E4-E5 (CFA)- Project Udaan & Dosti Rev date: 24-03-2011
For internal circulation of BSNL only Page 11
Pre Udaan Post Udaan
No detailed data base for leads received at
BB / Call Centre /SMS / website
Consolidated database for leads from all
channels
No structured process to capture leads and
contact potential subscribers at their door
step
Interfaces between customer service, sales
and network operations defined
No mechanism to follow-up and track
status of leads
Web based IT Tool allows capture and
tracking the status of leads
Status of feasibility unknown at the time of
booking a connection
Feasibility verified prior to OB generation
Monitoring system, Admn. report by Team
Leaders - not available.
End-to-end tracking of leads from
origination to provisioning of a connection
is now possible
All customers receive a physical copy of
bill by default
Provide the customer with option to opt for
e-bill (under evaluation
Wings software for Project Udaan:
ITPC Pune has developed and launched a lead management software in Jan 2010.
It enables creation, distribution and management of leads, which are then entered in to the
local commercial systems. All the stages of Lead before or after its entry in the
commercial system are monitored, by a system of SLA, through various report generation
and SMS generation till its completion. A system of User roles of Project Managers/Sales
team leaders/Sales associates/SDE )(Extl) has been created to facilitate the Lead during
its entire life cycle. The software has been launched in various SSAs of AP, Bihar, UP-E,
UP-W, Punjab, Maharashtra, Rajasthan, Orissa, Kerala, Tamilnadu and Gujarat.
Concluding Remarks on Project Udaan:
The success of Project Udaan lies on each one of us. We must realize that at
present BSNL is the market leader in Fixed Access with over 75% market share and
Fixed Access contributes to 46% of the operational costs. With ever increasing usage of
internet and massive Copper network of BSNL, only push selling approach is required.
Unless we expand our wired broadband market now we may face stiff challenge when
wireless broadband becomes fully operational with all its might.