Infra Sales
· Formulation of IS business strategy, in line with overall company strategy
o Marketing strategy by liaisoning with GM (Corporate Marketing) – CA
o Identifying base of sharable towers and formulating pricing strategy for different types of towers (GBT, RTT, etc) by liaisoning with GM (Finance) – NB
o Key account management (sales) strategy for managing relationships with tenants
o Customer service strategy to deliver best-in-class service at all stages of customer lifecycle (pre-sales, after-sales)
o Network upgradation and maintenance strategy for all passive infra network assets
§ Towers
§ Battery, generator, AC, etc
o IT strategy by liaisoning with PGM (Corporate IT) – CA
· Creation of annual business plan for IS business by liaisoning with PGM (Corporate Planning & Monitoring) – CA, GM (Network Planning – GSM) – CM, GM (Network Planning – CDMA/WiMax) – CM, GM (Network Operations – GSM) – CM and financial plan by liaisoning with GM (Finance) – NB and GM (Budgeting & Financial Control) – Fin, including
o Financial targets – overall budget (revenue, capex, opex), profitability, etc
o Customer/ Market targets – tenancy, # customers, etc
o Operational targets – network roll-out & operations, customer service, etc
· Ensuring delivery of best-in-class service at all stages of customer lifecycle (pre-sales, after-sales)
· Leasing of BSNL’s passive infrastructure (towers) sites to other telecom service providers to earn additional revenue
o Formulation of policy
o Periodic revision of prices for passive infrastructure sharing based on market inputs
o Setting of physical as well as financial targets
o Preparation of MSA
o Negotiations and discussions with other operators
o Signing of NDA with other operators
o Creating database of shareable towers
o Facilitating circles to upgrade, if required, the passive infra sites of BSNL for sharing purpose and to share the sites with operators on finalised terms and conditions.
o Finalisation of mechanism to achieve required SLA (99.5%+ DC uptime) by creating policy for out sourcing certain O&M activities (diesel filling, caretaking, etc. of shared sites) on revenue share basis
· Monitoring business performance against business plan at Corporate level
o Business targets at Head Office
o Network targets by Zone – liaisoning with GM (Infra Operations – I) – NB and GM (Infra Operations – II) – NB for information on key reporting metrics for the Zone, such as
§ Total number of towers
§ Number of towers shared
§ Number of towers Ready for Sharing (RFS)
§ Cumulative number of slots hired
· Publishing quarterly MIS reports on business unit performance
o Coordinating with GM (Coordination) – CA
· Sharing best practices across Zones
· Co-ordination with GM (Infra Operations – I) – NB and GM (Infra Operations – II) – NB for billing purposes and SLA compliance and utilizing their inputs on the following components to make changes in the MSA
o Pass-through costs (diesel, electricity, land rent) on as-incurred basis
o Rental escalation, if any
o SLA penalties
o Roll-out penalties
· Providing discounts to tenants in coordination with GM (Finance) – NB
o Based on cumulative number of slots hired
· Formulation and implementation of IT system requirements in coordination with PGM (Corporate IT) – CA
· Ensuring timely collection of revenue from tenants
· Generating various reports as per need
· Outlining corrective actions that can be taken, if required
· Monitoring performance against business plan at Corporate level and taking corrective action as and when required
· Ensuring timely billing, collections and revenue assurance for IS business
· Liaisoning with Zones for smooth day-to-day operations
· Liaisoning with HR section for adequate staffing and training within IS division
Infra Operations
· Management of all external agencies responsible for operations and maintenance of passive infra network assets for those sites that are shared with other operators
o Towers
o Battery, generator, AC, etc
o Formulation of policy, issuing of instructions and fixing Quality of Service (QoS) parameters for operations and maintenance
o Ensuring inspection of passive infra network assets on a periodic basis by liaisoning with CGM (Inspections) – CA
· Liaisoning with other business units for synergy
· Interaction with PGM (Material Management) – CA on key procurement processes
o Following-up on tendering and procurement of equipment and materials
o Ensuring SLA adherence on operations of passive infra network assets
o Providing technical inputs on specifications for equipments and materials based on business needs and best practices
· Maintenance of central databases on various items
· Hiring of towers from IPs for roll-out of mobile services in BSNL
· Empanelment of and agreement with IPs
· Formulation of policy for engaging services of external agencies (as and when required) for network expansion, upgradation and maintenance
· Engaging and monitoring centralized vendors (as and when required) for network expansion, upgradation and maintenance, against pre-defined SLAs
· Roll-out, repair and maintenance of passive infra across zones
· Ensuring timely roll-out and upgradation of towers (to make them Ready for Sharing) within the Zones, in line with the overall network plan
Formulation of budget for network roll-out and operations within the Zones by liaisoning with GM (Infra Sales) – NB at Head Office
· Provision of technical inputs and requirements for procurement of passive infrastructure (including maintenance contracts)
· Ensuring optimum utilization of resources (diesel, electricity) allocated to Circles and designing appropriate guidelines and processes to prevent pilferage
· Monitoring network performance against prescribed targets at Zonal level (by Circle)
· Collating information on key reporting metrics for the zone, such as
o Total number of towers available
o Number of towers shared
o Number of towers Ready for Sharing (RFS)
o Cumulative number of slots hired
· Liaisoning with Circles and GM (Infra Sales) – NB at Head Office for billing purposes
o Pass-through costs (diesel, electricity, land rent) on as-incurred basis
o Rental escalation, if any
o SLA penalties
o Roll-out penalties
· Conceptualization of Tower Operating Centre (TOC) for Infra Sharing division based on best practices
o Purpose and utility
o Scope and specifications
o Budget requirements
o Organizational capabilities required
§ Network (alarms, meters, etc)
§ IT
· Conducting tender process for setting-up of TOC by liaisoning with GM (Finance) – NB
o Specifying technical requirements
o Specifying operating terms and conditions
o Signing commercial agreements with selected vendor(s)
· Ensuring timely development of TOC
o Monitoring development progress in terms of cost, quality and time
o Ensuring integration with other systems
o Liaisoning with relevant personnel at Head Office (and Circle Office, if required) for developing capabilities required to implement TOC
· Managing operations and maintenance of TOC once it is operational
o Developing appropriate reporting formats and mechanisms
· Assessment of business impact of project in terms of key metrics such as
o Increase in service levels
o Reduction in cost
Reviewing scope of TOC implementation project on a periodic basis.