Bharti Airtel Limited-IT Sales Opportunities-2008

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					Bharti Airtel Limited
  IT Sales Opportunities - 2008
                                                                                               Bhar ti A ir t el L i mit ed - 2 0 0 8



                                            Table of Contents

1. Compan y Overvi ew ....................................................................................... 4
    1.1 Busin ess Overvi ew .................................................................................... 4
    1.2 Key Figures .............................................................................................. 4
    1.3 Corp orate Headquart ers ......................................................................... 4
2. I T Spendin g an d Depl oyment s ........................................................................ 5
3. I T Sales Opp ort uniti es ..................................................................................... 6
    3.1 I T Sal es Op p ort uniti es - Software ............................................................. 7
    3.2 I T Sal es Op p ort uniti es - Hardware ............................................................ 9
    3.3 I T Sal es Op p ort uniti es - Services ............................................................ 11
4. Sales Drivers ................................................................................................. 13
    4.1 Busin ess Contin uity & Ri sk Management ................................................ 13
    4.2 Cust omer Segmentati on & Targeting ..................................................... 13
    4.3 Enterp ri se Security ................................................................................. 14
    4.4 Growth from B undled Offerings ............................................................. 14
    4.5 Growth from Gami ng ............................................................................. 14
    4.6 Growth from Intern ati on al M obilit y ........................................................ 15
    4.7 Growth from M - Commerce and M - Payments ........................................ 15
    4.8 Growth from M obil e Ad vertising ............................................................ 16
    4.9 Mergers & Acq ui siti on s .......................................................................... 16
    4.10 Netw ork Coverage & Capacit y Expansion ........................................... 16
    4.11 Partn ersh ip s, Al l iances, & Licensing ..................................................... 17
    4.12 Upgradin g Network to Enable New Services ........................................ 17
    4.13 Usi ng Han dset Design & Functionalit y t o Win Cust omers ..................... 18
5. Conclusi on ................................................................................................... 19
Appendix A: Key I T Sp en din g Decision M akers ................................................. 20
    India ............................................................................................................ 20
Appendix B : Defi niti on s .................................................................................... 21
    B.1 Software ................................................................................................ 21
    B.2 Hardware .............................................................................................. 23
    B.3 Servi ces ................................................................................................. 24
Appendix C: M eth odol ogy ............................................................................... 26
    C.1 E val uatin g Criticalit y Score .................................................................. 26
    C.2 E val uatin g Deman d Score .................................................................... 29
Other Rep orts in Thi s Ser i es .............................................................................. 30




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                                           List of Exhibits

E xhibit 2.1: IT Depl oyment Detail s ...................................................................... 5
E xhibit 3.1: Software Sales Op p ort unities M ap ................................................... 7
E xhibit 3.2: Op p ort uniti es and Relat ed Sales Drivers for Software ...................... 8
E xhibit 3.3: Hardware Sal es Opp ortunities M ap .................................................. 9
E xhibit 3.4: Op p ort uniti es and Relat ed Sales Drivers for Hardware .................. 10
E xhibit 3.5: IT Servi ces Sal es Opp ortunities M ap ............................................... 11
E xhibit 3.6: Op p ort uniti es and Relat ed Sales Drivers for IT Services .................. 12
E xhibit C1: Calculati on s for E stimating Criticalit y Score ................................... 26
E xhibit C2: Criticalit y Scores for Various Software Applications ....................... 27
E xhibit C3: Criticalit y Scores for Various Hardware Prod ucts ............................ 27
E xhibit C4: Criticalit y Scores for Various IT Services .......................................... 28
E xhibit C5: Calculati on s for E stimating Demand Score .................................... 29




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1. Company Overview

1.1 Business Overview
Bharti Airtel Limited (Bharti Airtel) is an Indian Telecom service provider operating in four
major segments as, Enterprise services Carriers, Telemedia services, Mobile services, and
Enterprise services Corporate. The Enterprise services Carriers segment provides telecom
services to large enterprise customers as well as to other telecom carriers and also provides
long distance wholesale voice & data services to the telecom carriers and to the subsidiaries
of Airtel. The Telemedia services segment provides DSL (digital subscriber line) and fixed-
line services over 94 cities across India. The M
				
DOCUMENT INFO
Description: Bharti Airtel Limited (Bharti Airtel) is an Indian Telecom service provider operating in four major segments as, Enterprise services Carriers, Telemedia services, Mobile services, and Enterprise services Corporate. The Enterprise services Carriers segment provides telecom services to large enterprise customers as well as to other telecom carriers and also provides long distance wholesale voice & data services to the telecom carriers and to the subsidiaries of Airtel. The Telemedia services segment provides DSL (digital subscriber line) and fixed-line services over 94 cities across India. The Mobile services segment provides mobile and fixed wireless services (FWP) using GSM (global system for mobile) technology along with value-added services. The Enterprise services Corporate segment provides total telecom solution to enterprise customers on a single platform. Industry spending on any particular IT product or service is an important indicator of the criticality of that product or service for the industry. Based on the IT spend information available in ‘TechNavio’, we have computed a ‘criticality score’ for various IT products and services, for Bharti Airtel Limited. Further, various company level developments and events are important indicators of selling opportunities and drive the sales of IT products and services. For example – an acquisition by Bharti Airtel Limited might result in opportunities for IT migration and integration services. By tracking these sales drivers (using ‘TechNavio’), we have arrived at a demand score for each product and service. Through an in-depth analysis of industry trends and drivers and company level developments and events, we have made the ‘IT Selling Opportunities Map’ for hardware (including telecom equipment), software and IT services for Bharti Airtel Limited. These maps have been divided into four zones representing Level I, Level II and Level III opportunity areas. Level I opportunity areas have the highest scores and he
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