EB in BSNL

• Enterprise Business (EB)


  Classification of businesses based on size, revenue, and technology needs
• EB classification


  • SMB (Small and Medium-Sized Businesses)
  • SME (Small and Medium Enterprises)
  • LE (Large enterprise)
• SMB (Small and Medium-Sized Businesses)


  • Employees: 0-100 (small), 100-999 (medium)
  • Annual Revenue: $5-$10 million
  • IT Staff: 1 or a few with modest skills
  • Location: Limited geographical boundaries, may use remote workers
  • Capex: Limited, prefer pay-as-you-go software model
• SME (Small and Medium Enterprises)


  • Employees: 101-500
  • Annual Revenue: $10 million - $1 billion
  • IT Staff: Small group with generalist skills, may train on specialty software
  • Location: Likely multiple offices, may use remote workers
  • Capex: Limited, focus on technology capabilities, functionalities and reporting
• LE (Large enterprise)


  • Employees: 1000 or more
  • Annual Revenue: Over $1 billion
  • IT Staff: Wide variety of specialist and extraordinary skills
  • Location: Domestic and international
  • Capex: Large, focus on advanced features, security, and guaranteed uptime
• In 2012, 51.6% of employees i.e. 9 million people were employed in US large enterprises
• Business classification influences financial decisions, technology needs, and solutions provided
• The Government of India revised the MSME classification in 2020 to consider both investment in plant and machinery/equipment and annual turnover
• Revised MSME classification (w.e.f. July 1, 2020)


  • Micro: Investment ≤ INR 1 crore, Turnover ≤ INR 5 crores
  • Small: Investment ≤ INR 10 crores, Turnover ≤ INR 50 crores
  • Medium: Investment ≤ INR 50 crores, Turnover ≤ INR 250 crores
• Customer categorization


  Division of customer base into specific types based on purchasing behaviour patterns
• Customer categories


  • Ready-to-buy customers
  • Potential customers
  • Repeat customers
  • Sale or discount customers
  • Loyal customers
  • Impulse buying customers
• Ready-to-buy customers


  Have a sense of urgency, know what they need, can become repeat customers if handled well
• Potential customers


  Have no urgency to make a purchase, may be just browsing
• Repeat customers


  Loyal customers who regularly use a company's services and products, require less effort to retain
• Sale or discount customers


  Make purchasing decisions based on discounts and sales, conduct price comparisons
• Loyal customers


  Most important 20% of customer base, contribute significantly to sales revenue, help company grow
• Impulse buying customers


  Make purchasing decisions on the spot, not based on any specific need
• Customer types


  • Ready-to-buy customers
  • Potential Customers
  • Loyal customers
  • Impulse buying customers
• Ready-to-buy customers


  Have a sense of urgency as per actual need, have an idea of something they need based on some preliminary research
• Potential Customers


  Simply visiting the retail store and collecting the information or simply browsing
• Loyal customers


  Repeat customers, who regularly use a company's services and products
• Impulse buying customers


  Customers who are not in a position for needing anything through purchasing from the stores, make a decision on the spot during purchasing of any items for something that seems good or not
• Enterprise business classification most likely depends on business size i.e. based on number of employees and annual revenue and even those classifications ranges can vary
• Business classification is SMB, SME and LE
• Customer categorization mainly depends on the division of the customer base into specific types according to purchasing behaviour patterns
• BSNL Services


  • Mobile Services
  • Wire line Services
  • Radio Broadband Services
  • Intelligent Network Services
  • BSNL PCO
  • PRI/BRI/Dial-up Internet
  • Enterprise Business
  • Internet Data Centre Services
  • Enterprise Data Services
  • Enterprise Broadband
  • Managed Services
  • Other Enterprise Services
• Based on the criteria of 30 Crore revenue, proximity in Geographical area, Scorecard of Technical infrastructure, Number of connections, business potential etc. of the BA and no. of SDCA in each BA, the number of BAs has been reduced from 198 to 158
• Business Area will exist as a Primary Business Unit/Profit Centre/Primary Accounting Unit and the existing concept of SSA as an independent Business & Administrative unit, will cease to exist from 01.09.2020
• Categories of BAs


  • Very Large BA
  • Large BA
  • Medium BA
  • Small BA
• Very Large BA


  BA with revenue more than Rs. 250 Cr, headed by PGM level officer/Executive
• Large BA


  BA with revenue 125-250 Cr or quite large Geographical area, headed by PGM, high business potential i.e. tier-2 cities, state capital having revenue > 80 Cr
• Medium BA


  BA with revenue >50 Cr and < 125 cr, headed by sr. GM /GM level Executives/officer
• Small BA


  BA with revenue <= 50 Cr, headed by Sr.GM/GM level Executive/officer
• The existing SSA Head shall be designated as Head of Area Offices (Operational head of the Area)
• The operational area which has revenue up to 10 Cr shall be headed by DE level executive/officer and above 10 Cr shall be headed by DGM level Executive/officer
• There will be three layer structures: Unit headed by GM level officer/executive, Unit headed by DGM level Executive/ officer
• Activities carried out by Operational Offices


  • Network Operation
  • Sales& Marketing
  • Customer Services
  • Revenue Collection & Persuasion- both Soft Recovery and Hard Recovery
  • Execution, certification for invoice processing through MIGO/SES
  • Providing inputs for payroll processing
• Activities centralized at Business Area level


  • All planning works related to Business Development, Overall marketing within the BA, Network planning and monitoring of maintenance activities, Tender finalization
  • Bills, Pay and Claims related activities
  • Invoice processing
  • Payroll processing
• The workflow of all activities for invoice processing should be routed in SAP only and movement of physical file has to be discouraged, except in cases of complex cases of huge financial implications