CHAPTER – 1

1
 INTRODUCTION

First off, value is not just about price. Generally speaking, marketers have focused much of their energy
and time on managing price, since upping the price can immediately increase profits. But customers are
savvy and price is just one in an array of attributes that win their hearts. Focusing only on price is
doomed to failure.

Pinpointing what your customers truly value is downright complicated. Here are some principles to guide
you.

Value (and beauty, according to the old adage) always lies in the eyes of the beholder. Think: Quicken
Loans, Best Buy Stores, Steve Job’s iPhone. Jobs and his creative team saw it first and then he made us
see its beauty as well.

Value can be a powerful combination of products and services. Think: Amazon Prime and its “One Click”
purchase feature

Perhaps the most groundbreaking work on how to maximize value delivery to best customers comes from
Dr. Noriaki Kano, a renowned Japanese professor and customer value thought leader. Dr. Kano developed
the thinking that not all service and product performance is equal in the eyes of best customers. Some
performance creates higher levels of loyalty than others. His research suggested there are three
performance levels that form a pyramid.

At the lowest level in the value pyramid is basic value. This is least must-have performance. For an
overnight shipper like FedEx for example, accurate billing, prompt service assistance, are examples of
basic service. Failure to deliver these basic services will result in customer dissatisfaction, but doing them
well will not increase loyalty, because customers perceive them as minimum requirements.

At the middle level is expected value. These are the performance factors that the leading suppliers in an
industry provide. Delivery by 10 A.M. on next business day is an example of expected value. As a market
leader, a company must do these things to simply stay even with competition.

At the highest level of the value pyramid is unanticipated value. FedEx was the first to offer online
customer tracking via computer. Customers would track where the package was in transit and when the
receiver accepted a delivery. At the time of its introduction, this was considered a major unanticipated
service perk. Since first introducing its tracking system, FedEx is continually adding other tools to
improve tracking effectiveness. It was the first to provide drivers with a handheld computer and
transmitting device. This was years before iPads were available. A new value-add, is customized box
2
design for customers. Generally speaking, the more unanticipated value a company provides a customer,
the deeper the loyalty. FedEx chairman Fred Smith explained it well when he said, "You know, I don't
think we understood our real goal when we first started FedEx. We thought we were in the transportation
of goods. In fact, we were selling peace of mind."

How do we define value?

Most importantly, value must be defined from the client’s perspective, not the contractors. The impact on
the client’s success determines what has real value. This has important implications for how contractors
define and offer value to federal clients. What matters most to our clients are the services that exactly
meet their most important needs within their shrinking budgets.

Value has two components: contribution and cost. The relationship between the two can be defined as
follows:
Value=Contribution/Cost

The higher the contribution a product or service offers the client, and/or the lower the cost, the more
valuable it is.

The obvious but often ignored implication here is that to offer the most value, we must increase the
contribution of our services while at the same time minimizing the client’s cost. Also, addressing clients’
most important needs offers the highest contribution – they typically pay more to address their hottest
issues. To compete, we must clearly provide more value than our peers from the client’s perspective. It is
so basic and yet it is how most contracting work in our market is distributed.

Since the federal contracting market accelerated downward in 2011, too many business leaders have
focused on the market’s impact on them instead of their impact on the market. Protecting ourselves is
instinctive, but knee-jerk reactions often lead to short-sighted and sub-optimal corporate decisions and we
become consumed with protecting our financial results.

This leads to value consumption instead of value creation – squeezing as much as possible from our
clients and employees rather than creating as much value as possible for our clients and employees. The
irony here is that value consumption is not sustainable and is self-defeating over time.

To thrive in any market, we must create extraordinary value in the eyes of clients. We must commit to
thinking differently – from us to them, and from in to out. We need to stop focusing on our own internal
maneuvering and instead become obsessed with our value proposition to the market and our impact on
our clients.

3
When we do, we earn more loyal clients and employees, higher win rates, longer contract extensions,
higher margins and a better past performance history and reputation, all of which directly and positively
impact financial performance.

With some key actions, you can transform to a value creator.

Make the Commitment

Commit leadership to embrace a unified purpose beyond wealth creation and create extraordinary value
for clients above all else. Make it the driving force behind the company, its mission, values and priorities.
Use it to drive decisions affecting clients and employees. Financial performance is an important measure
of value creation effectiveness, but financial targets should not be the primary goals in and of themselves.

Focus on the Client

Focus relentlessly on understanding and addressing your client’s true needs – not just the requirements of
particular contracts. Focus the whole company on delivering targeted solutions that drive client mission
success. Turn talented “brick layers” into “cathedral builders” by helping project teams understand the
real impact of their work on the client’s mission. Even internal corporate support teams such as Human
Resources, Information Technology and Finance should focus on client service, either directly or
indirectly to the teams that do support clients.

Grow Your Value

To grow with clients, give them even more value. Offer solutions to client needs that are adjacent to those
you’re already addressing and that provide additional value. This is different from “upselling” in a subtle
but important way. Instead of talking clients into buying something they may not need, demonstrate your
commitment to their success (and not just your own) by offering value-added, creative solutions to meet
even more of their needs.

Invest in Your Greatest Assets

Your workforce is your most valuable asset and the “face” to the client. There is an inextricable link
between the value provided to clients and the value of the people providing it. Make your workforce a
priority. Embrace this critical link and invest in your employees and partners. The benefits are measurable
including the ability to attract and retain top talent, higher quality output and lower attrition.

4
Be Relentlessly Efficient

Establish a culture of efficiency with your clients, and work hard to produce value quickly with as few
resources as possible. The lower the cost, the higher the value to the client. Accelerate schedules, leverage
newer, lower-cost virtual technologies, consolidate infrastructure and shed the paralyzing inertia of
bureaucratic work processes and approval cycles. On every project, redirect under-utilized staff and
leverage lessons learned and outputs from other projects/clients.

Stay Light on Your Feet

Increase your agility by adapting constantly and quickly. Make continuous learning a part of your culture.
There are no failures – only opportunities to learn and improve. Create a restless culture that constantly
provides even more value to your clients. Celebrate employees who take risks to provide this value.

Differentiating your services from the long line of commodity, merely compliant and often self-serving
competitors will help you avoid the “race to the bottom”. The more value you create, the more valuable
you will become.

5
CHAPTER – 2

6
 COMPANY PROFILE

TIKONA INFINET LTD.

3rd Floor, 'Corpora', LBS Marg, Bhandup
(West), Mumbai - 400 078.
e-mail - TIL.appellate@tikona.in
Fax No. - 022-4183 0111
CIN - U74899MH1975PTC265837
Registered Office - 3A, 3rd Floor, 'Corpora', LBS Marg,
Bhandup(West), Mumbai - 400 078.

Tikona Infinet Private Limited is an unlisted private company incorporated on 15 September, 1975. It is
classified as a private limited company and is located in Mumbai City, Maharashtra. Its authorized share
capital is INR 325.00 cr and the total paid-up capital is INR 73.97 cr.

Tikona Infinet Private Limited's operating revenues range is INR 100 cr - 500 cr for the financial year
ending on 31 March, 2022. It's EBITDA has decreased by -10.21 % over the previous year. At the same
time, it's book net worth has decreased by -9.52 %. Other performance and liquidity ratios.

Tikona Infinet Private Limited engaged in building the next generation wireless broadband services for
home and enterprise customers in India. Tikona Infinet Private Limited( TIPL), an all-India Unified
License (ISP, Category-A) holder, granted by the Dept. of Telecommunications, Ministry of
Communications, Govt. of India, offers secured wireless broadband services to home and enterprise
customers in India’s top 25 cities.

The company envisions a powerful Broadband-enabled India and strive to make all possible contribution
to make this happen.

By engaging with the best-in-class technology partners, the company would 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 is targeted towards global internet
service providers, who desire to offer next generation services to customers.

Innovation is Tikona’s driving force and that’s why the company aims to create an environment for the
young talent to conceive and incubate fresh ideas to develop and deliver useful services & solutions;
thereby sustaining competitive advantages.

Established in mid-2008 by veterans from the telecom industry, Tikona have built some of the largest
networks in India for mobile, enterprise, broadband and DTH services. It is adequately funded by top-end
global investors and is committed to comply with the highest standards of corporate governance.

7
Mission:

Tikona mission is to raise the benchmarks of customer experience in the country for all times to come.
Tikona will endeavor 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.

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 transform the way India lives, transacts, and communicates and we believe that
we can make a significant contribution towards a powerful Broadband enabled India.

Customer Challenge

As a company focused on innovation and customer satisfaction, Tikona Infinet invests a lot of time and
resources on experimenting with technology and strengthening systems as well as processes to enhance
customer satisfaction.

One of the most important business objectives is to ensure high-speed connectivity and the second is to
enable secure internet access with due authorization and authentication to protect users from vulnerability
attacks.

The need for a robust technological backbone for an ISP like Tikona Infinet cannot be overemphasized as
many of its customers run mission-critical businesses on its network. To achieve its objectives, Tikona
Infinet needed a world-class data centre partner which would provide the necessary infrastructure,
enabling it to focus on achieving its business objectives.
STT GDC India Solution

Tikona Infinet uses STT GDC India’s colocation facilities in Bengaluru and Mumbai, wherein STT GDC
India provides the best-in-class infrastructure provisioning, along with the necessary power and cooling to
run the data centre, allowing Tikona Infinet to focus on innovation and top-notch internet service to
customers.

While the Mumbai data centre is used for core operations, which includes providing authentication to
retail customers and interconnect services to other child cities, the Bengaluru data centre facilitates
interconnect services for its domestic customers using STT GDC India’s interconnected services.

Tikona Infinet has used STT GDC India since inception and the partnership has grown stronger over the
years. STT GDC India has consistently evolved its offerings to meet the expanding needs of Tikona
Infinet.

8
As Tikona Infinet’s base grew year after year, requiring more infrastructure, it relies on STT GDC India to
support its growing business.

The purpose-built data centres enabled Tikona Infinet to quickly access resources to accommodate
growth, while focusing on cutting-edge technology to manage operations, deliver innovative services with
low-latency, and enhance customer experience.
Security is a key requirement for ISP business as its customers host sensitive information. STT GDC
India provides five layers of security—on the perimeter; facility; floor and at the cabinet level with tools
and process that control access, detect intrusions, and identify personnel.

Following global best practices, STT GDC India data centre’s physical security is certified by global
standards and frameworks, enabling Tikona Infinet to deliver secure connectivity and meet the
compliance and regulatory requirements of clients.
Customer Benefits

Tikona Infinet is a leader in its market segment with the help of STT GDC India’s colocation solutions.
Ashwin Suvarna, General Manager - NOC and ISP Operations, Tikona Infinet says, “STT GDC India has
a good understanding of our business and has enabled us to deliver high performance by working as an
extension of our team.”

STT GDC India has delivered a high level of security with multiple layers of redundancy across physical
security, power, cooling, and network, which are a business imperative for Tikona Infinet. In addition, the
following benefits have been accrued to the customer:

Enabled Tikona Infinet to meet stringent security and compliance requirements, thereby meeting its
customers’ SLAs.
Enabled focus on high customer satisfaction with operational excellence and high-speed access, instead of
spending time in undifferentiated heavy lifting, such as managing data centre power and cooling, racking,
and stacking of servers.

Connecting Possibilities, Transforming Experiences

 Seamless High-Speed Connectivity

 Tikona delivers uninterrupted and high-speed connectivity for both residential and business users.

 Extensive Network Coverage

 With an extensive network reach spanning multiple cities and regions, Tikona connects wide range
of customers across industries & geographies
9
  Enterprise Solutions

 Tikona provides comprehensive enterprise solutions for businesses of all sizes including
Dedicated internet , Leased lines, Virtual Private Networks (VPNs) and other advanced
networking solutions.

Enterprise Business Broadband

Empowering your business

Are you tired of frequent Cable cuts?

If frequent cable cuts and service disruptions are taking away productive hours of your day and eroding
your business credibility, Tikona EBB is for you.

Tikona EBB is an enterprise grade Broadband service, which is quick to install, available at extremely
competitive rates, suited for Small Businesses seeking reliable/affordable broadband with a company that
goes that extra mile to deliver service.

Key Benefits

Empower Your Enterprise with Tikona's Business Broadband: Unleash Uninterrupted Connectivity and
Accelerate your Business Operations.

10
Dedicated Internet Leased Line

Your Highway to the Internet

Power Up Your Business with Limitless Internet Leased Line from Tikona?

If your business needs a robust Internet Connectivity Solution - with adequate redundancies built in at the
Core and the Access Networks, Tikona's - Internet Leased Line Solution is for you. Tikona has a unique
small cell architecture that helps deliver high reliability links both on Optical Fiber or Radio or both (1+1
redundancy mode). These services come with a strong customer support program, SLAs and with an e-
support portal for you to monitor the link performance.

Key Benefits
The powerful and flexible theme for all kinds of businesses

IoT

Take your business beyond boundaries

Tikona IoT-Wireless solutions to take your business beyond boundaries

If you are seeking to connect remote locations/machines that are critical to your business, Tikona can
offer PAN India 4G/5G based secure wireless internet/MPLS links for thin client applications. Tikona has
an established track record of implementing large projects like bank ATM's, rural banking, kiosks vending

11
machines, smart metering, E-surveillance. This solution can effectively upgrade the performance of
applications running on legacy VSAT/Copper networks.

Key Benefits
IoT Connectivity Solutions-Empowering Seamless Integration and Communication in the Digital
Ecosystem with Reliable and Secure Internet Services

P2P Connectivity

Seamless & Secure

Experience Unmatched Connectivity and Reliability with Tikona's P2P Leased Circuits Solution

If your business connectivity requirements are critical, requiring a dedicated high availability point to
point leased line with redundancy, Tikona offers intra & inter-city lease lines both linear & redundant,
point to point leased circuits for specific requirements of businesses. For businesses requiring low latency
links, Tikona can offer solutions on a case-to-case basis. Tikona can further offer media diversity last-
miles by using RF & fibre options.

12
Key Benefits

P2P Leased Circuit is Direct, Secure, and High-Speed Point-to-Point Connectivity for Seamless Data
Transfer and Communication

Managed WIFI

Wireless Freedom Simplified Management

Tikona Managed Wi-Fi___33 -

If you are facing frequent call drops on your mobile phone and move out of your office to receive mobile
calls, or if you are planning a modern office setup without wires, where employees will use laptops and
smart devices, Tikona has solutions for you.

Key Benefits

Streamlined Connectivity, Experience Seamless Wireless Networking with our Managed Wi-Fi Solution
for Enhanced Performance and Hassle-free Connectivity

13
MPLS VPN

Efficient connectivity Enhanced Performance

Tikona MPLS VPN - A unique Carrier Agnostic MPLS VPN Solution Architecture

If you are managing a medium/large multi-location extended enterprise network, you are likely to be
dealing with multiple service providers thereby increasing your costs and adding to your supervisory and
managerial overheads.

Tikona brings to you a unique Carrier Agnostic Core and Last Mile Architecture with single point of
ownership to deliver industry's best SLAs at a cost structure that can bring substantial savings for
your organization.

Key Benefits

Efficient and Secure Connectivity, Harness the Power of MPLS for Fast, Reliable, and Secure Network
Communication and Data Transfer.

SD-WAN

Empowering Multi-Location Enterprises

Connecting your enterprise, no matter where you are - with Tikona's SD-WAN solutions

14
SD-WAN technology offers a reliable and cost-effective solution for building and connecting multi-
location extended enterprise networks using various transport technologies such as MPLS, broadband
internet, 4G, and 5G.

By leveraging SD-WAN technology and Tikona's managed services, businesses can enjoy reduced costs,
improved network reliability and security, and streamlined network management. Overall, SD-WAN
technology and Tikona's services are revolutionizing the way businesses build and manage their extended
enterprise networks, enabling them to connect their distributed locations with ease and focus on driving
growth and innovation.

Key Benefits

Embrace the Power of SD-WAN for Agile, Secure, and Cost-Efficient Connectivity and
Network Management

Sky connects

True Business Cloud Emailing Companion

Secure, Reliable, Efficient Cloud Email services for every business

Traditional email solutions lack the robustness and security required to cater to the demands of the
modern digitally enabled business.

15
Using these solutions increases risks, reduces productivity, and becomes expensive in the long run. Gain
agility and cost control with a cloud-native email platform.
Cloud-based stand-alone email solution with guaranteed 99.9% uptime and security. It can coexist with
popular mailing solutions like M-365 (formerly Microsoft Office 365)/Google Workspace (formerly G-
Suite) on the same domain.

Key Benefits

Unlock Seamless Messaging and Collaboration with Our Efficient and Reliable Cloud-Based
Emailing Solution

Cloud Contact Centre

Key to digital transformation of business

 Tikona Contact Centre Solution on Laptop

 Incoming & Outgoing Process

 IVR Enabled Contact Centres

 BPO, KPO, Debt Collection

 Insurance Marketing

 Best suitable for work from home

 Customer Surveys and Loyalty Programs

 Customer Service Agency

16
  Suitable for Call Centre

Tikona Contact Centre Solution on Mobile/Tab

 Lead Generation

 Remote agents

 Call Centre with multiple branch office

 Field/Roaming Sales

 Collection & Verification agents

 Best suitable for work from home

 Appointment Reminders

 Direct & Indirect Selling Agency

 Small Call Centres

Key Benefits

Re-Discover Customer Communication

17
Vaultastic

Cloud Data Archival, Management & Retrieval Solution

Cloud Data Archiving, Management & Retrieval solution for business-critical data

Poor protection and visibility of business-critical data can magnify risks for a business diminishing the
responsiveness of a business to change and disruption. On-demand access to relevant data is at the heart
of managing change and exceptions in the increasingly digital business environment.

Vaultastic provides a dependable platform to protect and manage business-critical data and create a
centralized agile data source to support business continuity and growth.

Vaultastic, powered by AWS, provides you with improved data availability and assurance against data-
related risks, thus empowering you to manage disruptions, change, and growth.\

Key Benefits

Secure and Streamline Your Data Storage with our Cloud-Based Archival Solution for Easy Access
and Peace of Mind.

18
COMPITITORS

19
 ETC

CHAPTER – 3

20
 MARKETING STRATEGY

Tikona Infinet is the trusted choice for connectivity solutions, offering a comprehensive range of reliable,
high-speed internet services.

With a customer-centric approach, we tailor our solutions to meet the unique needs of individuals,
businesses, and enterprises across diverse industries. Backed by a robust network infrastructure and
advanced technologies, we ensure seamless connectivity, minimal downtime, and optimal performance.

Our commitment to affordability, exceptional customer service, and data security sets us apart. With
Tikona Infinet, you can experience fast, secure, and cost-effective connectivity solutions that empower
you to unlock the full potential of the digital world.

Trust us to be your reliable partner in achieving digital success.

What We Offer ?

Tikona possesses all India Unified License (ISP, Category-A) and National Long Distance (NLD)
License, granted by Govt. of India.

These licenses allow Tikona to offer a wide range of telecom services, including Broadband , Internet
access to home & businesses , Lease Line ,Virtual private networks (VPNs)and other value-added
services.

These licenses not only validate our operations but also guarantee our customers that we are dedicated to
delivering dependable, secure, and compliant connectivity solutions.

Our Network
Tikona Infinet's network is the backbone of our reliable connectivity solutions.

With extensive coverage and optimized infrastructure, we deliver high performance connectivity solutions
to Business & Homes across India. Our network is built on cutting-edge technologies, ensuring seamless
connectivity and minimal downtime. We continuously monitor and upgrade our network to stay ahead of
evolving demands, ensuring optimal performance and reliability.

21
We prioritize redundancy and resilience to provide uninterrupted services. Trust Tikona Infinet for a
network that empowers you to fully harness the digital world.

Our customers

Our customers are at the heart of everything we do at Tikona .

We cater to a wide range of industries, serving diverse sectors with our connectivity solutions. Our
customer base spans across various industries, including Banking and Finance, IT and Technology ,
Healthcare , Education , Manufacturing and Logistics , Retail and E-commerce , Media and
Entertainment & Aviation .

Our solutions are designed to meet the connectivity needs of businesses across various sectors,
empowering them to leverage the full potential of the digital world.

Our Processes

At Tikona , we pride ourselves on not only delivering reliable connectivity solutions but also doing so
with the fastest delivery cycles in the industry.

Our streamlined processes and agile approach allow us to expedite the implementation of our services,
minimizing downtime and ensuring swift deployment.

We understand the value of time in today's fast-paced world, and our commitment to delivering fast
turnaround times sets us apart. With Tikona , you can count on rapid deployment without compromising
on the quality and reliability of our connectivity solutions.

Get Future Ready Internet Now

Tikona's Fiber Flex Broadband is powered by robust fibre backhaul network, ensuring lightning-fast and
reliable internet connectivity for your home.

Experience the power of Tikona's robust network infrastructure, delivering lightning-fast internet that
enables media streaming , online gaming, smooth video conferencing and quick downloads and uploads.

22
  Blazing-Fast Internet with Prepaid Freedom

Experience the unparalleled speed and convenience of Fiber Flex, the prepaid broadband service that
takes your internet experience to new heights. With blazing-fast fibre optic technology, you can surf the
web, stream HD content, and connect with others at the speed of light. Say goodbye to long-term
commitments and hello to freedom with our prepaid model, allowing you to control your internet usage
and budget without compromising on performance

 Affordable Pricing

With Fiber Flex, you no longer have to worry about being tied down by long-term contracts or
unexpected bills. Our prepaid broadband service puts you in charge, allowing you to manage your internet
usage and budget efficiently. You can easily top up your account with our convenient payment options,
ensuring that you have uninterrupted connectivity without any surprises.

Moreover, our prepaid plans are designed to be affordable, offering you cost-effective solutions without
compromising on quality. We believe that everyone deserves access to reliable and high-speed internet,
and our prepaid model ensures that affordability goes hand in hand with flexibility.

 Personalised Support

We are committed to providing exceptional customer support right in your local community. We
understand the importance of personalized assistance and the peace of mind that comes from knowing
help is just around the corner.

With our local customer support, you can trust that we are invested in your satisfaction and are always
here to provide the assistance you need, ensuring that your internet experience with Fiber Flex is nothing
short of exceptional.
 Quick Installation

Tikona strives to activate new connections promptly, minimizing the waiting time for customers to start
enjoying their internet services.

With efficient processes in place, Tikona aims to get you connected quickly.

Our Fiber Flex Broadband services are available on Demand in Agra, Ahmedabad, Allahabad, Bengaluru,
Bhopal, Gandhinagar, Chennai, Delhi, Hyderabad, Indore, Jabalpur, Jaipur, Kolkata, Kanpur, Mumbai,
Meerut, Nagpur, Lucknow, Pune, Raipur, Rajkot, Surat, Thiruvananthapuram, Vadodara & Varanasi
23
 According to a press statement, Deloitte Touche Tohmatsu will help Tikona define its go-to-
market strategy, channel strategy and related executions for the enterprise segment.

“The industry has seen a phenomenal increase in the use of professional Internet access through managed,
policy-defined & secured Wi-Fi. Deployment of 4G will further enhance the situation. I am confident
that, with our association, Tikona would emerge as a strong service provider, in this segment,” said Mr
Sandip Biswas – Director, Deloitte Touche Tohmatsu.

It may be recalled that Tikona had paid Rs 1,058 crore, or 8 per cent of a pan-India BWA licence, for
spectrum in Gujarat, Uttar Pradesh (east and west), Rajasthan and Himachal Pradesh in June last year.

FINANCIAL STATUS

International Finance Corporation (IFC) is considering an equity investment of $25 million in

Goldman Sachs Investment-backed Tikona Digital Networks, which is engaged in providing next-
generation wireless broadband services. The investment is aimed at supporting the company’s plan to
expand its existing business in India, for which the company plans to raise around $50 million.

Currently, Tikona is present across 25 cities; it plans to expand to tier-III and new urban and semi-
urban markets that do not have access to broadband. “Tikona is also well poised to deploy 4G LTE
network and provide coverage in rural tehsil towns in its five circles to homes, small and medium
businesses, schools, health care centres, e-government kiosks, etc. The solution is also relevant to other
global markets where the last-mile wire line plant is scantily built,” says the company’s project document.

Tikona was founded by a team of telecom professionals led by Chief Executive Prakash Bajpai.
Key shareholders include funds managed by the Goldman Sachs Investment Partners team, Indivision
India Partners, Oak India Investments and L&T Infrastructure Finance. Through the next five-six years,
the business’s expansion is expected to provide jobs to 350 qualified professionals and create 20,000
indirect jobs in support and facilitation functions. Tikona has an all-India category-A internet service
provider (ISP) licence and a national long-distance (licence issued by the Department of
Telecommunications. It provides various services, WIBRO — a-high-speed, low-cost wireless broadband
internet solution for households. Tikona has also leveraged its network to provide secure and reliable
broadband for enterprises. Tikona Infinet offers a suite of enterprise solutions, including managed data
networks such as virtual private networks and managed internet services such as access and WLAN.

Company's authorized capital stands at Rs 7000.0 lakhs and has 98.35443% paid-up capital
which is Rs 6884.81 lakhs.

24
 Tikona Infinet Limited Details
CIN U74899DL1975PLC007904
Status ACTIVE
Company Category Company Limited by Shares
Company Sub-category Indian Non-Government Company
Company Class Public
Business Activity Business Services
Authorized Capital 7000.0 lakhs
Paid-up Capital 6884.81 lakhs
Paid-up Capital % 98.35443
Registrar Office City Delhi
Registered State Delhi
Registration Date 15 Sep, 1975

Funds raises
Internet Service Provider Tikona Digital has raised $171 million from Overseas Private Investment
Corporation, an independent US government investment agency, reports Economic Times. Media Nama
has written to the company for confirmation and will update the story once they respond. Tikona plans to
use the fresh funds for rolling our 4G-based broadband services across the country, added the report. The
company had earlier secured $45 million in November 2014 from International Finance Corporation,
Goldman Sachs, Oak Investment Partners, ever stone Capital Advisors and L&T Infrastructure Finance
Co Ltd. Note that Tikona had announced in October 2015 that it would launch 4G broadband plans in 30
cities by first half of 2016 but currently runs a pilot project in Varanasi for home and enterprise users. The
company has 20 MHz of broadband spectrum in 5 telecom circles including Gujarat, UP-East, UP-West,
Rajasthan and Himachal Pradesh, for which it had paid Rs 1,058 crore during the 2010 Broadband
Wireless Auctions. The broadband provider currently has operations in 23 cities and had earlier phased
out operations in 13 cities in December 2012. It offers home-based broadband services up to a maximum
speed of 10 Mbps as well enterprise broadband and managed bandwidth services through the acquisition
of HCL Infinet in 2011. Competition There is no data about the number of users currently using Tikona’s
services. The company however plans to compete with smaller broadband providers such as Hathway,
Tata Teleservices, according to officials who spoke to ET. Note that Airtel is currently in the process of
rolling out .

25
CHAPTER – 4

26
 MERGER
Bharti Airtel has informed the telecom department that it has fully acquired Tikona Digital Networks’
share capital, and that the latter is now a wholly-owned arm of the Sunil Mittal-led telco.
“We have initiated the process of merging Tikona Digital (the transferor company) with Bharti Airtel (the
transferee company), as per the applicable law,” Bharti Airtel’s chief regulatory officer, Ravi Gandhi, said
in a letter to the department of telecommunications (DoT), dated August 31. ET has seen a copy of the
letter.
Bharti Airtel has acquired Tikona Digital’s 4G airwaves for Rs 1,600 crore, ramping up its
high-speed broadband spectrum capacity to take on Reliance Jio Infocom and the Vodafone-Idea Cellular
combine in a fiercely competitive market which is seeing rapid consolidation.
The deal, announced a few days after Vodafone and Idea said they were merging their businesses to create
a company that will replace Bharti Airtel as India’s largest telco, gives the Sunil Mittal-led company
access to Tikona’s 4G airwaves in five circles — Gujarat, UP (East), UP (West), Himachal Pradesh, and
Rajasthan.
It will also narrow the gap between Bharti’s pan-India 4G spectrum capacity and Vodafone-Idea’s and
Reliance Jio’s, although the difference will still be significant.
Rajesh Tiwari, one of the cofounders of Tikona, though sought to put a spanner in the deal, slapping
a legal notice against both the companies for not providing details of how the proceeds will be split
among shareholders. He has said the deal should not go ahead until there was clarity about his
entitlements and his interests were protected. Tiwari owns just over 1 per cent in the Mumbai-based
Internet services provider.

Bharti Airtel had bagged 4G airwaves in only four of the 22 circles in the 2010 auctions.

Gandhi said a copy of the Airtel-Tikona merger document “would be submitted to DoT pursuant to filing
of the same before the appropriate authority”, in this case the National Company Law Tribunal (NCLT).
Bharti Airtel will eventually seek DoT clearance after NCLT approves its merger with Tikona Digital, a
person aware of the matter told ET.
Acquisition of Tikona gives Bharti Airtel access to the former’s 4G spectrum in five circles-—Gujarat,
UP (East), UP (West), Himachal Pradesh and Rajasthan.

Bharti Airtel has subsequently followed a strategy of buying out companies with 4G spectrum and this is
the fifth such acquisition since 2015. It had acquired more airwaves in the 4G auctions that took place last
year. Airtel is engaged in a fierce battle with Reliance Jio, which has disrupted both the voice and data
markets with rock bottom rates, and it now also has to reckon with a united Vodafone-Idea combine.

27
Spectrum capacity is critical for quality of service to cater to an increasingly data-hungry subscriber base
and can be the difference between losing, retaining or acquiring new users in an intensely competitive
market.

“We believe that combining our capacities in TD-LTE (2300 MHz) and FD-LTE (1800 MHz) will further
bolster our network, and help us provide unmatched high-speed wireless broadband experience to our
customers,” Gopal Vittal, MD (India and South Asia), Bharti Airtel, said in a statement.

The Tikona deal, which includes taking on debt of Rs 500-600 crore, will see Airtel net 100 MHz of 4G
spectrum in the 2300 MHz (4G) band equally split across the five circles, taking its total 4G holding to
close to 880 MHz (including Telenor India), compared with 1,169 MHz for Jio and 1,089 MHz for the
Vodafone-Idea combine. It will also get 350 cell sites in those five circles but won’t take on any
employees of Tikona.

“Airtel’s acquisition of Tikona’s 4G spectrum fills the gap that it had in the TD-LTE (2300 MHz) band
mainly in UP (East), UP (West) and Rajasthan circles, and adds capacity to provide highspeed data
services while also securing a pan-India footprint in the 2300 MHz band,” said Rishi Tejpal, principal
research analyst at Gartner.

The company plans to roll out high-speed 4G services on the newly acquired spectrum immediately after
the deal is closed in the next four to six weeks, said Airtel officials

Apart from increasing spectrum capacity, Bharti Airtel’s weighted average spectrum usage charges (SUC)
will also reduce because Tikona’s SUC is at 1 per cent of adjusted gross revenue (AGR), said Naveen
Kulkarni, co-head of research at brokerage Phillip Capital.

“Bharti currently pays SUC of around 4.3 per cent of AGR. With the acquisition of Tikona’s spectrum,
Bharti’s SUC is likely to reduce by 25 basis points, translating into an annual savings rate of Rs 100
crore. Considering the significant enhancement of data footprint and SUC savings (NPV of Rs 1,000
crore), we find the acquisition adds significant value to Airtel,” said Kulkarni.

The combined spectrum holding of Airtel in these five circles won’t breach any spectrum holding limits
and the company won’t have to pay any additional market price to the government for the spectrum as it
was bought by Tikona in the 2010 auctions for Rs 1,058 crore.

Tikona was founded in 2008 by former Reliance Communications executives Rajesh Tiwari and Prakash
Bajpai. Its other investors include Goldman Sachs, Oak Capital, IFC and Ever stone Capital. The
company will retain its home broadband wireless business.

28
Tiwari, who left the company in 2009, holds a direct 1 per cent stake in Tikona. He is also a shareholder
of Tikona Trust, which in turns owns a stake in the company. He told ET that he was taking legal action as
he had not been provided information regarding the split of the share proceeds from the sale to Airtel.

Bharti Airtel Limited (BSE:532454) entered into a definitive agreement to acquire Tikona Digital
Networks Pvt. Ltd. from Goldman Sachs Asset Management, L.P. and others on March 23, 2017. In a
related transaction, Bharti Hexacom Limited, a 70% owned subsidiary of Bharti Airtel, will acquire the
4G business of Tikona Digital Networks in Rajasthan. The combined consideration to be settled in cash
and debt is INR 16 billion. Under the terms of the transaction, Tikona Digital Networks Pvt. Ltd. will
transfer its current business and assets of Tikona Digital Networks other than the 4G business to its
existing subsidiary Tikona Infinet Limited. Tikona Infinet will continue to serve the offering previously
provided by Tikona Digital while being backed by Tikona Digital’s previous investors including Goldman
Sachs, Oak Investment Partners, ever stone Capital, L&T Infrastructure Finance, International Finance
Corporation and others. The transaction is subject to requisite regulatory approval and is expected to close
within 60 days.

As of October 12, 2017, board of directors of Bharti Airtel Limited approved the transaction. Jefferies
India Private Limited acted as the financial advisor for Tikona Digital Networks Pvt. Ltd. in the
transaction. Tri Legal Partners acted as legal advisor for Goldman Sachs. Gautam Saha, Sachin Mehta and
Shuchi Sinha of AZB & Partners acted as legal advisors for Bharti Airtel Limited. Richard Birns of
Gibson, Dunn & Crutcher LLP acted as legal advisor for Tikona Digital Networks Pvt. Ltd. Bharti Airtel
Limited (BSE:532454) completed the acquisition of Tikona Digital Networks Pvt. Ltd. from Goldman
Sachs Asset Management, L.P. and others on August 28, 2017.

As a result of the transaction, Tikona Digital Networks became a wholly owned subsidiary of Bharti
Airtel. The related transaction for the acquisition of 4G spectrum of Tikona Digital in Rajasthan by Bharti
Airtel's 70% owned subsidiary Bharti Hexacom Limited is still pending approval from DoT as of August
28, 2017

29
CHAPTER – 5

30
 Voice Solutions
- IVR Broadcast
…The most cost-effective solution for broadcast
messaging

Broadcasting a pre-recorded voice message to a Mobile Phone number

database
● Static

 The voice message & the call flow remains unchanged throughout the broadcast

 Awareness message (pre-recorded) shared to the public. Message remains same for all the people.

● Dynamic

 The voice message & call flow may vary from person to person

 Example: Voice OTP shared where every call will carry a unique OTP. TTS solution is used here
to pick the dynamic OTP values during the call.

 Example: A lengthy call flow is created & connected with every call where people are given

 facility to ‘connect with agent’ or ‘record a voicemail’ or ‘get a proposal on mail’ & so on. So,
every call response will be variable as per the actions taken during the call.

Voice Solution - IVR Broadcast

Features

• Interactive Voice
• Broadcasting
• Custom Voice API
• Text to Speech
• SMS and IVR Integration
• Live Report Update
Benefits
31
 • Generate Leads and Sales
• Verify Customers and Orders
• Web-based Panel delivers
On-demand Information

ADVANTAGES

● Vanilla Broadcasting
● Customised Broadcasting
● TTS (Text to Speech)
● Single Key Input (Keypad Press by end
User)/ Multiple Key Input
● Real Time Call Analysis
● Details Call Report
● Dedicated CLIs
● Permission Based Account Setup
● Customised Reporting
● APIs for - easy integration & - Dynamic
IVR Broadcasting

API Framework

● Voice OTP
● Upload announcement
● Create & schedule campaigns
● Create new account
● Fetch Report

Introduction
Benefits
• Two Factor Authentication

32
• OTP Over Calls
• Secure than Text-OTP
• Best for Verification and
Transaction Confirmation
 Voice OTP service is a set of characters or numbers
 (OTP) that is sent through a phone call for the
 verification of a transaction or login session. Use the
 Voice OTP service to authenticate a user by calling a
 mobile phone/phone and playing a number.

Voice OTP: Saving Businesses from OTP Failures

Voice OTP can be the need of any industry. It can be used as two-step verification or simple onetime login
access. Usually, companies use it to maintain the activities of their users. Not only that,
but voice OTP also works as a security layer that projects users’ data.

Challenges:
OTP over text messages can fail sometimes, and no business wants their users to face this kind of
problem.
Businesses need a solution that is more reliable to deliver OTP. A solution that is always available in case
SMS
fails.

Solution:
• We introduced its Voice OTP solution as an answer to the issue of OTP SMS failure.
• If a user doesn’t receive OTP over SMS, he/ she can request the same OTP message over a voice.
• A user will receive a call over a registered or entered number and then note the OTP needed.

Impact:
• Consistent delivery of OTP whenever SMS has failed.
• Saved users from login failure during critical times.
• Assured delivery of sensitive content like OTP and passwords.

USP Vs Competition

33
● Carrier of Aggregators- Highly scalable infrastructure
● High Number of Calls per second
● Real time report
● Real time re-scheduling campaign
● Easy to use Interface
● Quick campaign with just copy/paste contact numbers
● Abstracted Extension Report
● Dedicated CLI
● Easy/Quick Gateway change on demand
Commercials
Terms and Conditions:
• Pulse Rate: 15 Secs
• GST extra
• Complex and customised requirement to be discussed exclusively for commercial
• All top ups valid for 3 months
Sl.
No Description/ Service Price to customer / 15 sec
Pulse Advance Amount with PO Minimum Amount for
Subsequent Top Ups Remark

1 Standard IVR Broadcast

with Customer provided

MP3 file
13 P - up to 1 Lac Mgs 18,000/-
(Full OTC + Msg Top-up Amt)
3,000/-
• Static Service – Ex: Election
Campaign Msg Broadcast
• One Time Charges of 5000/- for
Activation and Training
12 P - 1 Lac to 5 Lac Msgs 23,000/-

34
(Full OTC + 30% of Msg Top-up Amt)
5,000/-
11 P - >5 Lac Msgs 38,000/-
(Full OTC + 50% of Msg Top-up Amt)
8,000/-

2 Static content via MP3

Voice file + partial Variable
input using API + Text to
Speech (TTS)
17 P - up to 1 Lac Msgs 27,000/-
(Full OTC + Msg Top-up Amt)
4,500/-
• One Time Charges of 5000/- for
Activation and Training +
5000/- for API Integration
• #2 - Dynamic IVR Broadcast +
API Integration - Ex. Informative
customised Msg
• #3 - Dynamic IVR Broadcast +
API Integration - Ex- Voice OTP,
Random Msg to customer
15 P - 1 Lac to 5 Lac Msgs 32,500/-
(Full OTC + 30% of Msg Top-up Amt)
7,000/-
14 P - > 5 Lac Msgs 52,000/-
(Full OTC + 50% of Msg Top-up Amt)
10,000/-

3 IVR Broadcast via API

Integration + entire Text to

35
Speech (TTS) Campaigns
20 P - up to 1 Lac Msgs 30,000/-
(Full OTC + Msg Top-up Amt)
5,500/-
19 P - 1 Lac to 5 Lac Msgs 38,500/-
(Full OTC + 30% of Msg Top-up Amt)
8,500/-
18 P - > 5 Lac Msgs 64,000/-
(Full OTC + 50% of Msg Top-up Amt)
13,500/-

4 Dedicated CLI (Mobile Like)

Monthly Rental
INR 500 per CLI Add on Charges

36
CHAPTER – 6

37
 CCS (call centre service)

Features of CCS
An inexpensive way that lets your customers connect with
you in a
Toll-free Numbers
very sophisticated way without spending any money.
Use your old business number with a new and advanced
customer
Host Your Own Number
service solution and increase your customer engagement.
Create a separate CLI number for your agents to make
them work
CLI for each Agent
more efficiently and track their performance separately.
Automate your business communications at ease with a
multi-level IVR System. Easy integration for both inbound
Multilevel IVR
and outbound calls.

Skill-based Call Queuing Enhance call queuing experience by routing callers to an

intelligent
queue. Use features like queue call back, voicemail,
custom message,
etc.

Call Recording Record all inbound and outbound calls to ensure quality
standards. Pause, resume live calls, or store them for
future use
Click to Call API (C2C) Automate engagement with your customer in just a click.
Advanced telephony solutions remove the need for
manual dialling.
Barging Drop-in live calls & listen to the communication between
caller & agent. Speak in between to reduce call transfers
& increase customer satisfaction.
Live Feeds Monitor live calls to improve user experience & resolve
customer queries. Listen to calls to train agents to ensure
quality standards.
Broadcast / Voice Blaster Blast voice messages in bulk to customers with our one-
click feature.
Use Voice Broadcast for alerts, surveys, announcements,
38
 and
notifications
Multiple DID / Inbound Direct Inward Dialling or DID numbers enables you to
route calls to
Numbers
specific agents in the team. No more juggling with
multiple phone
numbers.
Auto Dialler / Proactive Make outbound calls to your set of contacts automatically
and get
Campaigns
them assigned to different agents based on their activity.

39
CHAPTER – 7

40
 OBJECTIVES OF STUDY

Sales is the art of creating a reason that will motivate someone else to do a favourable action. It is
described as follows by the American Marketing Association committee: “Selling is the personal or
impersonal process of assisting and/or persuading a prospective customer to buy a commodity or a service
or to act favourably upon an idea that has commercial significance to the seller.”
Planning and developing good Sales Management objectives may be advantageous in the following ways:

 It can help the sales team focus on vital sales aspects

 Can contribute to an environment of continual improvement
 Make it easier to identify objectives and work on areas of improvement
 Sales management objectives assist in developing an efficient sales plan to help you achieve the
goals
 Assists in aligning personal sales goals with the goals of other departments

For example:

Jack Pearson formulated the objective of earning a 20% return on the capital employed by 2023. He
advises using SMART objectives:

1) Specific
2) Measurable
3) Achievable
4) Realistic
5) Timed.

41
15 Important Objectives of Sales Management

1. Generating Revenue

Sales management assists organizations by generating income. A goal cantered on how much income you
want to make in a specific time frame will help to encourage the employees. It can also assist in
identifying and targeting the most profitable consumers.

2. Cycle Time

Cycle time refers to the duration of time it takes a sales process from start to end. This Sales Management
objective helps to keep the team competitive by instilling a sense of achievement. Shortening the sales
cycle can help the firm perform better by encouraging customers to make swift decisions.

3. Profit Margins

Another objective of Sales Management, similar to boosting revenue, is to increase profit margins.
Sales representatives can boost their profit margins by building a brand’s image and delivering the best
value to consumers.

4. Qualified Lead

A qualified lead is a prospective customer who has been researched and evaluated and is ready to proceed
in the sales process. This is one of the most important objectives of Sales Management. The sales force
must have a continual pipeline of quality leads to grow sales and revenues consistently.

5. Win Rate

The win rate in sales signifies the number of sales opportunities earned by your company. The better your
company’s win rate, the more income it makes. To raise the win rate, the sales personnel should expand
their online contacts, devote more time to selling, introduce prospects to the goods more frequently and
give relevant information at each stage of the sales strategy and process.

42
6. Customer Retention

A sales objective includes a customer retention goal: how a firm hopes to maintain consumers and
guarantee that they continue to buy from them. According to one research, 80% of future profits come
from just 20% of the existing customer base, and getting new customers costs the business five times
more than maintaining an existing customer.

Having a sales target that helps you increase customer retention rates each year would improve the team’s
overall sales performance.

9. Upsells & Cross-Sells

Upselling is a sales strategy in which a salesperson gives a customer an improved version of a product in
which they are already interested. This can boost the sale price, increasing the company’s income. Cross-
selling is a sales strategy of presenting a product comparable to the one the customer is presently
purchasing. These sales metrics assist your organization in selling more items and generating more
income.

10. Sales Productivity

Sales productivity refers to a sales rep’s effectiveness and efficiency. According to the research, only
24.3% of salespeople exceeded their quota in 2020. This implies that businesses should keep an eye on
sales strategies that will help to surpass the quota with flying colours.

11. Create & Follow Operational Best Practice

The responsibilities, procedures, and activities that assist and eliminate friction in the sales process are
referred to as sales operations. Creating and adhering to operational best practices results in data-driven
procedures and workflows that equip salespeople for profitability. Effective sales plan implementation
differs from a thriving sales team to one that fails.

12. Providing Sales Resources

Empowering your sales team with the resources to be productive is one of the critical objectives of Sales
Management. These Sales resources and tools include technology, product or service knowledge,
mentoring and insights, extensive training, or lead databases or channels to assist with lead generation.

43
13. Monitoring Performance

Accurately measuring sales success is critical for driving growth. To gain greater insights, sales managers
should track sales metrics and KPIs. Continuously monitoring the sales performance status enables you to
recognize possible difficulties before it is too late to make changes.

14. Set Sales Quotas

Setting a sales quota defines actions such as the number of phone calls or emails to be sent over a specific
period. They can also be performance-based, with minimum standards for revenue or agreements that
must be completed. Sales quotas provide production targets to promote individual skills and hold sales
reps responsible.

15. Design your sales process

A Sales Management process is the way through which your representatives assist in converting early-
stage leads into loyal, happy customers. Designing the sales process will assist the team in following and
moving their prospects quickly and effectively toward the close. This assures uniformity for all prospects,
regardless of which rep they’re dealing with, and professional interactions between representatives and
prospects that effectively reflect your product.

44
CHAPTER – 8

45
 DATA ANALYSIS
Bharti Airtel share price gained as much as 3.20 per cent and touched an intra-day high of Rs 349.55 on
the BSE; the stock closed trade at Rs 346.60, up 2.33 per cent
Shares of Bharti Airtel rose over 3 per cent in intra-day trade on Thursday after the telecom major
completed the acquisition of Tikona Digital Networks Pvt Ltd.
Sunil Mittal-led mobile phone operator in a filing to the exchange said that it has completed the
merger of Bharti Digital Networks Pvt Ltd, formerly known as Tikona Digital Networks Pvt Ltd, with
itself.
"The amalgamation of Bharti Digital Networks Private Limited (formerly known as Tikona Digital
Networks Private Limited) with Bharti Airtel Limited has been completed today upon the filing of
Certified True Copy of the Order of the National Company Law Tribunal (NCLT), New Delhi with the
Registrar of Companies (RoC)," Bharti Airtel said in a filing to the Bombay Stock Exchange on
Wednesday.

As on March 2017, Bharti Airtel had said that it would acquire the 4G business of Tikona Networks,
including broadband spectrum and 350 sites across five circles, for about Rs 1,600 crore.

Boosted by the development, Bharti Airtel share price gained as much as 3.20 per cent and touched an
intra-day high of Rs 349.55 against previous close level of Rs 338.70 on the BSE. Paring some of gains,
the stock closed trade at Rs 346.60, up 2.33 per cent.
On the National Stock Exchange, Bharti Airtel shares ended at Rs 345.75 apiece, up 2.05 per cent.
The scrip opened tad higher at Rs 340 against previous close of Rs 338.80 and touched an intra-day high
of Rs 349.55.

In a separate development, the New Delhi-headquartered firm said that its rights issue of over 113 crore
shares, which was opened from May 3 to May 17, was oversubscribed, with bids received for over 119
crore stocks.

"The total number of applications received were 27,335 for 1,196,630,354 equity shares which is 105.561
per cent of the issue size in terms of number of equity shares applied for," Bharti Airtel said in the
exchange filing.

In one of the largest fundraising exercises, the telco floated the rights issue of 113 crore equity shares of
face value of Rs 5 each at a cash price of Rs 220 per share to raise up to Rs 24,939 crore. The company
intends to use the proceeds to reduce the company's debt and lower borrowing costs.

46
Current Ratio (Working Capital Ratio) = Current Assets
Current Liabilities

1. Current Ratio (2008 to 2012) (Rs in CRS.)

YEAR CURRENT ASSETS CURRENT RATIO

LIABILITY
2007-08 8739.39 14362.33 0.59

2008-09 10466.63 14466.89 0.73

2009-10 10021.10 13638.30 0.73

2010-11 13730.10 16732.40 0.82

2011-12 23957.90 17842.70 1.34

Analysis:

The current ratio of the company for the year 2007-08 is 0.59, 2008-09 is 0.73,2009-10 is 0.73, 2010-11 is
0.82 and 2011-12 is 1.34, the current ratio has increased by23.73% in the year 2008-09, and in 2009-10 it
remains constant. There was increase positive value is found by 12.33% in year 2010-11 and increased by
63.41% in the year 2011-12.

Interpretation:

From the above table we can indicate that the current assets are very less compared to current liability of
the company. The company doesn’t have enough current assets in meeting their liabilities. So, the
company can’t meet immediate emergencies.

The company needs to increase current assets in order to meet its short-term obligation. We can conclude
that the ratio isn’t favourable as the current asset is less than the current liabilities.

47
 Quick (Acid Test or Liquid) Ratio: = Quick Assets
Current Liabilities

2. Quick Ratio (2008 to 2012) (Rs in CRS.)

YEAR QUICK ASSETS CURRENT RATIO

LIABILITY
2007-08 8382.53 14362.33 0.58

2008-09 10404.48 14466.89 0.72

2009-10 9994.15 13638.30 0.73

2010-11 13695.70 16732.40 0.82

2011-12 22866.90 17842.70 1.28

Analysis:

The quick ratio of the company for the year 2007-08 is 0.58, 2008-09 is 0.72,2009-10 is 0.72, 2010-11 is
0.82, and 2011-12 is 1.28. The quick ratio has increased by 24.14% in the year 2008-09 and the year
2009-10 is increased by 1.39% there is increased positive value is found by 12.33% for the year 2010-11
and increased by 56.10% in the year 2011-12.

Interpretation:

As per as quick ratio is concern whether a firm has enough short-term assets to cover its immediate
liabilities without selling inventory
.
Here, Bharti Airtel review that in 2008-09 increase their assets and then after very small percentage
increase. That point of Time it has not enough asset to cover its liabilities. Company ideal ratio is 1.5 so is
below the ratio. This is not good for company should be improving that point.

48
 Return on Net Worth = PAT – Preference Dividend X 100
Net Worth

3. Return On Net Worth (2008 to 2012) (RS IN CRS.)

YEAR PAT-PREFERENCE NET WORTH RATIO

DIVIDEND
2007-08 6244.19 20241.49 30.85

2008-09 7743.84 27643.97 28.01

2009-10 9426.15 36737.18 25.66

2010-11 7716.90 44111.60 17.49

2011-12 5266.00 49429.60 10.65

Analysis:

The return on net worth of the company for the year 2007-08 is 30.85, 2008-09 is28.01, and 2009-10 is
25.66, 2010-11 is 17.49, and 2011-12 is 10.65. The return on net worth has decreased by 9.21% in the
year 2008-09, and decreased by 8.39% in the year2009-10 and again decreased by 31.84% in the year
2010-11 and again decreased by 39.11%in the year.

Interpretation:

As per as net worth ratio states the return that shareholders could receive on their investment in a
company. Here the company continuous declines year by year this not well for company. But actually, is
right because bank rate is low like 12 % is good for investors.

49
Return on Capital Employed = PBIT
Capital Employed

4. Earnings Per Share (2008 to 2011) (RS IN CRS.)

YEAR PBIT CAPITAL RATIO

EMPLOYED
2007-08 9450.20 56009.10 16.87
2008-09 11194.72 41776.10 26.80
2009-10 8747.65 35357.53 24.74
2010-11 7599.87 26811.63 28.35
2011-12 7514.80 11565.07 0.64

Analysis:

The return on capital employed of the company for the year 2007-08 is 16.87,2008-09 is 26.80, and 2009-
10 is 24.74, 2010-11 is 28.35 and 2011-12 is 0.64. The return on capital employed has increased by
58.87% in the year 2008-09, and decreased by 7.69% in the year 2009-10 and increased by 14.59% in the
year 2010-11 and again decreased by97.74% in the year.

Interpretation:

It is expressed as a percentage and can be very revealing about the industry a company operates in, the
skills of the management and occasionally the general business climate. Here, the company continuous
increases efficiency. It is good for the company.

50
Working Capital Turnover Ratio = Net Sales \ Working Capital

5. Working Capital Turnover Ratio (2008-12) (RS IN CRS)

YEAR NET SALES WORKING CAPITAL RATIO
2007-08 25761.11 (-)5922.94 (-)4.35

2008-09 34048.32 (-)4000.26 (-)8.51

2009-10 35609.54 (-)3616.91 (-)9.85

2010-11 38015.80 (-)3002.30 (-)12.66

2011-12 41603.80 6115.20 6.80

Analysis:

The working capital turnover ratio of the company for the year 2007-08 is -4.35,2008-09 is -8.51, and
2009-10 is -9.85, 2010-11 is -12.66, and 2011-12 is 6.80. The working capital turnover ratio has
decreased by 95.63% in the year 2008-09, and decreased by15.75% in the year 2009-10 and again
decreased by 28.53% in the year 2010-11 and increased by 153.71% in the year 2011-12.

Interpretation:

The working capital turnover ratio concern to increasing ratio indicates that working capital is more
active; it is supporting, comparatively, higher level of production and sales; it is being used more
intensively. Here company is not performing well due to negative working capital. This is not good for
company.

51
PBT Ratio = PBT X 100
Net Sales

6. PBT Ratio (2008 to 2012) (RS IN CRS.)

YEAR NET SALES WORKING RATIO
CAPITAL
2007-08 25761.11 (-)5922.94 (-)4.35

2008-09 34048.32 (-)4000.26 (-)8.51

2009-2010 35609.54 (-)3616.91 (-)9.85

2010-2011 38015.80 (-)3002.30 (-)12.66
2011-2012 41603.80 6115.20 6.80

Analysis:

The PBIT ratio of the company for the year 2007-08 is 26.71%, 2008-09 is23.75%, and 2009-10 is
29.92%, 2010-11 is 23.00% and 2011-12 is 16.80%. The PBT ratio has decreased by 11.08% in the year
2008-09, and increased by 25.99% in the year 2009-10and again decreased by 23.12% in the year 2010-
11 and decreased by 26.97% in the year2011-12.

Interpretation:

As per as ratio is concern a higher interest margin means that the company has less financial risk. Here
company has average high ratio so the company is a good position.

52
CHAPTER-9

53
 FINDINGS
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 conducive
to making work joyful.

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 Tikona 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.

I learned a lot during my internship about Outside Sales . Even now, my job revolves around sales. Some
of the lessons I’ve learned are specific to sales, others are more general and applicable to different
careers. Some are life lessons that probably apply outside of your job. Here are some of the key
takeaways:

1. FOCUS ON WHAT’S IMPORTANT, THE 80/20 RULE APPLIES IN SALES

Sales is an impossible job to do perfectly. There’s no such thing as a ‘perfect’ slide deck or a ‘perfectly
delivered’ presentation. Just start attacking a problem one piece at a time. Then, read an article or blog
about it to get more insight. Then tackle a few more pieces. Often times you can get 80% of the task done
faster than you think.

Know when something is good enough to get the job done. Know what needs to be great. Good is the
enemy of great, but a lot of things don’t have to be great, they have to be fast, cheap, or done – so know
what to 80/20.

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2. CHARACTER MAKES A GREAT SALES LEADER

Be the first to take responsibility when things go wrong. People often attribute their success to themselves
and blame their failures on others. Great sales leaders are strong enough to shoulder responsibility when
things go wrong and take the necessary steps to make it right.

If you’re doing well, acknowledge the help you’ve received from other people. No one ever accomplishes
greatness alone, it’s a team sport. So be humble and thankful for your success.

3. PEOPLE UNDERESTIMATE THE IMPORTANCE OF ‘GRIT’ IN SALES SUCCESS

One of the incorrect assumptions people make is that the most successful salespeople on a team will be
charismatic, extremely likeable and attractive – I call them ‘Dazzling Sales Reps’. Actually, the sales reps
who perform best on modern sales teams are the ones who are the most organised, most efficient, hardest
working, and who are able to leverage technology. I call them the ‘Gritty Reps’.

All of these characteristics amplify the results a salesperson is able to make. Being ‘Dazzling’ doesn’t
hurt, but it only gives you a slight edge. A ‘Gritty Rep’ gets ahead by doing more prospecting, leveraging
technology, and working more hours – all of which ultimately lead to more sales. Don’t feel bad if you’re
‘Dazzling’, it just means you have to be ‘Gritty’ too!

There are a million challenges and obstacles to overcome in sales and you need the grit to pound your
way through them. When you run into a problem, wrap your head around it and build a strategy of attack.
Then get started. People often avoid doing the hard things, but you have to do them if you want to get
ahead in sales.

4. NOW MIGHT BE A GREAT TIME NOT TO HAVE WORK-LIFE BALANCE

People talk about the importance of work-life balance, and they’re right. However, I don’t think work-life
balance means you’re always in balance – there are times in your life where you’re probably better off
being a workhorse, and other times where you’ll want to be on the beach.

Don’t feel like you’re a workaholic if you have a few years where you really focus on work. Sometimes
being out of balance in the short-term will optimise your life in the long-term.

Maybe you want to really bust your butt when you’re 27, but when you’re 32 and have a kid, you want to
decelerate for a few years. Then you can pick it up again for a few years when you have fewer

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responsibilities at home. Those years where you work harder and get ahead are an investment in your
future.

5. B2B SALES PROFESSIONALS ARE NOT INDIVIDUAL CONTRIBUTORS

B2B Sales is often thought about as an individual contributor role. Actually, it’s a team role which
involves indirectly managing many parts of your own organisation, as well as using your influence to
indirectly manage things at other organisations.

Great salespeople have the ability to play quarterback on a deal for lots of moving parts of an
organisation. You need to work closely with people from Legal to Product Management, up and down
your chain of command, with sales engineers, different stakeholders and customers.

6. Form Filling criteria

There I learned how to fill the form . Whether you are well educated but you have to be shameless while
asking the spelling of customers name and other details again and again .

There are some samples of the forms

Krti Technologies Private Limited.

Krti Technologies Private Limited.

3A, 3rd Floor, Corpora, LBS Marg, Bhandup West, Mumbai- 400078.
CIN: U72900RJ2021PTC072887, GSTIN : 27AAGCK6904J1ZA
CUSTOMER REQUEST FORM
PERSONAL DETAILS
Name of the First Applicant: (……………………………………………...……...
Father/Spouse/Son/Daughter of: ....................................................................
Date of Birth: .................................................. PAN No. ....................................
Occupation: Service .............................................. Business .............................
Others:.......................................................................................................................
Nationality: ........................................... Passport No. ..........................................
Correspondence Address: ......................................................................................

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.............................................................................................. Pin:..............................
PermanentAddress:................................................................................................
........................................................................................................ Pin:....................
Email ID: ...................................
Contact No. (R) ......................... (M) ......................
Name of the Second Applicant: ..................................................................
Father/Spouse/Son/Daughter of: .....................................................................
Date of Birth: .................................................. PAN No.: ....................................
Occupation: Service .............................................. Business: .............................
Others: .......................................................................................................................
Nationality: ........................................... Passport No.: ..........................................
Correspondence Address: ......................................................................................
.............................................................................................. Pin: ..............................
PermanentAddress:................................................................................................
........................................................................................................ Pin: ....................
Email ID: ...................................
Contact No. (R) .........................(M) ..................
Date:
Place: Seal Sign

_________________________
(First
Applicant)
_________________________
(Second Applicant)
_____________________________________________________________________________________
Krti Technologies Private Limited.
3A, 3rd Floor, Corpora, LBS Marg, Bhandup West, Mumbai- 400078.
CIN: U72900RJ2021PTC072887, GSTIN : 27AAGCK6904J1ZA

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CHAPTER-10

58
 CONCLUSION

Tikona Infinet is the trusted choice for connectivity solutions, offering a comprehensive range of reliable,
high-speed internet services.

With a customer-centric approach, we tailor our solutions to meet the unique needs of individuals,
businesses, and enterprises across diverse industries. Backed by a robust network infrastructure and
advanced technologies, we ensure seamless connectivity, minimal downtime, and optimal performance.

Our commitment to affordability, exceptional customer service, and data security sets us apart. With
Tikona Infinet, you can experience fast, secure, and cost-effective connectivity solutions that empower
you to unlock the full potential of the digital world.

Trust us to be your reliable partner in achieving digital success.

Internet Service Provider Tikona Digital has raised $171 million from Overseas Private Investment
Corporation, an independent US government investment agency, reports Economic Times. Media Nama
has written to the company for confirmation and will update the story once they respond. Tikona plans to
use the fresh funds for rolling our 4G-based broadband services across the country, added the report. The
company had earlier secured $45 million in November 2014 from International Finance Corporation,
Goldman Sachs, Oak Investment Partners, Everstone Capital Advisors and L&T Infrastructure Finance
Co Ltd. Note that Tikona had announced in October 2015 that it would launch 4G broadband plans in 30
cities by first half of 2016 but currently runs a pilot project in Varanasi for home and enterprise users. The
company has 20 MHz of broadband spectrum in 5 telecom circles including Gujarat, UP-East, UP-West,
Rajasthan and Himachal Pradesh, for which it had paid Rs 1,058 crore during the 2010 Broadband
Wireless Auctions. The broadband provider currently has operations in 23 cities and had earlier phased
out operations in 13 cities in December 2012. It offers home-based broadband services up to a maximum
speed of 10 Mbps as well enterprise broadband and managed bandwidth services through the acquisition
of HCL Infinet in 2011. Competition There is no data about the number of users currently using Tikona’s
services. The company however plans to compete with smaller broadband providers such as Hathway,
Tata Teleservices, according to officials who spoke to ET. Note that Airtel is currently in the process of
rolling out.

 In last several years, the numbers of internet users have increased by leaps and bounds.

 Many of the Small and medium enterprise in India cited local business culture, a significant
barrier that is keeping them from engaging more broadly or deeply online. Hence there is a huge
untapped market for tikona .

 For SMEs to have a competitive advantage and to remain in the market it is important to
incorporate Internet marketing, web presence, e-mail, and other forms of e- commerce to drive the
marketing and sales campaign.
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 Tikona was targeting those companies whose head offices are in Kolkata as in most of the cases
the head office decide which internet service provider the company will use.
 The company has different strategy of marketing, TDN’s strategy is acquiring maximum
buildings, so 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.

 13% SMEs who were somewhat not satisfied with the performance of their internet service
provider and 30% of the SMEs who somewhat satisfied with the performance of their internet
service provider could be the prospective customer of the company.

 People today don’t have time to wait for anything, so increased internet speed is making them
more inclined towards it.

 Some customers plan to disconnect their service provider as billing is very high and after sale
service is not good.

 Most preferable speed among the SME clients is 2 Mbps, 1Mbps and 512Kbps so there are more
prospects for tikona to provide them better speed against what they are using.

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CHAPTER-11

61
 RECOMMENDATION

 I came across many small and medium enterprises that weren’t aware about Tikona so there is a
need to build brand awareness. It can be done by sponsoring some public event, use of radio, TV
& newspapers.

 Tikona should introduce celebrity endorsement so that the awareness about tikona can be
introduced.

 I suggest company to print leaflets and pamphlets in local languages and regional newspapers as
well as it will increase the reachability to the customers.

 Tikona may also introduce some sales promotion such as cash discounts such promotional
activities would further strengthen the market share of the Company.

 The customer care centre should pay more attention in receiving and solving customers
complaints.

 It was observed that many of the potential customers are already satisfied with their current
brand. So, the company will have to go an extra mile to convert them into Tikona Digital users.
Following measures can be taken:

 Introductory offer of complimentary 3 GB for a selection of plan more than 25 GB.

 Give a trial period of 1 week to the prospective customers as it will increase their trust and
reliability.

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BIBLIOGRAPHY

63
 BIBLIOGRAPHY

BOOKS :
 Philip Kotler and Kevin Lane Keller
 Marketing Management

News Paper :
 The Economic Times

Websites:
 www.tikona.in
 www.economictimes.com
 prnewswire.com

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ANNEXTURE

65
 SURVEY OF TIKONA INFINET LIMITED
COMPANY INFO
NAME
NAME OF BUSINESS
HO LOCATION WEBSITE
CTO/CIO
NAME
DESIGNATION
MOBILE NO.
E-MAIL ID
FACTORY BRANCH OFFICE WAREHOUSE C&F
NO. OF UNITS
PEOPLE STRENGTH

USE OF IT SYSTEM ACCOUNTS FINANCE STOCK HR CRM

MGMT.
CURRENTLY IN USE
NO. OF USERS (PCs)
NAME OF PACKAGE
SATISFACTION LEVEL
FUTURE PLAN
INTERNET USE MESSAGIN NET ONLINE ONLINE
G BANKING SALES PURCHASE

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