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Contents
New Rollout 1
Know Your Product 2
Managed ILL with UTM 3
Access 4
FTSP v4 – Green Channel 5
2
DOA & Other Pricing Policies 6
Exit Policy 7
Enhanced Green Channel Policy 1.1
1. New Rollout
Simplified ILL Portfolio 1.2
3
Payment frequency guidelines 1.3
1.1 Green Channel for Upgrade orders
Brief guidelines – Inclusion of UBR category to increase
reach
– Inclusion of Managed services to increase the width of product offering
Details shared from Enterprise Marketing ID on 22-Feb-16
Complete details on Slides no 28 to 45
4
1.2 Simplified ILL Portfolio
5
SLA Standard
Premium
Standard
Objective Offer only variants which have
provided 99% of our business
Reduce implementation complexities
Simplify service assurance
Reduce load on systems
Improve presales
Enhance sales team capability
Variable Past Offering
Offering post Nov-15
Last Mile Single
Dual
Single
VAS Managed Serv.
CPE/ UTM
Managed Serv.
CPE/ UTM
Burstability 95th Percentile
BOD
Simplified portfolio Product Name • ILL (Internet Leased Line)
Variants 1. Standard ILL 2. Managed ILL
a. With CPE/ UTM b. Without CPE/ UTM
Guidelines applicable for TTL ILL & TCL ILL Standard CPE list available will be released soon
Note :
1.3 Payment frequency guidelines
6
Brief guidelines – Quarterly, Half yearly and Annual
payment allowed
– Monthly payment allowed only for
• Existing customers with monthly payment and using ILL
• ISP customers
• Tender requirement
Details shared from Enterprise Marketing ID on 20-Jan-16
Features 2.1
2. Know Your Product
Standard Bandwidths 2.2
SLA 2.3
IP Policy 2.4
Dual Stack Solution 2.5
Standard ILL vs Managed ILL 2.6
7
2.1 Features & Benefits
Highly scalable bandwidth (1 Mbps to N*1 Gig)
Carrier Grade Connectivity
Dedicated Bandwidth (Contention 1:1)
Online Performance Reporting
Symmetric Bandwidth (same upload & download speed)
End to End Service Level Agreement
IPv6 Ready
Choice of Access – Wireline & Wireless
8
2.2 Standard Bandwidths
• Bandwidths mentioned in table above are available for New activations, Upgrade & Downgrade
• Above 100 Mbps bandwidths configured in Empower are available
• Guidelines applicable for TTL ILL & TCL ILL
• Any other bandwidth requirement from customer will have to be approved by BU Head
9
2 Mbps 4 Mbps 6 Mbps 8 Mbps
10 Mbps 12 Mbps 15 Mbps 18 Mbps
20 Mbps 25 Mbps 30 Mbps 40 Mbps
45 Mbps 50 Mbps 60 Mbps 70 Mbps
80 Mbps 90 Mbps 100 Mbps
2.3 SLA
Parameter Commitment
Service Availability ≥ 99.5%
Packet Loss ≤ 1%
MTTR 4 hrs
Service Availability Service Credit
Upto 99.50% NIL
99.49% to 99.00% 1 days
98.99% to 98.00% 2 days
97.99% to 97.00% 3 days
Less than 97.00% 4 days
Service Credit for Service Availability
Pls go through the SLA document for complete details
10
Bandwidth Max no of
additional IPs ARC per IP
Upto 10 Mbps NA NA
12 Mbps to 50 Mbps 8 Rs 5,000
60 Mbps to STM1 16 Rs 5,000
Above STM1 24 Rs 5,000
2.4 IP Policy
• Any deviation in policy has to approved by BU Head
IPv4 /29 LAN Pool & /30 WAN Pool
IPv6 /64 LAN Pool & /126 WAN Pool
Additional IP request form needs to be submitted for additional IP requests
/29 Pool – 8 IPs of which 5 are usable for customer /30 Pool – 4 IPs of which 1 is usable for customer
11
Additional IPv4 Policy
2.5 Dual Stack Solution
Dual Stack supports IPv4 & IPv6 over single interface
Customer Checks for Dual Stack • CPE to be IPv6 & IPv4 compatible • Servers & applications to be IPv6 &
IPv4 compatible
IPv6
TTL Network
Customer Network
IPv4
IPv4
IPv6
IPv6
TTL Offers the following options for IPv6
• IPv6 Native Service – Enables customers to access the Internet Protocol version 6 (IPv6) via a direct connection to one of TTLs IPv6 enabled routers.
• IPv6 Dual-Stack Service – Enables customers to access the Internet Protocol version 6 (IPv6) and Internet Protocol version 4 (IPv4) over the same physical interface.
12
2.6 Standard ILL vs Managed ILL
13
Threats to an Organisation 3.1
3. Managed ILL (ILL + UTM + Managed Serv.)
What is UTM ? 3.2
Components of UTM 3.3
TTL Managed ILL Offering 3.5
Benefits of Managed ILL 3.6
Managed Services Provided 3.4
14
Preapproved Pricing 3.7
3.1 Threats to an Organisation
Internal threats
Identity theft Data loss Data deletion Data modification
External threats
Worms Malicious code Virus Malware
Social Engineering threats
Spam Phishing Pharming
Data theft DoS attacks Hacking
USER
Attack on Organization
User – The Weakest Security Link
15
3.2 What is UTM ?
Problems with Multiple Platforms : • Stand-alone, nonintegrated Security • Gaps in blanket security Strategy • Mix of off-the-shelf systems and applications • Difficult to deploy / manage / use • Multiple resources • High Administrative Overheads • High cost of ownership
UTM is a single device that “Unifies” multiple security features, including Firewall / VPN, Intrusion Detection / Prevention and Gateway antivirus, and more...
Unified Threat Management
16
3.3 Components of UTM
• Integrated security over single platform
– Across all locations; all users
• Complete TCP/IP stack coverage for each security module
• Reduced TCO (Total Cost of Operations)
• Lower expenditure
• Ease of Management
• Ability to upgrade to future threats
• Security subscriptions as needs grow
17
3.4 Managed Services Provided
Basic
Rs 9,000 ARC
• Configuration Support • Pro-Active Monitoring • Fault Resolution &
Updates • Online Portal Access
• Configuration Support • Change Management Support • Asset Management &Tracking • Device Health Monitoring • Pro-Active Monitoring • Fault Resolution & Updates • Online Portal Access
Advanced
Rs 18,000 ARC
• Link / Traffic Utilization Report
• Trouble Tickets & SLA Compliance
• Link Uptime & Traffic Reports • Asset Reports • Change Management Reports • Device Health Reports • CXO Dashboard • Trouble Tickets & SLA
Compliance
Pack
Tariffs
Services Offered
Reports Provided
Kindly select Managed Services as YES while raising FAN, Tarid & SRF. Select the required pack in Empower.
18
3.5 TTL Managed ILL Offering
ILL Managed UTM Managed ILL
UTM Partner
http://www.cyberoam.com/utm.html
19
3.6 Benefits of Managed ILL
• Real time protection against threats
• Minimal configuration
• Next-generation GUI enhances
• IPv6 ready solution
• Bandwidth management
• Managed Security
Technical
• No capital outlay
• Low operational expense
• Higher Return on Investments
• Better utilization of capex kitty
• Better employee productivity
Financial
• Safe business environment
• Control over legal liability
• Enhanced productivity
• Meets regulatory compliance requirements
• Scale-able as per business needs
• Rapid deployment
Business
20
3.7 Preapproved Pricing
• Minimum contract of 12 months to be executed
• Managed service charges and licensed services if provided to
be charged additional
*Pricing subject to capex approval. Max BEP 12 months & EBIDTA >30%
• Kindly get the UTM_RCD document filled from the customer • While raising request in Empower, select the required CPE in CPE details tab • Kindly select managed services as Yes if managed UTM is to be provided. • Kindly enter CPE cost in Miscellaneous capex while raising Tarid in Empower,
so that WBSE can be released • If licensed services are to be provided than kindly enter the cost in
Miscellaneous capex while raising Tarid in Empower
Bandwidth UTM ARC OTC
2 Mbps Cyberoam 15iNG 1.35 Lakhs 10,000
4 Mbps Cyberoam 15iNG 2.2 Lakhs 10,000
6 Mbps Cyberoam 25iNG 2.9 Lakhs 10,000
8 Mbps Cyberoam 25iNG 3.4 Lakhs 10,000
10 Mbps Cyberoam 25iNG 4.0 Lakhs 10,000
21
Last Mile Options 4.1
4. Access
Third Party Tie-ups 4.2
SD TATs 4.3
P2MP (Point to Multi Point) 4.4
Why P2MP !!! 4.5
22
4.1 Last Mile Options
Fiber Max. B/W upto interface capability N*1 Gig can be delivered on Fiber
Copper Max. 10 Mbps
UBR Max. 6 Mbps Not recommended for online (with high mission criticality), Voice, Video
Third Party Based on feasibility
P2MP Point to Multi Point Coming soon…..
23
4.2 Third Party Tie – ups Active Partnet List (Atleast 1 activation in last 12 months)
Inactive Partnet List (No activation in last 12 months)
No Type Vendor 1 BSO TATA Communication Ltd
2 BSO Bharti Airtel Ltd 3 LCO Master Cables
4 BSO Sify Technologies Ltd
5 LCO Figrovin Communication
6 BSO Nxtra Data Ltd (Airtel)
7 LCO Spider
8 LCO OUTPACE OPTIFIBRE NETWORK PRIVATE LTD
9 LCO VISION INFOTEL INDIA PVT LTD
10 LCO Skylink Multimedia Pvt Ltd
11 VSAT Tata Net-Nelco
12 LCO I Solutions Tele Network Pvt Ltd 13 LCO Aashish Cablenet
14 LCO PAPPILON TRANSTECH PVT LTD
15 LCO R K Infratel
16 LCO Rajesh Patel Net Services
17 LCO Sterlite
18 LCO Incable Net
19 LCO Evision Teleinfra Pvt.Ltd. 20 LCO UCN Cable Network
21 LCO Saisha Enterprises Pvt. Ltd. 22 LCO Sean Media
23 LCO Meghbala Broadband
No Type Vendor 1 LCO Indusind Media & communications Ltd 2 BSO Tulip Telecom 3 LCO Spectra Net 4 BSO RCOM 5 LCO Wiretel 6 BSO Aircel 7 LCO Yashash cable networks 8 BSO PGCIL 9 LCO Laasya Priya Comm
10 LCO Citycom 11 LCO Sanghvi 12 BSO Railtel 13 BSO Vodafone 14 LCO Bell teleservices 15 LCO You Broadband 16 LCO Divine Network 17 LCO Eye Vision Broadband 18 LCO Fast Track Cable Vision 19 LCO Dhanraj Enterprises 20 LCO Intermedia Cable Communications Ltd. 21 LCO Bharat Services 22 LCO Go IP Global Services Pvt. Ltd. 23 BSO MTNL 24 LCO Issential 25 LCO Digi Cable
24
4.3 Service Delivery TATs
UBR / LBR
• CAT A includes Pole height upto 6m
• CAT B includes Pole height upto 9m
• CAT C includes Pole height t>9m
MACD
• CAT A is all ONNET / Connected Buildings that need only BW provisioning only
• CAT B is all ONNET / Connected Buildings that need minor augmentation (such as Card upgrade in Customer end MUX)
• CAT C is all OFFNET / NEARNET / FARNET Buildings that need OSP activity and includes Government ROW & Customer
PROW permissions. It also includes all Ring Splitting / Backhaul Augmentation for capacity building
Fiber / Copper
• CAT A is all ONNET / Connected Buildings that need only BW provisioning only
• CAT B is all ONNET / Connected Buildings that need minor augmentation (such as
Card upgrade in Customer end MUX)
• CAT C is all OFFNET / NEARNET / FARNET Buildings that need OSP activity and
includes Government ROW & Customer PROW permissions. It also includes all
Ring Splitting / Backhaul Augmentation for capacity building
Media
Installation TAT(In Days) Feasibility
CAT-A CAT-B CAT-C NW SD Total NW SD Total NW SD Total L1 L2
Fiber 4 2 6 9 3 12 30 3 33 2 - LBR 12 3 15 16 2 18 28 2 30 2 6
Copper 2 3 5 - - - - - - 2 - OHF 2 3 5 - - - 2 10 12 2 - UBR 2 8 10 2 13 15 2 19 21 2 6 MACD - Upgrade 4 2 6 9 3 12 30 3 33 2 - MACD - Downgrade 2 2 4 8 2 10 - - - 2 - MACD – Shifting As per category and media 2 - TCL MAN 2 16 18 3 27 30 2 38 40 4 -
25
Customer end
Mast
P2MP Radio
4.4 P2MP (Point to Multi Point)
Components
• BTS End – Sector based approach spanning 90/ 120 degrees coverage. Each Sector to comprise of a Sectorial antenna, P2MP Radio, associated cables & fixtures
• CPE (Client) End – Constitute of a Pole/ Mast mounted Radio, Power over Ethernet (PoE) adapter and associated cables and connectors
Network Diagram
26
4.5 Why P2MP !!!
No need for customer specific equipment at BTS end. Multiple
customers can be served from single equipment
P2MP leads to a higher feasibility success ratio, eliminates lack
of feasibility due to space constraints at BTS
Reduces Order to Cash cycle, as no need for customer specific
feasibility at BTS
Optimization in space rental, power and fuel expenses
Effective Interference mitigation mechanism leading to a
enhanced service experience
Robust platform leading to fewer equipment related post - sale
service calls
27
Green channel for new installs 5a
5. FTSP v4 – Green Channel
Green channel for upgrade 5b
28
Snapshot 5c
Key Building Blocks
5a. Green Channel for new installs
Key Guidelines
Green channel categories
Classification of Cities
Minimum Contract Period
29
Payment Options
Pricing Matrix
Exclusions
5a.1
5a.2
5a.3
5a.4
5a.5
5a.6
5a.7
5a.8
5a.1 Key Building Blocks
Only location confirmation
Preapproved Pricing Matrix
No FAN No Feasibility
No Business case No Approval
30
• Standard Bandwidths up to 100 Mbps available
• Contract period and pricing classification into Onnet,
Nearnet, Farnet & UBR
• Onnet, Nearnet & UBR available PAN India
• Farnet available only in four cities
– Mumbai, Pune, Ahmadabad & Hyderabad
• Applicable only for new activations
• No media preference for the customer
5a.2 Key Guidelines
31
32
5a.3 Green channel categories
• No last mile media preference for customer. Cheapest media will be used
• TCL MAN connected buildings are available only upto 50 Mbps in Green channel
• UBR & LBR applicable only for VIOM sites, Non VIOM sites to be routed as BAU case
• TCL MAN Nearnet and other third party last mile, will have to be routed as BAU case
• LBR as a media can only be used for ILL if PRI is delivered using the same last mile
• Mast height upto 12 meters is allowed under UBR Green channel category
Category Definition
Onnet All TTL connected (fiber/ copper) locations, TCL MAN connected buildings
Nearnet Upto 500 meters OSP on TTL connected locations
Farnet > 500 meters from TTL connected locations
UBR P2P or P2MP used to deliver link across any location in India
5a.4 Classification of Cities
33
Onnet • Available PAN India
Nearnet • Available PAN India
Farnet • Available in Mumbai, Pune,
Ahmadabad & Hyderabad
UBR • Available PAN India
5a.5 Minimum Contract Period
34
Onnet • 12 Months
Nearnet • 24 Months
Farnet • 24 Months
UBR • 18 Months
5a.6 Payment Options
35
Monthly Advance
• Not allowed
Quarterly Advance
• Allowed
Half Yearly Advance
• Allowed
Annual Advance
• Allowed
36
5a.7 Preapproved Pricing Grid
Minimum ARC (In Rs Lakhs)
Bandwidth Onnet Nearnet Farnet UBR
2 Mbps 1.05 2.00 2.25 1.05
4 Mbps 1.75 2.00 2.25 1.75
6 Mbps 2.35 2.60 2.85 2.35
8 Mbps 2.85 3.10 3.35 2.85
10 Mbps 3.35 3.60 3.85 3.35
12 Mbps 4.00 4.25 4.50
15 Mbps 4.80 5.00 5.25
18 Mbps 5.75 5.75 6.00
20 Mbps 6.25 6.25 6.50
25 Mbps 7.25 7.25 7.50
Bandwidth Onnet Nearnet Farnet
30 Mbps 8.00 8.00 8.25
40 Mbps 9.25 9.25 9.50
45 Mbps 9.50 9.50 9.75
50 Mbps 10.00 10.00 10.25
60 Mbps 11.00 11.00 11.25
70 Mbps 11.75 11.75 12.00
80 Mbps 12.50 12.50 12.75
90 Mbps 13.00 13.00 13.25
100 Mbps 13.50 13.50 13.75
Minimum OTC
Onnet Nearnet Farnet UBR Rs 5,000 Rs 5,000 Rs 25,000 Rs 5,000
Managed Services
ARC of Rs 10,000 for all categories
5a.8 Exclusions
• Non standard bandwidths & bandwidths above 100 Mbps (Only
Bandwidths mentioned in the Pricing section are available under
Green Channel)
• LE & Carrier business
• Opportunity with Additional IP request
• CPE/ UTM bundling
• Links for ISP customers
37
Key Building Blocks
5b. Green Channel for upgrade orders
Key Guidelines
Preapproved Pricing Matrix
Payment Frequency & Contract Period
38
5b.1
5b.2
5b.3
5b.4
5b.1 Key Building Blocks
Only same media confirmation
Preapproved Pricing Matrix
No FAN No Feasibility
No Business case No Approval
39
• Standard Bandwidths up to 100 Mbps available
• Applicable only for orders where same last mile
media is used. (Change in media to be routed as
BAU case)
• No downward movement in payment frequency
allowed
• Minimum contract of 12 months
• Preapproved pricing grid
• Available PAN India
• TCL MAN/ Other TP links allowed upto 50 Mbps
5b.2 Key Guidelines
40
41
5b.3 Preapproved Pricing Grid
Minimum ARC (In Rs Lakhs)
Bandwidth ARC
2 Mbps 1.05
4 Mbps 1.75
6 Mbps 2.35
8 Mbps 2.85
10 Mbps 3.35
12 Mbps 4.00
15 Mbps 4.80
18 Mbps 5.75
20 Mbps 6.25
25 Mbps 7.25
Bandwidth ARC
30 Mbps 8.00
40 Mbps 9.25
45 Mbps 9.50
50 Mbps 10.00
60 Mbps 11.00
70 Mbps 11.75
80 Mbps 12.50
90 Mbps 13.00
100 Mbps 13.50
5b.4 Payment Frequency & Contract Period
42
Payment frequency
• Same as existing • Upgrade movement allowed
(eg. Quarterly payment to half yearly payment allowed)
Contract • Min. 12 months
Policy guidelines
5c. Green Channel Snapshot
Pricing
43
5c.1
5c.2
5c.1 Policy guidelines
44
TTL/ TCL connected
Upto 500 m OSP (only TTL)
> 500 meters OSP (Only TTL)
P2P or P2MP Definition All upgrade orders
Acquisition Orders
All All
Mumbai, Pune, Hyderabad, Ahmadabad
All Cities Available
All
12 Months 24 Months 24 Months 18 Months Min. Contract
12 Months
Quarterly, Half yearly or Annual
Quarterly, Half yearly or Annual
Quarterly, Half yearly or Annual
Quarterly, Half yearly or Annual
Payment Same as existing or upward
Onnet Nearnet Farnet UBR
Upgrade Orders
Advance Advance Advance Advance Payment Type
Same as existing
5c.2 Pricing
45
Bandwidth Acquisition Orders Upgrade
Orders Onnet Nearnet Farnet UBR
Min. ARC (in Rs Lakhs)
2 Mbps 1.05 2.00 2.25 1.05 1.05
4 Mbps 1.75 2.00 2.25 1.75 1.75
6 Mbps 2.35 2.60 2.85 2.35 2.35
8 Mbps 2.85 3.10 3.35 2.85 2.85
10 Mbps 3.35 3.60 3.85 3.35 3.35
12 Mbps 4.00 4.25 4.50
4.00
15 Mbps 4.80 5.00 5.25 4.80
18 Mbps 5.75 5.75 6.00 5.75
20 Mbps 6.25 6.25 6.50 6.25
25 Mbps 7.25 7.25 7.50 7.25
30 Mbps 8.00 8.00 8.25 8.00
40 Mbps 9.25 9.25 9.50 9.25
45 Mbps 9.50 9.50 9.75 9.50
50 Mbps 10.00 10.00 10.25 10.00
60 Mbps 11.00 11.00 11.25 11.00
70 Mbps 11.75 11.75 12.00 11.75
80 Mbps 12.50 12.50 12.75 12.50
90 Mbps 13.00 13.00 13.25 13.00
100 Mbps 13.50 13.50 13.75 13.50
Min. OTC (In Rs) 5,000 5,000 25,000 5,000
Managed Services (Min ARC) 10,000 10,000 10,000 10,000 10,000
DOA 6.1
6. DOA & Other Pricing Policies
DOA Guidelines 6.2
TCL MAN EBIDTA Empowerment 6.3
ISP Pricing Policy 6.4
Half Yearly/ Annual Advance 6.5
46
High Bandwidth Preapproved Pricing
6.6
6.1 DOA
Level Approving Authority Discount on
Rack rate EBIDTA IRR
BEP (in Months)
Capex
Level 1 Sales Head ≤ 20%
Level 2 Region Head ≤ 45% ≥ 40% ≥ 30% ≤ 12 ≤ Rs 5 Lakhs
Level 3 COO / Commercial ≤ 55% ≥ 35% ≥ 25% ≤ 18 ≤ Rs 10 Lakhs
Level 4 Product ≤ 60% ≥ 30% ≥ 25% ≤ 18 ≤ Rs 10 Lakhs
Level 5 B2B Head > 60% ≥ 30% ≥ 18% ≤ 24 ≤Rs 1 Cr
Level Approving Authority Discount on
Rack rate Discount % on existing ARC
Level 1 Sales Head ≤ 20%
Level 2 Region Head ≤ 45% ≤ 20%
Level 3 COO / Commercial ≤ 55% ≤ 30%
Level 4 Product ≤ 60% ≤ 35%
Level 5 B2B Head > 60% > 35%
Acquisition
Retention
47
6.2 DOA Guidelines
• The DOA will not be applicable for Carrier customers wherever rate contract has been signed as part of MSA or any price agreement. E.g. DOA will not be applicable for Uninor Leased line rate card.
• The DOA is only applicable for offering discounts to the customers subject to technical and commercial feasibility which has to be mentioned in customer proposal.
• All pricing quotations have to be sent only after raising the FAN. It is not essential for FAN to get closed for sending the quotation.
• Mode of Payment: - Annual/Half-Annual/Quarterly/Monthly – Advance.
• In case of pay later or arrear billing it will be approved by BU Head.
• The term of contract (Lock-in period) is for a minimum duration of 1 year from the date of contract signed by customer/ Date of Implementation of circuit.
• For upgrade/ downgrade of existing circuit, new lock-in period (minimum 1 year) will start from Date of Upgrade/Downgrade of circuit.
• All the links will be auto-renewed post completion of the Lock-in Period.
• Exit Charges-In case the customer disconnects / surrenders the service before the completion of agreed contract tenure at the time of start of services then the remaining period recurring charges will be recovered on pro rata basis.
• During Lock-in period, if Customer requests in writing for up gradation of Link, TTL shall make all reasonable efforts to upgrade the Link subject to techno-commercial feasibility compliance for the same location. In this case the rental already paid for the link for the remaining period of the quarter/month will be adjusted in the next billing cycle.
48
6.2 DOA Guidelines
• Maximum discounts for pricing parameters specified above are applicable only when it meets financial criteria given for IRR, EBITDA & BEP as detailed in section 3 for individual products.
• During Lock-in period, if Customer requests in writing for Link to be downgraded, customer would be liable to pay the charges for the remaining contract term as per the exit clause..
• A customer who wants to disconnect the service after the completion of Lock-in Period the customer shall serve a written notice of one month for disconnection of the Services.
• Shifting is allowed within city limits, provided the incremental CAPEX required for shifting is justified the business viability and network feasibility. If the new location is not feasible and customer disconnects the link, than customer will have to pay the amount for balance amount of months as per the contract period.
• All non-standard solution cases (all cases where Solution Architect is involved) + Cases with non standard SLA to be signed by Solution Architect Head and Solution Architect will take approval from Service Operation and Service Assurance team. If standard SLAs are lower than the customer’s expectations, the same needs to be approved by Business Head based on Solution Architect recommendation.
• Retention DOA shall be applicable only after the completion of the initial contract period. Any exception to be approved by Business Head
• Financial Parameter needs to be checked for period of contract i.e. BC needs to be prepared for period of contract.
• For ISP customers, the delivery will be only at TTL BTS feasible locations. Delivery at ISP premise will be charged extra as per capex. The ownership of ROW process to reach the BTS location for drops is with ISP and not TTL.
49
6.3 TCL MAN EBIDTA Empowerment
Approving Authority
Other Last Mile
TCL MAN Last Mile
Region Head ≥ 40% ≥ 25%
COO / Commercial
≥ 35% ≥ 20%
Product ≥ 30% ≥ 15%
B2B Head ≥ 30% ≥ 15%
EBIDTA Approving Authority
EBIDTA delegation is given only for TTL ILL activations using Third Party TCL MAN Last Mile
Objective • Optimize the strengths of TTL +
TCL Network • 100% New business in TTL • Low investment in capex
Approach • Enable the teams by providing
higher EBIDTA delegation for TCL MAN third party last mile activations on TTL ILL
50
6.4 ISP Pricing Policy
No of STM1
Commercial Team Approval Authority (Rs Lakhs ARC per STM1)
Product Team Approval Authority (Rs Lakhs ARC per STM1)
1 21.0 20.0
2 20.5 19.5
>2 20.0 19.0
Only BTS drops will be allowed for ISP. No last mile delivery
NRC of min Rs 15,000 per STM1 will be collected for fresh activations
Payment to be quarterly advance
Max 2 drops allowed per STM1. Additional drops to be charged at Rs 50,000
Min 12 months contract
No shifting or downgrade will be allowed during contract period
51
6.5 Half Yearly/ Annual Advance
DOA Level Definition
Discount on Bandwidth EBIDTA
Monthly/ Quarterly Advance
Half yearly Advance
Annual Advance
Monthly/ Quarterly Advance
Half yearly Advance
Annual Advance
Region Head ≤45% ≤50% ≤55% ≥40% ≥35% ≥35%
COO/ Commercial
≤55% ≤60% ≤60% ≥35% ≥30% ≥30%
Product ≤60% ≤60% ≤60% ≥30% ≥30% ≥30%
BU Head >60% >60% >60% ≥30% ≥30% ≥30%
Higher delegation to Region & Commercial team for Half Yearly & Annual Advance bill cycle.
Objective • Increase contribution of
activations from Half yearly / annual advance billing cycle, thereby reducing collection costs and bad debt.
Approach • Enable the teams by providing
higher Discount and EBIDTA delegation for Half yearly / annual advance billing cycle
52
6.6 High Bandwidth Preapproved Pricing
Objective • Win max. cases in high b/w • Increase ACVM • Reduce collection costs & bad debts
53
Bandwidth (In Mbps)
ARC for Half Yearly Advance
(In Rs Lakhs)
ARC for Annual Advance
(In Rs Lakhs)
45 9.00 8.50 50 10.00 9.50 60 11.00 10.50 70 11.75 11.25 80 12.50 12.00 90 13.00 12.50
100 13.50 13.00
• BC approval as per DOA required for financial parameters (IRR, BEP, EBIDTA)
• Min OTC of Rs 10,000 to be charged
• Pricing not applicable for monthly & quarterly advance billing cycle
• Additional ARC to be charged for MS, CPE, UTM, Additional IP
Objective & Calculation Methodology
7.1
7. Exit Policy
Disconnection Scenario 7.2
Downgrade Scenario 7.3
CRM Screenshots 7.4
54
Metasolv Screenshots 7.5
Sample Invoice 7.6
7.1 Objective & Calculation Methodology
Objective
55
• Charge the customer for balance amount of contract period in case of disconnection/ downgrade within contract period
• Capture contract details / lock-in period in all IT systems • Capability in system to calculate Exit charges in case of breach of contract • Exit penalty to get applied, for below listed scenarios
• Voluntary & Involuntary disconnection • Voluntary downgrade • Voluntary shifting, if the new location is not feasible
Calculation Methodology
• Exit penalty is calculated based on the remaining number of days customer is supposed to be on the network with TTL
• Exit penalty = (Commitment amount/ 365) * (Agreement End Date – Date of Disconnection)
• Commitment Amount = Rental Amount*Agreement Period
The functionality is live for Activations, for existing base it is under implementation, expected to rollout by December 2015
7.2 Disconnection Scenario
Exit Penalty = (Commitment Amount/ 365)*(Agreement End Date – Date of Disconnection)
Example:
Contract Start Date – 1st Jan’15 Contract End Date – 31st Dec’15
Commitment Amount – Rs. 40000 Disconnection - 4th April 15
Then based on above formula
(40000/ 365 = 110 ) * (31st Dec – 4th April = 271 days)
110 * 271 = Rs. 29810
Rs 29,810 will be charged to the customer on disconnection
Note: Calculation starts from order creation date. It may not be same as service request date
56
7.3 Downgrade Scenario
Exit Penalty = (Old contract per day amount * remaining days in old contract) – (New contract per day amount * remaining days in old contract)
Example:
Contract Start Date – 1st Jan’15 New Contract Start Date – 24th Jun’15
Contract End Date – 31st Dec’15 New Contract End Date – 23rd Jun’16
Commitment Amount – 40,000 New Commitment Amount – 25,000
Then based on above formula
(40000 / 365 = 109.58 ) * (31st Dec – 24th Jun = 190 days) –
(25000 / 365 = 68.49 ) * (31st Dec – 24th Jun = 190 days)
20822 - 13014 = 7808
Rs 7,808 will be charged to the customer for downgrade within contract period.
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7.4 CRM Screenshots
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exit details in CRMExit applicability details available in additional info
7.5 Metasolv Screenshots
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Contract Start Date and End date shown in metasolvContract Start Date and End date shown in Metasolv
7.5 Metasolv Screenshots
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Agreemnt Period and Exit applicability shown in metasolvAgreement Period and Exit applicability shown in Metasolv
7.6 Sample Invoice
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Product • Revised SLA document including last mile
Base Management
• Upgrade Campaign for High Utilization Links
• Portal for tracking link utilization
Reach • P2MP Rollout
• Third party tie up process
Profitability • Exit Policy implementation for legacy cases
Development in Systems
• IP Allocation through Empower
• Green Channel flow in Empower & PPM
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