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1. WELCOME BSNL KALABURAGI 03 July 2019 S&M KTK Circle 1

2. Bharat Fibre Partnership with Local Cable Operators/ TIPs
in Karnataka Circle By KALABURAGI SSA Karnataka Circle 03 July 2019 S&M KTK Circle 2

3. Agenda Gap Analysis in present offerings by LCOs, and Proposed Solution Partnership with BSNL FTTH and GPON technology Business models with BSNL Franchisee Management System FTTH Wallet E-Pay Commercial Activities and Fault/ Complaint Booking Popular FTTH Plans 03 July 2019 S&M KTK Circle 3

4. Agenda Gap Analysis in present offerings by LCOs, and Proposed Solution Partnership with BSNL FTTH and GPON technology Business models with BSNL Franchisee Management System FTTH Wallet E-Pay Commercial Activities and Fault/ Complaint Booking Popular FTTH Plans 03 July 2019 S&M KTK Circle 4

5. Current offerings by Majority of LCOs Cable TV channels: 245 - 400 TV channels taken from MSO. LCOs are already using OFC up to customer premises with most of customers. 03 July 2019 S&M KTK Circle 5

6. Gap in current offerings by Majority of LCOs High speed internet: Home Wi-Fi Telephony: Unlimited voice calls OTT entertainment: Netflix, Amazon Prime Video, Hot star, You Tube, Zee5 etc. 03 July 2019 S&M KTK Circle 6

7. Solution for LCOs?? Partnership with BSNL 03 July 2019 S&M KTK Circle 7

8. Agenda Gap Analysis in present offerings by LCOs, and Proposed Solution Partnership with BSNL FTTH and GPON technology Business models with BSNL Franchisee Management System FTTH Wallet E-Pay Commercial Activities and Fault/ Complaint Booking Popular FTTH Plans Net Cash Flow to Franchisees in 3 years 03 July 2019 S&M KTK Circle 8

9. Advantages of partnership with BSNL LCOs will be able to offer complete solutions to customers’ need: TV channels OTT entertainment- Netflix, Amazon Prime Videos, Hot Star etc. High speed broad band up to 3 00 mbps. Unlimited voice calls to any where in India. LCOs will be able to prevent customers to migrate to competitors. LCOs will earn additional revenue by revenue share from BSNL billing. LCOs will be able to tap many potential new customers for Voice calls/ High Speed Broad band/ OTT services. 03 July 2019 S&M KTK Circle 9

10. Why BSNL ? BSNL is national telecom company owned 100% by Govt. of India. BSNL has a world class multi-gigabit, multi-protocol convergent IP infrastructure that provides convergent services like voice, data & video through the same Backbone & Broadband Access Network. BSNL has  21.86 million broadband  customers. BSNL offers wide ranging & most transparent tariff schemes designed to suit every customer. BSNL offers best revenue share to its FTTH partners in Telecom Industry in India. 03 July 2019 S&M KTK Circle 10

11. Future with BSNL BSNL continuously updates its network and technologies. LCO will have peace of mind. Customers will get the best technology with an affordable pricing without any hidden charges. 03 July 2019 S&M KTK Circle 11

12. Why now? Competitors are coming with inclusive offerings i.e. Voice calls, High speed internet, OTT entertainment, and TV channels. Customers may migrate to competitors, if LCOs do not offer complete package. Time is key to survive in today’s competitive market. LCOs will be able to serve customers with full offering of services. BSNL will also be benefitted with fiber network of LCOs, will be able to get new customers. It will be a Win- Win Partnership. 03 July 2019 S&M KTK Circle 12

13. What partnership with BSNL offers to LCOs?? Unlimited Voice calls, Data Speed up to 100 mbps, OTT entertainment (Netflix, Amazon Prime Video, Zee5, Hot Star etc.) for customers. Revenue share up to 50% under different business models. Real time revenue sharing through FTTH wallet. An online payment app linked with FTTH wallet. Customer Acquisition, Provisioning, and Fault Monitoring through Franchisee Management System Portal . Accounting and billing information through Franchisee Management System Portal. Connections can even be provided in Rural areas, where competition is low. BSNL has presence in every Gram Panchayat of Karnataka. 03 July 2019 S&M KTK Circle 13

14. OTT available* on BSNL FTTH 04-07-2019 14 S&M KTK Circle

15. FTTH (Fibre To The Home) and Advantages Fibre to the home (FTTH), is the installation and use of optical fibre from a central point directly to individual buildings such as residences, apartment buildings and businesses to provide high-speed Internet access. Fibre is unquestionably the fastest, most versatile high-speed internet connection Impact of environmental factors is almost negligible on optical cable. Crystal clear voice communication with less interference and reliable. Better video experience for higher quality streaming videos/TV channels. 03 July 2019 S&M KTK Circle 15

16. Basic requirement for partnership with BSNL 1 ) LCO copy 2)GST Copy 3)PAN card 4)Bank passbook 5) Aadhar card copy 6)Cancelled chque book copy 7)Rs:30000/ -Bank Guarantee (BG) from Bank.

17. GPON (Gigabit Passive Optical Network) One way of providing fibre to the home is through a Gigabit Passive Optical Network, or GPON. GPON is a point-to-multipoint access network. Its main characteristic is the use of passive splitters in the fibre distribution network, enabling one single feeding fibre from the provider to serve multiple homes and small businesses. GPON has a downstream capacity of 2.488 Gb/s and an upstream capacity of 1.244 Gb/s that is shared among users. Encryption is used to keep each user’s data secured and private from other users. PONs are called "passive" because there are no active electronics within the access network. 03 July 2019 S&M KTK Circle 17

18. Typical GPON Network 03 July 2019 S&M KTK Circle 18

19. Typical GPON Network with RF Overlay 03 July 2019 S&M KTK Circle 19

20. Typical GPON Network in BSNL 03 July 2019 S&M KTK Circle 20

21. Voice setup through Soft Switch 03 July 2019 S&M KTK Circle 21

22. GPON- OLT Each OLT has multiple PON ports. OLTs with around 4 ports are generally used by LCOs. (Local Cable Operators) Optical power output from each OLT port is split and sent to multiple customer ONTs using Splitters. OLTs generally serve 64 to 128 customers per port. LCO’s OLTs may installed at their premises or at BSNL Premises. 03 July 2019 S&M KTK Circle 22

23. GPON- ONT The ONT (also called the modem) is installed at customers house. It connects to the Termination Point (TP) with an optical fibre cable, and connects to your router via an LAN / Ethernet cable. It translates light signals from the fibre optic line into electronic signals that your router can read .   03 July 2019 S&M KTK Circle 23

24. GPON- Splitters Used to split optical power from a single Fibre from the OLT port to multiple customers 1:2, 1:4, 1:8, 1:16, 1:32 etc. supplied by vendors as part of equipment. More splits means more customers per port. But higher splits causes higher power loss and hence the distance that can be covered decreases. Splitters can be cascaded i.e. Output of a splitter can be connected to input of another splitter. Splitter Approach: Centralized and Cascaded 03 July 2019 S&M KTK Circle 24

25. GPON- Centralized Splitters Approach 03 July 2019 S&M KTK Circle 25

26. GPON- Cascaded Splitters Approach 03 July 2019 S&M KTK Circle 26

27. Agenda Gap Analysis in present offerings by LCOs, and Proposed Solution Partnership with BSNL FTTH and GPON technology Business models with BSNL Franchisee Management System FTTH Wallet E-Pay Commercial Activities and Fault/ Complaint Booking Popular FTTH Plans Net Cash Flow to Franchisees in 3 years 03 July 2019 S&M KTK Circle 27

28. Case-IV: Full telecom infrastructure available (laid by LCO) and responsible to supply, deploy, own, Operate & Maintain the OLTs, ONTs and all the telecom network infrastructure (OLTs and beyond OLTs up to customer premises). Responsibilities of BSNL BSNL shall extend the Bandwidth connectivity up to OLTs free of cost, subject to techno commercial viability. To provide the maintenance support to OFC laid by BSNL for OLT connectivity. Responsibilities of LCO To build / extend the OFC network inside the residential or commercial complex/ building, and interconnection of building through OFC within premises. To do the wiring of cable inside the building up to inside the flat / shop and laying of connecting cable network in whole premises / complex connecting various buildings / towers from the BSNL telecom Network point (BSNL control room). 03 July 2019 S&M KTK Circle 28

29. Case-IV: Full telecom infrastructure available (laid by LCO) and responsible to supply, deploy, own, Operate & Maintain the OLTs, ONTs and all the telecom network infrastructure (OLTs and beyond OLTs up to customer premises). Responsibilities of LCO (continued..) To provide the maintenance support to OFC laid, telecom equipment supplied and installed by the LCO. LCO shall be responsible for supply, deploy, own, operate and maintain the OLTs, ONTs. LCO shall be responsible for supply, deploy, own, operate and maintain the entire telecom network infrastructure beyond OLTs up to customer premises. Space, power and air-conditioning shall also be arranged by LCO for installation of OLTs. The compatible ONTs (Wi-Fi enabled) shall be supplied by LCO to the customer directly. Cost towards this shall not be considered for revenue sharing purpose. Any further post sale obligation in respect of OLTs & ONTs shall rest with LCO, and not with BSNL 03 July 2019 S&M KTK Circle 29

30. Network deployment and provision of last mile connectivity to the customer premises LCO is also at liberty to procure and install Multi Dwelling Units (MDU) and provide FTTH services on Ethernet/copper wiring (CAT 5/ CAT 6) beyond MDU depending on site requirement. LCO shall deploy sufficient manpower for provision of FTTH services, for configuration of OLT/ ONT etc. BSNL officials shall coordinate with LCO to energize the service of the customer. LCO on receipt of complaint/communication of complaints shall restore FTTH services within four hour time, if faults are located inside the building/apartment of the Projects. LCO shall bear any charges payable towards Right of Way for OFC laid/ erected by him. 03 July 2019 S&M KTK Circle 30

31. One Time charges to LCO and Period of agreement Customer Acquisition charges: 50% of FMC or Rs 500/-, whichever is lower, (will be paid after payment of 1 st FMC by the customer) shall be given on per customer basis for the cases where the customer is acquired by the LCO for BSNL . Period of agreement: This agreement shall be valid for the period of 5 years from the date of signing, and is renewable thereafter on similar / mutually agreed terms and conditions for next 5 years or more period. 03 July 2019 S&M KTK Circle 31

32. Agenda Gap Analysis in present offerings by LCOs, and Proposed Solution Partnership with BSNL FTTH and GPON technology Business models with BSNL Franchisee Management System FTTH Wallet E-Pay Commercial Activities and Fault/ Complaint Booking Popular FTTH Plans Net Cash Flow to Franchisees in 3 years 03 July 2019 S&M KTK Circle 32

33. Franchisee Management System FMS is an online portal for Customer Acquisition, Provisioning, Fault Monitoring, Accounting, and Billing. LCOs will be provided with access to FMS portal http://fms.bsnl.co.in . The following facilities are available in FMS. Order management: Provision exists for CAF entry and order creation and completion. Franchisee team management: The franchisees can manage their team and allot work to them. Fault management : For routing of faults and closing them. Commission reports: It provides month wise commission reports on sales and revenue share reports. Other Reports: Various reports like orders created, orders completed and orders pending can be generated. Fault reports are made available etc. Invoice Generation: Provision for Month wise invoice generation. 03 July 2019 S&M KTK Circle 33

34. Franchisee Management System 03 July 2019 S&M KTK Circle 34

35. FTTH Wallet- Real Time Revenue Sharing FTTH wallet is a tool facilitating BSNL FTTH Partners to collect cash payments from their own customers, and get instant revenue share in their wallet on OTF (On The Fly) basis. Three Simple Steps: FTTH Partner (TIP/ LCO etc.) will purchase stock in their FTTH Wallet from BSNL. FTTH Partner (TIP/ LCO and their collections agents) can collect FTTH payments from customers. FTTH Partner (TIP/ LCO etc.) will get the revenue share as per their agreements on OTF (On The Fly) basis, for each bill paid through wallet. 03 July 2019 S&M KTK Circle 35

36. FTTH Wallet- Transaction Flow FTTH Partner (TIP/LCO etc.)/CA(collection agent) would approach the customer and collects the FTTH bill amount. The invoice details would be fetched by TIP/LCO /CA by using either USSD short code *666*123456# or FTTH Wallet Application (123456 is default MPIN which can be changed after getting into USSD menu) / Mobile App) After fetching the billing details, payment is accepted by FTTH Partner (TIP/LCO/CA etc.) stock balance is reduced to that extent. Customer can choose to pay an amount equal to Bill amount or higher. Customer will have to provide mobile number on which the Receipt containing the link of pdf file will be sent by SMS from BSNL payment portal. Based on revenue share of FTTH Partner (TIP etc.) as per agreement, OTF (On The Fly) revenue share net of 5% uniform TDS (except where FTTH partner submits a Income Tax Authority letter for lower TDS) will be calculated and credited to FTTH wallet of the FTTH Partner (TIP etc.). Post transaction acknowledgement received by FTTH server from Portal, the transaction is treated as completed at FTTH wallet. On successful transaction, the customer will get the receipt as SMS to his mobile number and a link also will be sent along with the receipt to save the receipt as a PDF. 03 July 2019 S&M KTK Circle 36

37. FTTH Wallet 03 July 2019 S&M KTK Circle 37

38. E-Pay E-pay App is a Mobile app for the BSNL FTTH customers to pay his FTTH bill using online payment methods. Benefits to Customers: FTTH bill payment through Mobile app on Android Instant receipt to customer directly from BSNL Secure SSL certificate Customers can choose various payment options- Credit card, Debit Card, Internet banking, UPI, Wallet 24x7 IVR number for support Mobile app download through QR code or from www.bsnlepay.com Instant Notifications 03 July 2019 S&M KTK Circle 38

39. E-Pay (Continued..) Benefits to Franchisees: Franchisee CTOP is credited with revenue share instantly- OTF Franchisee revenue share is credited to the Wallet like 20% or 50% as per agreement except GST No need to arrange for door to door Cash collection Instant Notifications Automated flash report of performance Franchisee Login to see the report Exclusive payment collection by Franchisee- BSNL Counter Payment or Online payment to BSNL not allowed 03 July 2019 S&M KTK Circle 39

40. E-Pay 03 July 2019 S&M KTK Circle 40

41. Agenda Gap Analysis in present offerings by LCOs, and Proposed Solution Partnership with BSNL FTTH and GPON technology Business models with BSNL Franchisee Management System FTTH Wallet E-Pay Commercial Activities and Fault/ Complaint Booking Popular FTTH Plans Net Cash Flow to Franchisees in 3 years 03 July 2019 S&M KTK Circle 41

42. Commercial Activities LCO will do the sales activity to generate the FTTH demand. BSNL marketing unit may provide the leaflets/banners etc. to support the LCO in their sales & marketing activities. LCO person collect the Customer Application Form (CAF) duly signed by the customer along with advance yearly/ half yearly/ monthly etc. payment of the subscribed tariff plan by the customer and following documents. . Customer address proof . Customer Identity proof . Customer duly signed acceptance letter . CAF shall be filled with all information like name, address, plan, email id, contact number etc. 03 July 2019 S&M KTK Circle 42

43. Commercial Activities (Continued..) CAF shall be submitted to designated BSNL CSC along with KYC documents duly stamped & signed by LCO and its contact number and LCO code. Alternatively, CAF can be created in FMS also. CSC will issue the order with allocation of indicator starting with 295 and 200. The order will be assigned to LCO in FMS. On completion of LCO work, the order will be cleared in FMS. FTTH unit will complete the order and intimate the same to concerned nodal of LCO. LCO shall ensure the services to the customers shall be provisioned within 3 days of generation and making over of Order Book (OB) by BSNL to LCO. OB shall be issued only for technically feasible FTTH connections-where BSNL backhaul connectivity has been made available . 03 July 2019 S&M KTK Circle 43

44. Faults And Complaint Booking Nos. Customer/ Franchisee can use any of following procedure as per convenience: Dial 198 or1500 (From BSNL Landline/Mobile) or 1800-345-1500 Alternatively, Dial SSA FTTH Help desk number (will be given SSA wise) Broadband & FTTH customer may also dial 1504 or 1800-345-1504 Online complaint booking by using customer care link at www.bsnl.co.in and selfcare.bsnl.co.in 03 July 2019 S&M KTK Circle 44

45. Popular FTTH Plans 500 GB CUL (only for new customers): 500 GB download at 50 Mbps speed, their after unlimited download at 2 Mbps, Unlimited voice calls to any network in India, Amazon Prime for one year at no extra cost, FMC- Rs. 777/-. After 6 months, customer will be migrated to 600 GB CUL plan. 600 GB CUL : 600 GB download at 50 Mbps speed, their after unlimited download at 2 Mbps, Unlimited voice calls to any network in India, Amazon Prime for one year at no extra cost, FMC- Rs. 849/- Super Star 300 GB: 300 GB download at 50 Mbps speed, their after unlimited download at 2 Mbps, Unlimited voice calls to any network in India, Hot Star Premium Pack, FMC- Rs. 749/- 750 GB : 750 GB download at 100 Mbps speed, their after unlimited download at 2 Mbps, Unlimited voice calls to any network in India, Amazon Prime for one year at no extra cost, FMC- Rs. 1277/-. 03 July 2019 S&M KTK Circle 45

46. 04-07-2019 S&M KTK Circle 46 Popular FTTH Plans

47. 04-07-2019 S&M KTK Circle 47 Popular FTTH Plans

48. Summary- we have discussed today Gap Analysis in present offerings by LCOs, and Proposed Solution Partnership with BSNL FTTH and GPON technology Business models with BSNL Franchisee Management System FTTH Wallet E-Pay Commercial Activities and Fault/ Complaint Booking Popular FTTH Plans 03 July 2019 S&M KTK Circle 48

49. 03 July 2019 S&M KTK Circle 49

50. Join Hands with us to re-script the
Home Entertainment & Internet Revolution 03 July 2019 S&M KTK Circle 50

51. THANK YOU 03 July 2019 S&M KTK Circle 51