POTENTIAL ANALYSIS OF ENTERPRISE

SOLUTIONS IN SMES IN MUMBAI

TABLE OF CONTENTS

Abstract
Company Description
BES Proposal
BPS proposal
Objective of the project
Methodology used
Findings
Learnings
Limitations
Conclusion & Recommendation
Bibliography & References

5
6
14
25
36
36
37
49
50
51
52

ABSTRACT
The project is titled Potential analysis of Enterprise Solutions in SMEs
in Mumbai is intended to ensure the potential of Blackberry
Professional Software (BPS) and matching customer requirements after
knowing their needs.
The market has been segmented into three parts. They are Small,
medium, and large enterprises. There is a huge potential of BPS in
large enterprises. But we have been assigned to target the small and
medium enterprises. Here in Airtel, we have been told to serve a
quality service to customers as it can increase business by indirect
marketing tools such as word of mouth. To enlarge the scope of BES
from large enterprises to small and medium enterprises (SMEs), a new
version is launched in the market at a lower cost available in small
packets so that SMEs can also get access to the same kind of service
called BPS.
Reason behind launching BPS:BES involves initial cost of 2 lakhs which is not affordable to SMEs and
due to this, the market becomes restricted.
BlackBerry Professional Software (BPS) is based on best-in-class
BlackBerry software but with simplified features that are relevant to
your business.
BPS is enterprise class software that enables an organizations user to
access their email, calendar, tasks, memos and other corporate data
wirelessly using a Handheld. The software costing Rs. 2 Lakhs is now
being offered to selected customers for Rs.19995.
BPS helps by providing following features such as

End-to-end Advanced Encryption Standard (AES) or Triple Data

Encryption Standard (Triple DES) encryption for advance security
features.

Hassle-free installation, set-up and management

BlackBerry Professional Software is not only designed specifically for
small and medium-sized businesses, but its priced for them too.
This project has been accomplished by taking primary as well as
secondary data. Primary data have been collected from various SMEs
with the help of questionnaire. Secondary data will include the

information taken from various websites, training material provided by

Airtel and information provided by company.

INTRODUCTION
BHARTI ENTERPRISES
Bharti Enterprises is one of Indias leading business groups with interests in
telecom, agri business, insurance and retail.
Bharti Airtel, Indias leading integrated telecom company, has been at the
forefront of the telecom revolution and has transformed the telecom sector
with its world-class services built on leading edge technologies. Bharti has
been a pioneering force in the telecom sector and today enjoys a strong
nationwide presence.
Bharti has grown successfully in partnership with various leading companies
of the world - Singapore Telecom, Vodafone, Warburg Pincus, and British
Telecom, to name a few.
The other businesses in the group are Beetel, communication and media
devices, Bharti AXA, a financial services JV with AXA of France, and Field
Fresh, a joint venture with Del Monte to offer fresh and processed fruits and
vegetables in the domestic as well as international markets.
Bharti has recently forayed into the retail sector with its subsidiary Bharti
Retail. It has also entered into a joint venture with Wal-Mart for setting up the
supply chain, logistics and cash and carry to support the burgeoning retail
market in India.

Bharti Airtel Ltd

Bharti
Airtel
Ltd
is
India's
leading
provider
of
telecommunications services. The company has 3 distinct
Business divisions - Mobile, broadband & telephone services
and enterprise services.

Bharti TeleTech Ltd

Bharti Teletech is Indias leading telecom & allied products
company and is one of the largest manufacturers of landline
telephones in the globe. Bharti TeleTech Ltd manufactures and

exports world-class telecom equipment under the brand

'Beetel'. The companys manufacturing operations are spread
across two ISO-9000 certified plants in Goa and Ludhiana with
an installed capacity of 6 million telephone units annually
upgradeable to 10 mn units.

Telecom Seychelles Ltd

Telecom Seychelles Ltd provides
Seychelles, under the brand 'Airtel'

telecom

services

in

Bharti Telesoft Ltd

Bharti Telesoft Ltd delivers best-in-class, revenue-critical VAS
products and services to telecom carriers.

FieldFresh Foods Pvt Ltd

FieldFresh Foods (P) Ltd is a venture between Bharti
Enterprises and Del Monte Foods India Pvt. Ltd, to offer fresh
and processed fruits and vegetables in the domestic as well as
international markets including Europe, USA and Middle East.

Bharti Retail Pvt Ltd

Bharti Retail is a wholly owned subsidiary of Bharti
Enterprises. Bharti Retail is setting up a chain of multiple
consumer friendly format stores in India which will be 100
percent owned and operated by Bharti. Bharti Retail will
provide consumers with products of affordable prices, great
quality and wider choice. The company has launched
neighbourhood format stores called "Easy Day". The stores are
a one stop shop to cater to every familys day-to-day needs.

Bharti AXA Life Insurance Company

Bharti AXA Life Insurance Company Ltd is a joint venture
between Bharti Enterprises and AXA, world leader in financial
protection and wealth management. The joint venture
company has a 74% stake from Bharti and 26% stake of AXA

Asia Pacific Holdings Ltd (APH).

Bharti AXA Investment Managers Pvt. Ltd.

Bharti AXA Investment Managers Pvt. Ltd., an asset
management company in India, is a joint venture between
Bharti Enterprises, AXA Investment Managers (AXA IM) and
AXA Asia Pacific Holdings (AXA APH).

Bharti Resources
Bharti Resources, a wholly owned subsidiary of Bharti
Enterprises, is a premier end-to-end learning and
development solutions organisation that specialises in the
customer experience arena. It provides learning solutions that
impact business performance through enhanced employee
productivity, customer profitability and effective talent
transformation.

Jersey Airtel Ltd

Jersey Airtel, a subsidiary of Bharti, offers world-class mobile
services in Jersey (Channel Islands) over its full 2G, 3G and
HSDPA enhanced network. The Company brings marketleading products and services to its customers under AirtelVodafone brand.

Bharti Foundation
Bharti Foundation was set up in 2000, with the vision, To
help underprivileged children and young people of our
country realize their potential. It aims to create and support
programs that bring about sustainable changes through
education and the use of technology and information.

BHARTI AIRTEL
Telecom giant Bharti Airtel is the flagship company of Bharti
Enterprises.. Airtel comes to you from Bharti Airtel Limited, Indias
largest integrated and the first private telecom services provider with a
footprint in all the 23 telecom circles. The Bharti Group, has a diverse
business portfolio and has created global brands in the
telecommunication sector. Bharti has recently forayed into retail
business as Bharti Retail Pvt. Ltd. under a MoU with Wal-Mart for the
cash & carry business
Bharti Airtel, formerly known as Bharti Tele-Ventures Limited (BTVL) is
India's largest GSM mobile operator with more than 62 million mobile
subscribers as of March 2008.[1] It also offers fixed line services and
broadband services. It offers its mobile services under the Airtel brand
and is headed by Mr. Sunil Bharti Mittal. The company also provides
telephone services and Internet access over DSL in 14 circles. The
company complements its mobile, broadband & telephone services
with national and international long distance services. The company
also has a submarine cable landing station at Chennai, which connects
the submarine cable connecting Chennai and Singapore. The company
provides end-to-end data and enterprise services to the corporate
customers through its nationwide fiber optic backbone, last mile
connectivity in fixed-line and mobile circles, VSATs, ISP and
international bandwidth access through the gateways and landing
station. The businesses at Bharti Airtel have been structured into three
individual strategic business units (SBUs) - mobile services, telemedia
services (ATS) & enterprise services. The mobile services group
provides GSM mobile services across India in 23 telecom circles, while
the ATS business group provides broadband & telephone services in 94
cities. The enterprise services group has two sub-units - carriers (long
distance services) and services to corporate. All these services are
provided under the Airtel brand.
Success is people driven. Building competencies through training is
one of the core strengths of Airtel. Airtels vision is to become the most
admired brand in India and loved my more customers.
Bharti Enterprises has successfully focused its strategy on telecom
while straddling diverse fields of business. From the creation of 'Airtel',
one of India's finest brands, to becoming the largest manufacturer and
exporter of world class telecom terminals under its 'Beetel' brand,
Bharti has created a significant position for itself in the global
telecommunications sector.Bharti Tele-Ventures is today acknowledged

as one of India's finest companies, and its flagship brand 'Airtel', has
over 12 million customers across the length and breadth of India.

COMPANY PROFILE
Bharti Airtel is one of India's leading private sector providers of
telecommunications services based on an aggregate of 64,268,047
customers as on March 31, 2008, consisting of 61,984,721 GSM mobile
and 2,283,326 Bharti Telemedia subscribers.
VISION
By 2010 Airtel would be the most admired brand of India.
Loved by more customers
Targeted by top talents
Benchmarked by more talents
MISSION
We will meet the mobile communication needs of our customers
through:
Error-free service delivery

Innovative products and services

Cost efficiency

Unified Messaging Solutions

GROWTH
The Company has grown from being a single-circle mobile service
entity in 1995, to one of the largest integrated private telecom players
with an all-India mobile footprint, through a combination of organic and

inorganic growth.The strong and sustained growth demonstrated over

the years is testimony to the companys commitment to being a
customer focused, long-term telecom player.
Bharti Airtel continues to capitalize on the growth opportunities in the
Indian telecommunications sector to achieve its vision

ORGANISATION STRUCTURE:
As an outcome of a restructuring exercise conducted within the
company; a new integrated organizational structure has emerged; with
realigned roles, responsibilities and reporting relationships of Bhartis
key team players. With effect from March 01, 2006, this unified
management structure of 'One Airtel' will enable continued
improvement in the delivery of the Groups strategic vision.

Bharti Airtel - Organization Structure

Bharti Enterprises - Organization Structure:

BLACKBERRY
On 19th October 2004 Airtel announced the launch of a BlackBerry
Wireless Solution in India. The launch is a result of a tie-up between
Bharti Tele-Ventures Limited and Research In Motion (RIM).
The initiative, a first in India provides the business consumer with a
secure and integrated, innovative wireless access solution-Blackberry
Airtel customers will be the first to access the advantages of Pushbased and Always-on connectivity.
Now users can send and receive their personal Internet email using
your BlackBerry from Airtel. Never miss another important message
and there is no need to be tied to desk. With BlackBerry, user can
manage their business and personal communications - even while
travelling abroad, across continents. Email messages that are sent to
users Internet Service Provider (ISP) email address (es) will be
automatically pushed to their BlackBerry device.
The BlackBerry is a wireless handheld device introduced in 1997 which
supports push e-mail, mobile telephone, text messaging, internet
faxing, web browsing and other wireless information services. It is a
prime example of convergent device. Developed by the Canadian
company Research In Motion (RIM), it delivers information over the
wireless data networks of mobile phone service companies. BlackBerry
first made headway in the marketplace by concentrating on e-mail. RIM
currently offers BlackBerry e-mail service to non-BlackBerry devices,
such as the Palm Treo, through the BlackBerry Connect software. The
original BlackBerry device had a monochrome display, but all current
models have color displays.

BLACKBERRY ENTERPRISE SOLUTIONS (BES)

Blackberry Enterprise Solution

Business Proposal

BLACKBERRY FROM AIRTEL

BlackBerry is a leading wireless connectivity solution, providing access to a
wide range of applications on a variety of wireless devices around the world.
It combines award winning devices, software and services to keep mobile
professionals connected to the people, data and resources that drive their
day. BlackBerry keeps you in-the-loop while youre on the go with pushbased technology that automatically delivers email and other data to your
BlackBerry device. And with the integrated phone, SMS, browser and
organizer applications, you can easily manage all your information and
communications from a single integrated device.
With the Blackberry solution, one can Collaborate and communicate more
effectively and enhance your competitive advantage by responding quicker
and making decisions faster. BlackBerry is the tool you need to stay
connected and take care of business while youre on the go.

BLACKBERRY ENTERPRISE SOLUTIONS (BES)

The BlackBerry Enterprise Solution can help increase productivity by giving

employees real-time access to voice, email/PIM, and corporate data. Your
mobile employees can enjoy the benefits of being mobile and still have
access to their corporate email, calender, contacts, and more -- all without
lugging around a laptop or hunting for a phone jack.
The BlackBerry Enterprise Server solution also provides IT departments with
simplified management and centralized control of wireless handhelds in a
secure and flexible architecture that leverages your company's existing
infrastructure and investment. It is comprised of:

BlackBerry Enterprise Server (BES) and Client Access Licenses

BlackBerry Handhelds
Airtel data and voice services

BUSINESS FEATURES

Wireless push synchronization of all email and calendar activities.

Compose, send, read, forward, reply to, and delete email messages.
File email messages into synchronized sub-folders manually or automatically.
Access company's address list (GAL) when online.
View and forward email attachments.
Add, edit, and delete calendar entries and invite attendees.
Add, edit, and delete contacts, tasks, and notes, and synchronize with a
cradle-synch.
TECHNICAL FEATURES

If your company hosts its own email server, you can use BlackBerry
Enterprise Server for wireless access to Microsoft Exchange, Lotus Domino,
Novell Groupwise, or your company's intranet (via Mobile Data Solution
MDS)
End-to-end VeriSign Triple DES encryption of data and delivery of data
through SSL.

Enhanced password policies such as mandatory password use and format

requirements.
Remote data erase if a device is lost or stolen.
Centralized management to provision and manage users and monitor servers
and handhelds.

BLACKBERRY ENTERPRISE SERVER (BES) DIAGRAM

2
1

4
3

Airtel Wireless
GSM/GPRS Network

BES COMMERCIALS
20 USER BES OTPION: The Blackberry Enterprise Server will come with a
standard 20-user license pack. This covers the cost of setting up the server
in conjunction with your e-mail server and loading up desktop configurations
for 20 users. In case of more than 20 users, there are license components for
user-additions in multiples of Ones, Tens or even Hundreds.

Pricing for BlackBerry Software

Sr.
No.
1

UNIT

Airtel

BlackBerry
Enterprise
Server
4.1
for 199995
Exchange/lotus/GroupWise Includes pack of 20
CALs
BlackBerry Enterprise Server CAL, 1 user
4995

BlackBerry Enterprise Server CAL, 5 user

21995

BlackBerry Enterprise Server CAL, 10 user

31995

BlackBerry Enterprise Server CAL, 50 user

150995

BlackBerry Enterprise Server CAL, 100 user

289995

BlackBerry Enterprise Server CAL, 500 user

1399995

BLACKBERRY HANDHELDS

HANDHELD
MODELS
BlackBerr BlackBerr BlackBerr BlackBerr
BlackBer
y Curve y Curve
y Pearl
y Pearl
ry 8820
8310
8300
8120
8100

BlackBerry
8700g

HANDHELD COST
Rs.3199
Rs.24990 Rs.23990 Rs.24990 Rs.21990
0

Rs.14990

FEATURES AVAILABLE
Wireless
email

Organizer

Browser

Phone

Camera
Video
Recording

BlackBerry
Maps

Multi-media
player

Corporate
data access

SMS

MMS

GPS

Y
SIZE & WEIGHT

Length

114mm

107mm

107mm

107mm

107mm

11.0cm

Width

66mm

60mm

60mm

50mm

50mm

6.9cm

Depth

14mm

15.5mm

15.5mm

Weight

134g

111g

111g

14mm

14.5mm

1.9cm

Approxima Approxima Approximate

tely 91g
tely 89g
ly 134g

DATA INPUT & NAVIGATION

Trackball

Keyboard

SureType SureType
QWERTY QWERTY
35-key
35-key
35-key keyboard keyboard
QWERTY QWERTY QWERTY
with
with
SureType SureType
software software

Thumboperated
trackwheel

35-key
QWERTY

Y
DISPLAY

Font size
(user
selectable)

Colour
display

Backlighting

Light
sensing
screen

VOICE INPUT / OUTPUT

3.5mm
stereo
headset
capable

Stereo
headset
capable

Headset
jack

Built-in
speakerpho

ne
Bluetooth Bluetooth
Bluetoot
v2.0;
v2.0;
h v2.0; mono/ste mono/ste Bluetooth Bluetooth
headset,
reo
reo
v2.0;
v2.0;
Bluetooth
hands- headset, headset, headset, headset,
v2.0 handsBluetooth free and handshands- hands-free hands-free
free headset
technology serial
free and free and and serial and serial
and car kit
port
serial
serial
port
port
support
profiles
port
port
profiles
profiles
supporte profile
profile supported supported
d
supporte supporte
d
d
NOTIFICATION
Polyphonic/
MIDI
ringtones

MP3
ringtones

LED
indicator

BATTERY TYPE
Removable/
rechargeabl
e lithium
cell

1400
mAhr

1100
mAhr

1100
mAhr

900 mAhr 900 mAhr

BlackBerry
C-S2 Battery

APPROXIMATE BATTERY LIFE

Standby
time

528
Up to 408 Up to 408
360 hours 360 hours
hours or hours or hours or
or 15 days or 15 days
22 days 17 days 17 days

Up to 16
days

Talk time

300
Up to 240 Up to 240
210
minutes minutes minutes
240
minutes or
or 5
or 4
or 4
minutes
3.5 hours
hours
hours
hours

Up to 4
hours

MEMORY
Expandable
memory
support for

microSD
card
Flash
memory

64 MB

64 MB

64 MB

64 MB

64 MB

64 MB

WIRELESS NETWORK
Wi-Fi

North
America:
850 MHz
GSM/GPRS
networks

North
America:
1900MHz
GSM/GPRS
networks

Europe/Asia
Pacific:
1800MHz
GSM/GPRS
networks

Europe/Asia
Pacific:
900MHz
GSM/GPRS
networks

EDGE
networks

BLACKBERRY CONNECT
Blackberry email solutions on non-blackberry handhelds
BlackBerry Connect (BBC) is the convenient email solution that works with
non-BlackBerry devices like Nokia (9300, 9300i, 9500, E50, E61, E62, E65,
E70, E61i, E90), Sony Ericsson (P910i, P990i, M600i, P1) & Dopod C W720.
Users still get the convenience of BlackBerry's industry-preferred push
technology, giving them the freedom and flexibility to manage their workday
efficiently and effectively. BlackBerry Connect works with BlackBerry
Enterprise Servers (BES) also supports BlackBerry Internet Service (BIS),
enabling seamless and encrypted mobile connectivity in and out of the
office. Users with a corporate BES server can synchronize their email and
calendar wirelessly, while contacts can be synchronized via USB, Bluetooth
or IR to a PC.
In India BlackBerry Connect software can be loaded on to Nokia (9300, 9300i,
9500, E50, E61, E62, E65, E70, E61i, E90), Sony Ericsson (P910i, P990i,
M600i, P1) & Dopod C W720

DATA COMMERCIALS
Service
Blackberry
Service

Enterprise

Tarif
Plan

Download rates

899*

Free
unlimited
downloads across
India

SPECIAL ADVANCE RENTAL OFFERS

Unlimited BlackBerry Data Services for 12 months @ Rs.6999. Effective rent
per month comes down from Rs. 899/- to Rs. 583.25/- only.
Unlimited BlackBerry Data Services for 6 months @ Rs.3999. Effective rent
per month comes down from Rs. 899/- to Rs. 666.50/- only.
VOICE COMMERCIALS

Tariff Plan for Voice Calls on Rs.100 Blackberry Default Plan

Local Rates: To AirTel numbers: Rs.1.00 & To Other numbers: Rs.2.00
SMS Rates: Local: Rs.1.00, National: Rs.2.00 & International: Rs.5.00
STD Rates: To AirTel numbers: Rs.2.00 & To Other numbers: Rs. 2.65
ISD Rates: US/CAN/S E Asia /Aus /NZ & Europe Landline: Rs. 7.20/min. Middle
East / SAARC / Europe / Africa: Rs.9.99/min
ADDITIONAL INFORMATION

The default voice plan of 100 can be substituted with any other Corporate
Voice Plan available with Airtel Mumbai.
International Roaming Rentals: Rs.149 (optional)
Dedicated 24 X 7 telephonic support 7070 or 9892307070
GPRS download rates abroad vary from country to country.
Service tax extra as applicable.

BLACKBERRY PROFESSIONAL SOFTWARE (BPS)

Blackberry Professional Software

Business Proposal

BLACKBERRY FROM AIRTEL

BlackBerry is a leading wireless connectivity solution, providing access to a

wide range of applications on a variety of wireless devices around the world.
It combines award winning devices, software and services to keep mobile
professionals connected to the people, data and resources that drive their
day. BlackBerry keeps you in-the-loop while youre on the go with pushbased technology that automatically delivers email and other data to your
BlackBerry device. And with the integrated phone, SMS, browser and
organizer applications, you can easily manage all your information and
communications from a single integrated device.
With the Blackberry solution, one can Collaborate and communicate more
effectively and enhance your competitive advantage by responding quicker
and making decisions faster. BlackBerry is the tool you need to stay
connected and take care of business while youre on the go.

OVERVIEW

BlackBerry Professional Software is based on best-in-class BlackBerry

software but with simplified features that are relevant to your business. You
enjoy the same advantages in productivity, management and security, in a
package that can be installed on your existing email server and is priced
right for you. (Only Microsoft Exchange and IBM Lotus Domino are currently
supported)

Designed to mobilize your business

BlackBerry Professional Software is specifically designed to meet the needs
of small to medium businesses. You and your employees get wireless access
to email, business data, the Internet, Organizer info using BlackBerry
Smartphones.

Worry-free installation, set-up and management

BlackBerry Professional Software installs easily on one existing server. It can
be the same one you use for email, theres no need to purchase additional
hardware. A set-up wizard simplifies the installation process for your IT team
and Airtel provides free technical support.

Control and peace of mind

BlackBerry Professional Software provides organizations with hands-on
control over their BlackBerry Smartphones

Browser use - Disable the browser, or prevent access to certain sites

Phone - Limit long-distance calling to certain employees or certain numbers
Data back-ups - Enforce back-ups of data at intervals defined by you

Stay confident with advanced security features

With BlackBerry Professional software, you can rest easy knowing your
information stays protected and confidential. Youre arming your business
with the same BlackBerry security features that large corporations rely on
minus the complexity.

FEATURES

BlackBerry Professional Software delivers the reliability, features and security

performance your employees need. And its easy to set up and manage, so
you can stay focused on running your business.
Simple Installation

Pre-install Assistant performs technical assessment of environment and

informs user of issues before installation
Installs on existing server could be the same machine as your email server
Defaults to recommended configuration
Ease of Management
Simplified BlackBerry Manager interface
Home screen is one-stop location for most management tasks
Wizard and quick links are provided for common functions (e.g. add / delete a
user)
Simplified IT policy templates
Advanced Security Features
End-to-end Advanced Encryption Standard (AES) or Triple Data Encryption
Standard (Triple DES) encryption
Industry-recognized security certifications
Local encryption of all data
IT Policies
IT policies and commands that enable IT administrators to:

Impose device lock-down

Wipe data from lost or stolen devices
Define and wirelessly enforce security settings such as Bluetooth lockout and
controlling access to voice calling

PRICING

BlackBerry Professional Software is not only designed specifically for small

and medium-sized businesses, but its priced for them too.
Bundles
BlackBerry Professional Software is available in two convenient bundles to
get you started.

BlackBerry Professional Software 5 users (MRP: Rs.19,995)

BlackBerry Professional Software 10 users (MRP: Rs.29,995)
Client Access Licenses
When youre ready to add more users to your BlackBerry Professional
Software, you can purchase additional Client Access Licenses (CALs) up to a
maximum of 30 total users. BlackBerry Professional Software supports
BlackBerry Enterprise Server CALs and is backward compatible with
BlackBerry Enterprise Server Small Business Edition CALs.

BLACKBERRY HANDHELDS

HANDHELD
MODELS
BlackBerry BlackBerry BlackBerry
8820
Curve 8310 Curve 8300

BlackBerry
Pearl 8120

BlackBerry
Pearl 8100

BlackBerry
8700g

Rs.21990

Rs.14990

HANDHELD COST
Rs.31990

Rs.24990

Rs.23990

Rs.24990

FEATURES AVAILABLE
Wireless email

Organizer

Browser

Phone

Camera
Video Recording

BlackBerry Maps

Multi-media
player

Corporate data
access

SMS

MMS

GPS

Y
SIZE & WEIGHT

Length

114mm

107mm

107mm

107mm

107mm

11.0cm

Width

66mm

60mm

60mm

50mm

50mm

6.9cm

Depth

14mm

15.5mm

15.5mm

14mm

14.5mm

1.9cm

Weight

134g

111g

111g

Approximately Approximately Approximately

91g
89g
134g

DATA INPUT & NAVIGATION

Trackball

Keyboard

35-key
QWERTY

35-key
QWERTY

SureType SureType
QWERTY
QWERTY
35-key
keyboard with keyboard with
QWERTY
SureType
SureType
software
software

Thumb-operated
trackwheel

35-key
QWERTY

Y
DISPLAY

Font size (user

selectable)

Colour display

Backlighting

Light sensing
screen

VOICE INPUT / OUTPUT

3.5mm stereo
headset capable

Stereo headset
capable

Headset jack

Built-in
speakerphone

Bluetooth
technology

Bluetooth
Bluetooth
Bluetooth
v2.0;
v2.0;
Bluetooth
Bluetooth
v2.0;
Bluetooth
mono/stereo mono/stereo v2.0; headset, v2.0; headset,
headset,
v2.0 handsheadset,
headset,
hands-free
hands-free
hands-free
free headset
hands-free hands-free and serial port and serial port
and serial
and car kit
and serial and serial
profiles
profiles
port profiles
support
port profile port profile supported
supported
supported
supported supported
NOTIFICATION

Polyphonic/MIDI
ringtones

MP3 ringtones

LED indicator

900 mAhr

900 mAhr

BlackBerry
C-S2 Battery

BATTERY TYPE
Removable/
rechargeable
lithium cell

1400 mAhr 1100 mAhr 1100 mAhr

APPROXIMATE BATTERY LIFE

Standby time

Up to 408 Up to 408
528 hours
360 hours or 360 hours or
hours or 17 hours or 17
Up to 16 days
or 22 days
15 days
15 days
days
days

Talk time

300
Up to 240 Up to 240
210 minutes
minutes or minutes or 4 minutes or 4 240 minutes
Up to 4 hours
or 3.5 hours
5 hours
hours
hours
MEMORY

Expandable
memory
support for
microSD card

Flash memory

64 MB

64 MB

64 MB

64 MB

64 MB

64 MB

WIRELESS NETWORK
Wi-Fi

North America:
850 MHz
GSM/GPRS
networks

North America:
1900MHz
GSM/GPRS
networks

Europe/Asia
Pacific: 1800MHz
GSM/GPRS
networks

Europe/Asia
Pacific: 900MHz
GSM/GPRS

networks
EDGE networks

BLACKBERRY CONNECT
Blackberry email solutions on non-blackberry handhelds
BlackBerry Connect (BBC) is the convenient email solution that works with
non-BlackBerry devices like Nokia (9300, 9300i, 9500, E50, E61, E62, E65,
E70, E61i, E90), Sony Ericsson (P910i, P990i, M600i, P1) & Dopod C W720.
Users still get the convenience of BlackBerry's industry-preferred push
technology, giving them the freedom and flexibility to manage their workday
efficiently and effectively. BlackBerry Connect works with BlackBerry
Enterprise Servers (BES) also supports BlackBerry Internet Service (BIS),
enabling seamless and encrypted mobile connectivity in and out of the
office. Users with a corporate BES server can synchronize their email and
calendar wirelessly, while contacts can be synchronized via USB, Bluetooth
or IR to a PC.
In India BlackBerry Connect software can be loaded on to Nokia (9300, 9300i,
9500, E50, E61, E62, E65, E70, E61i, E90), Sony Ericsson (P910i, P990i,
M600i, P1) & Dopod C W720

DATA COMMERCIALS
Service
Blackberry
Service

Enterprise

Tarif Plan

Download rates

899*

Free
unlimited
downloads across India

Special advance rental ofers

Unlimited BlackBerry Data Services for 12 months @ Rs.6999. Effective rent per
month comes down from Rs. 899/- to Rs. 583.25/- only.
Unlimited BlackBerry Data Services for 6 months @ Rs.3999. Effective rent per
month comes down from Rs. 899/- to Rs. 666.50/- only.

VOICE COMMERCIALS
Tariff Plan for Voice Calls on Rs.100 Blackberry Default Plan

Local Rates: To AirTel numbers: Rs.1.00 & To Other numbers: Rs.2.00

SMS Rates: Local: Rs.1.00, National: Rs.2.00 & International: Rs.5.00
STD Rates: To AirTel numbers: Rs.2.00 & To Other numbers: Rs. 2.65
ISD Rates: US/CAN/S E Asia /Aus /NZ & Europe Landline: Rs. 7.20/min. Middle
East / SAARC / Europe / Africa: Rs.9.99/min

ADDITIONAL INFORMATION
The default voice plan of 100 can be substituted with any other corporate voice
plan available with airtel Mumbai.
International roaming rentals: rs.149 (optional)
Dedicated 24 x 7 telephonic support 7070 or 9892307070
GPRS download rates abroad vary from country to country.
Service tax extra as applicable.

OBJECTIVES OF THE PROJECT:

a. Potential analysis of BlackBerry Professional Software (BPS)

b. Matching customer requirements after knowing their needs.

METHODOLOGY AND THE FLOW OF PROJECT:

With the aim of getting best results, the project work has been divided in
various Phases. These phases includes :
The segmentation of the market has been done into three segments. They
are Large, Small, Medium enterprises.
As there is good demand of BPS in large enterprise, we have been assigned
to target the small and medium enterprises to find out target customers in
this segment,
We have been assigned to work on a database of two hundred existing Small
and Medium Enterprises (SMEs) corporate customers of Airtel provided by
our Company guide Mr. Praveen Menon.
Preparation of Questionnaire: Deciding upon the topic, we prepared a
questionnaire to conduct a market survey followed by the analysis.
Gathered all the information of the company as well as their needs and
requirements.

RESULTS OF THE SURVEY

Q1) How many employees does your organization have?
OPTIONS

0-25

26-50

51-100

100 & above

RESPONSES
(%)

46.67

20

13.33

20

0-25

26-50

51-100

100 & ABOVE

INFERENCE :
From the above pie chart its clearly visible that number of
employees in the majority of the Small and Medium Enterprises are
between 0 to 25.

Q2 ) How many laptops do you have in your organization?

OPTIONS

0-5

6-10

11-15

16 & ABOVE

RESPONSES
(%)

53.33

16.67

13.33

16.67

0 to 5
6 to 10
11 to 15
16 & above

INFERENCE: When asked about the number of laptops in the

organization, we got a very distributed response as it can be
seen from the pie-chart above. But most of the organizations are
found having very few numbers of laptops in the range between
0-5.

Q3 ) Is e-mail widely used in your organization?

OPTIONS

Yes

No

Avg

RESPONSES (%)

60

16.67

23.33

yes
no
3rd Qtr

INFERENCE: From the above response we can conclude that sixty

percent of the organizations use e-mail frequently. This clearly
shows e-mail is necessary for the Small and Medium enterprises
too. Only 16.67% of the organizations dont use e-mail frequently.
So, there are good number of prospects of either BIS or BPS is
available.

Q4 ) How do your colleagues stay connected with business and

internet when they are away from office ?

OPTIONS

BIS

GPRS

PH CALLS

RESPONSES
(%)

13.33

23.33

16.67

PH CALLS &
GPRS
46.67

BIS
GPRS
PH CALLS
PH CALLS & GPRS

INFERENCE: As the statistics proves that in most of the

organizations the colleagues stay connected with business and
internet are through both GPRS and Phone calls. Here 13.33% of
the organizations use BIS to stay connected with business and
internet.

Q5 ) What kind of e-mail account are you using for the business
email ?

OPTIONS

WEB-BASED

ISP

CORPORATE

RESPONSES (%)

23.33

20

56.67

WEB-BASED
ISP
3rd Qtr

INFERENCE: With the above pie chart its clearly visible that
almost 60% of the e-mail accounts used by the enterprises are
corporate e-mail accounts. 23.3% of the enterprises have got
their e-mail accounts are of web-based accounts.

Q6 ) Do you have your own mail server ?

OPTIONS

YES

NO

RESPONSES (%)

56.67

43.33

YES

NO

INFERENCE: The above pie-chart shows maximum numbers of

companies are having their own mail server. Rest of them are
having either no mail server or hosted by someone else. BPS can
only be installed only on the companies having their own mail
server and it has to be either MS-Exchange or Lotus Domino .

Q7 ) Who manages your corporate e-mail account ?

OPTIONS

ISP

IT TEAM

RESPONSES (%)

40

60

ISP

IT TEAM

INFERENCE: Here we can clearly see that in most of the

enterprises the IT team manages the corporate e-mail accounts.
Rest is being managed by the Internet Service Provider (ISP).

Q8 ) What kind of mail server do you use ?

OPTIONS

MS-EXCHANGE

LOTUS
DOMINO

NOVELL
GROUPWISE

OTHERS

RESPONSES
(%)

36.67

13.33

3.33

46.67

Sales

MS-EXCHANGE

LOTUS DOMINO

NOVELL GROUPWISE

OTHERS

INFERENCE : According to the survey results near about 36.67% of

the enterprises are having MS-Exchange. And we can see that, in
others section people are having mail servers like Linux, Audience
map, etc.

Q9 ) Do you have any IT policies ?

OPTIONS

YES

NO

RESPONSES (%)

60

YES

40

NO

INFERENCE: The above pie-chart shows that 60% of the

organizations are having their IT policies in their organization.
With the help of the IT policies they can restrict their users to
make calls up to certain limits; they can restrict to open certain
sites. The companies using BPS can use their IT policies.

Q10 ) What kind of telecom policies your organization follows ?

OPTIONS

COMPANY OWNED

COMPANY

SELF PAID

RESPONSES (%)

COMPANY OWNED

REIMBURSED
53.33

33.33

COMPANY REIMBURSED

13.33

SELF PAID

INFERENCE : The statistics clearly states that majority (53.33%) of

the enterprises have adopted company-reimbursed telecom
policies is followed by Company-owned telecom policies.

Q11 ) Would you like to use a device /service that can transfer
your data through internet in a secure way and will connect all
your professionals to each other for 24 hours ?

OPTIONS
RESPONSES (%)

YES
30

NO
70

YES
NO

INFERENCE : From the above findings we can conclude that 30%

of the enterprises wants to use the Blackberry device or the
Blackberry connect service which can transfer their data through
internet in a secure way and will connect all the professionals to
each others for 24/7.

Q12 ) Would you like to try the Blackberry Professional Software

(BPS) ?

OPTIONS

YES

NO

RESPONSES

6.67

93.33

YES

NO

INFERENCE : As we can see there is very less enterprises are

there who want to try Blackberry Professional Software (BPS).
According to the survey results we can conclude that there is less
potential of BPS in Small and Large Enterprises in Mumbai.

MY LEARNINGS:

Huge corporate exposure:

As a fresher I didnt have any kind of exposure

to the corporate. I didnt have any idea of corporate hierarchy and corporate
cultures as well. These three months helped me in building my confidence to
face the challenges in corporate world.
Sell yourself and not only the product: In this industry you do not have
to sell only the product but yourself first. Only if the customer is confident
that he/she is dealing with the right person will the customer be further
willing to deal.

 A business of Relationship: This is one job which works best on personal

networks, referrals and relationships.
Diferent methods for diferent people: The target segment is diverse
and different factors motivate different people. It is very important to
analyze the clients mind and need and convince him accordingly.
Follow up: This is probably the most important marketing strategy, yet only
few follow it. It has been proved time and again that 70% of people who
respond to a call or letter will buy the product/service. But they may not buy
from the original caller; the reason cited is lack of following up the leads.
Maintain Relationships: It is far easier to re-sell an existing client than to
sell to someone who doesn't know and trust you. Did you also know that you
lose 1/12 of the value of a client every 30 days you don't communicate with
them? So knowing these two facts, what's the easiest, most profitable way to
maintain relationships and re-sell existing clients, A Monthly Newsletter! But
don't just send a monthly newsletter. Make sure you also enclose inserts
about other products and services that you offer.
Create a Back-End for Your Business (Cross Selling): Like I said earlier,
it's far easier to re-sell to an existing client. It's also... Far More Profitable! To
create a Back-End For Your Business. Once you've spent the high upfront
costs to acquire a new client, it's relatively inexpensive to send them a letter
promoting another product or service.

LIMITATIONS OF THE PROJECT:

In the course of visiting various SMEs the following are the most common
objections I faced from people
1) Rumors: A month ago in few newspapers the news came that blackberry
is not secure to use, it is against national security. So, people used to ask the
same thing during the meetings.

2) Negativity: Fear of small enterprises in making investments on such a

technical service and hardware cost involved in it. Most of the small
enterprises doesnt want to invest in a software costing near about Rs.20000.
According to them investing this amount in BPS as well as Blackberry
handheld is not their cup of tea.
I tried to convince them by saying that once they invest in it what are the
benefits they are going to get but they were not willing to change their
minds.
3) Availability of other phones: The organizations have different options
of getting connected to internet as there are other mobile companies in
which GPRS facilities are available such as i-phone, htc touch, etc.
4) Appointments: Sometimes it was difficult to get appointments of the top
level executives as they used to think of us as some kind of salesman.
5) Disappear without giving any reason: There are people who were
personally met. They showed interest but did not show up later. They did not
receive the calls when follow up was being done.

CONCLUSION & RECOMMENDATIONS

Telecom Industry is known as the booming industry in India because there is

a huge untapped potential market that exists in India.
But after getting acquainted with this project, I have realized the real reason
for this boom is the difference in the possible contribution of this sector to

countrys GDP in comparison to other developed nations. Moreover the

Blackberry services are only push products; to create a pull factor is not at all
easy & hence to increase this contribution, it still has a long way to go.
Another point of observation, which I encountered while dealing with the
customers is their mindset towards Blackberry services. They feel that by
pushing a product, the company is only interested in its own profit & the
customer might be left alone hence to generate this trust, insurance
companies need to generate the professionalism at the grass root level.
According to the research done by me it is visible that the demand of BPS in
Small and Medium Enterprises. But we can see that maximum of the
companies having their mail servers other than MS exchange & Lotus
Domino. So, here we can suggest in making some changes in the system so
that it can be installed in other mail servers.
Another point that had been noticed that maximum of the companies dont
want to invest in BPS and Blackberry services because of its high price. So,
the company can try something new like reducing its price or giving some
new offers.
But according to the research results there is very less potential of BPS in
SMEs. But according to me this product is new, so much awareness of the
product is not there. But in future this would be beneficial for the
organizations and will help them in increasing their productivity. It would help
them in connecting professionals to the customers, colleagues and
information that drives their day. Because its a platform that provides users
around the world with secure, wireless connectivity to a wide range of
information and communications.

BIBLIOGRAPHY & REFERNCES

1. NEWSPAPERS & MAGAZINES

1.1.The Economic Times

1.2.ICFAI journal
1.3.The Business Standard
1.4.Business Line
1.5.Outlook Money
1.6.Company database.

2. WEBSITES
2.1. www.airtel.in
2.2. www.bharti.in
2.3. www.wikipedia.com
2.4. www.google.in

3. BOOKS
3.1
Marketing Management by Philip Kotler
3.2
Marketing Management by Ramaswamy.
3.3
Marketing Management by Kale Ahmed
3.4
Marketing Plans for Service Businesses. By Payne Adrian
3.5
Questionnaire Design by Alan Claments