Graduate School of Management International Islamic University Islamabad

SALE PLAN OF NAYATEL

SALES AND SELLING
NayaTel (Pvt) Ltd. (NTL) is a sister concerns of Micronet Broadband (Pvt) Ltd. (MBL), the premier and leading DSL broadband service provider in Islamabad and Rawalpindi. The idea of MBL to become most modern telecom network was transformed into reality when NTL launched South Asia's first fiber to the home (FTTH)/fiber to the user (FTTU) network in Islamabad in September 2006. This Project will cover Nayatel¶s Selling Plan.

SAAD IQBAL | AOON SAFAR | ALI HAROON ARSHAD

modern telephony and digital video services to busi ness and home users.Nayatel INTRODUCTION NayaTel (Pvt. Covering over 90% areas of Islamabad and business areas of Rawalpindi Cantonment. But despite delivering top notch quality and un -matched customer support. This real triple play project is unique in its nature as it serves complex networking needs of mission critical businesses yet so simple th at it has become a symbol of prestige for quality conscious home users. Nayatel's network offers ultra broadband Internet. The idea was transformed into reality when NTL l aunched South Asia's first fiber to the home (FTTH)/fiber to the user (FTTU) network in Islamabad in September 2006. both MBL and NTL have re-written the quality of service parameters in Pakistani context. (NTL) is a sister concerns of Micronet Broadband (Pvt) Ltd. the premier and leading DSL broadband service provider in Islamabad and Rawalpindi. And Nayatel provides an information sup er highway for this talent to access global knowledge repositories and business opportunities. (MBL). We strongly believe that our country and society can become a great contributor to the knowledge based economy of 21 st century by leveraging the talent and intellect of young generation. .) Ltd. Nayatel purely focuses on quality and customer service. Leveraging its rich expertise and experience of broadband. hence contributing towards national development. Customers' confidence earned with hard efforts of last many years is our most prestigious asset and we always go extra mile to protect this asset. NTL does not believe in overcharging its customers. MBL team conceived the ide a of a most modern telecom network which can take care of ever growing telecommunication needs of customers and have the capability to cater for telecommunication requirements of at least next three decades. In line with traditions of MBL. As we've been a trend setter in broadband. That's why our tariffs are highly competitive even for the services for which there is no competition yet. we've also set new quality standards totally aligned with customers' expectations and requirements. Fair and ethical business is hallmark of our corporate strategy. In fact. This combination makes NTL as most trusted and reliable telecom service provider of twin cities. NTL's team has a passion to transform Islamabad into most IT enabled and broadband rich and smart city not only in the country but in whole South Asian region.

Government and Private Companies and Firms based in Rawalpindi & Islamabad. VALUES Honesty Mannerism Simplicity Sacrifice Discipline Knowledge Hard work CUSTOMER DRIVEN MARKET STRATEGY MARKET SEGMENTATION Nayatel has divided the market into three different segments and those are Geographic Social Class Corporate sectors MARKET SEGMENTATION The target market of NTL is based on their market segmentation. Rawalpindi & Islamabad. Following are their target markets or customers. set highest standards of quality and add value to the society.VISION To become a role model of trust. Elite Class. . MARKET SEGMENTATION Being market leader and trend setter NTL has captured most of market but still they position them self in the mind of customers as best ISP because of their CRM strategies.

Watch your favorite channels with incomparable . E-mail and Domain Hosting. ANALYSIS OF PRODUCT BROADBAND INTERNET Advantages Bandwidth Starting at 256Kbps -8Mbps. Benefits Customer can choose between 256Kbps -8Mbps according to their need. Static IP. Increased Security. Volume based and Unlimited Packages. The network is secure for business transactions. Dedicated Connections and Un -shared Bandwidth. Redundant Inter-nation connectivity. Secure and multi-option package for corporate users. 24-by-7 Network Monitoring. Very low downtime.S ALES P LAN PRODUCT LINE Nayatel is a premiere Triple Play Service provider Broadband Internet Cable TV Telephone Nayatel is providing all these services via single cable (Fibre Optics). Provide functionality to view digital programming channels. CABLE TV Advantages A connection between Nayatel Cable and your television (analog or digital).

Effective call management. consolidated & competitive pricing. Cost effective solution for your corporate voice needs. COMPETITOR S ANALYSIS: The competitors in the run for the project were PTCL. Nationwide. Compatible with FTTU network. Flexible and cost effective solutions to empower your needs. Crystal clear voice communications. indirect competitors includes Wateen telecom. control. Video Image and Audio quality is best and more fine than other mediums. Easy to keep an eye on your staff s calls. 30 PSTN channels with 30 Direct Inward Dialing (DIDs). 1 in both technical as well as financial evaluations. Enhanced Value Added Services. Benefits Cut expenditure on wiring as it is the connection between same fiber -optic cable (used for internet) and the TV. Provide functionality to view digital programming channels. Nayatel was ranked No. Enhanced Value Added Services. TELEPHONE Advantages Competitive local. The company is focusing to provide the Internet Service mainly through Wired Network whereas the rapid change in the technology leads the internet service through Wireless which . Link dot net. Leverage IP connection to converge voice and data. and International call tariff.audio quality and sharper/clearer video images. PTCL Smart and World Call. Easy to install without knowing much of the technical stuff. Simple. and distribution features. Easy to install without any technical knowledge. Wateen Telecom and Multinet. 30 incoming/outgoing phone lines on single link. Benefits Low call rates Multi-numbers on a single line. Friendly user interface.

Following are strong points of Nayatel (Pvt) Limited. Wateen just launching Fibre Optics Service. WEAKNESSES Weaknesses in the SWOT Analysis formula have to do with internal factors that could prevent the achievement of a successful result to the project. Threats could be PTCL developing their Fibre Optics Service. Quality Service. Following are the weaknesses of NTL. Opportunities could be Developing Market. . THREATS Threats are the external factors that could threaten the success of the business. Large Market. Wateen and Wi -Tribe are now providing wireless internet. Effective Customer Relationship Management. Weak Market Promotion Strategy.is more convenient and cheap. Limited to Twin Cities. Professional staff. Market Pioneer & Leader. Nayatel is also thinking of lunching a wireless based internet service which help them to maintain their market share in the twin city region and also to make new customers. SWOT ANALYSIS STRENGTHS Strengths in the SWOT Analysis are attributes or characteristics within the organization that are considered to be important to the execution and ultimate success of the project. Weak Competitors. Trend setter. There other competitors such as PTCL. Joint Venture with Alcatel. OPPORTUNITIES This classification has to do with external elements that will prove helpful in achieving the goals set for the project. Latest Technology.

H10. F8. 31 Rs. E8. F11 E7. 1. E9 G5. G9/4 (I&T) H8. I9. H9. 31 . G6/3. I11 Complete Blue Area Faizabad (Muree Road) till Serena hotel and its surroundings Diplomatic Enclave Rawalpindi Rawalpindi Cantt (For Corporate customer only) Muree Road (6th Road) Chak Shehzad. H11 I8. I10 (Commercial/Industrial). (Orchids and Tarlayi Scheme) Farm Houses only INCENTIVES & OFFERS Broadband Internet Internet: Home Packages Package Volume Per Month Monthly Charges Additional 100MB rates w.399/- Rs. G6/4.e. F10. F6.f (Dec 09) Connect 8 Plus Connect 10 (Dynamic IP) Connect 10 Connect 12 (Dynamic IP) (Upload + Download) 10 GB 1 Mbps (day time) and 3 Mbps from 8:pm to 8:am 12 GB 1 Mbps (day time) and Unlimited Downloads @ 3 Mbps from 8:pm to 8:am & Sundays Rs. F7.199/- Rs. 1.COVERAGE AREA Following areas are covered with Nayatel network at the moment Islamabad Sector F5/G5.

000 Rate per add.Unlimited Packages Package Premium 512 Premium 768 Premium 1024 Premium 1536 Premium 2048 Premium 4096 Speed (Kbps) 512 Kbps 768 Kbps 1024 Kbps 1536 Kbps 2048 Kbps 4096 Kbps Monthly Charges (Rs. / Month 2.000/41.Internet: Corporate Packages Connect .900 13.350/33.500 4.450/- One Time Setup Costs For Corporate Customers Installation charges Rs.3.950/136.) 24.900 19. 100 MB 3 Mbps 4 Mbps Connect 12 Connect 24 Connect 36 Connect 48 Connect 72 Connect 108 Connect 144 Connect 216 Connect 288 30 29 27 26 25 23 22 20 17 Premium .6.550/69. 000 Connect.900 35.900 49.900 25.000 (includes 100 ft double fiber drop cable) Choice of Hardware .900 7. Premium and MAN (Metro Network) Packages (includes 200 ft double fiber drop cable) For Home Customers Installation charges Home Package Rs.650/55.300 9.Volume Based Packages Packages Volume Per Month in GB's 12 24 36 48 72 108 144 216 288 Speed 1 2 Mbps Mbps Rs.

200/. 4.) 3.06/ft Rs. 232 Package: Digital Hardware *Set Top Box (STB) Installation Rs. 500 (inclusive of GST) Price (Rs. 000 (inclusive of GST) 25.1 RF with Uninterrupted Power Supply (UPS) Broadband Router Broadband Router(4 Ethernet Ports) Broadband Wireless Router(4 Ethernet Ports) Price (Rs. 319 Rs. 261 Rs. 203 Rs.1 RF Video with Uninterrupted Power Supply (UPS) 2 Ethernet. 950 (inclusive of GST) 4. 2POTS.4. 12 Rs.300 Free on site (for limited time period) Telephone Types of Calls Nayatel to Nayatel Time Zones all days.+ 16% GST Nayatel expert installation Rs. 24 hours Charges per Minute 0.) 24.25 .2 POTS. 750 (inclusive of GST) Cable TV Package Analog Cable Monthly Charges (Rs) 350/- Rates of the materials are as follows: 1:2 RF Splitter 1:3 RF Splitter 1:4 RF Splitter RG6 cable Joint Attenuator Rs.Alcatel Optical Network Terminal (ONT) 1 Ethernet.

The network is secure for business transactions. Interaction . Customer can choose between 256Kbps-8Mbps according to their need. all Pakistan) hours Installation charges: No separate installation charges for POTS. 24 0. Product Worksheet Analysis: Product Features Internet Advantages Benefits Bandwidth Starting at 256Kbps-8Mbps. 24 1. Time saving Customer care Expedite problem solution Static IP. 24-by-7 Network Monitoring. Redundant Internation connectivity. Networking Availability Security E-mail and Domain Hosting. 24 2. Dedicated Connections and Un-shared Bandwidth. Secure and multioption package for corporate users. 24 2.Nayatel to Fixed Phones and WLL all days.75 hours NWD (Nayatel to Fixed Phones all days. Volume based and Unlimited Packages.5% CED on all charges applicable as per Government rules. Monthly line rent fee: Free 19. all Pakistan) hours Nayatel to Cellular per minute all days.5 (NWD.4 (Local) hours Nayatel to Cellular per minute all days.9 and WLL. Increased Security. Motive Satisfied Cost Profit and Value added Profit Means of Dramatization Security Very low downtime.

Entertainment Video Image and Audio quality is best and more fine than other mediums. Cost profit Provide functionality to view digital programming channels. Easy to install without any technical knowledge. Access to a verity of favorite programs. Use of less wire Low call rates convenience Telephone Compatible with FTTU network. No voice drop age and background Audibility .Cable TV A connection between Nayatel Cable and your television (analog or digital). Competitive local. cost Saving Cost profit Multi-numbers on a single line. Watch your favorite channels with incomparable audio quality and sharper/clearer video images. Finest AV Friendly user interface. Cut expenditure on wiring as it is the connection between same fiber-optic cable (used for internet) and the TV. Enhanced Value Added Services. 30 PSTN channels with 30 Direct Inward Dialing (DIDs). and International call tariff. Easy access Easy to keep an eye on your staff s calls. convenience Crystal clear voice communications. Nationwide.

noise 30 incoming/ outgoing phone lines on single link. This entire network is underground. Data lines damaged by harsh weather conditions or blown up by unknown factors = 10 -20 ( 3 months) Outside plant copper network of NTL in Islamabad is relatively in good shape as compared to Rawalpindi. consolidated & competitive pricing. convenience Survey: We conduct a survey in Islamabad about the internet service providing companies and the number of users: Approximate population per square Mile = 75000 (Est. The labour cost per hour or per day for telecom engineers and other people involve = Rs 150-250 labour/hour . Security of Online Resources. 999/512 kbps. 5Gb (Est. people who are connected. spend 1 to 3 hours every day on Internet. We can use multiple numbers Cost profit Money saving and low cost on calls Getting extra services profitability Enhanced Value Added Services.) Monthly Subscription Rates of Cable and DSL per household = Rs. Simple. do the data companies use 64bit or 128 bit for cryptography.) Upload/download data in one month = in Tb (approx) Existing trend towards online resources (how much time people spend online everyday = 30 to 60 min On average.

com/overview_video.com/ http://www.nayatel.pk/finance_blog/?p=53 www.secp.com/overview_support. 25 References: http://www.php http://www.php http://www.nayatel.nayatel.gov.Salary of a telecom engineer with 1 .finance.nayatel.php http://www.com/overview_data.pdf .gov.informer.net/2007/07/09/corporate -social-responsibility-in-pakistan-telecomsector/ http://www.nayatel.pk/Reports/CSR_Study_FinalReport_November.nayatel. 2 years experience in data networking is around Rs.software.com/overview_voice.35 K per month.com/ http://telecompk.php http://customer.net/2009/05/27/nayatel -and-alcatel-lucent-to-deploy-gpon-in-pakistanin-2009/ http://telecompk.com/ http://nayatel.