondary Objective:

1) To find out the awareness of the Internet wire-less services among SMEsegment.

2) To find out the brand switch over ratio among unsatisfied customers ofWire-less internet services.

3. FORMULATION OF PROBLEM:

Tikona has an all India Class A ISP license granted by the Ministry of

Communications, Govt. of India. For this purpose Tikona has deployed Next Generation

Wireless Broadband Network across to more than 40 major cities in India and expanding

further to 100 cities. Tikona is Worlds Largest Outdoor WiFi Network.

Nowadays, Internet sector is facing a lot of competition. In order to stay in line with the

current scenario, the consumers need to be satisfied, in order to prevent them from

switching to other operators and to make them brand loyal. Consumers are always mostimportant and on the top priority for any company.

So, Tikona wants to know the volume of Use for Wire-less internet Products in SME:

1. To know about the competitive products already exist in visited outlet. (Airtel,Vodafone, Idea, BSNL, etc.).

2. To know the awareness of the wire-less internet services among SMEs.3. To check the extent of consumer satisfaction from the wire-less internet services

from existing brand.

So this research is aimed at checking the Market potential of wire-less internet services in

the SME segment towards the product and services provided by the company.


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4. RESEARCH DESIGN:

This research design is exploratory as we need to find out the scope of Wire-less Internet

Services for SME segment in Ahmedabad. The method of data collection is qualitative

and descriptive in nature i.e. survey and observation based research. The study is

done in steps stated below.

1. Understanding the of Wire-less Internet Services

2. Understanding the difference between Broadband Wire line Services and

Broadband Wire-less Services

3. Finding different route through which Tikona provides Wire-less Internet

Services.

4. Differentiating the Market segment i.e. Corporate, SME (Small & medium size

Enterprise) and Commercial

5.Collection of data:

o Primary data: Through questionnaire and personal interview of differentCompanies in Ahmedabad.

oSecondary data: Through internal system & software, internet, magazinesand newspaper etc.

6. To analyse the data.

7. Finally the conclusion and giving recommendation on the basis of research.


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5. SAMPLE DESIGN:

The sample was drawn by using Judgmental Sampling Techniques, as we need to

do fill the questionnaire from someone who deals in internet connection of his

organization. Apart from that, Judgmental Sampling Techniques are more

economical than any other.

Target Population: Target population includes Software& Hardware

companies, Exporters, Colleges, Call Centre, Manufacturers, and other

companies.

Sample Size: A sample size of 50 was taken. The samples were randomly

selected from the population to gather their feedbacks.

6. SCOPE OF THE STUDY:

The report in brief presents the following

The company wanted to know what other value added services does their

clients expect from other than existing ones in order to improve customer

satisfaction and customer loyalty.

The study also brings out the clear picture of Earth moving equipment

industries export/import trade and also their futuristic capability.

The study also identifies the major countries to which exports are carried out

whereby the WSL can improve their services to those countries.

The modulus operands of logistics for Earth moving equipment industries.

Improved reliability and productivity of products and services.

Increased value to customers and the shareholder.


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7. TOOLS & TECHNIQUES:

1. With the help of Google and other search engine I listed down the names and

address of different companies in Ahmedabad.

2. Then differentiated those companies in between Corporate and SME.

3. The data was collected from different SME companies and was compiled in an

Excel sheet.

5. Then I used MS Excel software for in-depth analysis of the survey.

6. With the help of Descriptive Statistics tools of Analysis in MS Excel analyzed

the whole data.

8. LIMITATIONS:

1. The Data collected from the Primary Sources i.e. questions asked fromemployees and they can be biased.

2. If the interviewer or the interviewee misunderstood the question, it may leadto the failure of the research.

3. Budget constraint.

4. As I am only targeting to the SME segment, so any data of a corporateindustry may adversely affect the survey.


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:: SURVEY ANALYSIS::

Q.1 Which of the following Internet services are you familiar with?

Option Particulars No. of Customer Percentage

A Broadband Wire Line Services 3 6%

B Broadband Wire-less Services 1 2%

C Both 46 92%

D None 0 0%

Total 50 100%

Interpretation:

o From the above graph we can see that 92% people familiar with both theservices i.e. Broadband Wire Line services and Broadband Wire-less

services.

o Here 92% indicates that in India internet is growing at a vast speed. Butthis data is basically collected from Ahmedabad city.

6%

2%

92%

0%

Familiar with internet services(in %)

A Broadband Wire Line

Services

B Broadband Wire-less

Services

C Both

D None


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Q.2 Which Internet service facility do you prefer most?


A Broadband Wire Line Services 9 18%

B Broadband Wire-less Services 41 82%Total 50 100%

Interpretation:

o 82% people prefer Broadband Wire-less services because of the currentscenario of cutthroat competition.

o So, everyone wants to connect to the world from anywhere. That is whypreference for Broadband Wire-less service is more than Broadband wire

line services.

18%

82%

Percentage of the service prefer most

A Broadband Wire Line Services B Broadband Wire-less Services


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Q.3 If Broadband Wire-less services, why do you prefer it?

Option Particulars1.

Excellent

2.

Very

Good

3.

Good

4.

Average

5.

Below

Average

6.

PoorTotal

A

Immediate

Connectivity 8% 2% 4% 2% 0% 2% 18%

B No cabling 14% 4% 4% 6% 0% 0% 28%

CAnywhereaccessible

8% 2% 0% 4% 6% 4% 24%

D Flexible 0% 0% 2% 4% 2% 0% 8%

E Easy to access 0% 0% 4% 0% 6% 8% 18%

F Easy to keep 0% 0% 0% 0% 0% 4% 4%

Total 30% 8% 14% 16% 14% 18% 100%

1. Excellent

2. Very Good

3. Good

4. Average

5. Below Average

6. Poor

8%

2%

4%

2%

0%

2%

14%

4%

4%

6%

0%

0%

8%

2%

0%

4%

6%

4%

0%

0%

2%

4%

2%

0%

0%

0%

4%

0%

6%

8%

0%

0%

0%

0%

0%

4%

Preference for Wire-less internet service

A Immidiate Connectivity B No cabling C Anywhre accessible

D Flexible E Easy to access F Easy to keep


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Interpretation:

o As we know from one of the position that Broadband Wire-less servicesare preferable more. Because

Wire-less services provide immediate connectivity more than wireline services

As per my survey 8% people have given excellent services

due to immediate connectivity.

Due to some location problem people sometimes dont find

immediate connectivity.

14% people use wire-less service because it contains no cabling. To lead the market people, need to be update of every second of

life. So, Broadband Wire-less internet services provides anywhere

accessible facility. Which is helpful to people that is why people

like wire-less internet service.

Flexible, Easy to Access and Easy to keep are three benefits whichare preferable very less. Because

People mainly focus on connectivity i.e. Network anywhere

accessible and without cabling.

o So, this question reflects that people are more conscious aboutconnectivity than any other benefit.


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Q.4 Which of the following Internet service provider for your organisation?

Option Brand Name No. of customer Percentage

A Tikona Wi-Bro 14 28%

B Airtel 12 24%

C Tata Photon 5 10%

D Vodafone 6 12%

E Reliance 1 2%

F Idea 3 6%

G Any OtherBSNL 6 12%

Tata Docomo 3 6%

Total 50 100%

Interpretation:

o A service of TDN in Ahemedabad city is very high so most of the areas ofcity prefer Tikona Wi-Bro.

28%

24%

10% 12%

2%

6%

12%

6%

BSNL Tata Docomo

Tikona Wi-Bro Airtel Tata Photon Vodafone Reliance Idea Any Other

A B C D E F G

Internet Service Provider

Percentage


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Q. 5 Since when have you been using Internet services?

Option Duration No. of Customer Percentage

A 0 to 6 month 19 38%

B 6 month to 1 Year 7 14%C 1 Year to 2 Years 13 26%

D More than 2 Years 11 22%

Total 50 100%

Interpretation:

o Usage of Internet in India is increasing day-by-day. So usage of Wire-lessservices is more from one decade is 41%.

o Because of the effectiveness of wire-less internet service increases,customers are making more faith on these services so the period of 0 to 6month indicates more as 38%.

38%

14%

26%

22%

0 to 6 month

6 month to 1 Year

1 Year to 2 Years

More than 2 Years

A

B

C

D

Time - Duration for using Internet

service

No. of Customer


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Q.6 What is the speed of your connection?

Option Speed No. of Customer Percentage

A Up to 256 Kbps 19 38%

B Up to 1 Mbps 18 36%

C Up to 1 to 2 Mbps 10 20%

D More than 2 Mbps 3 6%

Total 50 100%

Interpretation:

o Due to some location problems speed of Wire-less services is not muchhigh than wire line services.

o Mainly people use the speed from 256 Kbps to 1 Mbps.

38% 36%

20%

6%

Upto 256 Kbps Upto 1 Mbps Upto 1 to 2 Mbps More than 2 Mbps

A B C D

Connection Speed

Percentage


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Q. 7 Tick mark the number of P.C. you are using?

Option No. of P.C. No. of respondent Percentage

A Only 1 29 58%

B 1 to 10 9 18%C 11 to 20 6 12%

D 21 to 30 4 8%

E more than 30 2 4%

Total 50 100%

Interpretation:

o Generally Wire-less internet services could not give more speed incomparing with wire line services so, mostly customer uses this facility

with only 1 P.C.

o In the case of Wi-Fi facility, customer can use more P.C. for internetservices but it is comparatively expensive.

58%

18%

12%

8%4%

Proportion of P.C. Usage

A Only 1 B 1 to 10 C 11 to 20 D 21 to 30 E more than 30


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Q. 8 What is the cost of wire-less internet devise?

&

Q. 9 What is the monthly expenditure on internet?

Brand Tikona AirtelTata

PhotonVodafone Reliance Idea BSNL

Tata

DocomoTotal

Device Cost 0 2100 1200 1500 1600 2000 1600 2000

Monthly

Expenditure

100-200 0 2% 0 2% 0 0 0 2% 6%

200-500 0 4% 0 4% 0 2% 4% 2% 16%

500-1000 0 16% 10% 4% 0 2% 8% 0 40%

1000-2000 18% 0 0 2% 2% 2% 2% 2% 28%

More than 2000 10% 0 0 0 0 0 0 0 10%

Total 28% 22% 10% 12% 2% 6% 14% 6% 100%


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Q. 11 Rate the following option for your wire-less internet connection.

Option Particulars ExcellentVery

Good

Good Fair Poor Total

A Reliability 4 6 4 0 0 14

B Speed 4 6 12 10 0 32

C Connectivity 2 6 4 2 2 16

DPlans &Schemes

8 16 8 4 2 38

Total 18 34 28 16 4 100

Interpretation:

o Connections are chosen by seeing different plans & Schemes. So 38% people select internet connection by seeing plans & schemes.

And unfortunately Plans & Schemes covers

Reliability, Speed, and Connectivity.

People prefer more speedy connection as per plan

o Therefore overall question reflects that great plan & schemes are moreattracted while choosing Wire-less internet services.

Excellent

Very Good

Good

Fair

Poor

4

6

4

0

0

4

6

12

10

0

2

6

4

2

2

8

16

8

4

2

Rates of Internet Connection (in %)A Reliability B Speed C Connectivty D Plans / Schemes


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Q.12 Are you satisfied with wireless internet services which you are using?


A Yes 18 36%

B No 32 64%

Total 50 100%

Interpretation:

o People are not satisfied because wireless services have some problems likeless speed, connectivity, software, etc.

o More percentage is of dissatisfaction level.o So, this percentage indicates low market share of wireless than wire line.

36%

64%

Satisfaction level for Wire-less internet

Services

A Yes B No


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Q.13 (A) If No, do you want to switch over?


A Yes 26 80%

B No 6 20%

Total 32 100%

Interpretation:

o 64% are not satisfied with wireless internet connection. And from this64%, 80% of people want to switch over to other company. And in market

there are number of companies which are providing wireless facility.

o This stage shows high competition between companies.

80%

20%

Switch over Ratio

A Yes B No


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Q.13 (B) If you want to switch over, which brand do you prefer?

Option Particulars No. of Respondents Percentage

A No Switch over 18 36%

B TikonaWi-Bro 8 16%

C Airtel 7 14%

D Tata Photon 2 4%

E Vodafone 5 10%

F Reliance 2 4%

G Idea 2 4%

H BSNL 4 8%

I Tata Docomo 2 4%

Total 50 100%

Interpretation:

o According to survey 16% people wants to switch over to Tikona Wi-Broand 14 % to Airtel.

o This happen due to high speed and connectivity facility are providing tothem. But 36 % people dont want to switch over to other brands because

they are satisfied with current internet services or not sure to which brand

they want to go

o Here mental balance decision is needed most.

36%

16% 14%

4%

10%

4% 4%8%

4%

Percentage

Customer wants to switch Over

A No Switch over B Tikona wi-bro C Airtel

D Tata Photon E Vodafone F Reliance

G Idea H BSNL I Tata Docomo


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Q.14 Do you need stable internet connectivity, low latency and high speed?


A Yes 49 98%

B No 1 2%

Total 50 100%

Interpretation:

o As customer want to switch over to other Wire-less internet servicesbecause of the need of high speed, connectivity and reliability.

o As per internet service, connectivity and high speed are focused. So 98% people want stable internet connectivity, low latency and high

speed.

A Yes

98%B No

2%Other

2%

Need of customer


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1. Excellent

2. Very Good

3. Good

4. Average

5. Below Average

22

10

6

0

0

8

10

4

0

0

2

6

4

6

0

0

2

2

0

4

0

2

6

2

4

Rate on factors affecting for Buying

Behaviour of Wire-less Internet

Connection (in %)

A Price B Speed C Connectivity D Service Provider E After sales Service

Q. 15 Rate the factors influencing your buying decision of a Wire-less Internet

Connection.

Option Particulars1.

Excellent

2.Very

Good

3.

Good

4.

Average

5.Below

Average

Total

A Price 22 10 6 0 0 38

B Speed 8 10 4 0 0 22

C Connectivity 2 6 4 6 0 18

DServiceProvider

0 2 2 0 4 8

EAfter salesService

0 2 6 2 4 14

Total 32 30 22 8 8 100


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Interpretation:

o According to need and situation the buying behaviour change by thecustomer.

So, people first of all focussed on price than speed, connectivity,after sales services and at last service provider generally.

As Internet service provider changed some amount so, customerfocused on price difference between two internet service providers.

o Above factors are not fixed one. There are many other factors which alsoaffect on buying behaviour for customer. (E.g. Companys faith, mal

practices done by the company, Trend, etc.)

:: INTERPRETATION ON SURVEY::

As per questionnaire response from people it seems that people like to havewireless internet services but they dont have much knowledge about wireless or I

can say that about internet facility.

Questions answers are inter relating with each other because all are depend onfurther question.

Variations seen in the answers are about 10-20% because of speed andconnectivity purpose.

People dont have much knowledge about real configuration or might becompanies are not explaining in better manner.

One side use of internet is increasing but how to use it is not in proper manner. So, this survey indicates that both companies and customer need to have proper

knowledge about the data card/ Wire-less internet device or basic technological

knowledge.


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:: TEST OF HYPOTHESIS::

Step-1: Hypothesis Follow:

H0: Number of respondents are Dependent from Monthly expenditure of wire-less

internet Services and Wire-less internet user.

H1: Number of respondents are Independent from Monthly expenditure of wire-less

internet Services and Wire-less internet user.

Step-2: The appropriate Statistical test is CHI-SQUARE:

Where, O = Observed Data

E = Expected Data

Step 3: Level of Significance

Assume is 0.01

Step 4.1: Degree of freedom

Here 4 rows (r=4) and 2 columns (c=2) the degree of freedom are (4-1)(2-1)=3.

Step 4.2 Critical Value

The critical value of X2 for =0.01 is X20.01,3 = 11.35.

The decision rule is the reject the null hypothesis if the observed X2 is greater than 11.35.


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Step 5: Table

The Observed data appear in below table from finding survey

Serial

No.

Cost of Wire-less

internet service

(Monthly)

No. of Wire-

less internet

users (O)

Expected

Frequency

(E)

(O-E) (O-E)2

(O-E)2/E

1 100-500 11 20 -9 81 4.05

2 500-1000 20 10 10 100 10

3 1000-2000 14 10 4 16 1.6

4 More than 2000 5 10 -5 25 2.5

Total 50 50 0 222 18.15

X2 = 18.15 Calculated. [Answer]

Step 6: The Observed value of X2 =18.15 is more than the critical value of chi-square,

13.35 obtain from statistical table.

Step 7: Conclusion

The decision is to reject the H0.

So, our test is significant.


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CONCLUSION:o The broadband industry is a highly competitive industry. Tikona Digital

Networks is a highly competitive company in this field with help of new

technology. It has an effective vision, mission and its own strategies to

excel in this competitive environment.

o We all are living in 21st century; we always think for more convenientproduct by which we can do our work in simplest manner. TDN is

providing 4th generation wireless internet broadband. The company has a

potential product for that it requires skilful executives, who can convince

the customer & explain benefit of product.

o TDN is a pretty new company & it is providing wireless solutions tocustomers. The company has different strategy of marketing; TDNs

strategy is acquiring maximum building by that company can push its

product in market. TDN is successful in their strategy because slowly but

steady it is capturing more & more market share of wireless broadband.

TDN got the permission for the approximately 1500 building in the

different areas of Ahmedabad. In building acquisition I was convincing the

authorize person of that building for giving NOC (No Objection

Certificate) for installing the AP (Access Point) on the roof top of that

building.

o After acquiring enough no. of building company is doing sales in thoseareas. I was selling TDNs product in acquired buildings adjoining it. To

sell the broadband I was giving brochures & live demonstration insocieties with the help of technical and channel partners team. I

approached customers door-to-door & explained them the tariff plans &

other information which they asked about regarding broadband.

o So we can conclude that I learned a lot during my internship in thiscompany which will definitely help to me in my future. The experience I

got in building acquisition & sales is very helpful for shaping my career in

marketing & sales.


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RECOMMENDATION:Taking the above analysis into consideration, the following points can be

suggested to the company so that it can increase its productivity and save on time

and reduce cost.

o TDN is pretty a new company & many persons dont know about it, sothey should advertise their product & services to penetrate in the market.

o They should hire more skilful employees & technical executives who cancreate brand awareness in market.

o They should go for more competitive prices according to market demandand come out with better pans.

o TDN must start giving instant connection and make the area live where APhas been installed.

o Attrition rate should be decreased as training new employees incurs morecost and more time is consumed to cover the same area by a new employee

who is already covered before.

o They should improve on after sales services.o Try to develop more powerful network.


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:: KEY LEARNING FROM SIP ::

The key learnings from the 6 weeks summer internship program are

About broadband industry

About Tikona Digital Networks

On field interaction with customers

Corporate Behaviour

Interpersonal skills

Time management

Practical experience on field and market knowledge

Effectively handling objections of customers

Being a part of ground activity helped me to develop my interpersonal skills and

interaction with customers when selling them a complex services helped our perception ofsales force management.


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:: BIBLIOGRAPHY ::

Websites:http://www.tikona.in/

http://www.tikonawibro.in/

http://www.trai.gov.in/

http://www.airtel.in/

http://www.bsnl.co.in/

http://www.relianceinfo.com/

http://tataindicom.com/

http://www.youtele.com/

Books:o I.M.Pandey: Basic Text Book of Financial Management: 9th Edition (2008):

Vikas Publication

o C.B.Gupta: Human Resource Management: 4th Edition (2007): Sultanchandand Sons

o Kotler, Keller, Koshy and Jha: Marketing Management: 6th Edition (2007):Pearson Education

o C.R.Kothari: Research Methodology: 4th Edition (2004): New AgeInternational Limited

o Ken Black: Business Statistics for Contemporary Decision making: 5thEdition, Wiley student edition

Other Materials:o Catalogues,o Broachers,o Business Operation Prospects.
http://www.tikona.in/http://www.tikonawibro.in/http://www.trai.gov.in/http://www.airtel.in/http://www.bsnl.co.in/http://www.relianceinfo.com/http://tataindicom.com/http://www.youtele.com/http://www.youtele.com/http://tataindicom.com/http://www.relianceinfo.com/http://www.bsnl.co.in/http://www.airtel.in/http://www.trai.gov.in/http://www.tikonawibro.in/http://www.tikona.in/


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:: APPENDICES::

Questionnaire:Name : _______________________________________________________________________

Designation : ____________________________ Mob. : ____________________________

E-mail ID. : ______________________________________________________________________

Name of the Organization : _________________________________________________________

Address : ________________________________________________________________________

_________________________________________________________________________________

Q.- 1. Which of the following Internet Services are you familiar with?

( ) Broadband Wire Line Services ( ) Broadband Wire-less Services

( ) Both ( ) None

Q.- 2. Which Internet Services facility do you prefer most?

( ) Broadband Wire Line Services ( ) Broadband Wire-less Services

Q.- 3. If Broadband Wire-less Services, why do you prefer it?

(Please tick mark rank 1 for the most preferred and 6 for the least preferred)

1 2 3 4 5 6

Immediate connectivity

No cabling

Anywhere accessible

Flexible

Easy to Access

Easy to keep


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Q.-4. Which of the following Internet service provider for your organization?

( ) TikonaWi-Bro ( ) Airtel ( ) Tata Photon ( ) Vodafone

( ) Reliance ( ) Idea ( ) Any other: ____________________

Q.- 5. Since when have you been using Internet services?

( ) 0 to 6 months ( ) 6 months to 1 year

( ) 1 year to 2 years ( ) More than 2 years

Q.- 6. What is the speed of your connection? : ______________ Kbps/Mbps

Q.-7. Tick mark the number of P.C. you are using?

( ) Only 1 ( ) 1-10 ( ) 11-20 ( ) 21-30 ( ) More than 30

Q.- 8. What is the cost of wire-less internet device? : _______________Rs./-

Q.- 9. What is the monthly expenditure on internet? : _______________Rs./-.

Q.-10. Define your bandwidth usage?

( ) More of downloading. ( ) More of uploading.

( ) Both ( ) Any other purpose

Q.-11. Rate the following option for your wire-less internet connection.

Excellent Very Good Good Fair Poor

Reliability

Speed

Connectivity

Plans / Schemes

Q.- 12. Are you satisfied with wireless internet services which you are using?

( ) Yes ( ) No


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Q. -13. (A) If No, do you want to switch over?

( ) Yes ( ) No

(B) If you want to switch over, which brand do you prefer?

( ) TikonaWi-Bro ( ) Airtel ( ) Tata Photon ( ) Vodafone

( ) Reliance (

Market Potential for Wire-less Internet Services

Documents