Summer Project Report On Airtel

A
PROJECT REPORT
ON
“MARKET POTENTIAL OF DATA PRODUCTS”
FOR
BHARTI AIRTEL LTD.

NOIDA
SUBMITTED IN PARTIAL FULFILLMENT OF
POST GRADUATE PROGRAM

SUBMITTED BY
Avinash Kumar Singh
INDIRA SCHOOL OF CAREER DEVELOPMENT
PGP 2008-2010
ROLL NO. - SH0810G10-10
SECTION- “G”
Aspire Today Inspire Tomorrow… 1

CERTIFICTION
This is to certify that Mr. Avinash Kumar Singh has successfully completed his project
titled “Market potential of data products for SME segment” given by Bharti Airtel Ltd.
During the academic year 2008-10 in the particular fulfillment of the course PGP (Dual)
of Indira School of Career Development, Pune
Prof. Shridhar Aiyer Prof. M. K. Gandhi

Director Internal Project Guide
ISCD, Shivajinagar
Pune

ACKNOWLEDGEMENT
I express my sincere gratitude to my industry guide Mr. Avinash Chodhary- Sales

Manager, Bharti Airtel Ltd., for his able guidance, continuous support and cooperation
throughout my project, without which the present work would not have been possible.
I would also like to thank the entire team of Data for SME, for the constant support and
help in the successful completion of my project.
Also, I am thankful to my faculty guide Prof. M. K. Gandhi of Indira School of Career

Development, for his/her continued guidance and invaluable encouragement.
Avinash Kumar Singh
(Management Trainee)

Student Declaration
I have completed the project and all other assignments as part of Summer Project,
assigned to me at the Company on 3nd July 2009 and have handed over all reports,
material, files and books to the satisfaction of my project guide, departmental head of
HR. I have also discussed and submitted my final summer project to the company.
Avinash Kumar Singh

Page of Content
Chapters Pages
A. Executive Summary 05
B. Introduction Of The Project 06
1. Introduction 06
2. Research Methodology 06
(a) Research objective 06
(b) Research design 07
(c) Sample design 08
(d) Scope of study 08
(e) Tools and technique 09
(f) Limitations 10
C. Literature Review 11
1. The Background 11
2. About Bharti Airtel 13
3. About Sunil Bharti Mittal 14
4. Bharti Airtel Structure 16
5. Board of Directors 16
6. Partners of Bharti Airtel 19
7. Corporate Governance 21
8. Product Line 22
9. Data Products 25
(a) ILL 25
(b) ILP 28
(c) LL 29
10. Major Competitors 29
11. Company Analysis 31
(a) SWOT Analysis 31
(b) BCG Matrix 33
(c) Ansoff Matrix 34
(d) Porter Structure 35
12. Achievements 38
13. Government Policy 42
D. Survey Analysis 45
E. Some Findings 69
F. Conclusion 70
G. Suggestion and recommendation 70
H. Bibliography 71
I. Appendix 72

A. Executive Summary
The project assigned was “Market potential of data products for SME segment” in which
I have to make a survey and find out the market potential for the data products which
include ILL and LL(Internet Leased Line and Lease Line) within SME companies. In
this process I prepared a questionnaire to have some sensitive and technical information
of the companies. Through this information we analyzed the market potential of the
product. We took help of some seniors and my colleagues for these data. On the basis of
this analysis we have prepared a report and used pie chart, bar diagrams and tables for
better explanation.
Through the survey we visited 60 companfies and had the information regarding the
project. While the process, we knew different requirements of different companies like IT
Company generally looks for good latency rate (3000 mile/sec.), call centers looks for a
high rate of speed (2 Mbps) and many more which was new for me.

B. Introduction to the Project
1. Introduction
Topic- Market potential of data products for SME segment
In this project we have to analyze the market potential of the data product in SME
segment. We have to collect information from the companies regarding their usage of
internet and forecast f the future prospects. For which we have to do the following in
respect or the project:-
• Collection of basic information

• Target market segmentation
• Questionnaire preparation
• Survey
• Collection of data
• Analyzing the data
• Preparing the report
2. Research Methodology
a) 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), Airtel has had to gear itself to meet
competition in various segments – basic services, long distance(LD), International

Long Distance (ILD), and Internet Service Provision (ISP).It has forayed into mobile
service provision as well.
Objective of study are:
• Primary Objective:
1) To find out the market potential of Data Products i.e.; Lease Line, Internet Lease
Line/Port for SME segment and non corporate.
2) To find out the factors influencing the buying decision of Data Products.
• Secondary Objective:
1) To find out the need of Internet Lease Line
2) To find out the usage of Radio Frequency.
b) RESEARCH DESIGN
This research design is exploratory as we need to find out the scope of Data Products
for SME segment in Noida & Ghaziabad. 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 Data Products.

2. Understanding the difference between DSL (Broadband) and Data Products i.e.
Lease Line, Internet Lease Line/Port.
3. Finding different route through which Airtel provides Internet Lease Line/Port.
4. Differentiating the Market segment i.e. Corporate, SME and Commercial
5. Collection of data:
• Primary data- through questionnaire and personal interview of different
companies in Noida and Ghaziabad region

• Secondary data- through internal system & software, internet, magazines and
newspaper etc.
6. To analyze the data
7. Finally the conclusion and giving recommendation on the basis of research.
c) 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 companies, Exporters, Colleges, Call Centre,

Manufacturers, and other companies.
Sample size
A sample size of 60 was taken. The samples were randomly selected from the population
to gather their feedbacks.
d) SCOPE OF 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 viability.
• 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 andproductivity of products and services.
a. Increased value to customers and the shareholder.
e) TOOLS AND TECHNIQUES OF ANALYSIS
1. With the help of Google and other search engine I listed down the names and
address of different companies in Noida and Ghaziabad.
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.
4. The whole data was transferred into SPSS.
5. Then I used SPSS software for in-depth analysis of the survey.
6. With the help of Descriptive Statistics tools of Analysis in SPSS analyzed the
whole data.
7. SNAP SHOT OF SPSS:

f) LIMITATION
1. The Data collected from the Primary Sources i.e. questions asked from employees
and they can be biased.
2. If the interviewer or the interviewee misunderstood the question, it may lead to
the failure of the research.
3. Budget constraint.
4. As we are only targeting the SME segment, so any data of a corporate industry
may adversely affect the survey.

Literature Review
1. Back Ground
The Indian telecom sector continued its robust growth with the wireless market growing
at 9.91 percent and churning revenues worth Rs.371 billion (Rs.37, 196 cr.) for the
second quarter ending September, an official agency said Tuesday. A total of 28.44
million subscribers were added in this quarter, the Telecom Regulatory Authority of India
(TRAI) said in a statement.
The adjusted gross revenue (AGR) for the quarter is placed at Rs.273 billion (Rs.27, 357
cr.) as against Rs.26, 990 cr. (Rs.269 billion) for the previous quarter, thereby showing an
increase of 1.36 percent.
“The total subscriber base of the wire line and wireless services reached 353.66 million
for the quarter ending September as against 325.79 million for the quarter ending June,
thus registering an increase of 8.55 percent during the quarter,” it said.
The tele-density too reached 30.64 in the September quarter as compared to 28.33 for the
previous quarter, TRAI said.
Though the wireless subscribers increased from 286.87 million to 315.31 million, the
wire line subscriber base decreased for the quarter to 38.35 million from 38.92 million in
quarter ending June.
However, the average revenue per user (ARPU) for GSM subscribers, all India segment,
decreased 7.53 percent from Rs.239 in June to Rs.221 in September.
ARPU for postpaid service showed a decline of 2.8 percent from Rs.600 to Rs.584 during
the quarter. Prepaid service also showed a 7.5 percent decline in ARPU from Rs.204 in
June to Rs.189, TRAI said.
As regards the CDMA segment, all India blended ARPU (per month) for the second
quarter is Rs.122 as compared to Rs.139 for the previous quarter.

The internet wire line subscribers witnessed a growth of 12.24 million for the quarter
against 11.66 million during the previous quarter registering a growth of 4.97 percent.
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.
The second quarter also witnessed a spurt in number of free-to-air (FTA) and pay
channels being carried by the cable networks for television. Currently, there are 161 FTA
channels and 129 pay channels as reported by 19 broadcasters/their distributors at the
quarter ending September.
Though the telecom industry saw various ups and downs, the sector witnessed
international investor community betting on the Indian market.
Telecom Journey

2. About Bharti Airtel
Bharti Airtel was formerly known as Bharti Tele-Ventures Limited (BTVL) is India's
largest GSM mobile operator with more than 100 million mobile subscribers as of May
15 2009. It also offers fixed line services and broadband services. It offers its mobile
services under the Airtel brand and is headed by Sunil Mittal. The company also provides
telephone services and Internet access over DSL in 14 circles. The company
complements its mobile, broadband & telephone services with national and international
long distance services. It also has a submarine cable landing station at Chennai, which
connects the submarine cable connecting Chennai and Singapore. Airtel also have
services for their corporate customer like end-to-end data and enterprise services to the
customers through its nationwide fiber optic backbone, last mile connectivity in fixed-
line and mobile circles, VSATs, ISP and international bandwidth access through the
gateways and landing station.
The Company compliments its mobile and broadband & telephone services with national
and international long distance services. It has over 35,016 route kilometers of optic fiber
on its national long distance network. For international connectivity to east, it has a
submarine cable landing station for international connectivity to the west, the Company is
a member of the South East Asia-Middle East-Western Europe – 4 (SEA-ME-WE-4)
consortiums along with 15 other global telecom operators.
Airtel is a brand of telecommunication services in India operated by Bharti Airtel. Airtel

is the largest cellular service provider in India in terms of number of subscribers. Bharti
Airtel owns the Airtel brand and provides the following services under the brand name
Airtel: Mobile Services (using GSM Technology), Broadband & Telephone Services
(Fixed line, Internet Connectivity (DSL) and Leased Line), Long Distance Services and
Enterprise Services (Telecommunications consulting for corporate).
Bharti Airtel since its inception has been at the forefront of technology and has steered
the course of the telecom sector in the country with its world class products and services.
The businesses at Bharti Airtel have been structured into three individual strategic

business units (SBU’s) - Mobile Services, Airtel Telemedia Services & Enterprise
Services. The mobile business provides mobile & fixed wireless services using GSM
technology across 23 telecom circles while the Airtel Telemedia Services business offers
broadband & telephone services in 94 cities. The Enterprise services provide end-to-end
telecom solutions to corporate customers and national & international long distance
services to carriers and all these services are provided under the Airtel brand.
3. About Mr. Sunil Bharti Mittal
Sunil Bharti Mittal, founder, Chairman and Managing

Director of Bharti Group can be labeled as the most
ambitious telecom entrepreneur in India. Sunil a former
student of Harvard Business School graduated from
Punjab University. The son of a parliamentarian, Sunil did
not want to follow his father's footsteps. He had shown an
interest in business even from his teenage days. So
after graduation, Sunil got together with his friend and
formed a small bicycle business with borrowed capital in
the1970s. But by 1979, he realized that this business would remain small. So he moved
out of Ludhiana, spent a few years in Mumbai and in 1981, was running an import and
distribution operation out of New Delhi and Mumbai.
By 1982, Mittal had started a full-fledged business selling portable generators imported
from Japan and that gave him the chance to involve himself in activities like marketing
and advertising. Things went smoothly until the government banned the import of
generators as two Indian companies were awarded licenses to manufacture generators
00locally.
Sunil Mittal got interested in push button phones while on a trip to Taiwan, and in 1982,
introduced the phones to India, replacing the old fashioned, bulky rotary phones that were

in use in the country then. Bharti Telecom Limited (BTL) was incorporated and entered
into a technical tie up with Siemens AG of Germany for manufacture of electronic push
button phones. By the early 1990s, Mittal was making fax machines, cordless phones and
other telecom gear.
The turning point came in 1992 when the Indian government was awarding licenses for
mobile phone services for the first time. One of the conditions for the Delhi cellular
license was that the bidders have some experience as a telecom operator. Mittal clinched
a deal with the French telecom group Vivendi. Two years later, Sunil secured rights to
serve New Delhi. In 1995, Bharti Cellular Limited (BCL) was formed to offer cellular
services under the brand name Airtel. Within a few years Bharti became the first telecom
company to cross the 2-million mobile subscriber mark. The company is also
instrumental in bringing down the high STD/ISD, cellular rates in the country by rolling
the countries first private national as well as international long-distance service under the
brand name India One. In 2001, the company entered into a joint venture with Singapore
Telecom International for a $650-million submarine cable project, the countries first ever
undersea cable link connecting Chennai in India and Singapore.
In spite of his deep involvement in work, Mittal the man is calm, seldom ruffled and very
down to earth. He says he achieves a sense of detachment and peace with regular practice
of yoga. He is thankful for a supportive family including a daughter and twin sons, with
whom understandably he doesn't get much time to, spend. His brothers Rakesh and Rajan
are also with him in the business.

4. Bharti Airtel Structure
5. Board of Directors
Sunil Bharti Mittal is the Founder Chairman and Group CEO of Bharti
Enterprises headquartered at New Delhi , India . Bharti Enterprises is
one of India 's leading business groups with interests in telecom,
financial services, retail, manufacturing, and agri business.
Mr. Rajan Bharti Mittal is the Managing Director of Bharti

Enterprises and Group Lead Director of Bharti Wholesale and Retail
Business. He is actively involved in overseeing the activities of the
Group at the corporate level and has rich experience in the field of
marketing and brand management.
Mr. Akhil is the Deputy Group CEO and Managing Director of Bharti
Enterprises and a Director of Bharti Airtel Limited. He has been closely
associated with a range of strategic, financial, mergers and acquisitions and
business performance issues of the group.

Mr. Rakesh Bharti Mittal is the Vice-Chairman of Bharti Enterprises
and the Vice Chairman and Managing Director of Bharti TeleTech. He is
also the Vice-Chairman of Bharti Enterprises and the Vice Chairman and
Managing Director of Bharti TeleTech.
Chua Sock Koong joined Singtel in June 1989 as Treasurer. She was
appointed Chief Financial Officer in 1999, with responsibility for the
Group's financial functions, including treasury and risk management.
Mr. N Kumarhas is been an independent director and member of the

Audit Committee since 2001. He was elected Chairman of the Audit
Committee in August 2003. N Kumar is the Vice-Chairman of The
Sanmar Group, a well known Industrial Group in India that has interest in
Chemicals, Engineering and Shipping.
Mr. Craig Ehrlich has served for many years as the Chairman of the GSMA,
GSH global telecom association. He joined Hutchison Whampoa in 2003 as a
board member of Hutchison Telecommunication Group and advises the group
3G and 2G businesses worldwide.
Mr. Mauro Sentinelli (61 years) is a doctorate in electronic engineering

from the University of Rome. He holds a Masters degree in Telephony from
Turin University and MBA’s from Insead and Kellog.
Mr. Paul O’Sullivan is a nominee of Singtel and has been a non-executive

director of Bharti Airtel since April 2004. He is also a member of the Board
HR and ESOP Compensation Committees.

Mr. Pulak Chandan Prasad is an independent director and member of the
Board Audit Committee. He initially joined the Board as a nominee of
Warburg Pincus in November 2001
Mr. Bashir Abdulla Currimjee has been an independent director since

February 2001. He is also the lead director among the independent directors
and a member of the Board HR Committee and Board ESOP Compensation
Committee.
Mr. Ajay Lal is a Director of Bharti Airtel Limited. He is a Senior Partner

and Managing Director of AIF Capital. He has over 20 years experience in
private equity, project finance and corporate banking. Prior to joining AIF
Capital in 1997
Mr. Arun Bharat Ram has been an independent director of Bharti Airtel
and a member of the Board Audit Committee since March 2006. He
belongs to a leading family of industrialists, known for their philanthropy
and promotion of art and culture and commenced his career with DCM
Limited
Mr. Manoj is the CEO & Joint Managing Director of Bharti Airtel
Limited. He heads the integrated telecom operations of entire Bharti Airtel
including Mobile Services, Telemedia Services, Enterprise Services and
International Operations. Prior to appointment as CEO & JMD, Manoj was
the President & CEO of Bharti Airtel.
Mr. Kung Yang is presently the Vice President (Business Management),

International Group in SingTel, overseeing new investment opportunities as
well as existing investments in the region including Indonesia, India,
Thailand, Philippines, Bangladesh, Taiwan, China and Sri Lanka

Mr. Nikesh is an independent non-executive director and a member of the
HR committee and ESOP Compensation Committee of Bharti Airtel. Nikesh
is President, EMEA Operations & Senior Vice President, Google. Nikesh
oversees all revenue and customer operations, as well as marketing and
partnerships.
6. Partners Of Bharti Airtel
MOBILE SERVICES NOKIA, ERICSSON
BROADBAND &
SIEMENS, CORNING,
NETWORK TELEPHONE
NORTEL
EQUIPMENT SERVICES
INFORMATION TECHNOLOGY IBM
IBM DAKSH, HINDUJA

CALL CENTER
TMT
EQUITY PARTNER ( STRATEGIC)

SINGTEL
ALCATEL-LUCENT
Strategic Equity Partners – Bharti Airtel have a strategic alliance with SingTel, which
has enabled to further enhance and expand telecommunications networks in India to
provide quality service to customers. The investment made by SingTel in Bharti is one of
their largest investments made in the world outside Singapore.

Equipment & Technology Partners – Bharti Airtel believe in deploying the finest
technology and operating state-of-the-art networks. Equipment suppliers for mobile
networks include-
• Ericsson
• Nokia & Huawei
In case of the telephone services and long distance networks, equipment suppliers
Include-
• Siemens,
• Nortel
• Corning
• CISCO and
• WIPRO among others.
Bharti Airtel has an information technology alliance with IBM for group - wide
information technology y7 requir7ements. And also have a technology alliance with
Nortel for call center technology requirements.
Alcatel-Lucent JV was important venture in Telemedia industry. It is a global

telecommunications corporation, headquartered in Paris, France. It provides
telecommunications solutions to service providers, enterprises and governments around
the world, enabling these customers to deliver voice, data and video services. The
company focuses on fixed, mobile, and networking hardware, IP technologies, software,
and services. It leverages the technical and scientific expertise of Bell Labs, one of the
largest innovation and R&D houses in the communications industry. Alcatel-Lucent has
operations in more than 130 countries.

7. Corporate Governance
Bharti Airtel Limited firmly believes in the principles of Corporate Governance and is
committed to conduct its business in a manner, which will ensure sustainable, capital-
efficient and long-term growth thereby maximizing value for its shareholders, customers,
employees and society at large. Company’s policies are in line with Corporate
Governance guidelines prescribed under Listing Agreement/s with Stock Exchanges and
the Company ensures that various disclosures requirements are complied in ‘letter and
spirit’ for effective Corporate Governance.
On April 20, 2006 CRISIL re-affirmed that “During the financial year 2003-04, Bharti
Airtel was assigned highest Governance and Value Creation (GVC) rating viz. ‘Level 1’
rating by CRISIL, which indicates that the company’s capability with respect to creating
wealth for all its stakeholders is the highest, while adopting sound Corporate Governance
practices.
To achieve the principle of Corporate Governance which will help in ensuring sustainable
and long term growth, Company needs to maximize value for its shareholders, customers,
employees and society at large. Following things should kept in accordance with the
effective planning-
• Human Resource Development.
• Memorandum of Association.
• Articles of Association.
• Audit Committee
• Remuneration Committee
• Board of Directors
• Investor Grievance Committee
• Corporate Social Responsibility

8. Product Line
(a) Mobile
Experience total cost control, no rentals and easy billing with our postpaid and prepaid services.
Explore the world with our roaming services and get absolutely cool offers with Airtel Live.
• Prepaid
Enter the world of limitless possibilities with Airtel Prepaid. The service that helps you
gives words to every feeling, an expression to every emotion.
• Postpaid
Life becomes much simpler with your Airtel Postpaid. It gives you the unlimited freedom
to reach out to people in your special way.
(b) Home Phones
Experience a world class service and cutting edge technology with Airtel landline and our feature
rich Wireless fixed line. What’s more, calling is made more fun and convenient with services
and entertainment on Airtel
• Fixed Line
Airtel welcomes you to its world of telephony services, which offers you world class
services with its cutting edge technology.
• Fixed Wireless Phone
Avail of the convenience of a mobile phone on a fixed line, without any cables disturbing
the ambience of your living room!
(c) Broadband and Internet
Experience a world class service and cutting edge technology with Airtel landline and our
feature rich Wireless fixed line. What’s more, calling is made more fun and convenient with
services and entertainment on Airtel.
• Wi-Fi

• One Airtel Offer
• Power of 16 Mbps
• IPTV
• Airtel Net PC
• Airtel PC Security
(d) BlackBerry on Airtel
BlackBerry from Airtel is an 'always connected' wireless solution providing easy and secure
access to your email and data .It can be constantly accessible on mail, talk on phone and surf
the internet at the same time, schedule and coordinate appointments in the middle of
meetings, raise approval request, log in orders, update business databases and stay connected
to your colleagues, customers, friends and family – from anywhere, anytime.
(e) Email on the go
Want to access information on your mobile? Airtel brings you Email on the go. You can
choose from BlackBerry and Windows Mobile 5.0 depending upon the usage patterns,
requirement and suitability.
• Windows Mobile 5.0
Windows Mobile extends the familiar Windows and Office experience to mobile devices,
helps to maximize the users time and stay in touch with 'what' and 'who' matters to them.
• Airtel Easy Mail
Airtel Easy Mail is an email solution which works on true PUSH technology enabling
both the corporate as well as the individual customers to get their emails as it gets
delivered to their mail boxes.
(f) Wireless Internet

With Airtel Wireless Internet, you’ve the freedom to access the Internet anytime, anywhere
across India. It enables Internet, Email & Office applications with real-time secure VPN
access to corporate applications whilst on the move.
• Data Card
This is a superior PC Data Card solution, which delivers wireless internet by EDGE and
GPRS technologies.
• USB Modem
Now get an instant access to internet and your corporate applications with our USB
Modem.
(g) Digital TV
Discover the magical experience of digital entertainment with Airtel. From DVD quality
picture and sound, the best and widest variety of channels and programs to the best on-
demand content on Airtel Live, your TV viewing experience change forever with digital TV
from Airtel
(h) Digital TV Interactive
Change the way you watch television with the most advanced technology in the world,
digital TV interactive from Airtel. 'digital TV interactive' is the next-generation internet-
protocol based TV Service with digital quality audio and video, a wide range of TV
programming, video on demand services and a host of other amazing interactive features.
Now demand what you want to watch, when you want to watch it.
9. Data Products

(a) Internet Leased Line
• A Leased Line is a point-to-point connection between two places, implemented by

different transmission media (here through Airtel own network), which creates one link
between its nodes.
• A dedicated connectivity is established by creating a logical E1 circuit between Ethernet

port of the RSU, Ethernet port of BG-40/BG-20 at our MSU (224, Okhla Phase III,
Delhi). The Port at RSU is extended to customer location through LAN extenders
(Schemed Make). The Output Interface is Ethernet which would go in the Layer 3
Equipment (Router/ L3 Switch) of the customer
• An E1 standard Leased Line provides transmission speed of 2,048 kbps.
Technical Detail
We at Airtel will dedicate an Internet port of at our end. This would enable Client Organization
to have Unrestricted Access to the Internet. For Internet connectivity, the hardware required by
Client Organization is as mentioned below:
• Leased line Router/Layer 3 Switch at Client Organization office premises. This is to be

provided by the customer. The Router would be responsible for forwarding and routing
the traffic towards the end locations and to the remote server. The recommended brand is
Cisco, but the customer is free to choose the make for himself.
• Normally in the Internet leased line, pairs of digital Modem with G.703 and V.35
Interfaces for a bandwidth of 64 kbps and an Interface Converter for bandwidth greater
than 64 kbps is required but in Airtel network we will provide an Ethernet output, no
such modems are required.
KEY DELIVERABLES:
Scalability:
A Leased Line Internet link is established between customer’s premises and Airtel hub. A pre
configured dedicated port is made available for Uninterrupted Internet Access for the Network,
24 hours a day and 365 days a year. The bandwidth options available are 64 Kbps onwards.

Security:
Protection from intruders has become a major concern for most of the organizations. Keeping the
network security of Client Organization in mind, Airtel provides security at various levels at our
end. Since it is a public domain offering every customer has to arrange its own security by means
of firewall etc. at customer end.
Support:
Airtel provide around the clock technical support for network monitoring and fault rectification
from implementation of the solution to after sales support.
High-throughput:
Airtel shall provide you the throughput as per the commitment.
Network:
Bharti Airtel has their own end-end network, hence no dependency on any other network.
Manageability:
Since the only equipments used for the setup is Router/Switch, it becomes very easy to manage
the setup at the customers end.
Network i2i Overview
Network i2i is a completely owned circuit of Bharti, connecting Chennai to Singapore. It

transports voice and data traffic under Bharti ILD License and represents the first private
submarine network ushering the era of open global connectivity regime. The submarine cable
terminates in the respective Landing Stations in Chennai and Singapore. The Landing Station is
Chennai is owned and managed by Bharti and the Landing Station in Singapore is owned and
managed by SingTel. Bharti and SingTel jointly provide data Service on i2i. For customers in
India Bharti would provide single window account management to customers and service
providers.

In India, i2i is currently interfaced with the Bharti NLD backbone. Thus, seamless connectivity
can be provided from more than 200 cities in India. Further by virtue of fixed line services being
offered by Bharti, strong synergy of FSP-NLD-ILD present a unique end-to-end value
proposition to the end customers as well as International Carriers partnering with Bharti. The
value proposition is further extended to other cities through interconnect and partnership with
fixed line operators.
In Singapore, i2i is further interconnected with other submarine cable systems (C2C, APCN,
JUCN, CUCN etc.) for the onward journey. This is affected by establishing bilateral relationship
between Bharti and leading Global Carriers wherein the Global Carrier provides connectivity
from Singapore to various destination countries.
SEA-ME-WE 4
The South East Asia-Middle East-West Europe 4 (SEA-ME-WE 4) project is the fourth project
in the SEA-ME-WE series. SEA-ME-WE 4 is built by a consortium of over 16 global telecom
majors. Bharti is one of the largest stake-holders in the SEA-ME-WE 4.The consortium is
headed by France Telecom, with an estimated total cost of $500-600 million, while Algeria
Telecom, Bangladesh Telegraph and Telephone Board, Communications Authority of Thailand,
ETISALAT (UAE), France Telecom, MCI (USA), Pakistan Telecommunications Company and
Singapore Telecom are the other companies involved in the project.
The cable links 14 countries such as UAE, Egypt, Algeria, Singapore, Malaysia, Thailand,
Bangladesh, and India among others on its route from Europe to Asia. This submarine cable

system linking South East Asia to Europe via the Indian Sub-Continent and Middle East with
Terminal Stations in Singapore, Malaysia, Thailand, Bangladesh, India, Sri Lanka, Pakistan,
United Arab Emirates, Saudi Arabia, Egypt, Italy, Tunisia, Algeria and France.
The equipment providers for the system are Alcatel Submarine Networks, France and Fujitsu
Ltd., Japan.
(b) Internet Leased Port
ILP stands for Internet Leased Port. It is a high speed, dedicated premium bandwidth designed to
specifically meet the corporate user’s requirement. ILP bandwidth is delivered to our customers
with assured SLA parameters and service commitment on critical network performance metrics
like latency, packet drop, and network availability etc. ILP services are designed to ensure allow
our corporate users to run their web based mission critical applications on Internet with reliable
network performance at all times.
Internet bandwidth is delivered to our customers through wired/wireless last mile access. Airtel
Point of Presence (PoP) is connected to the customer’s premise over Airtel owned and operated
wired leased line last mile. In case wired medium is not feasible at a particular location the
bandwidth can also be delivered through WiMAX (wireless last mile).
The SLA commitments are on the end to end link which ensures the desired levels of service
availability to the customer at all times.
Symmetric bandwidth means equal upload and download capacity of the link. If the customer
buys 1 Mbps symmetric Internet Bandwidth he gets 1 Mbps Upload and 1 Mbps download
capacity.
In case of asymmetric bandwidth the customer can get cost advantage by changing the 1:1 ratio
between upload and download capacities.
Salient Features –
• Unparallel Service Level Guarantee

• Premium Service dedicated to an individual customer
• 24 x 7 Dedicated Internet access
• Easy scalability
• 24 x 7 Network Monitoring Service and Technical Helpdesk

(c) Leased Line
Leased lines (or private lines) are point-to-point dedicated circuits, provided on Airtel National
Long Distance Backbone.
In today’s communication dependent environment, it is not enough to be connected but also to

stay connected. Business continuity is fast becoming a “must have” for every Enterprise client.
The unpredictability of network uptimes worldwide, has led to the necessity for clients to address
needs for route diversity, media redundancy, and most importantly real-time data re-routing.
Customers are fast looking at outsourcing the management of their network to the Carriers.
Airtel Leased Lines are dedicated, secure point-to-point Layer 1 circuits that are carried over the
SDH network and have no connection to the PSTN. Leased lines are available in several
bandwidth options from 64K to STM speeds. They provide a private and secure connection
between two or more locations in a customer’s network, making them an ideal solution for
connections that are time and/or content sensitive.
Whether a customer needs to transmit voice, data or video, leased lines provide a guaranteed
bandwidth option for higher throughput and lower latency over a Carrier network. Leased lines
are dedicated circuits to connect equipment at the ends of the line. They provide connectivity and
data transfer between the customer’s locations without any packet loss or jitter for error-free
transmissions. Customers can also use leased lines to send multiple types of traffic over the same
circuit.
10. Competitors
(a) Aircel
Aircel Business Solutions (ABS), one of India's pioneers of WiMAX based services is constantly
changing the connectivity landscape to take India to another digital crescendo from where
growth, productivity and improved quality are only inevitable. WiMAX, an acronym for
(Worldwide Interoperability for Microwave Access) is touted to be the next generation wireless
communication platform

(b) Spectrum
Spectrum Communications Services Ltd. is a Nigerian based Company, with a strong reputation
in the Oil Companies, Financial Institutions, embassies and World Bank sponsored programmes.
The company is run by a team of highly qualified engineers and administrators. This team has a
combined experience of over 150 man-years in electronics and communications Planning,
Installation, Testing, Commissioning, Consultancy and Management.
(c) Tulip
With a rapidly changing business landscape in communication services, it is necessary for

Telecom service providers to establish their brand as best in the market and at the same time
transform their processes to support and launch new services continuously across multiple
channels of communication. Our industry knowledge, decades of experience, technology insight
and business acumen enable our customers to achieve their strategic goals.
(d) Reliance
The most efficient and cost-effective way to connect two offices is a leased line; it provides a
clear and continuous channel between two end points. Little wonder that most large enterprises
use leased lines for connectivity. Reliance's 'end-to-end leased line' is delivered through its
state-of-the-art optic fiber network with its unique self-healing survivable architecture.
With its 'fiber-to-building' approach, Reliance has reduced the last mile to just a few meters of
in-building copper cabling. Being mostly optic fiber-based, our network can offer reliable and
scalable services with a high degree of availability to our customers.
(e) CJ Online
CJ Online is offering its services on a digital platform. The advantages of which are manifold. It
is commonly known that a major part of the cost of surfing the Internet is telephone usage. On a
digital connection, the same things take much less time to be done by way of faster downloads of
images, sound, animations & video, thereby reducing your online time & telephonic usage.
Digital links are also less susceptible to disturbances and noise thereby ensuring longer
connections without unwanted dropping of lines.

11. Company Analysis
(a) SWOT Analysis Bharti Airtel
Strengths
• Bharti Airtel has more than 100 million customers (14 May 2009). It is the largest
cellular provider in India, and also supplies broadband and telephone services - as well as
many other telecommunications services to both domestic and corporate customers.
• Other stakeholders in Bharti Airtel include Sony-Ericsson, Nokia - and Sing Tel, with
whom they hold a strategic alliance. This means that the business has access to
knowledge and technology from other parts of the telecommunications world.
• The company has covered the entire Indian nation with its network. This has underpinned
its large and rising customer base.
Weaknesses
• An often cited original weakness is that when the business was started by Sunil Bharti
Mittal over 15 years ago, the business has little knowledge and experience of how a

cellular telephone system actually worked. So the start-up business had to outsource to
industry experts in the field.
• Until recently Airtel did not own its own towers, which was a are important if your
company wishes to provide wide coverage nationally. particular strength of some of its
competitors such as Hutchison Essar. Towers
• The fact that the Airtel has not pulled off a deal with South Africa's MTN could signal
the lack of any real emerging market investment opportunity for the business once the
Indian market has become mature.
Opportunities
• The company possesses a customized version of the Google search engine which will
enhance broadband services to customers. The tie-up with Google can only enhance the
Airtel brand, and also provides advertising opportunities in Indian for Google.
• Global telecommunications and new technology brands see Airtel as a key strategic
player in the Indian market. The new iPhone will be launched in India via an Airtel
distributorship. Another strategic partnership is held with BlackBerry Wireless Solutions
• Despite being forced to outsource much of its technical operations in the early days, this
allowed Airtel to work from its own blank sheet of paper, and to question industry
approaches and practices - for example replacing the Revenue-Per-Customer model with
a Revenue-Per-Minute model which is better suited to India, as the company moved into
small and remote villages and towns
• The company is investing in its operation in 120,000 to 160,000 small villages every
year. It sees that less well-off consumers may only be able to afford a few tens of Rupees
per call, and also so that the business benefits are scalable - using its 'Matchbox' strategy
• Bharti Airtel is embarking on another joint venture with Vodafone Essar and Idea
Cellular to create a new independent tower company called Indus Towers. This new
business will control more than 60% of India's network towers. IPTV is another potential
new service that could underpin the company's long-term strategy.

Threats
• Airtel and Vodafone seem to be having an on/off relationship. Vodafone which owned a
5.6% stake in the Airtel business sold it back to Airtel, and instead invested in its rival
Hutchison Essar. Knowledge and technology previously available to Airtel now moves
into the hands of one of its competitors.
• The quickly changing pace of the global telecommunications industry could tempt Airtel
to go along the acquisition trail which may make it vulnerable if the world goes into
recession. Perhaps this was an impact upon the decision not to proceed with talks about
the potential purchase of South Africa's MTN in May 2008. This opened the door for
talks between Reliance Communication's Anil Ambani and MTN, allowing a competing
Inidan industrialist to invest in the new emerging African telecommunications market.
• Bharti Airtel could also be the target for the takeover vision of other global
telecommunications players that wish to move into the Indian market.
(b) Airtel BCG Matrix
High
Market
Growth
Low
High Market Share Low

(c) Airtel Ansoff Matrix
To portray alternative corporate growth strategies, Igor Ansoff conceptualized a matrix that
focused on the firm’s present and potential products and markets / customers. He called the four
product-market strategic alternatives
• Market penetration [existing market + existing product],

• Market development [existing product + new market],
• Product development [existing market + new product], and
• Diversification [New product + New market].
The company should follow all four strategies depending on the demand and product as indicated
in the matrix. The company perhaps needs to focus more on the comparatively neglected area of
diversification.

(d) Airtel Porter Structure
The earlier pattern used to be that the national telecom company used to own every segment of
the value chain till the international gateway. With liberalization there was competition in
virtually every segment. There are companies that provide local connectivity, those that function
as long distance carriers, and those that provide only gateway links. Some integrated players
operate in all segments. The intensity of competitive pressures across the chain is reflected in the
downward spiral being witnessed in tariffs and prices to customer.

Customer Bargaining Power
• Lack of differentiation among Service Providers
• Cut throat Competition
• Low Switching Costs
• Number Portability will have –Ve Impact
• Businesses & Consumers
Suppliers Bargaining Power

Threat of New Entrants
• Huge License Fees to be paid upfront & High gestation period
• Entry of MVNOs & WiMAX operators
• Spectrum Availability & Regulatory Issues
• Infrastructure Setup Cost - High
• Rapidly changing technology
Threats from Subtitles
• Landline
• CDMA
• Video Conferencing
Broadband
• VOIP - Skype, Gtalk, Yahoo Messenger Service
• e-Mail & Social Networking Websites

12.Achievements
(a) Graph
(b) Airtel Diary
2001 Airtel
Date Events
03 Jan 2001 Sunil Bharti Mittal Adjudged Among Top Entrepreneurs in Businessweek
Worldwide Poll
08 Mar 2001 Bharti and SingTel establish Network i2i Limited Launches India's first private
submarine cable company
11 Apr 2001 Bharti records top line growth of 67 per cent
01 Oct 2001 Bharti crosses 1 Million customer mark in mobile services
07 Nov 2001 Bharti unveils new brand 'TOUCHTEL’
29 Nov 2001 Bharti Signs First NLDO Licence in India
17 Dec 2001 Bharti launches India's first private sector National Long Distance service
10 Sep 2001 Bharti announces plans to bring a world class mobile service to Punjab

2002 Airtel
20 Dec 2002 Sunil Bharti Mittal awarded the “Dataquest IT Man of the Year 2002”
03 Feb 2002 Bharti Tele-Ventures public offer receives excellent response
08 Feb 2002 Bharti launches Airtel in Punjab
17 Feb 2002 Bharti to list on BSE, NSE and DSE
18 Feb 2002 Bharti Tele-Ventures gets listed
27 Feb 2002 Norman Price joins Bharit Tele-Ventures as group Chief Technology Officer-
Mobility Leaders
14 Mar 2002 Bharti gets international long distance service licence Thursday
10 Dec 2002 Sunil Mittal is 'Businessman of the Year 2002'
2003 Airtel
02 Jan 2003 GSM operators present its millions of customers a grand new year gift
21 Jan 2003 Mobile-to-mobile (M2M) incoming free on GSM cellular
27 Mar 2003 Airtel becomes India’s first mobile service to cross the three million customer
mark
08 Apr 2003 Airtel felicitates 3,00,000th customer in Punjab, breaks all performance records
29 Aug 2003 Bharti makes it to the Hewitt top 25 Best Employers
28 May 2003 Bharti moves ahead in the creation of a single power brand Wednesday
22 May 2003 AirTel Magic launches pre-paid international roaming for all its customers
23 Feb 2004 AirTel Crosses The 6 Million Customer Mark Nationally
29 Mar 2004 Bharti Tele-Ventures joins the SEA-ME-WE-4 Submarine Cable Consortium
23 Apr 2004 Bharti Tele-Ventures crosses Rs. 5,000 crores revenues for the year - Earns net
profit of over Rs. 600 crores for the year
20 May 2004 Airtel introduces in the country the first ever Talktime Transfer service for its
Pre-paid customers in Delhi
28 May 2004 Sunil Bharti Mittal gets “the Frost & Sullivan CEO of the year” award
20 Oct 2004 Airtel adds another first becomes the first private sector mobile service to
launch operations in J&K
12 Oct 2004 Airtel wins the “World Communications Best Brand Award”
04 Oct 2004 Airtel launches WI-FI service in Mumbai
20 Sep 2004 “Bharti Entrepreneur of the year” Award 2004 Announced
10 Aug 2004 Touchtel launches voice portal & music messaging service
01 Jul 2004 Bharti & Siemens join hands to build & manage AirTel networks in three
circles
20 May 2004 Airtel’s brand ambassador Shah Rukh Khan lends confidence to those who are
hearing impaired
02 Nov 2004 Sunil Bharti Mittal, Chairman & Managing Director, Bharti Enterprises, is the
Ernst & Young Entrepreneur of the Year 2004. Paul J Ostling & NR Narayan
Murthy award him the accolade.

2005 Airtel
18 Jan 2005 Sunil Bharti Mittal Inducted To The Global GSM Association Board
17 Jan 2005 Airtel Becomes The First GSM Operator In The Country To Cross The 10
Million-Customer Milestone
07 Jul 2005 Nominations invited for the ‘Bharti Entrepreneur of the Year Award 2005’
27 Jun 2005 Sachin & Shahrukh enthrall India – Airtel showdown culminates amidst
unprecedented revelry & entertainment
05 Apr 2005 Airtel Launches India's First Stock & Portfolio Tracker On The Mobile
26 Apr 2005 Bharti Celebrates Its 23 Circle All India Footprint By Reducing Roaming Rates
To RS.1.99
18 Oct 2005 Bharti Donates Rs. 50 lakh to Prime Minister’s NATIONAL RELIEF FUND
for the RELIEF & REHABILIATION of the Quake affected in Jammu &
Kashmir
23 Sep 2005 Airtel launches the World’s First Audition on a Mobile phone for Indian Idol
2006 Airtel
22 Mar 2006 Airtel Presents Indian Classical Music on your mobile

22 Mar 2006 Results of Postal Ballot for change of company name from Bharti Tele-
Ventures Limited to Bharti Airtel Limited
17 Mar 2006 Airtel and Research In Motion launch the BlackBerry 8700g - the first EDGE-
enabled BlackBerry device in India
10 Feb 2006 Airtel Enterprise Services to Network the Income Tax Department
30 Nov 2006 Airtel partners with Google to offer search services on Airtel Mobile
13 Nov 2006 Bharti Airtel and Microsoft enter into a strategic partnership to offer Software
and Services for Small and Medium Business (SMB) Market in India
31 Oct 2006 Bharti Airtel inks USD 400 million network expansion contract with Nokia
02 Oct 2006 Sunil Bharti Mittal receives ‘The Honorary Fellowship’ from IETE
29 Sep 2006 Bharti Airtel appoints Atul Bindal as Joint President of its Broadband &
Telephone
25 Apr 2006 Airtel & Disney join hands to deliver a new entertainment experience

2007 Airtel
21 Mar 2007 Airtel brings the Highly-Anticipated BlackBerry 8800 Smartphone to India
15 Mar 2007 Bharti Airtel to Observe Silent period from March 30, 2007
12 Feb 2007 Global money transfer pilot project launched in India by Bharti and GSMA
12 Feb 2007 Bharti Airtel welcomes Vodafone’s acquisition of Hutch Essar
30 Jan 2007 Sunil B. Mittal chosen for this year’s Padma Bhushan Awards
03 Nov 2007 Airtel Presents Another Industry First – Introduces the ‘Super Lifetime Prepaid’
31 Oct 2007 Bharti Airtel Limited Q2FY08 Airtel accelerates coverage crosses 2,90,000
towns and villages
01 Oct 2007 Bharti Airtel crosses the 50 million customer mark
18 Sep 2007 Bharti Airtel Signs USD 150 million Managed Network deal with Huawei
09 Jun 2007 Airtel revolutionizes Chatting on the Mobile, Launches Airtel Messenger.
2008 Airtel
26 Feb 2008 Bharti Airtel participates in a consortium with international companies to build
Unity Cable System linking Asia and US
21 Feb 2008 Sunil Bharti Mittal Conferred JRD Tata Corporate Leadership Award
13 Feb 2008 Sunil Bharti Mittal Awarded Global Telecom Sector’s Highest Honour
13 Feb 2008 Bharti Airtel crosses the 60 million customer mark
07 Dec 2008 Bharti Airtel wins ‘Best Content Service’ and ‘Best Project Management’ at the
World Communication Awards 2008
15 Oct 2008 Airtel launches next-gen interactivity on its DTH service
13 Oct 2008 Airtel adds to the joy of festive season – launches digital TV
24 Sep 2008 Airtel Partners with SingTel to Offer Free Incoming Calls while on
International Roaming in Singapore
06 Aug 2008 Bharti Airtel to Bring iPhone 3G to India on August 22
10 Jun 2008 Bharti Airtel and Apple to Bring iPhone 3G to India
22 May 2008 Airtel Introduces HTC Touch Diamond
14 Apr 2008 Sunil Bharti Mittal Inducted into the prestigious ITU Telecom Board
2009 Airtel
31 Mar 2009 Bharti Airtel and Australia Japan Cable collaborate to create a new connectivity
solution to Australia from Singapore and the US
15 Feb 2009 Bharti Airtel launches world’s first Windows-based Online Desktop on Airtel
broadband– powered by Microsoft and Nivio
19 Jan 2009 Bharti Airtel launches Triple Play with Airtel digital TV interactive –Telephone,
Broadband and now TV on a single line
15 May 2009 Bharti Airtel crosses 100 million customers mark
08 May 2009 Bharti Airtel joins hands with Manchester United for a five year exclusive
agreement
06 Apr 2009 Airtel pioneers 16 Mbps Broadband in India

13.Government Policies
The Government of India (Government) recognizes that provision of world class
telecommunications infrastructure and information is the key to rapid economic and social
development of the country. It is critical not only for the development of the Information
Technology industry, but also has widespread ramifications on the entire economy of the
country. It is also anticipated that going forward, a major part of the GDP of the country would
be contributed by this sector. Accordingly, it is of vital importance to the country that there be a
comprehensive and forward looking telecommunications policy which creates an enabling
framework for development of this industry.
Access Providers
Cellular Mobile Service Providers
It is proposed to review the spectrum utilization from time to time keeping in view the emerging
scenario of spectrum availability, optimal use of spectrum, requirements of market, competition
and other interest of public. The entry of more operators in a service area shall be based on the
recommendation of the TRAI who will review this as required as and no later than every two
years.
Fixed Service Providers
The FSP licencees would be required to pay a onetime entry fee. All FSP licencees shall pay
licence fee in the form of a revenue share. It is proposed that the appropriate level of entry fee
and percentage of revenue share and basis for selection of new operators for different service
areas of operation would be recommended by TRAI in a time-bound manner, keeping in view
the objectives of the New Telecom Policy.
Internet Telephony
Internet telephony shall not be permitted at this stage. However, Government will continue to
monitor the technological innovations and their impact on national development and review this
issue at an appropriate time.

Other Service Providers
For applications like tele-banking, tele-medicine, tele-education, tele-trading, e-commerce, other

service providers will be allowed to operate by using infrastructure provided by various access
providers. No licence fee will be charged but registration for specific services being offered will
be required. These service providers will not infringe on the jurisdiction of other access
providers and they will not provide switched telephony.
Global Mobile Personal Communication Services
The Government has opened up the GMPCS market in India and has issued a provisional
licence. The terms of the final licence would need to be finalised in consultation with TRAI by
June 30, 1999. All the calls originating or terminating in India shall pass through VSNL gateway
or in case of bypass, it should be possible to monitor these calls in the Indian gateways. VSNL is
also to be compensated in case gateway is bypassed.

Survey Analysis
DATA ANALYSIS
Q1a. Are you using Radio Frequency?
(Purpose: This is a basic question to know the base of the company about the internet use)
Statistics
N Valid 60
Missing 0
Cumulative
Frequency Percent Valid Percent Percent
Valid Yes 47 78.3 78.3 78.3
No 13 21.7 21.7 100.0
Total 60 100.0 100.0
(Finding: Although I had to visit to the big company and large percent of them said that they use
the radio frequency because it make their work easy and faster)

Q1b. If yes then of which company?
(Purpose: This is just to go little deeper from the first question and to know about the
experienced brand)
N Valid 60
Missing 0
Cumulative
Valid A-Link 1 1.7 1.7 1.7
Aditya Tek 1 1.7 1.7 3.3
Aircel 2 3.3 3.3 6.7
Airtel 8 13.3 13.3 20.0
BSNL 6 10.0 10.0 30.0
Car Net 1 1.7 1.7 31.7
CJ Online 8 13.3 13.3 45.0
Max Set 1 1.7 1.7 46.7
NA 13 21.7 21.7 68.3
Nano Station 1 1.7 1.7 70.0
Om Sai Ganesh 1 1.7 1.7 71.7
Primics 1 1.7 1.7 73.3
Relaince 1 1.7 1.7 75.0
Reliance 5 8.3 8.3 83.3
Sify 1 1.7 1.7 85.0
Spectranet 2 3.3 3.3 88.3
Tata 2 3.3 3.3 91.7
Tata Indicom 1 1.7 1.7 93.3
Tomer Computers 1 1.7 1.7 95.0
Tulip 2 3.3 3.3 98.3
World Fone 1 1.7 1.7 100.0
Total 60 100.0 100.0

(Finding: There are 21 brands in Noida for internet based services and still Airtel is a market
leader and its nearest competitors are BSNL, CJ Online and Reliance. Still small company
believes in DSL they are not awear about the LL)

Q2. Number of P.C. you are using?
(Purpose: Information about the No. of PC is also important it helps to know about the
background of the company)
Statistics
N Valid 60
Missing 0
Valid Cumulative
Frequency Percent Percent Percent
Valid 1-20 6 10.0 10.0 10.0
21-40 9 15.0 15.0 25.0
41-60 8 13.3 13.3 38.3
More then
37 61.7 61.7 100.0
60
Total 60 100.0 100.0
(Finding: This information has been collected by the IT department or Internet concerned person
in the company and we found that large percentage of the company agreed that the know about
ILL)

Q3. Are you aware of Internet Lease Line?
(Purpose: This question let us know that is there any awareness about the ILL in the market)
N Valid 60
Missing 0
Cumulative
Valid Yes 44 73.3 73.3 73.3
No 16 26.7 26.7 100.0
Total 60 100.0 100.0
(Finding: This information has been collected by the IT department or Internet concerned person
in the company and we found that large percentage of the company agreed that the know about
ILL)

Q4. Name of the internet service provider for your organization?
(Purpose: We asked this question to know in case of internet service companies believe)
Statistics
N Valid 60
Missing 0
Valid Cumulative
Valid Airtel 13 21.7 21.7 21.7
Tata Indicom 2 3.3 3.3 25.0
Reliance 10 16.7 16.7 41.7
Any Other 32 53.3 53.3 95.0
More Then 1 3 5.0 5.0 100.0
Total 60 100.0 100.0
(Finding: In case of Internet also we come to know that hear also Airtel has good control over
market. Other brands are also having their part in the market)

Q5. How long you are using Internet service? &
Q6. Which type of connection you are using for internet?
(Purpose: It is also important to know technical knowledge about the company for this the
question was needed)
Case Processing Summary

Cases
Valid Missing Total
N Percent N Percent N Percent
How long you are using
Internet service? * Which
60 100.0% 0 .0% 60 100.0%
type of connection you are
using for internet?
How long you are using Internet service? * Which type of connection you are using for internet?
Cross tabulation
Which type of connection you are using for internet?
More then
Internet Lease one
DSL Line Any Other connection Total
How long 0 To 6 Months Count 1 2 0 0 3
you are % of
using 1.7% 3.3% .0% .0% 5.0%
Total
Internet
6 Months to 1 Count 9 11 1 0 21
service?
Year % of
15.0% 18.3% 1.7% .0% 35.0%
Total
1 Year to 2 Years Count 2 6 0 1 9
% of
3.3% 10.0% .0% 1.7% 15.0%
Total
More than 2 Count 9 11 4 3 27
Years % of
15.0% 18.3% 6.7% 5.0% 45.0%
Total
Total Count 21 30 5 4 60

How long you are using Internet service? * Which type of connection you are using for internet?
Cross tabulation
Which type of connection you are using for internet?
More then
Internet Lease one
DSL Line Any Other connection Total
How long 0 To 6 Months Count 1 2 0 0 3
you are % of
using 1.7% 3.3% .0% .0% 5.0%
Total
Internet
6 Months to 1 Count 9 11 1 0 21
service?
Year % of
15.0% 18.3% 1.7% .0% 35.0%
Total
1 Year to 2 Years Count 2 6 0 1 9
% of
3.3% 10.0% .0% 1.7% 15.0%
Total
More than 2 Count 9 11 4 3 27
Years % of
15.0% 18.3% 6.7% 5.0% 45.0%
Total
Total Count 21 30 5 4 60
% of
35.0% 50.0% 8.3% 6.7% 100.0%
Total

(Finding: We found that ILL is more in demand and also in use in comparison to DSL and
maximum companies are using these services for more than 2 years. Although Airtel entered
very late in the product but due to its client value and brand name they have a good market
share)

Q7. What is the speed of your connection?
(Purpose: This is a technical information that helps to know what is the requirement of the
company for their business)
Statistics
N Valid 60
Missing 0
Frequency Percent Valid Percent Cumulative Percent

Valid 10 Mbps 2 3.3 3.3 3.3
128 Kbps 2 3.3 3.3 6.7
1Mbps 14 23.3 23.3 30.0
2 Mbps 17 28.3 28.3 58.3
256 Kbps 1 1.7 1.7 60.0
3 Mbps 2 3.3 3.3 63.3
4 Mbps 5 8.3 8.3 71.7
5 Mbps 2 3.3 3.3 75.0
512 Kbps 14 23.3 23.3 98.3
6 Mbps 1 1.7 1.7 100.0
Total 60 100.0 100.0

Q8. Rate the following option for your Internet connection?
(Purpose: On different parameters we wanted to know the experience of the companies with
their brand)
A) Reliability:
Statistics
Reliability of Internet.
N Valid 60
Missing 0
Valid Cumulative
Valid Excellent 8 13.3 13.3 13.3
Very
27 45.0 45.0 58.3
Good
Good 16 26.7 26.7 85.0
Fair 9 15.0 15.0 100.0
Total 60 100.0 100.0

B) Speed
Statistics
N Valid 60
Missing 0
Valid Cumulative
Valid Excellent 12 20.0 20.0 20.0
Very
14 23.3 23.3 43.3
Good
Good 23 38.3 38.3 81.7
Fair 11 18.3 18.3 100.0
Total 60 100.0 100.0

Q9. Define your bandwidth usage?
(Purpose: This is also a technical question through this we wanted to know that with internet
what they do most)
Statistics
N Valid 60
Missing 0
Valid Cumulative
Valid More of
8 13.3 13.3 13.3
Downloading
More of Uploading 3 5.0 5.0 18.3
Both 41 68.3 68.3 86.7
Any other Purpose 8 13.3 13.3 100.0
Total 60 100.0 100.0

Q10. A) Number of Static IP you required? &
Q10.B) How much do you pay for Static I.P.?
(Purpose: We wanted to know about their static IP and there requirement and the competitors
offered price)
Case Processing Summary

Cases
Valid Missing Total
N Percent N Percent N Percent
Number of Static IP
you Required? * How
60 100.0% 0 .0% 60 100.0%
much do you pay for
Static I.P.?
Number of Static IP you Required? * How much do you pay for Static I.P.? Crosstabulation
How much do you pay for Static I.P.?
Free Rs. 1200 Rs. 250 Rs. 2500 Rs. 400 Total
Number of Static IP you 0 To 2 16 2 1 1 0 20
Required? 3 To 5 16 0 0 2 0 18
6 To 8 9 0 0 0 1 10
More Then 8 12 0 0 0 0 12
Total 53 2 1 3 1 60

Q11. What is the monthly expenditure on Internet?
(Purpose: Through this question we wanted to know what ore the offering of the competitor for
the same services)
Statistics
Valid 60
N Missing 0
What is the monthly expenditure on Internet?

Cumulative
Valid Rs. 11000 1 1.7 1.7 1.7
Rs. 11250 1 1.7 1.7 3.3
Rs. 11500 1 1.7 1.7 5.0
Rs. 1300 1 1.7 1.7 6.7
Rs. 17000 1 1.7 1.7 8.3
Rs. 18000 1 1.7 1.7 10.0
Rs. 2000 1 1.7 1.7 11.7
Rs. 20000 3 5.0 5.0 16.7
Rs. 21000 1 1.7 1.7 18.3
Rs. 3000 2 3.3 3.3 21.7
Rs. 34000 1 1.7 1.7 23.3
Rs. 35000 3 5.0 5.0 28.3
Rs. 36000 2 3.3 3.3 31.7
Rs. 4000 1 1.7 1.7 33.3
Rs. 40000 1 1.7 1.7 35.0
Rs. 41700 1 1.7 1.7 36.7
Rs. 42000 2 3.3 3.3 40.0
Rs. 44000 2 3.3 3.3 43.3
Rs. 4500 1 1.7 1.7 45.0
Rs. 50000 4 6.7 6.7 51.7

Rs. 5500 1 1.7 1.7 53.3
Rs. 59000 1 1.7 1.7 55.0
Rs. 6000 3 5.0 5.0 60.0
Rs. 60000 1 1.7 1.7 61.7
Rs. 750 2 3.3 3.3 65.0
Rs. 85000 3 5.0 5.0 70.0
Rs.10000 2 3.3 3.3 73.3
Rs.12500 1 1.7 1.7 75.0
Rs.125000 2 3.3 3.3 78.3
Rs.5000 1 1.7 1.7 80.0
Rs.7000 2 3.3 3.3 83.3
Rs.8000 10 16.7 16.7 100.0
Total 60 100.0 100.0

Q12. Do you need stable Internet connectivity, low latency and high speed?
(Purpose: This question is to know the expectation of the companies about the latency and the
speed)
Statistics
N Valid 60
Missing 0
Valid Cumulative
Valid Yes 59 98.3 98.3 98.3
No 1 1.7 1.7 100.0
Total 60 100.0 100.0

Q13. Do you wish to go for Internet Lease Line?
(Purpose: We wanted to know about the future prospects about the ILL in the market)
Statistics
N Valid 60
Missing 0
Valid Cumulative
Valid Yes 39 65.0 65.0 65.0
No 21 35.0 35.0 100.0
Total 60 100.0 100.0
(Findings: High percentage of the companies are looking for ILL in the future this gives a big
market scope in the future in the market)

Q14. Do you need more information on Lease Line Product?
(Purpose: We wanted to making aware ILL provided by Airtel for which the permission
question was required )
Statistics
N Valid 60
Missing 0
Valid Cumulative
Valid Yes 40 66.7 66.7 66.7
No 20 33.3 33.3 100.0
Total 60 100.0 100.0
(Finding: On the basis of this we found that a large percent of people are expecting to know
about the Leased Line, which shows that still the market is not aware about this type of product.
They are struggling with the DSL plans at high cost)

Q15. Rate the factor influencing your buying decision of an Internet Connection?
(Purpose: We asked the customers about their preference while going for the ILL or Internet
services)
A) Price
Statistics
Price of Internet
connection?
N Valid 60
Missing 0
Price of Internet connection?

Valid Cumulative
Valid Minimum 3 5.0 5.0 5.0
Above Min. 12 20.0 20.0 25.0
Average 25 41.7 41.7 66.7
Less Then
10 16.7 16.7 83.3
Max.
Maximum 10 16.7 16.7 100.0
Total 60 100.0 100.0

B) Speed of Internet connection?
Statistics
N Valid 60
Missing 0
Range 4
Valid Cumulative
Above Min. 5 8.3 8.3 16.7
Average 6 10.0 10.0 26.7
Less Then
21 35.0 35.0 61.7
Max.
Maximum 23 38.3 38.3 100.0
Total 60 100.0 100.0

C) Connectivity of Internet connection?
Statistics
N Valid 60
Missing 0
Valid Cumulative
Above Min. 11 18.3 18.3 30.0
Average 12 20.0 20.0 50.0
Less Then
14 23.3 23.3 73.3
Max.
Maximum 16 26.7 26.7 100.0
Total 60 100.0 100.0

D) Service Provider of Internet connection?
Statistics
N Valid 60
Missing 0
Valid Cumulative
Valid Minimum 17 28.3 28.3 28.3
Above Min. 11 18.3 18.3 46.7
Average 11 18.3 18.3 65.0
Less Then
14 23.3 23.3 88.3
Max.
Maximum 7 11.7 11.7 100.0
Total 60 100.0 100.0

E) After sales service of Internet connection?
Statistics
N Valid 60
Missing 0
Valid Cumulative
Valid Minimum 15 25.0 25.0 25.0
Above Min. 12 20.0 20.0 45.0
Average 3 5.0 5.0 50.0
Less Then
10 16.7 16.7 66.7
Max.
Maximum 20 33.3 33.3 100.0
Total 60 100.0 100.0

Findings
• There is a large market in Greater Noida, Noida and

Gaziyabad where the radio frequency is used so Airtel have a good market scope.
• In Greater Noida, Noida and Gaziyabad there are twenty

Leased Line Service provider in which Reliance, C J Online and BSNL have good market
control but still Airtel is a market leader.
• Large percentage of the market is aware about the Leased

Line but there approximately 30% of the market is still not aware about the service.
• Among the 20 service provider Airtel has good market

hold among their nearest competitor Like Tata Indicom, Reliance, BSNL etc.
• In the SME segment of Airtel majority of company uses

the service for more than two years in which most of them use the Leased Line service
but still large number of the market is using the DSL plan.
• Big Companies in SME segment of the Airtel generally

prefer 1 Mbps and 2 Mbps in the same way small companies in that segment prefer 512
Kbps in majority.
• The survey showed that the satisfaction level of the

company which are using the Leased Line for their business purpose on different
parameter like Reliability on their current service. Most of them are satisfied with their
service and rated as very good and for speed its good.
• In the Internet Service the important thing is Uploading

and downloading of the data and the analysis shows that both the uploading and
downloading is used by the most of the company in the market.
• In the SME segment of the Airtel the majority of market

use to spend more then 8000 per month for their internet requirement and for Leased Line
according to Airtel plan if your expenses is going above 8000 then Leased Line is best.
• Still the companies are looking for better service provider

and eager to know about the Airtel offering for the Leased Line.

Some other Findings (Analysis)
• There are many local players for the product like C J Online and other who believes in
setting with the management members which also include bride.
• There are some small service providers who take the connection from Airtel and gives it
to their customer through cable wire. Through this the Airtel customer is also a its
competitor.
• In the company corporate department and SME department interference were disturbing
elements for the both regarding the client.
• Price of the product was to be quoted very high and after that the use to negotiate on that
that harms the image and value of the company.
• Clients use to take the price quotation and on the basis of that they talk or negotiate with
other service provider’s price.
• Other service provider come to know that the client already have the Airtel proposal-
cum-quotation automatically the reduce the price of their product.
• Some of the area’s Airtel do not have their wiring (out of rang) like Greater Noida phase
II & III where there is a huge market scope.
• If the area is not wired the company use to provide service through radio frequency
waves but this costs both company and client.
• The SME Department tries to get the client from different sources like PRI clients, high
bills payer in DSL, those clients who are facing problems in their broadband connection
and having bills payers (more than 10,000 Rs. Per Month) etc.
• Proposal is made for the client on the basis of certain criteria of requirement like, nature
of business or use, billing of last service sage or substitute service, if the client is fresher
than his capability and requirement.
• The department has full right to do their work in their own way and there is no
interference of top level management except to meet the target.

Suggestion and Recommendation
From Survey
• Approximately 80% of the market is using the radio frequency that means the market for
Leased line is wider and company should present the product to all type of SME
companies which are internet based company.
• CJ Online and Spectranet are destroying the market of Airtel through giving better price
in a specific area like CJ online in Greater Noida, Spectranet in Noida etc. Company
should try to close the deal in the first one or two calls.
• The majority of company is using large number of computers so they might require a
high speed process. So company should also present the suggested speed with the
required speed of the client.
• Still 30% of the SME clients don’t know about the Leased Line, at this place company
has better option to show all the positive aspect of the service at their less expense.
• Most preferable speed among the SME clients are 2 Mbps, 1Mbps and 512Kbps so there
is more prospect for the company to provide them better speed against what they are
using.
• 60% of the SME clients are seems to be satisfied with their current service but still Airtel
has chance between the 40% of them can be converted towards the companies service by
improving reliability and speed (fluctuation).
• All the SME clients where the prospects is for the company like those who are not aware
about the Leased Line, those who are not satisfied with their current service provider,
those who are spending big amount on the DSL internet or those who are interested to
know about the Airtel Leased line etc. a proposal is to be send by the company containing
information about the product and initial price coated.

For Product
• There should be a standard and unnegotiable price for the products so sales executive can
take decision on the sail of the product.
• Within Noida many area is unwired, because of that interested customer are not able to
access Airtel services. (GNIT)*
• The installation process should be taken seriously after the payment and other formalities.
It put wrong impression on the customers against their interest. (B4X)*
• There should be some easy process for the demonstration of the product this will help the
customer to know there actual requirement. (JPC)*
• The management should think about the OTC as per the proposal because other company
has the better OTC option in comparison to us.
• The technical support should be supportive with these executive for any quarry regarding
the products, this will help them to clear the doubt of their Clients.
(*These were the causes of the given company where the problem has been seen)
For Executive
• There should be a proper discussion in the group before going to the call. This will help
them to collect more information about the client.
Conclusion
According to the above analysis Airtel has a good control over the market for its data product in
SME segment. If we divide the markets there are few area in Noida that have a great market
scope in future like Knowledge Park, Sector 63, Gaziabad etc. Noida is an Industrial area and the
product that Airtel is providing is very useful for the company. From our survey there can be
many prospects for sail purpose. Majority of market is aware of the leased line but still they were
interested to know about the Airtel product.

Bibliography
I have successfully completed the project assigned to me and also prepared the report on the the
basis of the completed. These people helped in the preparation of the report
My Seniors
Mr. Avinash Chodhary

Sales Manager
Bharti Airtel Ltd, Noida
Mr. Ahmed M Ansari

Executive
Bharti Airtel Ltd., Noida
Mr. Vivek Raj

Senior Officer
Bharti Airtel, Ltd.
Mr. Umesh Pandey

Senior Officer
Bharti Airtel Ltd., Noida
Airtel site was a place from where I come to know the basic of the company and this site also
helped me to know and express about the company in effective manner.
Google was a great support for me to know about the competitors profile, their products and
their strategy to stay in the market.
SPSS Software Helped me to organize the data collected and analyzed. This software made the
data to communicate very impressively in the form of tables and charts.
M S Excel This program helped me to collect all the data in a particular manner and record in
the performed manner it also helped within the operation of SPSS analysis.
Phlip Kotler The Principal of Marketing was the book to clear my basics about the marketing
and to give this report more value. The concepts cleared my point of view towards the companies
marketing process.
SPIN Selling The book by Neal Rechaim for large account sale which tells me how to deal with
the high revenue clients to have information from them for the research.
Appendix
Sample of Questionnaire
Name: ……………………………………………………………………………………...
Designation: ……………………………………………………………………………….
Mob. ………………………….. E-mail I.D. ……………………………………………
Address: ……………………………………………………………………………………
Name of the Organization: ……………………………………………………………….
Address: ……………………………………………………………………………………
Ph: …………………………………………….
Q1. (I) Are you using Radio Frequency?
a) Yes.
b) No.
(II) If yes, then of which company?
………………………………………………
Q2. Number of P.C. you are using?
a) 1-20
b) 21-40
c) 41-60
d) More then 60
Q3. Are you aware of Internet Lease Line (ILL)?
a) Yes.
b) No

Q4. Name of the internet service provider for your organization?
a) Airtel.
b) Tata Indicom.
c) Reliance.
d) Any other: ……………………………….
Q5. How long you are using Internet service?
a) 0 to 6 months.
b) 6 months to 1 year.
c) 1 year to 2 year.
d) More then 2 years.
Q6. Which Type of connection you are using for Internet?
a) DSL
b) Internet Lease Line
c) Any other ………………………………..
Q7. What is the speed of your connection?
……………………………………………
Q8. Rate the following option for your internet connection?
Excellent Very Good Good Fair Poor
Reliability
Speed
Busy Signals
Disconnects
Q9. Define your bandwidth usage?
a) More of downloading.
b) More of uploading.
c) Both
d) Any other purpose

Q10. (I) Number of Static IP you required?
a) 0-2
b) 3-5
c) 6-8
d) More then 8.
(II) How much do you pay for Static IP?
…………………………………………………………………………
Q11. What is the monthly expenditure on internet?
……………………………………………………………………………..
Q12. Do you need stable Internet connectivity, low latency and high speed?
a) Yes.
b) No.
Q13. Do you wish to go for Internet Lease Line?

a) Yes.
b) No.
Q14. Do you need more information on Lease Line Products?

a) Yes.
b) No.
Q15. Rate the factors influencing your buying decision of an Internet Lease Line?
1 2 3 4 5
Price
Speed
Connectivity
Service Provider
After Sales Service

Summer Project Report On Airtel

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A

“MARKET POTENTIAL OF DATA PRODUCTS”

BHARTI AIRTEL LTD.

SUBMITTED IN PARTIAL FULFILLMENT OF

POST GRADUATE PROGRAM

Avinash Kumar Singh

INDIRA SCHOOL OF CAREER DEVELOPMENT

ROLL NO. - SH0810G10-10

Aspire Today Inspire Tomorrow… 1

of Indira School of Career Development, Pune

Prof. Shridhar Aiyer Prof. M. K. Gandhi

Aspire Today Inspire Tomorrow… 2

I express my sincere gratitude to my industry guide Mr. Avinash Chodhary- Sales

Also, I am thankful to my faculty guide Prof. M. K. Gandhi of Indira School of Career

Avinash Kumar Singh

Aspire Today Inspire Tomorrow… 5

Avinash Kumar Singh

Aspire Today Inspire Tomorrow… 6

Aspire Today Inspire Tomorrow… 7

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• Collection of basic information

The Indian communications scenario has transformed into a multiplayer, multi

Aspire Today Inspire Tomorrow… 9

Objective of study are:

1. Understanding the Data Products.

Aspire Today Inspire Tomorrow… 10

Target population includes, Software companies, Exporters, Colleges, Call Centre,

The report in brief presents the following:

Aspire Today Inspire Tomorrow… 11

e) TOOLS AND TECHNIQUES OF ANALYSIS

Aspire Today Inspire Tomorrow… 12

Aspire Today Inspire Tomorrow… 13

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Airtel is a brand of telecommunication services in India operated by Bharti Airtel. Airtel

Aspire Today Inspire Tomorrow… 16

3. About Mr. Sunil Bharti Mittal

Sunil Bharti Mittal, founder, Chairman and Managing

Aspire Today Inspire Tomorrow… 17

Aspire Today Inspire Tomorrow… 18

Mr. Rajan Bharti Mittal is the Managing Director of Bharti

Aspire Today Inspire Tomorrow… 19

Mr. N Kumarhas is been an independent director and member of the

Mr. Mauro Sentinelli (61 years) is a doctorate in electronic engineering

Mr. Paul O’Sullivan is a nominee of Singtel and has been a non-executive

Aspire Today Inspire Tomorrow… 20

Mr. Bashir Abdulla Currimjee has been an independent director since

Mr. Ajay Lal is a Director of Bharti Airtel Limited. He is a Senior Partner

Mr. Kung Yang is presently the Vice President (Business Management),

Aspire Today Inspire Tomorrow… 21

6. Partners Of Bharti Airtel

MOBILE SERVICES NOKIA, ERICSSON

INFORMATION TECHNOLOGY IBM

IBM DAKSH, HINDUJA

EQUITY PARTNER ( STRATEGIC)

Aspire Today Inspire Tomorrow… 22

Alcatel-Lucent JV was important venture in Telemedia industry. It is a global

Aspire Today Inspire Tomorrow… 23

• Human Resource Development.

• Investor Grievance Committee

• Corporate Social Responsibility

Aspire Today Inspire Tomorrow… 24

(b) Home Phones

• Fixed Wireless Phone

(c) Broadband and Internet

Aspire Today Inspire Tomorrow… 25