Analyzing the Partner Management System and Lead Generation

Mechanism at TATA Tele Business Services

A PROJECT REPORT FOR

POST GRADUATION DIPLOMA IN MANAGEMENT

(Batch 2019-2021)

Submitted by –
Vaibhav chaurasia
PGMB 1950

Under the Supervision of

Mr. Amit Gavhale Prof. Dr. Deepak Singh

Partner Manager Chairperson of training
TTBS and placement
JIM Noida

JAIPURIA INSTITUTE OF MANAGEMENT

A-32 A, Sector 62, Institutional Area, Noida- 201309 (U.P.)
15 April to 15 June, 2020

1
 ACKNOWLEDGEMENT

I take immense pleasure in thanking Prof. Dr. Deepak Singh for giving helpful
and important instructions to all before and throughout the project.

I wish to communicate my profound feeling of appreciation to the

administration of the TATA TELE BUSINESS SERVICES for ready to give
me direction and valuable recommendations, which helped me in finishing the
venture work, in time. Unnecessary to specify that Partner manager – Mr.
Amit Gavhale Project Head, who had been a wellspring of motivation and for
his convenient direction in the lead of our venture work and all his important
help with the undertaking work.

Finally, yet fundamentally, I should convey my true appreciation to my

sweetheart peoples for their favors, my allies for their help and needs for the
powerful culmination of this endeavor.

Vaibhav chaurasia
PGDM (Marketing B)
JIM Noida

2
 DECLARATION

I, hereby declare that the project work entitled “Analyzing the Partner
Management System and Lead Generation Mechanism at TATA Tele
Business Services” submitted to the Jaipuria Institute of Management Noida
and TATA TELE BUSINESS SERVICES, Pune is a record of an original and
authentic work carried out by me
under the guidance of Prof. Dr. Deepak Singh JIM Noida and Mr. Amit
Gavhale TTBS during the period April 2020 to June 2020.
I further announced that I or some other individual has not recently presented
this undertaking report to some other organization/college for some other
degree/confirmation or some other individual
I likewise pronounce that data gathered from different essential and auxiliary
sources has been appropriately recognized in this undertaking.

Date – 10/ July /2020

Place – NOIDA
Vaibhav Chaurasia
PGDM (Marketing B)
JIM, Noida

3
 Executive summary

I have started my summer internship at TATA TELE BUSINESS SERVICES

ON 15th of April 2020. After getting briefing session from TTBS team and from
our industry mentor Mr. Amit Gavhale. I have allocated location Pune for two
months internship program. In this internship I have to generate the lead
associate partners.
I started my work after the training session from 25th April. I collected the data
of Pune based SME’s and related vendors. After the data collection started
calling them to give them our business proposal to work with and to be
associate partner of the TTBS.
I called more than 500+ vendors and I am happy to say that more than 275+
calls were connected and 9% of them interested to be associate partner of
TTBS. And after that I and my industry mentor Mr. Amit Gavhale were
following up with them for proper documentation.

4
 INDEX TABLE

Sr. no. Content Page no.

01 Overview of Telecommunication industry 06-09

02 PESTLE Analysis 10
03 Porter’s 5 forces & consumer buying process 11
04 About the company 12-13
05 Organization structure 14
06 Business model of the TTBS 15
07 Major competencies Focused market type 16
08 BCG matrix and Ansoff matrix 17
09 SWOT Analysis 18
10 Product & services 19-22
11 Major strategies (distribution, Pricing and promotion) 23
12 Finance and HR function analysis 24-28
13 Job description and methodology 29
14 Analysis 30-36
15 Suggestions 37
16 Learnings 38
17 References 39

5
INDUSTRY OVERVIEW – Telecommunications

In India, its telecom industry is second greatest wherever all through the world
on account of immense no. of telephone customers. It also has the most
decreased obligations open as requirements be among the world. Critical
regions of the Indian media transmission industry are telephone, web and
telecom industry in which a persistent technique of changing into front line
organize which it uses an expansive game plan of current framework segments,
for instance, mechanized telephone exchanges, flexible trading center, media
entryways and hailing entries at the inside, interconnected by a wide
arrangement of transmission structures using fiber-optics or Microwave radio
hand-off frameworks. The passageway masterminds, which interfaces the
supporter of the middle, is extraordinarily expanded with different copper-pair,
optic-fiber and remote advances. DTH, Private FM are additionally most recent
dispatches. Likewise, all the system in India is bolstered by INSAT satellite. In
the wake of experiencing periods of progression it has become the most serious
and quickest developing telecom industry in world.
Additionally, the business has helped in building up India's economy and public
activity by evacuating hindrances between urban and rustic and by making
individuals solid to advanced world. It additionally has made a decent endeavor
in creating training area.
Market Size
 India positions as the world's second greatest market with respect to hard
and fast web customers. The amount of web supporters in the country
extended at a CAGR of 45.74 percent during FY06-FY19 to show up at
636.73 million of each 2018-19. Complete remote data use in India
became 119.00 percent year-on-year to 17,940,576 terabytes between
April-June 2019. The web supporters showed up at 665.31 million till
June 2019.
 Further, India is moreover the world's second greatest media interchanges
exhibit, full scale telephone endorser base and tele-thickness showed up
at 1,195.24 million and 90.52 percent, exclusively, around the completion
of September 2k19

 Net revenue of the telecom division stayed at Rs 61,530+ crore (US$

8.9+ billion) during April-June 2019.

6
 Throughout the accompanying five years, rise in PDA passage and
lessening in data costs will incorporate 500+ million new web customers
in India, making open entryways for new associations.

The TELECOMMUNICATION INDUSTRY inside the division of

data and correspondence innovation showcase is comprised of both
system/phone firms and Internet specialist co-ops. It assumes a key job in
the headway of electronic availability and the computerized condition.
Customary calls are as yet the best income maker in the division.

 Due to enormous system and innovation progression, telecom industry is

about instant messages, recordings and pictures however is less about
voice. Different things and administrations in this industry are rapid web
access with broadband and intelligent diversion. The media
communications division keeps on being at the focal point of
improvement, innovativeness and change for all intents and purposes
each industry.

 Portable contraptions and related broadband accessibility continue being

logically organized into the structure holding the framework together
today and are basic to lashing power around key examples, for instance,
video spilling, the Internet of Things (IOT) and adaptable portions. By
and by days, most customers base on the quality and trustworthiness of
calls and data transport with less expense.

 Company's contribute hugely on broadband innovation and extravagance

contributions, for example, high-security versatile systems and video
conferencing. System access may likewise be offered to many phone
organizations through discount circuits and overwhelming system clients,
for example, Internet specialist co-ops and significant companies.

7
Some division of the industry consist primarily of:
 Telephony

1. Landline

2. Mobile communication

 Internet
 Television broadcasting
 Radio
 Next-age systems (NGN)

Below is market share of some divisions of the industry:

Wired telephony market shares as on 31 July 2019

 BSNL: - 10.40+ million, 50.2%

 Airtel: - 4.3+ million, 28.9%
 MTNL: - 3.2+ million ,15.4%
 TATA: - 1.80+ million, 8.7%
 Reliance: - 0.65+ million, 3.1%
 Voda - idea : - 0.365+ million, 1.7%
Market cover of mobile network operators as on 31th July 19
 Vodafone Idea Limited: 380 million (32.5%)
 Jio: 340 million (29%)
 Airtel: 329 million (28%)
 BSNL: 117 million (10.0%)
 MTNL: 3.5 million (0.5%)

8
 Te le c o mmunic atio ns

Glo bal Rank

Fas te s t S e c o nd
S e c o nd g ro wing app hig he s t
Larg e s t marke t
Market te le c o m
numbe r o f
inte rne t
ne twork 1
Size us e rs
S ubs c ribe r bas e o f
1,204.85 millio n, as
2 2 o f Oc to be r 2019

Co mpo s itio n Of Te le pho ne S ubs c ribe rs (FY20*)

2%

Urban
Wire le s s
Sector Rural
Composition 43.42% 56.58%
98% Wire line

No te : * - As of Octobe r 2019

Wire le s s S ubs c riptio n

Inte rne t s ubs c riptio ns (millio n)
(millio n)

Key
Trends 665.31
1,183.40

165.00 22.86
FY07 FY20* FY12 FY19
No te : * - As of October 2019

Government
Natio nal Dig ital Phas e d
Initiatives Co mmunic atio ns Manufac turing
Pro g ramme (PMP) 100 pe r c e nt FDI
Po lic y 2018

9
PESTLE ANALYSIS
1. Political factor

“The Government of India, through its National Digital Communications

Policy, anticipate speculation worth US$ 100 billion in the media
communications area by 2022.”

2. Economic factor

“Loan costs, expansion, and expenses influence the media transmission

industry. Costs influence the estimating per plan offered to clients as well. It's
costly to assemble towers and assets in country zones. Clients who don't live in
huge urban areas are influenced.”

3. Social factor

“Media communications level development is restricted. In particular, it's

troublesome (and costly) to grow in country areas. Clients are left with not
exactly a bunch of choices with regards to purchasing web, portable, and TV
bundles.”

4. Technological factor

“phone organizations introduce fiber wire in their works over copper now.
Telephones are getting progressively conservative, moving the telecom business
into a principally remote business.”

5. Legal factor

“The media transmission industry is regularly affected by enactment issues.

Especially issues with the administration, imposing business models, and
clients. Be that as it may, the business has permitted bringing in and trading of
telecom items (worldwide cell phones, for instance). Permitting greater
improvement in telecom tech gadgets.”

6. Environment factor

10
“Atmosphere changes and an unnatural weather change can influence how
media transmission items arrive at clients. As far as work, with innovation
propelling, representatives need to adjust to changes.”

Porter’s 5 forces: -

 -Competition from-existing players: Medium to high i.e. Bharti airtel,

Vodafone idea.

 -Bargaining power -of suppliers: low

 -Bargaining power -of buyers: low

 -Threat of -substitutes: medium to high

 -Threat of -new entrants: Low as it is difficult for someone to start a

telecommunication company because of high expenses and government
policies.

Consumer Buying Process: (i.e. Internet leases line)

1. Functional/psychological need- requirement of heavy internet use in

enterprises,
2. Search for information: Possible solutions may be remembering from
past experience or external sources such as search, websites, customer
reviews, dealers, physical locations etc.
3. Evaluate options: done at 2 levels i.e. service level and brand level.,
technical specifications, service, bandwidth etc.
4. Purchase: through channel partner and direct to company website or
local service provider such as router vendor, epabx vendor, firewall
vendor and lan service provider etc.
5. Post-purchase: After sales service such as installation time, repairs etc.

11
BACKGROUND OF TATA TELE

In 2008, Japanese telecom organization NTT Docomo had a 26 % stake in Tata

Indicom which was the auxiliary of Tata Teleservices however in 2014, NTT
DOCOMO leave Indian telecom by offering 100% offers to Tata Indicom as a
result of immense misfortunes. Clients with CDMA (code-division various
access) and GSM (worldwide framework for portable correspondences) were
under one brand that was Tata Indicom and clients with versatile
administrations under Tata Docomo brand. In 2017, Tata Teleservices
uncovered that it is arranging a leave program for the vast majority of its 5,000-
odd laborers, which includes a notification of three to a half year, severance
benefits for those prepared to stop early, an intentional retirement plot (VRS)
for the matured, in this manner moving just a restricted part of its staff to other
gathering firms. Likewise, Bharti Airtel affirmed that it will buy the client
portable organization of Tata Teleservices Ltd (TTSL) and Tata Teleservices
Maharashtra Ltd (TTML) in an obligation free money unhindered commerce.
Truth be told, the arrangement would be discretionary for Airtel, which would
just bear TTSL's extraordinary data transmission charge risk. TTSL will keep on
running its corporate, fixed line and broadband part and its interest in Tower
Co. In 2018, Bharti Airtel acquired its investors' assent for the merger
concurrence with Tata Teleservices and In 2019, NCLT Delhi gave last agree to
the merger between Tata Docomo and Airtel.

COMPANY OVERVIEW:

Tata Tele Services constrained is an association situated in Mumbai,

Maharashtra, India. It is an open organization and is an auxiliary of Tata
gathering. It was found by RATAN TATA in 1996. It is nation's greatest
empowering agent of availability and correspondence answers for
organizations. It gives different administrations that are network, joint effort,
cloud, security, IOT and showcasing arrangements by managing in B2B and
B2C sections. It additionally offers organizations in India with probably the
biggest arrangement of Information and Communication administrations. It
additionally has a huge fiber optic system in India across 125,000kms. It works
in 60+ urban areas, has 1400+ accomplices and biggest group of 1200+ experts.
It is currently decidedly ready to serve the little, medium and huge business
network in India. Its primary point is to give business clients innovative
administrations to make their work compelling and productive. With this it is

12
realized that it is a client driven organization which likewise centers around
advancement. Because of this it has been a perceived organization to general
society. Prior this organization was into portable system yet in Year 2017 it
leaves that division because of overwhelming and obligation because of which
it needed to sell its unit Bharti Airtel. After that clients progressed the Airtel
versatile system by ICR course of action, however sim cards and charging plans
were same. In July 2019, the customer versatile organizations of “Tata
Docomo, Tata Teleservices and Tata Teleservices Maharashtra” restricted
were being converted into Bharti airtel.

MD & CEO - Srinath Narasimhan

Divisions: Landline, Broadband, IOT Solution, Connectivity, web conferencing
etc.
Subsidiaries: Viom Networks.

Product categories:

TATA TELE BUSINESS SERVICES provide end to end solutions for

business needs through their products and services. TATA Tele empowers
businesses to DO BIG with their smart solutions.

13
ORGANIZATION STRUCTURE OF TATA TELE BUSINESS
SERVICES

Below mentioned is the criteria being followed by us during the internship

period. As a intern I have to report to PARTNER MANAGER of sales &
marketing department which are responsible for SME business dealings & the
channel partners work related issues. They mainly work to increase channel
partners to enhance the business services. Channel partners are also appointed
directly or through associate partners. Then partner managers have to report to
ZONAL MANAGER for the work & the enhancements they want in their work.
zonal managers report to REGIONAL OPERATIONAL MANAGER & then
VICE PRESIDENT then MD other departments also have to report to regional
operational manager & vice oresident.

14
 MD
&CE
O

VICE
PRESIDENT

REGIONAL HEAD

ZONAL HEAD

CHANNEL
PARTNER MANAGER
PARTNERS

BUSINESS MODEL:

As it is a service provider company, its business model comprises of the

commissions that are being provided to the channel partners on being doing a
business of certain limit. The key customers for the company are channel
partners who generate further business to them from different sectors. The
company indirectly appoints channel partners through various sale executives &
then provide them with services & generate other business opportunities from
them.

15
The below table shows that, the channel partners who provides the company
with MRC (monthly recurring charge ) of above or equal 50k will get 80% of it
as a commission for products data & voice products. And so, continues below
that in the table. For all TCL products, 30 % commission is there. For ISP
customers it is 20% & for IAAS & SAAS products it is 100%

Major competencies:

 launch innovative services such as smart office and MPLS

 country’s biggest enabler of connectivity & communication solutions
for businesses
 Well-known brand name (TATA GROUPS)
 130000+ km Optical Fiber cable all over the country

16
  2,000+ Strong Enterprise Team
 1,500+Channel Team

Different market types focused by the company: -

The market system in which TTBS performs is Oligopoly Market

- B2C [Consumer Market] – Middle- & Upper-class people
- B2B Business, Institutional Markets (SME’s, Schools, Colleges, Hospitals,
banks)

Growth strategies used by the company:

BCG MATRIX: -
STARS QUESTION MARK
SMART OFFICE Workforce tracking (IOT)

17
CASH COWS DOGS
INTERNET LEASED LINE Landline

Ansoff grid: -

Market penetration Product development

Internet leased line and MPLS Smart Office

Market development Diversification

Internet leased line IOT services

SWOT ANALYSIS

STRENGTH WEAKNESS
 140,000+ / 20000+ km Optical  Major focus in only
Fiber Maharashtra
 2,000+ Strong / 200+  Major marketing done through
Enterprise Team only channel partners
 250,000+ / 11000+ Business  Major sales done through the
Customers channel partners.

18
  160,000+ / 45000+ PM Field
Visits
 60,000+ / 17500+ Connected
Buildings
 800+ / 200 Partners
 1,600+ / 650+ Channel Team
 60+ / 14+ Cities Present

OPPORTUNITY THREATS
 “Digital India Program by the  “A rapidly changing regulatory
Government of India and and economic environment
focused efforts towards digital may be detrimental for
initiatives by various realizing the telecom sector’s
enterprises have spawned new growth potential.”
opportunities.”
 “Entry of new operators and
 “Investments in Digital disruptive product and pricing
Transformation by SMBs and strategies by new and existing
increasing use of heavy operators may lead to
applications are driving tremendous financial strain in
demand for higher bandwidths the short to medium term.”
combined with secure and
robust connectivity.”

19
 CLOUD & SAAS CONFERENCE

DOCUMENT
COLLABORATIONS
MANAGEMENT

INTERNATIONAL
BRIDGING SERVICES

SIP

CONNECTIVITY SMART OFFICE

INTERNET LEASED
LINE
PR O D U C T PO R TFO LIO

ASSET
MANAGEEMENT

FLEET MANAGEMENT
IOT SOLUTIONS
SCHOOL BUS
TRACKING

WORK FORCE
TRACKING

CALL REGISTER
SERVICE

TOLL FREE SERVICES

MARKETING
SOLUTION
HOSTED IVR

LIVE CHAT

DDOS
SECURITY SOLUTIONS
VUTM

20
 Some major services

Internet leased line

Elite and devoted Internet Leased Lines (ILL) empower a total availability
arrangement. It gives a dependable, savvy and low inactivity web access that
can satisfy all your availability prerequisites.
MPLS VPN (Multi Protocol Label Switching)
“MPLS (Multi Protocol Label Switching)” based “Virtual Private Network
(VPN)” conveys PAN India availability across 100+ purposes of vital nearness.
Streamline your business with a completely coincided system to guarantee
safeguard network. Portable and overseen arrangements empower approved
work force to associate with business systems from anyplace including remote
areas.
IBS (International Bridging Service)
International Bridging Service (IBS), gives spanning office to associations to
association with any universal area or gathering spans. It gives associations the
adaptability of getting its representatives associated with universal goals
without having ISD office on telephones. It gives a concentrated extension
office to all your conferencing needs in a practical and adaptable way.
SIP Trunk
Open signaly convention standard for setting up, overseeing, and termanating
constant correspondence over enormous IP based system ,, for example, the web
and intranet and permits an organization to supplant customary different fixed
PSN lines with a solitary connection taste trunk which can give up 1500 diverts
in a solitary connection.
Fleet Management
Fleet Management causes you track vehicles on the job, driver execution, fuel
utilization and course observing realtime, through a made sure about and easy to
understand web/portable interface. It helps armada administrators deal with
their armada tasks successfully and effectively.

21
School Bus Tracking
School Bus Tracking is an area based assistance that helps track the security and
area of younger students while in travel, whenever, anyplace. Guardians are
likewise kept refreshed utilizing this administration. Security highlights like
access card, live picture catch can likewise be coordinated to guarantee included
wellbeing. Organizations can utilize this administration for worker
transportation also.

CALL REGISTER SERVICES (CRS)

CRS arrangement encourages you get moment criticism on your complementary
number by catching guest data and getting to it consistently through an easy to
use web interface. This enables your clients to remain all around educated while
you assemble ongoing bits of knowledge on your business execution.

HOSTED INTERACTIVE VOICE RESPONSE (HIVR)

HIVR arrangement gives a facilitated stage that essentially lessens turnaround
time required to set up the client experience business process since the
important foundation is accessible and prepared to utilize.

SHORT MESSAGING SERVICE (SMS) SOLUTIONS

SMS Solutions deal with all mass informing needs of an endeavor. The
administration conveys a large group of remarkable highlights like upgraded
information security and customization to deal with one of a kind business
prerequisites with nonstop help.

22
TOLL SERVICES
A Toll services is a number or a lot of numbers, which guests may reach by
dialing in, either for nothing or at an ostensible expense.
As of now our administrations are offered in two variations –

1. Call-Free
Free for the client
Full cost to organization
1800 number arrangement

2. Call-Local
Local call cost to client
Per minute according to understanding expense to organization
1860 number arrangement

MANAGED SECURITY
Managed security solution is a one-stop answer for organizations to shield
themselves from focused assaults.
The accompanying items are at present offered –
Dispersed Denial of Service (DDoS) – The DDoS discovery and moderation
administration isolates terrible traffic while letting real traffic through
Virtual Unified Threat Management (vUTM) – Deployed and oversaw on the
cloud, the vUTM arrangement incorporates basic security capacities including
firewall, interruption identification and counteraction, hostile to infection,
against spam and web content.

23
 DISTRIBUTION STRATEGY, CHANNEL TYPE
For service and products distribution TATA TELE BUSINESS SERVICES
appoints channel partner (CP)and associate partner (AP) for distribution of their
services and product because tata cannot reach directly to some of the
customers. Channel partner and associate partner gives sales lead to the TTBS
and TTBS give them high commission for that lead.
Channel type
TTBS – CP and AP
TTBS – Direct customers
PRICING STRATEGY
Tata tele business services following value based pricing strategy because of
high quality services to the customer.
PROMOTION STRATEGY
TTBS follows the relation promotion tool public
Major promotion strategy is commission given for sales lead to the CP and AP
(i.e)

Promotion expenses of the company as their annual report FY 18-19

24
General Finance Functions

sources of finance
TTML is public limited company.
3.8 million shareholders.
Two major investors of the company
1.Temasek Holdings
2. Chinnakannan Sivasankaran

25
The profitability of the company

26
“As given in balance sheet company is facing loss from last five years and
the company is not growing up from last five years.”

financial risk of the company (operating and financial leverage)

after analysis of the balance sheet and P/L ac of the company I saw the financial
risk of the company is comparatively high as compared to its other competitors.
As they don’t have enough resources to expand their business. also, they have
very less cash and cash equivalents compared to their noncurrent borrowings
which implies that company has a high risk of financial leverage.
And same is the case with operating leverage there are very less profits and cash
inflows, so it becomes a problem to arrange for operating expenses as well.

operational efficiency

“The Company proceeded with its methodology of concentrating HR

Operations and Services to improve the operational/cost efficiencies and
reinforcing forms and compliances. All the reviews i.e., Internal, Statutory and
Internal Financial Controls checks were finished effectively, with no
perception.”

One of the key center zones has been to guarantee administration quality in
client collaborations by administration structure, new help execution activities,
correspondence and substance activities and quality affirmation reviews. The
result of administration quality reviews is a piece of the Vendor prizes and
punishments if there should arise an occurrence of all client confronting forms.
This year 6 new client confronting forms were included the general ruse of
administration quality reviews - considering the effect on client experience.

27
Analyze the performance of the listed stocks,

Tata tele service stock price is not good as given in this chart
The stock has been performing in a bullish market as it has got dipping and the
recent Covid-19 has not helped the caused either, it has further sunk down.

28
Investing in such a share would be a very risky affair for an investor especially
for an intraday trader.
Holding a long position might be an option but that too doesn't look to profit the
investors more as compared to other opportunities existing in the market.

General HR Functions

Recruitment:
The Recruitment process of the company is done with the help of the Employee
reference and consulting companies.

The recruitment process involves various rounds as follows:

Round 1 Round 2 Round 3
HR Round Department Head Regional Head
Round

Training and Development:

There are two types of training which is done by the company:
 L1
 L2
In which training is given to all the employees regarding the product
development.
There is a specific training called Archery Training. The company treats its
services as a weapon. This training is for the new employees which provide
them complete knowledge about the products, its marketing strategy, sales
strategy, new product development and how to generate leads for the company.
This training helps the employee to increase their skills so that they can work
efficiently and effectively in the company.

29
INTERNSHIP JOB ROLE

 Business Development – Development of Channel and Associate

Partners
 Engaging and Appointing Channel Partners/Associate Partner
 Data collection & Analysis
 Interaction with channel partner and associate partners

The main work is to generate leads for company through various channels by
marketing their services & Other work is to get customers data collection for
analysis. Through the main aim will be to learn business development strategies
& way to generate leads through its implementations

METHODOLOGY OF STUDY

 Methodology of study is primary and secondary both

 Analysis done on the descriptive basis
 I have called more than 500+ Pune based SME’s during the whole
internship to be Associate partner of the company
 275+ calls were connected and 9% of them interested to be TTBS AP

30
 Analysis of research during the internship (research based on pune)

Finding:-

31
When I asked to SME’s do you know about the TTBS, then 80% of them know
about the TTBS and only 20% of them don’t know about the company that
means company has very good brand name

This data is based on 80% of that SME,s who know about the TTBS

Findings:-

Mazor part is showing that 52% SME’s are don’t know abot TTBS services and
42% of them know about some of the services and only 6% of them know about

32
all of the services which indicates TTBS services are not matching with TATA
brand name.

Business account as per vendors annualy turn over ( this data is collected from
vendors website or india mart, just dial, sulekha and pune economic directory)

Findings:-

33
Only 24% vendors have lower business account and 31% of them have high
business account and big no. 45% showing that half of them running their
business on medium business account that means TTBS mazor business can
come from medium business.

vendors who are interested to be TTBS Associate partners (this data is collected
from vendors website or india mart, just dial, sulekha and pune economic
directory)

Findings:-

34
Only 12% interested vendors are belong from low business account and 16%
are belong from high business account and huge no. 72% of them belong from
midium business acoount which indicates maximum business would be come
from midium business account vendors.

Business categories of vendors (this data is collected from vendors website or

india mart, just dial, sulekha and pune economic directory and also through
calling)

Findings:-

There are 8% are LAN service provider, 9% are firewall vendors, 14% is epabx
dealers 17% of them are system integrator and 21% of them are CCTV vendors

35
and big no 31% of them are router vendor which indicates major business could
be come from router vendors.

Business categories of interested vendor who intereted to be TTBS associate

partner (data is based on the calling and their responses)

Findings:-

10% of them are CCTV vendors, 15% of them are epabx dealers and most
interested business categories are router vendor and firewall vendor that means
major busines would be come from router vendor and firewall vendors.

36
And not a single vendor or dealer from LAN service provider and system
integration are not interested to work with TTBS.

RESPONSES of vendors

Findings:-

Only 9% vendors are interested to be TTBS Associate Partner and 71.5% are
not interested to be associate partner for the company there are major difference
between interested and not interested vendors and TTBS is not deal directly
with customer. So this is big loss for the company that vendors are not ready to
be associate partner. 12% vendors are ready to be associate partner for TTBS
after covid-19.

37
38
 SUGGESTIONS

• TTBS is facing loss since last 5 years therefore TTBS should more focus
on direct sale and service .They should cut or decrease mediator profit so
that they could earn more profit

• Only in pune 20% of related SME’s don’t know about the TTBS and 52%
are don’t know about its any of the services and 71% SME’s were not
interested to be associate partner. So company should more focus on
marketing

• Preferences of Buyers in B2B have more on online search for services, so

company should have to invest in search engine marketing

• One of the client told that TTBS service prices are higher than the local
services provider therefore they should think about their pricing strategy
also.

• System integrators (17%)and LAN service provider (8%) are not

interested ,so company should more focus on them.

39
 Learning

• I learned about the telecom industry how they work.

• learned business development.
• learned about the tele marketing.
• My industry mentor Mr. Amit Gavhale trained me that how you can
pitch clients, he told me that in B2B you should talk about the logics and
profit of your customers (AP).
• I learned aboout how to ask, what to ask create interest what to say with
handling the objection after how to close sale.

40
RFERENCES

 https://www.ibef.org/industry/telecommunications.aspx
 https://www.moneycontrol.com/india/stockpricequote/telecommunications-
service/tatacommunications/TC17
 https://www.tatateleservices.com/campaign/acat/all-category-campaign?
utm_source=Search&utm_medium=CPC_Exact3&utm_content=All_Products&utm_term=tat
a%20tele%20business
%20services&utm_campaign=Sok_Search_Brand_AllProducts_Desktop&gclid=Cj0KCQjwgJv4
BRCrARIsAB17JI5_mrBNtWeAm3v5ngd4NVRxa7RWY00l2Vh_c6Z8kGfwU3HVWXIuklkaAqbLE
ALw_wcB&gclsrc=aw.ds
 https://corporate.tatateleservices.com/en-in/ttml-annualreport

41