Market Potential For Wire-Less Internet Services

A Summer Internship Project Report On
Market Potentials for Wire-less Internet Services in SME Segment

For
SUBMITTED FOR Partial fulfilment for the Award of the Master in Business Administration (MBA) PREPARED BY
YOGESH H. JOSHI
Enrolment no.:- 107450592023 MBA Sem.:- III Academic Year:- 2010 2012 GUIDED BY DR. ASHVIN SOLANKI (Associate Professor) SUBMITTED TO
R.K. College of Engineering & Technology (MBA Programme) Recognized by All India Council for Technical Education (AICTE) Kasturbadham, Rajkot-Bhavnagar Highway, Rajkot-360020 Affiliated with
Gujarat Technological University
R. K. College of Engineering & Technology (MBA Programme)
:: DECLARATION ::
I, undersigned Yogesh H. Joshi, the student of M.B.A. Sem-3 hereby declare that the project work presented has been my own work and have been carried out under the supervision of Dr. Ashvin Solanki (Associate Professor) from R.K. College of Engineering & Technology, Gujarat Technological University.
This report has not been previously submitted to any other University for any examination.
Date: 26/07/2011
Place: Rajkot
Signature:
_________________ __ (Yogesh H. Joshi)
:: PREFACE ::
A man without practical knowledge is just like a rough diamond. To shine like a real diamond one must have practical exposure of what he has learnt. For the students of management theoretical knowledge is just like lock without key so practical knowledge is of so much important.
It is quite true that world outside; your cosy home is many times quite different from what you have perceived. Similarly it is possible that theoretical knowledge acquired in the classroom may differ from the practical knowledge.
Practical knowledge is the best experience and on this basis, we can easily understand about what they want to say. Firstly, each student knows about the theory, so that on the basis of theory, he can easily learn how to do the work and what is the best way to achieve satisfaction. That is why we can say that theory is guidelines for practical.
This project report is the result of exploratory studies aimed at considering Market Potentials for Wire-less Internet Services in SME Segment for Tikona Digital Networks Pvt. Ltd. - Ahemedabad. This report is an attempt to find out the competitors, their products, market-share, strength& weaknesses and the strategies adopted by them.
The project is classified in various sections. These sections provide insight to the objective, company profile, market scenario, marketing aspects, research methodology and findings of the researcher.
:: ACKNOWLEDGEMENT ::
I take this opportunity to express my heartfelt gratitude to one and all that have helped me to make this project a reality. Practical training is of utmost important to students like me who have no work experience prior MBA. It not just gives one the opportunity to learn things first hand, but also a chance to experience and apply the theoretical knowledge one acquires through the first year.
At the onset, I would like to thank Tikona Digital Networks Pvt. Ltd. for giving me an opportunity to do summer training with them. It is a company of huge stature & spread and I value my association with it.
I express my gratitude to Mr. Yagnesh Panchal, ISP & DSA, Tikona, Ahmedabad for his continued support. He gave some valuable insights and suggestions, which helped to shape the project. He also provided necessary resources and his valuable time and attention. I would like to thank Mr. Subhash Chaudhary, Area Sales Manager and Mr. Devang Mistry, Training Manager, Ahmedabad for their valuable insights and support. I would like to thank Mr. Nayan Joshi, H.R. Manager, Tikona, Ahmedabad for providing opportunity to work with Tikona Digital Networks Pvt. Ltd.
I am heartily greatful to the management of R.K. College of Engineering & Technology, particularly to our Principal Dr. J. Ramamohana Raofor their helpful cooperation, inspiration, interest and valuable guidance in preparing this report. Last but not the least I would like to thank Associate Prof. Dr. Ashvin Solanki and the entire faculty for providing us the theoretical base and inputs throughout the first year, which helped me in my summer training. Date: 26/07/2011 Place: Rajkot _________________ (Yogesh H. Joshi)
(Signature)
:: EXECUTIVE SUMMARY::
Every business organization, big or small has its own sets of problems. Sometimes they enjoy advantages over others; sometimes they also have to bear the heat of the competition. They are not above the ups and downs of the business.
The project assigned was Market Potentials for Wire-less Internet Services in SME Segment in which I have to make a survey and find out the market potential for the wireless internet devices and its services within small & medium size enterprises (SME).
In this process I prepared a questionnaire to have some sensitive and technical information of the companies. Through this information I have analyzed the market potential of the product.
I have taken help of some seniors and my colleagues for these data. On the basis of this analysis I have prepared a report and used pie chart, bar diagrams and tables for better explanation.
For the survey I have visited 50 companies and I had taken the information regarding the project. During this process, I came to know about different requirements of different companies like IT Company generally looks for good latency rate (3000 mile/sec.), call centers& colleges are looking for a high rate of speed (up to 2 Mbps to 3.1 Mbps) and many more which was new for me.
Chapter No.
Declaration Preface Acknowledgement Executive Summary Index CH. 1 Overview of Internet Sector History of Internet
Particulars
Page No.
10 11 11 12 12 12 13 14 14 14 16 17 20 21 22 24 25 27 28 28 30 32 35 37 39 40 41 42
Introduction to Internet sector Definition of Internet Common uses of the Internet Internet current scenario in India Terms related with Internet Background of Internet Sector TRAI (Telecom Regulatory Authority of India) Current Notifications declared by TRAI CH. 2 Company at a Glance 1 Introduction (Mission, Vision, Values, & C.S.R.) 2 3 4 5 6 7 8 History & Development Organizational Chart Company Profile Key Executives Tariff Plans of the TDN Major Players in the Internet Sector Functional Departments A B C D E 9 CH. 3 A B Finance Department Marketing Department Human Resource Department Technical Department Products & Services
SWOT Analysis Experts views on Indian Internet sector An overview of Wire-less connectivity
Literature Review
CH. 4
Research Methodology 1 2 3 4 5 6 7 8 Introduction Research Objective Formulation of Problem Research Design Sample Design Scope of the Study Tools & Techniques Limitations
44 45 45 46 47 48 48 49 49 50 51 67 68 70 71 72 73 74 75 76 76 79
CH. 5
Analysis & Interpretation of Data Survey Analysis Interpretation on Survey Test of Hypothesis
CH. 6
Conclusion, Findings & Recommendations Conclusion Findings Recommendations Key Learning from SIP Bibliography Appendices Questionnaire Advertisements
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:: HISTORY OF INTERNET ::
The History of the Internet starts in the 1950s and 1960s with the development of computers. The Internet was the result of some visionary thinking by people in the early 1960s that saw great potential value in allowing computers to share information on research and development in scientific and military fields. This began with point-to-point communication between mainframe computers and terminals, expanded to point-to-point connections between computers and then early research into packet switching. Packet switched networks such as ARPANET, Mark I at NPL in the UK, CYCLADES, Merit Network, Tymnet, and Telenet, were developed in the late 1960s and early 1970s using a variety of protocols. The ARPANET in particular lead to the development of protocols for internetworking, where multiple separate networks could be joined together into a network of networks. Commercial Internet Service Providers (ISPs) began to emerge in the late 1980s and 1990s and the Internet was commercialized in 1995 when NSFNET was decommissioned, removing the last restrictions on the use of the Internet to carry commercial traffic.
:: INTRODUCTION TO INTERNET SECTOR ::

The internet has been perhaps the fastest developing industry in the world in the last two decades. The number of users worldwide has increased at an exponential rate. For most people, businesses and institutions, everyday activity would be impossible or prohibitively more difficult without the internet. Internet Sector is one of the fast moving sectors in todays competitive and cut-throat competitive world; many major players and big enterprises are dealing in this sector and making huge profit. In India, in the internet sector we have major players like Reliance Communications, Tata Communications, Bsnl Broadband, Vodafone, Airtel, Idea, Tikona, Spidigo, YOU Telecom, Zylog, etc. These all players share a huge market of India in the Internet Sector. Telecom Regulatory Authority of India (TRAI) controls the Telecom Sector and Internet Sector in India.
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:: DEFINITION OF INTERNET ::
The Internet is a worldwide, publicly accessible series of interconnected computer networks that transmit data by packet switching using the standard Internet Protocol (IP). It is a "network of networks" that consists of millions of smaller domestic, academic, business, and government networks, which together carry various information and services, such as electronic mail, online chat, file transfer, and the interlinked web pages and other resources of the World Wide Web (WWW).
:: COMMON USES OF THE INTERNET ::

1) Email 2) Banking 3) Online Bill Payments 4) On-line tests, Exam results 5) Stock trading 6) Travel ticketing 7) Search information 8) Download study material 9) Job search and applications 10) Paying insurance premiums
:: INTERNET CURRENT SCENARIO IN INDIA ::

There is a fundamental shift in terms of how information is being absorbed these days by most youngsters. Some research helped to point the following internet scenario. Cost of internet connectivity is coming down leading to growth of internet connections. As of 2010, India ranks 4th (yes, fourth!) in terms of the absolute number of internet users across the globe. And the growth is exponential as internet penetration in India is just around 4% (of total population).
40% of all internet traffic in India comes from cyber-cafes. So lack of computer/infrastructure at home is no longer holding people back to use internet.
Youth of today is spending more than 50+ hours a week on an average using electronic/internet media and they are communicating with more than one person simultaneously using multiple internet avenues like chat, email, social networks etc.
Use of numerous business websites is soaring; online bookings are getting more popular as people are now more comfortable using credit cards online. Mobile phones
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are helping bridge internet connectivity with users. SMEs (Small-Medium Enterprises) are especially leveraging the internet to reach potential new customers.
But what the next? Expect the following in future.

Books/Newspapers confined to history?: In parts of California (US), paper newspapers/books are fighting a grim battle for survival and may be history in times to come as their electronic versions take centre stage. I dont think anything like this will happen in India- at least not till 2020- due to the sheer number of people who are not internet savvy.
By 2020: Technology/Internet advancements would make the following a reality...

Video Phone + Internet + Email + TV + Camera + Remote Control + Movie would all converge into a single device. Value, Cost and Ease of Use will define the success of such devices.
Doctors would be seeing patients remotely over web.
Majority of people would work from home with virtual meetings over the internet. All paper examinations abolished. Open book internet exams would become a norm.
Majority of marriage invitations and marriages broadcasted over internet as it would be impossible to reach marriage avenues on time.
:: TERMS RELATED WITH INTERNET ::

1. TRAI :- Telecom Regulatory Authority of India. 2. DOT :- Department of Telecom 3. ISP :- Internet Service Provider
4. BWA :- Broadband Wireless Access

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:: BACKGROUND OF INTERNET SECTOR :: Telecom Regulatory Authority of India (TRAI)

The Telecom Regulatory Authority of India(TRAI, Hindi: )is the
independent regulator established in 1997 by the Government of India to regulate the
telecommunications business in India.
Headquarter
Mahanagar Doorsanchar Bhawan, Jawaharlal Nehru Marg, New Delhi 110 002
Region served Chairman Website
: : :
India DR. J.S. SARMA http://www.trai.gov.in/
Current Notifications declared by TRAI :

India's telecoms regulator, TRAI has reported that the number of telephone subscribers in India increased to 846.32 million at the end of March 2011 from 826.25 million at the end of February 2011, thereby registering a growth rate of 2.43%. The share of Urban Subscriber has declined to 66.65% from 66.72% whereas share of Rural Subscribers has increased from 33.28% to 33.35%. With this, the overall Teledensity in India reaches 70.89. The overall Urban Tele-density has increased from 154.01 to 157.32 and Rural Teledensity increased from 32.95 to 33.35.
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The total wireless subscriber base increased from 791.38 million in February 2011 to 811.59 million at the end of March 2011, registering a growth of 2.55%. The share of Urban Subscriber has declined to 66.30% from 66.36% whereas share of Rural Subscribers has increased from 33.64% to 33.70%. The overall wireless Teledensity in India reaches 67.98. Wireless subscription in Urban Areas increased from 525.17 million in February 2011 to 538.05 million at the end of March 2011. Rural subscription increased from 266.21 million to 273.54 million. This shows higher growth in Rural Subscription (2.75%) than Urban Subscription (2.45%). The Urban wireless Tele-density has increased from 146.72 to 150.06 and Rural Tele-density increased from 31.90 to 32.75. Private operators hold 88.01% of the wireless market share where as BSNL and MTNL, two PSU operators hold only 11.99% market share. 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. Though the telecom industry saw various ups and downs, the sector witnessed International investor community is betting on the Indian market.
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1.
INTRODUCTION:
a) What is Tikona Wi-Bro? Ans. :- Tikona Wi-Bro is Wireless Broadband Service.

o It is capable to offer up to 4 Mbps speed. o It solves common problems faced by internet users. o It offers many benefits and a lot of value to customers.
b) Tikona Wi-Bro Benefits

o No digging, no drilling, no wires. o High speed comes with controlled bill. o We deliver the service with First install and Then pay approach o Advance technical & customer support for quick resolution. o Bundled CPE. No need to purchase costly Wi-Fi router for wireless broadband at home. o Indias only wireless broadband service fully compliant to DOT security norms. o Indias first broadband service with anti-virus bundled. o Optional parental control to restrict unwanted surfing. o Self-care portal with many customer friendly features. o Easy bill, easy payment.
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c) Mission
TDN mission is to raise the benchmarks of customer experience in the country for all times to come. TDN will endeavour to deliver enhanced customer experience through innovation, by use of cutting edge technology and by extensive knowledge dissemination to members of its customer support teams.
d) Vision
Our vision is to be a leading Broadband and IT services company, offering innovative products and solutions to home, enterprise and other customers in India and globally. We believe that our next generation services will change the way India lives, transacts, and communicates and we believe that we can make a significant contribution towards a powerful Broadband enabled India.
e) Values
Customer First: Our core business strategy is guided by customer value, customer sensitivity and customer convenience. Respect for Talent: We will create and maintain a transparent and respectful work environment that helps in attracting, retaining and nurturing the best talent. We encourage an open work culture that is conductive to making work joyful. Innovation: Innovation is our driving force and we create environment for our people to conceive and incubate new ideas in order to develop and deliver useful services and solutions for our customers, thereby sustaining our competitive advantages.
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Win Win for all: We work for the success of our customers, investors, employees and our ecosystem partners. We believe in empowering, motivating, appreciating and inculcating a sense of ownership among the members of TDN eco-system. Integrity: We are accountable to all our stakeholders, regulators, government and customers and believe in adopting a culture of ethical business practices, transparency and highest standards of corporate governance.
f) Corporate Social Responsibility

We imbibe in high standards of social and civic responsibility, as we firmly believe that we should contribute to the society in which we operate. We aim at providing the community our technologies and solutions to support them in their growth and development. TDN is deeply committed to the cause of reducing the digital divide that exists in the country across geographies and different socioeconomic segments. In this regard, TDN plans to extend Broadband and IT services at marginal costs to schools, healthcare institutes and government or nongovernment establishments engaged in providing services to masses that do not have access to such services.
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2. HISTORY & DEVELOPMENT:

Tikona Digital Networks Pvt. Ltd. (TDN) was founded in 2008 to provide broadband services to retail, small and medium business (SMB) and enterprise customers across the top urban markets. The companys Head Office is located in Mumbai. Tikona has an all India Class A ISP license granted by the Ministry of Communications, Govt. of India. For this purpose Tikona has deployed Next Generation Wireless Broadband Network across to more than 40 major cities in India and expanding further to 100 cities.
Currently Tikonas service is available in following cities :Agra Coimbatore Jabalpur Lucknow Nagpur Surat Ahmedabad Delhi Jaipur Madurai Nasik Trichy Allahabad Guntur Kanpur Manglore Pune Vadodara Bengaluru Hubli Kochi Meerut Raipur Varanasi Bhubaneswar Hyderabad Kolkata Mumbai Rajkot Vijayawada Chennai Indore Kota Mysore Solapur Vizag
Tikona is Worlds Largest Outdoor WiFi Network. Tikona is Indias fastest growing Internet Service Provider (Ref: TRAI Report). Tikona also holds Broadband Wireless Access (BWA) Spectrum License in 5 Telecom Circles in India covering 30% of Indian landmass. TDN would also be building a comprehensive services framework that can deliver leading edge voice, video, IT applications and multimedia content services over any broadband or IP-centric network. Such a framework can be outsourced by service providers globally, who desire to offer next generation services to their customers. TDN has engaged the best-in-class technology partners to build the required capability frameworks.
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During the first year of operation the company earned a profit of 2 crores which doubled to 4 crores in the subsequent year. For the fiscal ended march 2009 the company earned a profit of 8 crores adding the total premium at the end of 2008-09 stood at 1000 crores. The company aims to garner new business premium of Rs 1000 crores in the next 3-4 years. The company also intends to increase in 100 cities in next couple of years. Broadband Service is an always on internet connection that can provide a download speed of 256kbps or higher. Tikona WiBro delivers up to 4Mbps Broadband Internet Service to Customers Home and Offices wirelessly, without digging through Premises. Service Inside customer home up to his PC can be wired (Ethernet) or wireless. Company provides an optional home wireless solution that is fully compliant with recent Government (DOT) directives on home wireless security.
3. ORGANISATIONAL CHART:
M.D. & CEO
Executive Director
G.M. Finance Dept. Assist. Manager G.M. Technical Dept. Assist. Manager G.M. H.R. Dept. G.M. Marketing Dept. Assist. Manager
Assist. Manager
Accountant s
Inspection Officer
Personnel Manager
Sales Manager
Clerical Staff
Supervisors
Workers
Salesmen
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4. COMPANY PROFILE:
Name of Company : TIKONA DIGITAL NETWORKS PVT. LTD.
Address
: 705/706, Sears Towers, Panchvati First Lane, Near Gulbai Tekra, Off C. G. Road, Ahmedabad - 380006
Registered Office
: 'Corpora', Office 3A, 3rd Floor, LBS Marg, Bhandup (West), Mumbai - 400078. (INDIA)
Founder
: Mr. Prakash Bajpai
Form of Organization
: Private Limited Company
Size of Unit
: Medium Scale Unit
Year of establishment
: Mid 2008
Accounting Year
: 1 s t April to 31 s t March
Slogan
: SECURED WIRELESS BROADBAND
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Fast media communication
: Phone Fax E-Mail
: +91 22 67 84 01 26 : + 91 22 67 84 01 11 : nagesh.prasad@tikona.in Mr. Nagesh Prasad (Head Compliances)
Website
: www.tikona.in
Bankers
: Bank of India HDFC Bank AXIS Bank State Bank of India
Connection Capacit y
: 10,000Wire-less Internet Connection p.a.
Working Hours
: The Company works 8 hours per day and 6 day a week
Awards
: All India Class A ISP license, Granted by the Ministry of Communications, Govt. of India.
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5. KEY EXECUTIVES:
Prakash Bajpai
Founder, MD & CEO
Rajesh Tiwari
CEO& MD
Rakesh Khurmi
Financial Controller
Tarun Kumar
Chief Technology officer
Capt. Partha Samai

Head HR officer
Heramb Ranade
Chief Marketing Officer
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6. TARIFF PLANS OF THE TDN:

a. Customer has a wide choice of tariff plans depending on their needs of speed, consumption (usage) and budget. Customer Service Experience is based on Tariff Plan selected. b. Tariff Plan details are being updated on Tikonas website regularly.
c. Circuit Breaker Plans: Provide up to 2Mbps speed within specific Download Limit. After the Download Limit, connection speed reduces up to 64 kbps. Customer has a choice to restore speed back to 2Mbps by paying additional amount.
d. Unlimited Plans: Provide unlimited usage with download speeds up to Plan Specific Bandwidth (300 Kbps/ 600 Kbps/ 750 Kbps/ 1Mbps/ 2Mbps). These are peak Speeds and actual Usage speeds may be lower.
e. Fixed Monthly Charge Plans: Provides speeds up to 2 Mbps as Bonus Bandwidth and afterwards speeds256kbps, 512kbps, 1Mbps and 2Mbps.
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7. MAJOR PLAYERS IN THE INTERNET SECTOR:
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8. FUNCTIONAL DEPARTMENTS:
(A)FINANCE DEPARTMENT
Something must be direct the how of economic activity and facilities its smooth operation. Finance is the agent that produces this result. Nature of financial management refers to its functions, scope and objectives. Financial management is that managerial activity which is concerned with the planning and controlling of the firms financial resources. In modern times finance is the life-blood of the business. No matter, whether the business is big or small financial is the equally important. The financial resources must proper plan and control in order to achieve the best out of available. So, financial resources should be very properly. Generally, financial planning means deciding in advance, the financial activities are to be carried on to achieve the objective of the firm. In broader sance, in the words of Walker and Boughn as; financial planning includes the determination of firms financial objectives, formulating and promulgating financial policies and developing and procedures. Financial planning is necessary to achieve both long term and short term objectives. A sound financial planning includes how much need of funds for both the terms. Then from where they are to be received and utilized. Tikona Digital Networks would evaluated different proposal placed before them and selects the best out of them. It estimates how much capital is going to be required for various proposals and how much is the return on the capital employed. The financial manager lays down the estimate on the capital of cash per week, per month and per year.
CAPITALIZATION At the time of incorporation of any business, it is the first problem before the promoters to decide how much capitalization should be made in a business. The amount of capital of any time should not exceed nor less than the amount required. So, it is necessary to have proper capitalization for the success of the enterprise. But Gerstenberg defines it as;
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The total accounting value of all capital regularly employed in business, it includes owners capital, borrowed capital and any other sources. Thus term includes; 1. The value of ordinary and preference shares 2. The value of all surplus earned and capital 3. The value of bonds and security still not redeemed 4. The value of long term loans However the modern view includes short term funds or liabilities under the firm. It should be properly capitalized. Tikona Digital Networks has not issue shares. So, all these terms do not apply for them.Tikonas main finance backup is from Goldman Sachs, Future Group, in division & Oak India. TIKONA DIGITAL NETWORKS INVESTMENT PARTNERS a. Goldman Sachs Investment Partners Owned by Goldman Sachs one of the biggest global investment firms has mandate to invest in public & private companies in growing Asian countries.
b. In division India Partners
$425 million Mauritius-based private equity fund owned by Future Group.
c. Oak India Investments A multi-stage venture capital firm with $8.4 billion committed capital, and having primary focus on IT, Broadband and IT-Enabled Services.
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(B) MARKETING DEPARTMENT Traditionally, internet products have been promoted and sold principally through agency systems in most countries. With new developments in consumer behaviour, evolution of technology and deregulation, new distribution channels have been developed successfully and rapidly in recent years. Tikona Digital Networks make use of various distribution channels: Direct Sales Agent (DSA) Advertisements Direct Response Internet
The main characteristics of each of these channels are: Direct Sales Agent : DSA are full-time commissioned sales personnel holding an agency contract. They are generally considered to be independent contractors. Consequently an internet company can exercise control only over the activities of the agent, which are specified in his contract. Despite this limitation on control, DSAs with suitable training, supervision and motivation can be highly productive and cost effective. Moreover their level of customer service is usually very high due to the renewal commissions, policy persistency bonuses, or other customer service-related awards paid to them. Many internet companies, however avoid this channel, believing that agents might oversell out of their interest in quantity and not quality. Such problems with DSAs usually arise, not due to the nature of this channel, but rather due to the use of improperly designed remuneration and/or incentive packages. Direct Response: In this channel no salesperson visits the customer to induce a sale and no face-to-face contact between consumer and seller occurs. The consumer purchases products directly by responding to the company's advertisement, mailing or telephone offers. This channel can be used for simple packaged products, which can be easily understood by the consumer without explanation.
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Advertisements: This is very popular medium among the entire channels; any person can see the advertisement of the products and buy the product from nearest branch. Internet: Online transactions are very much popular today. Tikona provides online ordering facility to their customers. Customers can directly place order through internet by visiting companys website.
CITY STRUCTURAL HIERARCHY
BEP Lead
BEP AM/TL
BEP FOS
DST AM Sales City Lead ZM Sales
GL Sales
Sales FOS
DSA AM Sales
GL Sales
Sales FOS
SD SA City Lead
SD SA AM
Tech. FOS
The above is the city structural hierarchy of Tikona; this is how they manage the city lead for their customers.
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ORDER CYCLE
Show Demo
Book Order
Install Connection
Do First Login
Close Work Order
Sales Executive
Tech Executive
Back Office
The above is the order cycle of Tikona Digital Networks; this is how they manage their orders from customers.
(C)
HUMAN RESOURCE DEPARTMENT
Human Resource Management function that helps managers recruits, select, train and develop members for an organization. Obviously, HRM is concerned with the peoples dimension in organizations. In all business concerns, there is one common element. i.e. HUMAN RESOURCE. Work force of an Organization is one of the most important inputs of components. It is said that people are our single most important assets. Because of the unique importance of HUMAN RESOURCE and its complexity due to ever changing psychology, behaviour and attitudes of men and women at work, personnel function, i.e., manpower management function is becoming increasingly specialized. The personnel function or system can be broadly defined as the management of people at work- management of managers and management of workers. Personnel function is particularly interested in personnel relationship and interaction of employees-human relations.
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In a sense, management is personnel administration. Management is the development of people, and not mere direction of material resources. Human capital is the greatest asset of a business enterprise. The essential ingredient of management is the leadership and direction of people. Each manager of people has to be his own personnel man. Personnel management is not something you really turn over to personnel department staff.
MANPOWER PLANNING
Human Resource Planning is the process by which an organization ensures that it has the right number and kind of people, at the right place, at the right time, capable of effectively and efficiently competing those tasks that will help the organization achieve its overall objectives. Human Resource Planning translates the organizations objectives and plans into the number of workers meet those objectives. Without a clear-cut planning, estimation of an organizations human resource need is reduced to mere guesswork.
Tikona Digital Networks follows the following process

The first step is forecasting the need of man power in terms of divisions, department or functions. Along with the estimate of the number of the people required in different departments it is also decided that at which level they will be needed. After estimating the man power requirement, next step is to have a look at the current human resource. The current human resource is assessed so as to know whether the requirement can be filled by the existing personnel or not. At last, detailed policies for recruitment, selection, training, promotion, retirement, replacement etc.
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EXCLUSIVE EMPLOYMENT
The employee position is that of full time employed with Tikona. The company strictly prohibits the employees from seeking employment of any nature with any other entity. The employees have to take prior approval from the superior and the Human Resource department before engaging in activities like addressing seminars, teaching etc. and ensure that these official duties do not suffer on this account and no monetary benefit is derived there from.
RECRUITMENT & SELECTION

The upper level members like zonal managers, regional managers, branch managers and senior executives are recruited by publishing recruitment advertisement in leading national level newspaper. The qualified applicant are then called for interview and selected. The regional manager has authority to select lower level employee like peon, marketing executives, financial accountant etc. by approval of zonal manager.
PERFORMANCE APPRAISAL
Objective of Performance appraisal if for Developmental uses for agents and financial consultants, for wages, transfer, promotion, for documentation and for organizational purpose like Human Resource Planning, Job analysis and for training and development
TRAINING
Continuous training and upgrading technical, behavioural and managerial skills is necessary in every organization. Tikona Digital Networks continuously undertake training & development activities to sharp employees skills regularly to enable them to face the challenges of the changing requirements of customers that fit market up and down.
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(D) TECHNICAL DEPARTMENT
Tikonas Wireless Network

a. Schematic of a Tikona WiBro connection
Customers home
ABC Building
Any website that customer wants to visit is a part of the Internet (World Wide Web). Tikonas Internet Gateway connects its network to the rest of the world (World Wide Web). Tikona connects the customers PC to its Internet Gateway through a wireless network. b. Elements of Tikona Network
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Elements of Tikonas Wireless Network, moving from Internet Gateway towards customer PC. Fibre Distribution Node (FDN) Connects to Internet Gateway through a fibre link.
Primary Backhaul Node (PBN) Connects to FDN through wireless pointtopoint radio. Secondary Backhaul Node (SBN) Connects to PBN through wireless pointtopoint radio.
Tertiary Backhaul Node (TBN) Connects to SBN through wireless pointtopoint radio. Access Point (AP) Connects to SBN or TBN wirelessly
BNMDU Switch Connects to wireless pointtopoint radio in a PBN/ SBN building RPOEMDU Switch + Outdoor CPE CPE connects to Access Point wirelessly
c. Access Point (AP) Coverage

Access Point is installed on the roof top of the buildings projected 2 meters from the building wall to provide a good self-building coverage (shown in picture below).
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This deployment allows signal penetration of 2 feet inside customer window. Coverage is available in the near vicinity of the building Following diagram shows typical AP coverage zone and range.
CPE should never be installed above the AP height.
d. Customer Premisis Equipment (CPE)

Indore Modem Ruckus-MM2211. It
works
as
modem,
connected
with
PC/Laptops via USB cabel.
(E) PRODUCTS& SERVICES

Broadly, internet plans can be distinctly divided into Prepaid & Postpaid plans. Tikona is endeavouring to offer a range of innovative internet technology products and services to home, enterprise and SME customers. Customers will find the innovative features of Tikonas products useful in more than one way - superior speed, convenience of using internet wirelessly from anywhere in the office or home, relief from wireless security hassles, peace of mind with assured control on bills are few examples, and all this while saving substantial cost. Tikona is committed to create a superior value for our customers at all times.
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If building is Tikona Wi-Bro enabled, the service can be delivered within 7 days from the receipt of Subscriber Registration Form (SRF) and submission of all necessary documents.
In case if building is not Tikona Wi-Bro enabled, delivery of service may take some time. Tikona will first have to take the necessary permission from your society authorities to install their network equipment.
Speed Test
Customers are very much conscious about the speed of their plans. Many a times it happens with the customers that they are being cheated by not providing proper speed as mentioned in the plans. Tikona provides the service of Speed Test for their customers; customers can check their upload and download speed online. Example of Speed Test:
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9. SWOT ANALYSIS:
Strengths
Founded by veterans of telecom industry i.e. Mr. Prakash Bajpai and Mr. Rajesh Tiwari. Single Business of broadband,
Weaknesses
Newly launched, have to face tough competition. Higher numbers of complaints due to installation of the equipment (CPE) in the areas which are not yet live. Lower level of after sales services. Lack of office space for increasing level number of employees.
unlike other existing players having telephony as primary business. Have latest 4th generation OFDM and MIMO technology. Have WPA2 and MAC
Security. Have All India Class A ISP license, Granted by the Ministry of Communications, Govt. of India.
Opportunities
Huge Untapped Market (60 million PC holders and only 7 million broadband users). Increased usage of E-governance, E-banking and E-commerce. Increasing number of unsatisfied customers of existing broadband providers.
Threats
Cut throat competition which will make it difficult to penetrate into the market. Aggressive Marketing strategy by competitors. Lower customer base may hinder prompt service.
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A. Experts views on Indian Internet Sector:

Bhattacharya (2000) constructs a vision of the Indian telecommunication sector for the year 2020. The paper aims at isolating agents of change based on international experiences and situates India in the development continuum. The agents of change have been broadly categorized into economic structure, competition policy and technology. Rao (2000), in her article named Internet service providers in India, provides a broad view of the role of an Internet service provider (ISP) and the factors to be considered before entering the ISP market. Describes the Internet/ISP scene within India and discusses the configuration of local, regional and national level ISPs, and the supporting infrastructure. She also identifies the various success factors. The global Internet scenario is discussed regarding the phases of the Internet in India, i.e. pre and post commercialization. The main players are described: ERNET, NICNET, STPI, VSNL, MTNL, Satyam Info way and BhartiBT. The financial and legal implications are highlighted in the Indian context. Many companies entered the nascent ISP business in India due to deregulation. Building local content, foreknowledge of new Internet technologies, connecting issues, competitiveness, etc. would help in their sustainability. She concludes that though many companies entered the nascent ISP businesses in India due to deregulation, many of them are unlikely to survive in the longer term. Maheshwari (July-September 2008), in her report analysed the Indian telecom industry and ascertain that Indian telecommunications has been zooming up the growth curve at a mounting pace, and India is has surpassed US to become the second largest wireless network in the world. This growing subscriber base is basically created by tapping into rural India, which is an emerging market for the industry. The estimate for the next five to ten years is that the rural market will form 40 % of the subscriber base. The study has analysed the human resource management process of the industry, and specially the latest trends of recruitment of this massively growing industry.
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Shah (February, 2009), has analysed Indian telecom industry and studied the
sector keeping in mind three companies; namely Bharti, R. Communication and idea in the background of recent global meltdown. The study suggests that though there is no sign of slowdown in this sector, but surely a strong turmoil is going on in the industry. The study states that the sector is fairly immune from the current economic downturn & does provide a good defensive bet in medium term. With the help of newer technologies, wireless penetration is expected to increase in the near future, which is basically fuelling the growth of the sector. While the 3G / Broadband adoption would ensure long term growth momentum, the article has thoroughly investigated about the intense competitive scenario, pricing pressure, high capital intensity & substantial regulatory uncertainties currently faced by the industry. The article has also described the cause of being relatively safe of this industry. The causes described by Shah are increasing rural coverage, rising affordability, declining handset/subscription costs, substantially low tariffs & established brand/distribution. However, the study also cautions the telecom industry that a steeper economic slowdown could start impacting the subscriber usage patterns as well as operator capital investments & thereby could substantially restrict revenue growth rate.
B. An overview of wireless connectivity:

DRIVING GROWTH OF INTERNET DATA CARD Growing business in all segments, necessity to access emails and corporate applications during urgent business trips and the urge for some entertainment while on the move are some drivers increasing the demand for data card usage. Apart from these factors, as the name of Tata Indicoms data card, Plug 2 surf, Suggests, ease of use with plug and play factor is also a driver for growth, S P Shukla, president, Personal Business, Reliance Commutations, says that faster surfing and higher download speeds, convenience of surfing the Internet while on the move, simple to use, and affordable tariff are among the key reasons for the data card growth, in both the laptop and desktop segments.
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while the broadband connections are yet to penetrate the vast semi-urban and rural parts of the country where entrepreneurs, officials, students, etc. have the need to surf the internet for various purposes. Though the laptop penetration in these areas has not made a significant mark, desktop penetration is comparatively more. With data cards offering convenient access to the Internet, a number of companies have started to tie up with service providers to avail bulk network connections for their employees on the go and allow them to utilize their time during business travels. Since data cards can be used with desktop also, it cuts down the office infrastructure costs as well. With the data card segment witnessing steady growth, affordability will go up, which, in turn, will drive growth. As the data card growth increases, speed evolves and prices come down, affordability will go up and more users can beg into think of data card as an affordable solution, says an Airtel spokesperson. And growth of mobile telephony in India has created users with specific needs like m-commerce that require wireless Internet, driving the wireless data card growth. Once the concept of mobile wallet and its applications hit the market in India in the near future, the wireless data card segment is also expected to witness an exponential growth. Apart from this, Internet charges in costly hotels are very high. With the availability of data cards and USB modems, frequent business travelers who stay in costly star hotels can access the internet and corporate applications on their laptops and avoid using the Internet facility at hotels, savings on high Internet charges. THE DETERRENTS All players are competing with each other to give affordable tariff rates for their data cards. But still the rates are very high when compared to countries like the UK. In the UK, wireless broadband connection through 3G technology costs about 10 per month and that too with a data download speed faster than 256Kbps.International travellers who have used data cards with faster speed are not satisfied with data cards and USB modems services offered in India. So, in India, data cards mean accessing a bare minimum net connectivity only for a sizable population. That is why it is said that data cards have not exactly taken off in India.
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1. Introduction:
Topic: Market Potentials for Wire-less Internet Services in SME Segment. In this project I have to analyse the market potential of the wire-less internet devise & its services in SME segment. I have to collect information from the companies regarding their usage of internet and forecast the future prospects. For which I have to do the following in respect of the project: Collection of basic information Target market segmentation Questionnaire preparation Survey Collection of data Analysing the data Preparing the report
2. 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), Tikona has had to gear itself to meet competition in various segments basic services, long distance(LD), International Aspire Today Inspire Tomorrow Long Distance (ILD), and Internet Service Provision (ISP).
Objectives of study are

Primary Objective:
1) To find out the Market Potentials for Wire-less Internet Services in SME Segment and non-corporate.
2) To find out the factors influencing the buying decision of Wire-less Internet Services.
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Secondary Objective:
1) To find out the awareness of the Internet wire-less services among SME segment.
2) To find out the brand switch over ratio among unsatisfied customers of Wire-less internet services.
3. FORMULATION OF PROBLEM:
Tikona has an all India Class A ISP license granted by the Ministry of Communications, Govt. of India. For this purpose Tikona has deployed Next Generation Wireless Broadband Network across to more than 40 major cities in India and expanding further to 100 cities. Tikona is Worlds Largest Outdoor WiFi Network.
Nowadays, Internet sector is facing a lot of competition. In order to stay in line with the current scenario, the consumers need to be satisfied, in order to prevent them from switching to other operators and to make them brand loyal. Consumers are always most important and on the top priority for any company. So, Tikona wants to know the volume of Use for Wire-less internet Products in SME:
1. To know about the competitive products already exist in visited outlet. (Airtel,
Vodafone, Idea, BSNL, etc.).
2. To know the awareness of the wire-less internet services among SMEs. 3. To check the extent of consumer satisfaction from the wire-less internet services
from existing brand.
So this research is aimed at checking the Market potential of wire-less internet services in the SME segment towards the product and services provided by the company.
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4. RESEARCH DESIGN:
This research design is exploratory as we need to find out the scope of Wire-less Internet Services for SME segment in Ahmedabad. 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 of Wire-less Internet Services 2. Understanding the difference between Broadband Wire line Services and Broadband Wire-less Services 3. Finding different route through which Tikona provides Wire-less Internet Services. 4. Differentiating the Market segment i.e. Corporate, SME (Small & medium size Enterprise) and Commercial 5.Collection of data: o Primary data: Through questionnaire and personal interview of different Companies in Ahmedabad. o Secondary data: Through internal system & software, internet, magazines and newspaper etc. 6. To analyse the data. 7. Finally the conclusion and giving recommendation on the basis of research.
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5. 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& Hardware companies, Exporters, Colleges, Call Centre, Manufacturers, and other companies.
Sample Size: A sample size of 50 was taken. The samples were randomly selected from the population to gather their feedbacks.
6. SCOPE OF THE 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 capability. 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 and productivity of products and services. Increased value to customers and the shareholder.
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7. TOOLS & TECHNIQUES:

1. With the help of Google and other search engine I listed down the names and address of different companies in Ahmedabad.
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.
5. Then I used MS Excel software for in-depth analysis of the survey. 6. With the help of Descriptive Statistics tools of Analysis in MS Excel analyzed the whole data.
8. LIMITATIONS:
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 I am only targeting to the SME segment, so any data of a corporate industry may adversely affect the survey.
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:: SURVEY ANALYSIS::
Q.1 Which of the following Internet services are you familiar with? Option A B C D Particulars Broadband Wire Line Services Broadband Wire-less Services Both None Total No. of Customer 3 1 46 0 50 Percentage 6% 2% 92% 0% 100%
Familiar with internet services (in %)

0% 6% 2% A Broadband Wire Line Services B Broadband Wire-less Services C Both
92%
D None
Interpretation: o From the above graph we can see that 92% people familiar with both the services i.e. Broadband Wire Line services and Broadband Wire-less services. o Here 92% indicates that in India internet is growing at a vast speed. But this data is basically collected from Ahmedabad city.
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Q.2
Which Internet service facility do you prefer most? Option A B Particulars Broadband Wire Line Services Broadband Wire-less Services Total No. of Customer 9 41 50 Percentage 18% 82% 100%
Percentage of the service prefer most

A Broadband Wire Line Services B Broadband Wire-less Services
18%
82%
Interpretation: o 82% people prefer Broadband Wire-less services because of the current scenario of cut throat competition. o So, everyone wants to connect to the world from anywhere. That is why preference for Broadband Wire-less service is more than Broadband wire line services.
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Q.3
Option A B C D E F
If Broadband Wire-less services, why do you prefer it?

Particulars Immediate Connectivity No cabling Anywhere accessible Flexible Easy to access Easy to keep Total 1. Excellent 8% 14% 8% 0% 0% 0% 30% 2. Very Good 2% 4% 2% 0% 0% 0% 8% 3. Good 4% 4% 0% 2% 4% 0% 14% 4. Average 2% 6% 4% 4% 0% 0% 16% 5. Below Average 0% 0% 6% 2% 6% 0% 14% 6. Poor 2% 0% 4% 0% 8% 4% 18% Total 18% 28% 24% 8% 18% 4% 100%
Preference for Wire-less internet service

A Immidiate Connectivity D Flexible B No cabling E Easy to access C Anywhre accessible F Easy to keep
6. Poor
2% 0%
4%
0%
8%
4%
5. Below Average 0%
6%
2%
6%
0%
4. Average
2%
6%
4%
4%
0%
3. Good
4%
4%
0% 2%
4%
0%
2. Very Good
2%
4%
2%
0%
1. Excellent
8%
14%
8%
0%
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Interpretation: o As we know from one of the position that Broadband Wire-less services are preferable more. Because Wire-less services provide immediate connectivity more than wire line services As per my survey 8% people have given excellent services due to immediate connectivity. Due to some location problem people sometimes dont find immediate connectivity. 14% people use wire-less service because it contains no cabling. To lead the market people, need to be update of every second of life. So, Broadband Wire-less internet services provides anywhere accessible facility. Which is helpful to people that is why people like wire-less internet service. Flexible, Easy to Access and Easy to keep are three benefits which are preferable very less. Because People mainly focus on connectivity i.e. Network anywhere accessible and without cabling. o So, this question reflects that people are more conscious about connectivity than any other benefit.
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Q.4
Which of the following Internet service provider for your organisation? Option A B C D E F G Brand Name Tikona Wi-Bro Airtel Tata Photon Vodafone Reliance Idea BSNL Any Other Tata Docomo Total No. of customer 14 12 5 6 1 3 6 3 50 Percentage 28% 24% 10% 12% 2% 6% 12% 6% 100%
Internet Service Provider

Percentage 28% 24%
10%
12% 6% 2%
12% 6%
BSNL Tata Docomo Tikona Wi-Bro Airtel Tata Photon Vodafone Reliance Idea Any Other
Interpretation: o A service of TDN in Ahemedabad city is very high so most of the areas of city prefer Tikona Wi-Bro.
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Q. 5
Since when have you been using Internet services? Option A B C D Duration 0 to 6 month 6 month to 1 Year 1 Year to 2 Years More than 2 Years Total No. of Customer 19 7 13 11 50 Percentage 38% 14% 26% 22% 100%
Time - Duration for using Internet service

No. of Customer
More than 2 Years 1 Year to 2 Years 6 month to 1 Year 0 to 6 month 14%
22% 26%
38%
Interpretation: o Usage of Internet in India is increasing day-by-day. So usage of Wire-less services is more from one decade is 41%. o Because of the effectiveness of wire-less internet service increases, customers are making more faith on these services so the period of 0 to 6 month indicates more as 38%.
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Q.6
What is the speed of your connection? Option A B C D Speed Up to 256 Kbps Up to 1 Mbps Up to 1 to 2 Mbps More than 2 Mbps Total No. of Customer 19 18 10 3 50 Percentage 38% 36% 20% 6% 100%
Connection Speed
Percentage 38% 36% 20% 6%
Upto 256 Kbps

A
Upto 1 Mbps
B
Upto 1 to 2 Mbps More than 2 Mbps

C D
Interpretation: o Due to some location problems speed of Wire-less services is not much high than wire line services. o Mainly people use the speed from 256 Kbps to 1 Mbps.
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Q. 7
Tick mark the number of P.C. you are using? Option A B C D E No. of P.C. Only 1 1 to 10 11 to 20 21 to 30 more than 30 Total No. of respondent 29 9 6 4 2 50 Percentage 58% 18% 12% 8% 4% 100%
Proportion of P.C. Usage

A Only 1 B 1 to 10 C 11 to 20 D 21 to 30 E more than 30
8%
4%
12%
58% 18%
Interpretation: o Generally Wire-less internet services could not give more speed in comparing with wire line services so, mostly customer uses this facility with only 1 P.C. o In the case of Wi-Fi facility, customer can use more P.C. for internet services but it is comparatively expensive.
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Q. 8
What is the cost of wire-less internet devise? &
Q. 9
What is the monthly expenditure on internet?
Brand Device Cost Monthly Expenditure 100-200 200-500 500-1000 1000-2000 More than 2000 Total
Tikona 0 0 0 0 18% 10% 28%
Airtel 2100 2% 4% 16% 0 0 22%
Tata Photon 1200 0 0 10% 0 0 10%
Vodafone 1500 2% 4% 4% 2% 0 12%
Reliance 1600 0 0 0 2% 0 2%
Idea 2000 0 2% 2% 2% 0 6%
BSNL 1600 0 4% 8% 2% 0 14%
Tata Docomo 2000 2% 2% 0 2% 0 6%
Total
6% 16% 40% 28% 10% 100%
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Interpretation: o Airtel, Idea and Tata Docomo are charging high cost on internet device and monthly expenditure is from Rs. 500 to 1000 on Internet services. o But, Tikona Wi-Bro provides free internet devise. That is why Ahmedabad city internet users use most approximately 28%. They pay more than Rs.1000 monthly on internet.
Q. 10 Define your Bandwith Usage. Option A B C D Particulars More of Downloading More of Uploading Both Any Other Purpose Total No. of respondent 10 5 33 2 50 Percentage 20% 10% 66% 4% 100%
% of Bandwith Usage
A More of Downloading B More of Uploading C Both D Any Other Purpose
4%
20%
10% 66%
Interpretation: o As social & business sites increasing, there are the most customers who prefer downloading and uploading both.
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Q. 11 Option A B C D
Rate the following option for your wire-less internet connection. Particulars Reliability Speed Connectivity Plans & Schemes Total Excellent 4 4 2 8 18 Very Good 6 6 6 16 34 Good 4 12 4 8 28 Fair 0 10 2 4 16 Poor 0 0 2 2 4 Total
14 32 16 38 100
Rates of Internet Connection (in %)

A Reliability B Speed C Connectivty D Plans / Schemes
Poor 0
Fair 0 4
10
Good
12
Very Good
16
Excellent
Interpretation: o Connections are chosen by seeing different plans & Schemes. So 38% people select internet connection by seeing plans & schemes. And unfortunately Plans & Schemes covers Reliability, Speed, and Connectivity. People prefer more speedy connection as per plan o Therefore overall question reflects that great plan & schemes are more attracted while choosing Wire-less internet services.
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Q.12 Are you satisfied with wireless internet services which you are using? Option A B Particulars Yes No Total No. of Customer 18 32 50 Percentage 36% 64% 100%
Satisfaction level for Wire-less internet Services

A Yes B No
36%
64%
Interpretation: o People are not satisfied because wireless services have some problems like less speed, connectivity, software, etc. o More percentage is of dissatisfaction level. o So, this percentage indicates low market share of wireless than wire line.
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Q.13
(A) If No, do you want to switch over? Option A B Particulars Yes No Total No. of Customer 26 6 32 Percentage 80% 20% 100%
Switch over Ratio

A Yes B No
20%
80%
Interpretation: o 64% are not satisfied with wireless internet connection. And from this 64%, 80% of people want to switch over to other company. And in market there are number of companies which are providing wireless facility. o This stage shows high competition between companies.
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Q.13 (B) If you want to switch over, which brand do you prefer?
Option A B C D E F G H I Particulars No Switch over TikonaWi-Bro Airtel Tata Photon Vodafone Reliance Idea BSNL Tata Docomo Total No. of Respondents 18 8 7 2 5 2 2 4 2 50 Percentage 36% 16% 14% 4% 10% 4% 4% 8% 4% 100%
Customer wants to switch Over

A No Switch over D Tata Photon G Idea 36% B Tikona wi-bro E Vodafone H BSNL C Airtel F Reliance I Tata Docomo
16%
14% 4%
10% 4% Percentage 4%
8%
4%
Interpretation: o According to survey 16% people wants to switch over to Tikona Wi-Bro and 14 % to Airtel. o This happen due to high speed and connectivity facility are providing to them. But 36 % people dont want to switch over to other brands because they are satisfied with current internet services or not sure to which brand they want to go o Here mental balance decision is needed most.
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Q.14 Do you need stable internet connectivity, low latency and high speed? Option A B Particulars Yes No Total No. of Customer 49 1 50 Percentage 98% 2% 100%
Need of customer
A Yes 98%
Other 2%
B No 2%
Interpretation: o As customer want to switch over to other Wire-less internet services because of the need of high speed, connectivity and reliability. o As per internet service, connectivity and high speed are focused. So 98% people want stable internet connectivity, low latency and high speed.
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Q. 15 Rate the factors influencing your buying decision of a Wire-less Internet Connection. 1. Excellent 22 8 2 0 0 32 2. Very Good 10 10 6 2 2 30 3. 4. Good Average 6 4 4 2 6 22 0 0 6 0 2 8 5. Below Average 0 0 0 4 4 8
Option A B C D E
Particulars Price Speed Connectivity Service Provider After sales Service Total
Total
38 22 18 8 14 100
Rate on factors affecting for Buying Behaviour of Wire-less Internet Connection (in %)
A Price B Speed C Connectivity D Service Provider E After sales Service
5. Below Average
4. Average
3. Good
2. Very Good
10
10
1. Excellent
22
2 0
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Interpretation: o According to need and situation the buying behaviour change by the customer. So, people first of all focussed on price than speed, connectivity, after sales services and at last service provider generally. As Internet service provider changed some amount so, customer focused on price difference between two internet service providers. o Above factors are not fixed one. There are many other factors which also affect on buying behaviour for customer. (E.g. Companys faith, mal practices done by the company, Trend, etc.)
:: INTERPRETATION ON SURVEY::
As per questionnaire response from people it seems that people like to have wireless internet services but they dont have much knowledge about wireless or I can say that about internet facility. Questions answers are inter relating with each other because all are depend on further question. Variations seen in the answers are about 10-20% because of speed and connectivity purpose. People dont have much knowledge about real configuration or might be companies are not explaining in better manner. One side use of internet is increasing but how to use it is not in proper manner. So, this survey indicates that both companies and customer need to have proper knowledge about the data card/ Wire-less internet device or basic technological knowledge.
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:: TEST OF HYPOTHESIS::
Step-1: Hypothesis Follow: H0: Number of respondents are Dependent from Monthly expenditure of wire-less internet Services and Wire-less internet user. H1: Number of respondents are Independent from Monthly expenditure of wire-less internet Services and Wire-less internet user. Step-2: The appropriate Statistical test is CHI-SQUARE:
Where, O = Observed Data E = Expected Data
Step 3: Level of Significance Assume is 0.01
Step 4.1: Degree of freedom Here 4 rows (r=4) and 2 columns (c=2) the degree of freedom are (4-1)(2-1)=3. Step 4.2 Critical Value The critical value of X2 for =0.01 is X20.01,3 = 11.35.
The decision rule is the reject the null hypothesis if the observed X2 is greater than 11.35.
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Step 5: Table The Observed data appear in below table from finding survey Serial No. 1 2 3 4 Cost of Wire-less internet service (Monthly) 100-500 500-1000 1000-2000 More than 2000 Total No. of Wireless internet users (O) 11 20 14 5 50 Expected Frequency (E) 20 10 10 10 50
(O-E)
(O-E)2 (O-E)2/E
-9 10 4 -5 0
81 100 16 25 222
4.05 10 1.6 2.5 18.15
X2 = 18.15 Calculated. [Answer]
Step 6: The Observed value of X2 =18.15 is more than the critical value of chi-square, 13.35 obtain from statistical table.
Step 7: Conclusion The decision is to reject the H0. So, our test is significant.
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CONCLUSION:
o The broadband industry is a highly competitive industry. Tikona Digital Networks is a highly competitive company in this field with help of new technology. It has an effective vision, mission and its own strategies to excel in this competitive environment. o We all are living in 21st century; we always think for more convenient product by which we can do our work in simplest manner. TDN is providing 4th generation wireless internet broadband. The company has a potential product for that it requires skilful executives, who can convince the customer & explain benefit of product. o TDN is a pretty new company & it is providing wireless solutions to customers. The company has different strategy of marketing; TDNs strategy is acquiring maximum building by that company can push its product in market. TDN is successful in their strategy because slowly but steady it is capturing more & more market share of wireless broadband. TDN got the permission for the approximately 1500 building in the different areas of Ahmedabad. In building acquisition I was convincing the authorize person of that building for giving NOC (No Objection Certificate) for installing the AP (Access Point) on the roof top of that building. o After acquiring enough no. of building company is doing sales in those areas. I was selling TDNs product in acquired buildings adjoining it. To sell the broadband I was giving brochures & live demonstration in societies with the help of technical and channel partners team. I approached customers door-to-door & explained them the tariff plans & other information which they asked about regarding broadband. o So we can conclude that I learned a lot during my internship in this company which will definitely help to me in my future. The experience I got in building acquisition & sales is very helpful for shaping my career in marketing & sales.
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FINDINGS:
o As far as limitation is concerned, to convince the authorized person of
society was difficult task because many of them were not aware of wireless broadband.
o Taking out time for a meeting was a concern for the chairman or the
secretaries.
o Rent was a big concern. TDN did not pay much money to install AP on the
building so the authorized person was putting condition for NOC whereas in comparison they used to get huge amount of money from other big companies like Reliance and Airtel.
o Security of society was major concern as people did not rely on the
wireless internet.
o Commercial benefit to society o Cable operator issues o Power requirements o Harmful radiations o Interference o Society internal dispute o Demonstration of service capability
Although efforts have been taken to meet and overcome these limitations yet perhaps if they had not been there, more life could have been brought in the project.
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RECOMMENDATION:
Taking the above analysis into consideration, the following points can be suggested to the company so that it can increase its productivity and save on time and reduce cost. o TDN is pretty a new company & many persons dont know about it, so they should advertise their product & services to penetrate in the market. o They should hire more skilful employees & technical executives who can create brand awareness in market. o They should go for more competitive prices according to market demand and come out with better pans. o TDN must start giving instant connection and make the area live where AP has been installed. o Attrition rate should be decreased as training new employees incurs more cost and more time is consumed to cover the same area by a new employee who is already covered before. o They should improve on after sales services. o Try to develop more powerful network.
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:: KEY LEARNING FROM SIP ::

The key learnings from the 6 weeks summer internship program are About broadband industry
About Tikona Digital Networks
On field interaction with customers
Corporate Behaviour
Interpersonal skills
Time management
Practical experience on field and market knowledge
Effectively handling objections of customers
Being a part of ground activity helped me to develop my interpersonal skills and interaction with customers when selling them a complex services helped our perception of sales force management.
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:: BIBLIOGRAPHY ::
Websites:
http://www.tikona.in/ http://www.tikonawibro.in/ http://www.trai.gov.in/ http://www.airtel.in/ http://www.bsnl.co.in/ http://www.relianceinfo.com/ http://tataindicom.com/ http://www.youtele.com/
Books:
o I.M.Pandey: Basic Text Book of Financial Management: 9th Edition (2008): Vikas Publication o C.B.Gupta: Human Resource Management: 4th Edition (2007): Sultanchand and Sons o Kotler, Keller, Koshy and Jha: Marketing Management: 6th Edition (2007): Pearson Education o C.R.Kothari: Research Methodology: 4th Edition (2004): New Age International Limited o Ken Black: Business Statistics for Contemporary Decision making: 5th Edition, Wiley student edition
Other Materials:
o Catalogues, o Broachers, o Business Operation Prospects.
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:: APPENDICES::
Questionnaire:
Name : _______________________________________________________________________ Mob. : ____________________________
Designation : ____________________________
E-mail ID. : ______________________________________________________________________
Name of the Organization : _________________________________________________________ Address : ________________________________________________________________________ _________________________________________________________________________________
Q.- 1. Which of the following Internet Services are you familiar with? ( ( ) Broadband Wire Line Services ( ) Both ( ) Broadband Wire-less Services ) None
Q.- 2. Which Internet Services facility do you prefer most? ( ) Broadband Wire Line Services ( ) Broadband Wire-less Services
Q.- 3. If Broadband Wire-less Services, why do you prefer it? (Please tick mark rank 1 for the most preferred and 6 for the least preferred) 1 Immediate connectivity No cabling Anywhere accessible Flexible Easy to Access Easy to keep
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Q.-4. Which of the following Internet service provider for your organization? ( ( ) TikonaWi-Bro ) Reliance ( ) Airtel ( ) Idea ( ( ) Tata Photon ( ) Vodafone
) Any other: ____________________
Q.- 5. Since when have you been using Internet services? ( ( ) 0 to 6 months ) 1 year to 2 years ( ( ) 6 months to 1 year ) More than 2 years
Q.- 6. What is the speed of your connection?
: ______________ Kbps/Mbps
Q.-7. Tick mark the number of P.C. you are using? ( ) Only 1 ( ) 1-10 ( ) 11-20 ( ) 21-30 ( ) More than 30
Q.- 8. What is the cost of wire-less internet device?
: _______________Rs./-
Q.- 9. What is the monthly expenditure on internet?
: _______________Rs./-.
Q.-10. Define your bandwidth usage? ( ( ) More of downloading. ) Both ( ( ) More of uploading. ) Any other purpose
Q.-11. Rate the following option for your wire-less internet connection. Excellent Reliability Speed Connectivity Plans / Schemes Very Good Good Fair Poor
Q.- 12. Are you satisfied with wireless internet services which you are using? ( ) Yes ( ) No
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Q. -13. (A) If No, do you want to switch over? ( ) Yes ( ) No
(B) If you want to switch over, which brand do you prefer? ( ( ) TikonaWi-Bro ) Reliance ( ) Airtel ( ) Idea ( ( ) Tata Photon ( ) Vodafone
) Any other: _______________
Q. - 14. Do you need stable Internet connectivity, low latency and high speed? ( ) Yes ( ) No
Q. - 15. Rate the factors influencing your buying decision of a Wireless Internet Connection.
1 Price Speed Connectivity Service Provider After Sales Service
__________________ (Signature)
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Market Potential For Wire-Less Internet Services

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A Summer Internship Project Report On

Market Potentials for Wire-less Internet Services in SME Segment

Gujarat Technological University

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

_________________ __ (Yogesh H. Joshi)

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

:: INTRODUCTION TO INTERNET SECTOR ::

R. K. College of Engineering & Technology (MBA Programme)

:: COMMON USES OF THE INTERNET ::

:: INTERNET CURRENT SCENARIO IN INDIA ::

But what the next? Expect the following in future.

By 2020: Technology/Internet advancements would make the following a reality...

Doctors would be seeing patients remotely over web.

:: TERMS RELATED WITH INTERNET ::

4. BWA :- Broadband Wireless Access

:: BACKGROUND OF INTERNET SECTOR :: Telecom Regulatory Authority of India (TRAI)

independent regulator established in 1997 by the Government of India to regulate the

telecommunications business in India.

Region served Chairman Website

India DR. J.S. SARMA http://www.trai.gov.in/

Current Notifications declared by TRAI :

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

a) What is Tikona Wi-Bro? Ans. :- Tikona Wi-Bro is Wireless Broadband Service.

b) Tikona Wi-Bro Benefits

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

f) Corporate Social Responsibility

R. K. College of Engineering & Technology (MBA Programme)

2. HISTORY & DEVELOPMENT:

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

: Mr. Prakash Bajpai

: Private Limited Company

: Medium Scale Unit

: SECURED WIRELESS BROADBAND

R. K. College of Engineering & Technology (MBA Programme)

Fast media communication

: Phone Fax E-Mail

: +91 22 67 84 01 26 : + 91 22 67 84 01 11 : nagesh.prasad@tikona.in Mr. Nagesh Prasad (Head Compliances)

: Bank of India HDFC Bank AXIS Bank State Bank of India

: 10,000Wire-less Internet Connection p.a.

: The Company works 8 hours per day and 6 day a week

R. K. College of Engineering & Technology (MBA Programme)

Capt. Partha Samai

R. K. College of Engineering & Technology (MBA Programme)

6. TARIFF PLANS OF THE TDN:

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

7. MAJOR PLAYERS IN THE INTERNET SECTOR:

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

b. In division India Partners

$425 million Mauritius-based private equity fund owned by Future Group.

R. K. College of Engineering & Technology (MBA Programme)

R. K. College of Engineering & Technology (MBA Programme)

_______________ (Yogesh H. Joshi)