SSA Heads Meeting 08-09 February 2017 EB & LL Section Circle Office Ambala

Sales funnel target for the year 2016-17 for Stage-I and Stage-IV Stage-I target Stage-IV target Circle target Rs 280 Crore Rs 80 Crore Sales Funnel in pipeline up to week 43th ending on (28/01/2017) Week No: 43th ending on (28/01/2017) S-I S-II S-III Total Business achieved (Rs Cr) 294.67 2.37 3.09 300.13 Pending leads (in No.s) 201 24 12 237

Comparison of FY 15-16 & FY 16-17 achievement up to 28/01/2017 Week no. 43th / Ending on (28/01/17) Annual target Prorata Target Total Business achieved % Prorata Target ach. Overall % Target ach. Stage-IV for 2016-17 (Cr) 80.00 66.15 64.36 97.29 80.45 Stage-IV for 2015-16 (Cr) 72.00 59.54 61.13 102.67 84.90 Stage-I for 2016-17 (Cr) 280.00 231.54 391.04 168.89 139.66

SSA wise Sales funnel vis a vis achievement for Stage-IV Name of SSA Target / Ach. (in Rs Cr.) AMB FBD GRG HSR JND KRL RWR RTK SPT HAR Total Stage-IV Target of 2016-17 7.00 26.00 5.50 1.00 3.50 5.00 2.50 80.00 Prorata Target upto 43th week 5.79 21.50 4.55 0.83 2.89 4.13 2.07 66.15 Achievement upto 42nd week 6.38 18.29 18.66 4.56 0.20 6.33 2.78 4.84 1.67 63.70 Ach. for 43th week (Rs Cr) 0.48 0.00 0.02 0.15 0.66 Business ach. upto 43th week 6.86 18.68 2.93 64.36 % Prorata target achievement 118.51 85.07 86.88 100.26 24.19 218.71 101.24 117.06 80.78 97.29 Overall % Target ach. 98.00 70.35 71.85 82.91 20.00 180.86 83.71 96.80 66.80 80.45 Rank 2 7 6 5 9 1 4 3 8 N.A.

SSA wise Sales funnel vis a vis achievement for Stage-I Name of SSA Target / Ach. (in Rs Cr.) AMB FBD GRG HSR JND KRL RWR RTK SPT HAR Total Stage-I Target of 2016-17 24.00 91.00 20.00 3.00 12.00 18.00 9.00 280.00 Prorata Target upto 43th week 19.85 75.25 16.54 2.48 9.92 14.88 7.44 231.54 Achievement upto 42nd week 247.94 36.74 41.80 25.35 0.40 11.11 5.80 17.43 4.33 390.92 Ach. for 43th week (Rs Cr) 0.00 0.12 Business ach. upto 43th week 5.92 391.04 % Prorata target achievement 1249.31 48.82 55.55 153.28 16.12 111.96 59.66 117.10 58.18 168.89 Overall % Target ach. 1033.08 40.37 45.93 126.75 13.33 92.58 49.33 96.83 48.11 139.66 Rank 1 8 7 2 9 4 5 3 6 N.A.

Pending Top 10 leads of Sales funnel in EB portal: Sr. No SSA NAME_OF_THE_CUSTOMER NAME_OF_NAM YEAR WEEK NAME_OF_PRODUCT QUANTITY BASE_TARIFF in Cr. Status 1 AMBALA Honorable CM Vasundhara Raje Sunil 2017 3 Wi-Fi 9897 197.94 Under process. 2 Development and Panchayats Department Haryana 2016 48 200 17.38 Proposal dealt by Ambala SSA & pending at Haryana Govt for written consent. HISAR BHARAT SWABHIMAN TRUST HISAR VIRENDER 42 VOICE CUG 100000 17.28 Approved by EB-II BSNL HQ. 4 KARNAL HARTRON Pushkar Srivastava 50 30 4.94 P.O. has been issued by HARTRON and demand note issued for 26 locations. 5 Transport Commissioner Haryana,Chandigarh ILL 81 4.5648 Revised proposal has been submitted by Ambala SSA for OFC laying, bandwidth & Hardware cost. 6 Faridabad NAV chetna Trust S.S.Verma 32 4.26 Proposal submitted to customer. 7 ROHTAK Hindustan National Glass sumit 39 446 3.6 Proposal is under process. 8 Haryana Tourism Mr.Deepak 40 Case pending with Haryana Govt. 9 Trigma Solutions Pvt Ltd Rajesh Kumar 51 IDC Service Proposal is under negotiation. 10 United Health Group 2.5 App. Amount involved is Rs 258.47 Cr.

Balance targets vs total funnel available period ending 28/01/2017: S No SSA Stage-IV, Balance target to be achieved in Cr. Stage wise funnel available Total I II III 1 Ambala 0.14 220.81 0.00 2 Faridabad 7.71 18.67 18.15 0.52 3 Gurgaon 7.32 4.97 2.22 0.74 2.00 4 Hisar 0.94 19.15 18.90 0.25 5 Jind 0.8 0.39 0.20 0.19 6 Karnal -2.83 10.63 8.95 0.78 0.90 7 Rewari 0.57 5.97 5.89 0.07 8 Rohtak 0.16 16.06 9 Sonepat 0.83 3.49 15.64 300.13 294.67 2.37 3.09

SSA wise Stage-1 pending leads: No of Stage-I leads Oldest week / year NAME_OF_THE_CUSTOMER DETAILS_OF_PRODUCT BASE_TARIFF in Cr. AMBALA 11 13th / 2014  A.S Industries landline & Broadband Connection 0.005 FARIDABAD 14 33th / 2016 Keltron POST PAID MOBILE 1.39 GURGAON 19 28th / 2016 DHFL Pramerica MPLS-VPN 0.10 HISAR 9  41st / 2016 SHIRI SIDHI VINAYAK DIGI CABLE Dark Fibre 0.35 JIND 7 40th / 2016  Rajiv Gandhi Polytechnic Education Society ILL 0.018 KARNAL  22nd / 2016 GOVT COLLEGE ISRANA INTERNET LEASE LINE 0.1 REWARI 72  32nd / 2015  M/s Panalfa Autoelektric Pvt. Ltd. 0.02 ROHTAK 41  16th / 2016 APCPL jharli jhajjar SONEPAT  36th / 2016 BPS University Khanpur EPABX 0.8 TOTAL 201 --  

EB Login Report - Users Who have not logged for > 15 Days, Circle- HARYANA HRMS No. NAME MOBILE LAST LOGIN 200204844 Rajesh Dhanda , JTO, KRL 9416647101 2/10/2016 SSA are requested to delete the accounts of KAMs / CRMs who have either been transferred or not looking after the EB Portal.

Web Leads Details Report - Pending with KAMs Nodal Officer/(Nam/Kam) Name of The Customer Created Date Nodal Officer/(Nam/Kam) Name of SSA Service Category 1 Goel International Pvt Ltd 16-01-2017 Naresh Ahuja KARNAL WI-MAX 2 Technofast Consulting Solutions Pvt.Ltd 27-01-2017 MANU KHANDELWAL GURGAON LEASED LINE 3 sandeep singh company 28-09-2016 Sh Surinder Singh OTHERS 4 BSNL 29-01-2017 LANDLINE 5 Ab tech 10/11/2016 Deepak Sindwani 6 8/12/2016 Bulk Push SMS 7 Blood of Jesus international 2/2/2017 TOLL FREE 8 AGH WIRES 23-01-2017 Sumit ROHTAK 9 Domestic 2/8/2016 Rajesh Dhanda BROADBAND

Report of Tender participation during FY 2016-17 SSA / Particulars Tenders received from BSNL HQ Participation under process Tender cancelled / Not participated Tenders Won Tenders Lost Ambala 7 4 3 Faridabad 2 Gurgaon 1 Hisar Jind Karnal Rewari Rohtak Sonepat Total 27 5 12 9 All SSA Heads are requested to ensure participation in the tender received from BSNL HQ, Circle and SSAs.

Report of Tender participation during FY 2016-17 Sr. No. SSA Tenderer / Customer Name Service required in tender Service required in tender Tender date Remarks 1 KRL Kalpana Chawla Government Medical College 1 Gbps ILL 07/02/17 Under process by Karnal SSA. 2 NIT KURUKSHETRA (Haryana) Wi-Fi services 10/11/16 Data to be filled by SSA. 3 GRG Water And Power Consultancy Services Indian Limited 20 Mbps ILL 21/07/16 4 Research and Development 03/08/16 5 Municipal Corporation, Karnal, Haryana 11/04/16 Naval Transmiting Station Gurgaon (Indian Navy) BSNL WON TENDER 34 Mbps MPLS Jan 2017 BSNL participated in tender with standard rates. After bid opening, the VICE admiral negotated on rates. Finally to win the tender, 1.5% discount on standard port charges was offered. The Purchase order is expected by second week of Feb 2017.

Report of Tender participation (not participated) during FY 2016-17 S. No SSA Tenderer / Customer Name Service required in tender Rates quoted by Circle Hierarchy of BSNL (L1, L2, L3 .... etc) Hierarchy wise rates of other bidders Bidder name Rates quoted 1 KRL IOCL (Haryana) This is related to procurement of Material and not relevant to telecom services. 2 AMB Haryana Board Corporation With reference to Huda Tender requirement for Wi-Fi facility, they are looking for Controller based solution having different user name and different password for all user. Whereas we are providing solution through registration of mobile No & OTP delivered on mobile No. OR manual solution where we are providing voucher with username and password but daily distribution of card is difficult to manage for same users. 3 Haryana Urban Development Authority Tender has been cancelled by HUDA. 4 GRG Oriental Bank of Commerce, Corporate Office, Gurgaon OBC is dealt by EB NCR-II.We have already conveyed this to Mr.CP Mehtaji DM EB-2 5 Panipat Refinery Procurement of Material technically not feasible 6 FBD PWD (Govt Polytechnic Mandkala) Not related to telecom services. 7 Indian Institute of Corporate Affairs Already provided 100Mbps ILL and now they want back-up of this link. 8 SPT NIFTM BSNL lease line of 1 GB is already working in NIFTEM. As per Assistant Registrar tender cancelled. 9 NTPC Ltd Asked System Integrators to provide the best Qoutes. Due to non availability of qoutes could not participated. 10 Haryana State Electronics Development Corporation Limited Time was too short to participate. Email received on 07/09/16 and same is forwarded to Ambala SSA for participation. As tender date was 09/09/16 Ambala EB team could not participated in the tender due to shortage of time. 11 Rites Office Complex, Sector 44 Gurgaon In the past tenders floated by Rites, the rates quoted by other ISP's were too low for MNS services. Like for 10 Mbps ILL over MNS, the L1 was M /s Sify who quoted Rs1.69 lakhsper year. They also accepted penalty clauses in monetary terms.Recently BSNL Gurgaon participated in tender of M/s WAPCOS for 20 Mbps ILL ( MNS) where in M/s Spectranet has quoted Rs 9 lakhs for MNS service for a period of 3 years and BSNL has quoted Rs 45 Lakhs. As a result we lost tender. As our MNS rates are on much higher side as compare to other ISP's like sify, so BSNL Gurgaon has not participated in tender. 12 Not participated as tender is not relevant to telecom services. Supply, Installation & Commissioning of IP Surveillance System at Various Bus Stands of Haryana Roadways, Purchase of GPS Devices 500nos/ Blade Chassis Servers/ EMS NMS Solution For Monitoring & Management Of HSDC & SWAN Operations/ Supply Installation Of IP Based CCTV Cameras

Report of Tender participation (lost) during FY 2016-17 S. No SSA Tenderer / Customer Name Service required in tender Rates quoted by Circle Hierarchy of BSNL (L1, L2, L3 .... etc) Hierarchy wise rates of other bidders Bidder name Rates quoted 1 GRG WAPCOS Limited MNS 20 Mbps ILL with 3 years contract Rs 45 lakhs Spectranet (L-1) BSNL (L-2) Spectranet 9 lakhs for 3 years period 2 AMB Uttar Haryana Bijli Vitran Nigam Limited 2400GSM Voice SIMS with 2Gb Data in 250 SIMS BSNL was awarded technical score of 61.63 % in Technical evalaution and the price bid of bidders whose score is more than 70% will be opened. Hence Tender lost. N.A. 3 Town And Country Planning ILL with Complete Soultions including Equipment at 26 Locations Standard ILL Rates with 10% Rebate are given and Equipment Rate has been Taken from SWAN Solution (Equipment Rate is Rs 43162/- + Taxes) Tender awarded to Airtel Airtel BSNL 4 FBD IOCL 20 Mbps ILL Standard ILL Rates with 10% Rebate are given(Rs528862+ST) L3 Sifi 3.5 Lac 5 Haryana Power Generation Corporation Limited ILL with Complete Soultions including Equipment at 4 Locations Standard ILL Rates with 10% Rebate are given and Equipment Rate has been Taken from SWAN Solution (Equipment Rate is Rs 32968/- + Taxes) per site Tender awarded to Reliance Reliance 6 KRL Department Of Urban Local Bodies (Haryana) Wi-Fi services Tender lost due to higher wifi charges. As per verbal confirmation tender is alloted for Rs 131000 per month Inclusive of service tax. BSNL Quoted price was very high appx 44 lakh including ofc laying charges per annum anually inclusive of service tax. L1-YPT Noida L-2 SAT Communication 131000 per month 7 National Medical College Network IDC & MPLS It was collectivley bid by Dimension Data and Railtel. Awarded L1 along with Railtel but tender scraped. 8 HSR Guru Jambheshwar University Of Science And Technology ILL & Surveillance System Tender cancelled due to single bid received from BSNL only only single bid i.e BSNL 9 National Institute Of Technology Haryana One 155 Mbps Leased Line BSNL Rs3711409/- Tax Rs556711/- L2 L1 Reliance Rs 10,35,000/-

National level System Integrators: S. No. Name of SI Validity of PBG and Agreement Contact details of Representative, Address, Mobile Number, Email ID etc. 1. M/s Trimax IT Infrastructure & Services Pvt. Ltd 28.06.2021 2nd floor, Universal Mill Building, Asha Usha Compound, Mehra Estate, LBS Marg, Vikroli- West, Mumbai-400079. Contact person: Piyush Patel, 022- 40681000 9004393027,Email ID : piyushp@trimax.in 2. M/s. Swan Solutions & Services Pvt. Limited 25.04.2022 404, T-Square, 4th Floor, Sakhi Vihar Road, Chandivali, Andheri (E), Mumbai 400072. Contact Person : Rajesh Dabral: 022-28034070, 7045790235 / 9403956136 Email ID: rajesh@swansol.com 3. DSM Infocom Pvt. Ltd. 06.01.2020 Office No. 52 floor 1 , 404 -A Waghwadi,Kalbadevi road, Mumbai-400002, Contact Person: Vishal Shinde: 022-43115563. Mob : 9867390630 Email ID: vishalshinde@dsmindia.com Circle Office has also floated open ended EOI, for selection of Circle level SI as below:- M/s TelExcell Information Systems Limited : short supply documents have been called. However M/s TelExcell informed that he has participated in National level EOI of BSNL NTR Circle & it is expected that approval letter will be issued shortly. M/s Vision Plus Security Control Pvt Ltd:- Document has been received & meeting of Tender opening committee was held on 01/12/2016. Now meeting of Tender Evaluation Committee will be held.

Status of approved business cases: SSA / Particulars Total Business Proposals Installation completed Pending at SSA Deals Lost Ambala 3 2 1 Faridabad 4 Gurgaon 17 12 5 Hisar Jind Karnal Rewari Rohtak 9 6 Sonepat Total 39 26 11

Status of approved business cases but not implemented: SN Name of customer SSA Service Approval No. & dted Target Commissioning date Commissioning date Remarks filled by SSAs 1 Amazon Seller Services Pvt Ltd Gurgaon 50 Mbps ILL CO 24 dated 07/11/2016 10/02/2017 Payment received. Customer wants link by 12th January 2017 2 10 Mbps ILL CO 25 dated 07/11/2016 3 Triveni Polymers P Ltd Sonepat CO 26 dated 19/11/2016 15/02/2017 Work in Progress. 4 APCPL Jharjli Rohtak 20 Mbps ILL CO 27 dated 06/12/2016 Demand note sent to customer 5 District Jail VPO Sunaria 2 Mbps ILL CO 28 dated 23/12/2016 12/02/2017 6 Delhi Gujarat Fleet Carrier Rewari CO 30 dated 28/12/2016 Payment received. 7 Toyoda Gosei 4 Mbps ILL CO 31 dated 20/01/2017 8 Woori Bank CO 32 dated 24/01/2017 02/02/2017 9 Bharat Swabhiman Nyas HR-12 Hisar GSM Mobile EB-II HQ dated 27/01/2017 10 MCI Gurgaon HR-13 CO 33 dated 30/01/2017 11 H.T.Mobile Solutions HR-16 1+5 ISDN PRI EB-II HQ dated 30/01/2017

Targets & achievement of Gold account penetration with detail for the FY 16-17 Circle Target assigned by BSNL HQ in numbers Achievement Haryana 13 15 Sr. No. Name of Enterprise Customer Name of SSA Details of Business acquired Deal Size in Crores Commitment Period (in Years) 1 Honda motor cycle Gurgaon MPLS 0.102 2 National Institute of Solar Energy 100 MBPS ILL 0.2 3 Haryana E District Faridabad IDC Services 0.424 4 Fastway Transmission Pvt. Ltd. Hisar Dark fiber 0.124 5 Food and Supply Department,Haryana Ambala 163 nos. of broadbands 0.8963 6 Indian Institute of corporate ILL 7 Indraprath Gas Pvt. Ltd. (on p.a. basis) Toll free 0.17 8 CSC SPV ILL 10 Mbps 0.28 9 CSSRI KARNAL 0.1 10 Board of School Education Haryana Rohtak 100 Mbps ILL 0.604095 11 Fastway Northstar Pvt Ltd Dark Fiber 0.175 12 Motherson Sumi Infotech Rewari ILLs 0.10572 13 Forest Deptt. Haryana 144 Broadbands 0.893 14 SSP Pvt Ltd ILL/MPLS/VPNoBB 0.22 15 CRPF Data Cards 0.3

IDC sales target from BSNL HQ in Rs. Cr. Targets and achievements of IDC business with detail for the FY 2016-17 Circle IDC sales target from BSNL HQ in Rs. Cr. IDC Achievement Rs. Cr. Haryana 8 10.27 Name of SSA AMB FBD GRG HSR JND KRL RWR RTK SPT HAR IDC sales target Rs. Cr. 0.20 6.00 3.00 0.05 0.10 10.00 IDC Achievement Rs Cr 0.00 10.27 Pending IDC leads of Faridabad SSA: Name of Customer Value of Lead (in Crore) 1. State Data Center DR - 4.00 2. Trigma - 1.50 Total - 5.50

EB customer meet EB customer meet is to be held in every quarter of the year; to have interaction with EB customers, to get their views, to share the latest & existing services with them and to ensure business with them, activities need to be carried out at SSA level. SSA Heads are requested to conduct quarterly EB customer meet under intimation to this office. Feed back of EB meet at SSA level may be shared. SSA are requested to intimate the date of next EB customer meeting for this quarter.

Service delivery status of different projects: DOP Project Frequent disconnection of VPNoBB circuits in Haryana Circle due to Non payment billing at SSA level, despite issue of various instructions in r/o not to disconnect the VPNoBB, as centralized billing for this project. Please make all efforts to get the 11 locations feasible. DDNP Numbers are given as under: DOP SITE Name of SSA Line Number Status Nai Mandi Sirsa S.O Hisar 1666240048 Disconnected 4 times PO- Sec 6 Karnal S.O. Karnal 01842280070 Disconnected 3 times

Hartron Wi-Fi Hot-spot Project [KRL SSA is Nodal] Service delivery status of different projects: Hartron Wi-Fi Hot-spot Project [KRL SSA is Nodal] HARTRON has issued the Purchase order for setting of Wi-Fi hotspots of 30 locations which was to be installed upto 30th Jan 2017 but the same are not got live except one location Kurukshetra. HARTRON has also issued the Purchase order for setting of Wi-fi Hot-spots of 3 locations of HSIDC Department which was to be installed upto 30th Jan 2017 but the same are not got live. It was finalized in the SSA Head meeting held on dated 17/01/2017 that all above locations of Wi-Fi Hot spots are to be commissioned upto 30th Jan 2017.

RTA ILL Project [AMB SSA is Nodal] Service delivery status of different projects: RTA ILL Project [AMB SSA is Nodal] Haryana Government has issued Purchase Order for provisioning of 81 Internet Lease lines in 2 Phases. 21 sites in Phase-I and 60 sites are in Phase-II. Ambala SSA has made order in CDR for provisioining the ILLs, copy of the same has been uploaded on Intranet HR. This project of 21 sites of phase-I was to be implemented upto 15/01/2017. The status of same may please be updated.

Pending / Critical issues of EB section: BSNL HQ has updated the documents to be required in tenders in “Circular Section” of EB portal. SSA may download the documents for the purpose of tender participation from EB portal. Recently BSNL HQ has reviewed the EPABX to “Open Policy on Free PABX”. The EOI document has been uploaded on BSNL Haryana website. SSAs are directed to ensure for wide publicity. BSNL HQ has floated EOI for MNS and last date for bid submission 20-01-2017: SSAs are requested to give wide publicity. All the reports related to EB like tender, GPMS, approved case report etc are available on Google Documents. All SSAs are requested to fill up the report on regularly basis. Though the SSAs are visiting the customers but not filling the data in Sales Activity report. All SSAs are requested to fill up the data in Sales Activity report as Haryana circle is lacking behind in Sales activity. EB Customer Meet: SSAs are requested to hold Quarterly EB Customer Meet vide Director (Ent) DO letter no. 27-1/2016/EB-I dt. 9-09-2016 to increase the business. Meeting with Sr. Govt. Functionaries / CEOs: SSAs are requested to meet Sr. Govt. Funcationaries / CEOs in their SSAs to increase the business.

Focus Areas Participation in Tenders for acquiring business and to get Business Intelligence. Posting of best possible officers. Tab on Renewal of business. Continuous contact /visit only key. Enhance marketing efforts of EB. Collection of Intelligence of right Rates for Card Correction. Maximize Stage-I Leads.

Thanks