1. 1 WELCOME EB WING AP CIRCLE

2. 2 S.NO.YEAR TARGET (Rs. In Cr) BUSINESS ACHIEVED (Rs. in Cr) % OF ACHIEVEMENT 12011–12107.00166.67155.76 22012-13145.24154.92106.67 32013-14128.77163.01126.59 42014-15148.18181.30122.20 52015-16175.00129.7474.14 LAST 5 YEARS EB-GOLD SALES FUNNEL TARGET AND ACHIEVEMENT

3. 3 EB-Gold ACHIEVEMENTS FOR YEAR 2014-15 DURING 2014-15: Target for new (>10Lakh) Business leads penetration = 18 Achieved new (>10Lakh) Business leads penetration = 23 IGRS WAN Project (292 MPLS Links) = Rs. 8.3 Cr. Business Election Commission –General Elections 3G Data connectivity project- 45000 = Rs. 7.5 Cr Business COMMISSIONER OF PANCHAYAT RAJ- Broadbands project -7500 BBs = Rs. 22.5 Cr. Business AP Police –Renewal of Mobile & LL combined Voice VPN = Rs.27 Cr. Business IT&C Department – APSWAN Horizontal connectivity – 320 Nos of 2Mbps links = Rs.5.5 Cr. Business

4. 4 EB-Gold ACHIEVED BUSINESS IN FOUR MONTHS DURING 2015-16: EB GOLD BUSINESS Target Issued by BSNL CO, ND = Rs. 175 Cr Achieved in 4 Months (as on 31-07-2015) = Rs.129 Cr. Target for new (>10Lakh) Business leads penetration = 20 Achieved new (>10Lakh) Business leads penetration = 11 (in 4 Months i.e.55%). New business Leads Volume in Stage 1, 2 & 3 in Pipe Line for meeting leftover EB GOLD Target = 168 Cr Major Expected Leads: APSWAN, AP POLICE CUG, etc.

5. Review of EB-Platinum Targets and Achievements 5 S.NoFinancial Year Target(Rs. in Cr) Business done (Rs.in Cr.) % of Achivement 12009 – 10 39.278 22010 – 1157.9832.72356.44 32011 – 1218030.35216.86 42012 - 13120111.21392.68 52013-1413560.544.81 62014-158081101 72015-169019.0921.2

6. 6 Review of Sales Funnel for year 2015 - 16 of EBP unit, Hyderabad as on 31-07-2015 Stage – 1Rs 4.51 Cr Stage – 2 Rs 2.59 Cr Stage – 3Rs 32.62 Cr Stage – 4Rs 19.09 Cr TotalRs 58.81 Cr

7. 7 S.No FY Target for New Platinum Accts. Penetration (Billing > Rs. 25 Lakhs per annum) Achievement % of Achievement 1 2014-15 67116% 2 2015-16 5240% PENETRATION OF NEW PLATINUM ACCOUNTS

8. 8 EB ISSUES Ref: AGM SR&TRG LETTER DATED 06-07-2015 1) In view of state bifurcation lot of Enterprise Business can be explored. A)After state bifurcation explored the business in some areas like e- Panchayat BB Business. EB units of SSAs are requested to grab the business arising due to bifurcation of state for platinum customers. 2) We can negotiate with Cyber Towers & many IT firms for getting more business by assuring about BSNL services. A) EB Platinum unit is continuously pursuing with IT Companies for new Business. So far we got business of 4Mbps Internet leased line at Cyber Tower and FTTH connections and 2 PRIs at Raheja IT Park. In Raheja IT Park 2.3 kms of O.F Cable was laid.Tender was finalized for laying of 10 KMs O.F Cable and tender was under progress for laying of 7.5 kms of O.F Cable. HTD is planning to lay 113 Km OFC in these areas.

9. 9 EB ISSUES 3) National System Integrators (D.D, Locuz and AGC Tech) must to participate in all our EB Proposals. A) National SIs are not empanelled in AP Circle so far. SIs are sufficiently available for Gold wing. 4)Proper Revenue realization & accounting for EB customers and Leased circuits. A) EB-CRM /CAO(EB) are continuously working on this.

10. 10 EB ISSUES 5) EPABX system integrator is not prompt and not responding in all our Business proposals due to monopoly in this segment. A) Coral – Yes, but BSNL CO, ND is trying to empanel additional SIs in the same field. 6) Proper supply and Installation of RF equipment by BSNL. A)AP Circle EB gold Wing is trying to go for Rate contract agreement with SIs for providing bandwidth to Customers using RF Solution in non-feasible areas. EBP section is providing connectivity on RF if the circuits are not feasible on copper/ OF media through SIs if customer requests for BSNL RF. Some times customers are arranging own RF. RF connectivity was provided to KSK energy, Green Co etc.,

11. 11 EB ISSUES 7) Shortage of MPLS VPN ports. A)Up-gradation is under process. As per the information from planning branch of Circle office, the equipment is expected by the end of August 2015 and installation /commissioning by September 2015. 8) Up-gradation of bandwidth in business areas. A) APSWAN up-gradation work is planned this year for continuing the business for 5 more years with a business volume of about 100 Cr. Allotment of necessary MADM Equipment is awaited from BSNL CO ND. In Raheja IT Park, 2.3 kms of O.F Cable was laid.Tender was finalized for laying of 10 KMs O.F Cable and tender was under progress for laying of 7.5 kms of O.F Cable. HTD is planning to lay 113 Km OFC in these areas.

12. 12 EB ISSUES 9) Proper utilization of RF equipment for extending leased circuits both MLLN and Internet Leased Lines where there is no optical fibre available and technically non-feasible. A) AP Circle EB Wing is trying to go for Rate contract agreement with SIs for providing bandwidth to Customers using RF Solution in non- feasible areas. EBP section is providing connectivity on RF Case by Case wise if the circuits are not feasible on copper/ OF media through SIs if customer requests for BSNL RF. Some times customers are arranging own RF. RF connectivity was provided to KSK energy, Green Co etc. 10) Implementation of FTTC technology instead of FTTH in BSNL. A) Policy decision from BSNL Corporate office and guidelines needed.

13. 13 EB ISSUES 11) Regular work shop for EB teams. A)Being conducted. Whenever new officials join in EB, we are sending the staff for workshops as per the requirement. 12) Escalation matrix/ in charge/ single window responsible person to EB customer. A)EB Wing is formed to provide Single point of contact for EB customers and project wise escalation matrix is given to EB customers. EB Call centre was established at Bangalore for EB Customers leased line issues with Tel.No. 18004251957 / 09449040404.

14. 14 EB ISSUES 13) Separate Customer Care for EB Customers for all activities must be provided. A) Customer wise, Project wise Escalation Matrix (to whom the customer needs to contact on issue basis) is being given for SD &SA. 14)Targeting IT corridor and educational institutions for getting new mobile/ Data connections. A) NAMs are approaching IT corridors and EBP unit has covered most of Educational institutions in getting Data Business. 15) Competency of Tariffs on par with other operators for EB service. A) Maximum possible, EB Wing will try to match tariffs of other operators to obtain the business from oligopoly competitive market as per corporate guidelines.

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