2G KPI - Presales Support

All Rights Reserved Alcatel-Lucent 2009
2G PRE SALES Support

ND Workshop
December 2009
All Rights Reserved Alcatel-Lucent 2009 2 | November 2009
Agenda
Answering a RFP
Team Setup
KPI Commitment process
ND / ONE Engineering goal (when triggered) / Service team goals
Inputs needed
Contacts
ONE Pre-sales Intranet
KPI files
KPI Commitment
Risk Assessment
Risk definition
Risk Evaluation
Risk Mitigation
Deliverables
Statement of compliancy
KPI annex
Example of Greenfield Operator
To be requested
by ND if not
provided
definition of Acceptance Level
RFP/Q Request for Proposal/Quotation
Document launched by Potential Costumer with the details of the project, normally includes:
Description of the Project (New Network, Swap, Network optimisation).
Method of Acceptance
Method of Payment (and Penalties)
KPI targets
Network Design (ND): Compute the BoQ. Trigger NE/Service when KPI out of classical ranges
Operational Network Engineering (ONE): Define the compliancy and effort needed to accomplish the
KPIs. Triggered by Network Design or Service Team. Inform ND back if new assumption shall be taken
Head of the proposal: Responsible to synch all the team in order to get the proposal on time
Commercial team: Responsible for the commercial approach that should be taken towards the
costumer.
Answering RFP
Team Setup
To handle the proposal a team must be setup:
Tendering Team: Specify the quotation of the offer.
Service Team: Specify the amount of services needed to accomplish the objective.
Tuned KPI list and values, Prerequisites
Answering RFP
KPI Commitment Process
ALU
Proposal
Customer
Needs
Is the network
within the
validity range ?
KPI from Customer or
ALU to propose ?
Customer KPI
List of KPI
to commit
Is the KPI
on XLS
file ?
Yes
Is it necessary
Over
commitment ?
Yes
Common
KPI values
No
ONE Team
No No Yes
Network
Design
New sites
ONE Team
List of KPI
to commit
No
Signal strength ok?
Yes
Service Team
Commercial team
Head of proposal
Optimizations, Measurements, Acceptance (quotation, SoW)
KPI commitment + KPI Risk Assessment
Service Team
Answering RFP
Network Design - Goal
ND scope
Tendering
KPI
Network Design
Service
Team
Operational
Network
Engineering
Compute the BoQ needed to accomplish the required
coverage
Define areas with coverage
Taking signal strength threshold per environment into account
Define the level of service (blocking, throughputs, )

Greenfield project: verify if is possible to reach the
requested KPIs
By verifying the Excel table defined in ONE Pre-sales intranet
Create the KPI compliancy statement (customer document)
based on ONE excel tables
Trigger Operational Network Engineering in case of project not
in validity range

Other project type including KPI (Swap...):
Systematically trigger Operational Network Engineering

Systematically trigger Service Team to assure that
optimization services are done after the deployment
Define the Compliancy status related with KPI:
Inform which KPI could be reached
Propose KPIs if possible within RFP (alternatives)
Evaluate the Risks
Verify the risk bringing from KPIs to overall project
Define methods to mitigate the risk
Cooperate to evaluate financial provision
Define the Pre-requisites necessary to reach KPIs
Identify important points necessary to reach KPI, according RFP
Prepare a suitable acceptance method (according RFP)
Cooperate with ND to have a suitable radio network design:
Ensure that enough signal strength is provided to achieve KPIs
Cooperate with Service team to define the effort needed to reach KPIs
Propose special services to reach KPIs: Frequency Plan, architecture audit,
Write KPI annex or comment the KPI annex to the contract

Answering RFP
Operational Network Engineering Support - Goal
ONE should only be triggered if :
- Network outside validity range of excel KPI file (pre-requisites)
- or Requested KPI more aggressive than the ones mentioned in the file
- or Project type different from Greenfield operator
ONE scope
The signal strengths should be confirmed with ND
Answering RFP
Operational Network Engineering Support Inputs Needed
No commitment should be made without the important Inputs
needed to understand correctly the project.
Clear definition of the team in charge of the offer
Clear definition of the project:
RFP document.
Verify if payments are dependent on KPI achievement
If the project is not clear, a conf call with the team should be
triggered.
To avoid time pressure during the project, it was created a
typical Questionnaire.
When and where is expected to reach the KPIs ?
Commercial approach should be discussed
Put compliancy as much as possible, or
Propose new KPIs or acceptance method
Site BoQ provided by ND: distribution of the sites by region/city
KPI
Network Design
Service
Team
Operational
Network
Engineering
Commercial
Team
ONE scope
Answering RFP
Service Team - Goal
Perform estimation and quotation for additional services:
Assess optimization effort to reach KPI
Define measurements campaigns according to KPI
Define acceptance procedure

Define service strategy for the offer
Discuss with Commercial Team and Head of Proposal when high service effort needed
SBG scope
Service Team shall systematically be triggered by ND
Clear definition of the team in charge of the offer
Technical commitments
Tuned KPI list and values
Pre-requisites (assumptions)
KPI risk assessment and mitigation
Answering RFP
Service Team Inputs Needed
No commitment should be made without the important Inputs
needed to understand correctly the project.
Clear definition of the project:
RFP document (including list of KPI).
Verify if payments are dependent on KPI achievement
If the project is not clear, a conf call with the team should be
triggered.
Site BoQ provided by ND: distribution
of the sites by region/city
SBG scope
KPI
Network Design
Service
Team
Operational
Network
Engineering
Commercial
Team
Head of
Proposal
As early as possible
When design
ready
Answering RFP
Contacts
Regional Level-2 support for bids
Shall be mentioned in OSM
responsibility matrix
If information not available, turn to
tendering manager
Central Level-3 support
Micheal Efthymiou for Americas
Jacky Bauley for EMEA, APAC
GSM/GPRS/EDGE
SME: Paulo Duarte (GSM PG / ONE-2G)
ND Competence Centre: Sbastien Archevque

WCDMA
SME: Cristian Demetrescu & Joe Zhou (WCDMA PG / System Architecture
Engineering)
ND Competence Centre: Marion Dael

ONE Presales Intranet site

The Operational Network Engineering intranet site is the primary access
to KPI resources
Excel KPI files for the Circuit switched and Packet switched
Word template for KPI annex
Training for KPI commitment for RNEs

Case studies
Studies done on KPI that are useful for pre-sales activities

https://sps.eu.alcatel-
lucent.com/sites/carrier.gsm_networkengg_intranet/presales/Pages/
Home.aspx

Operational Network Engineering Main Topics
Link for files related with KPI commitment
Link for files case studies related with KPIs
Previous RFQ answers related with KPIs.
This area is restricted to ONE
ONE Pre-Sales contact
KPI Commitment page
Reachable from ND website
in Risk Management part
KPI Tables
The Excel file is organized in 3 sheets
Global Prerequisites
End User Performance KPI (sometimes called drive-test KPIs)
Counter KPI

In the file is included all the KPIs on which Operational Network
Engineering has significant data from different networks

In each project only some KPIs are used

KPI Files
Overall Design
ND scope
KPI Files
Global Prerequisites (1/2)
Definition of type of the network that the document could be
applied

The Network must be compliant with all the variables in order to
use the document

If there is some issue that is outside from what is considered
normal Network (i.e. in line w/ global pre-requisites),
Operational Network Engineering shall be triggered

In case of the network is not compliant with the additional pre-
requisites (end user or counters KPI sheets), Operational Network
Engineering shall also be triggered
ND scope
KPI Files
Global Prerequisites (2/2)
ND scope
First part is the definition of the conditions for commitment on this type of
KPI
Test Conditions
should be included
also in definition of
KPI measurement
methodology.
KPI Files
End User Performance KPI (1/3)
ND scope
KPI Files
The KPIs are grouped by type:
FTP service
Latency test
2G/3G Interoperability
Area where is defined some
prerequisites for the
commitment on this group of
KPIs. This conditions must
be included in methodology
of KPI measurement.
Important notes about the
group of KPIs
Each row for one KPI.
ND scope
Description of what
is being measured
by the KPI
Formula for
measuring the
KPI
Common threshold. The
value that should be used
normally with low risk.
Increase the commitment
in relation to this value
implies risk.
Risk Assessment variables
Remarks that
could be
useful to do
risk analysis
and which
impact could
have if over
commitment is
needed.
ND scope
KPI Files
KPI Files
Counters KPI
Prerequisite for this type of KPI.
Risk Assessment
variables
Remarks that could be useful to do
risk analysis and which impact could
have if over commitment is needed.
Description of what is
being measured
Proposed threshold. The value that
should be used normally with low risk.
Increase the commitment in relation to
this value implies risk.
ND scope
ONE scope
There is different thresholds for certain voice KPIs depending
on Coverage

Commitment example:

Network with 40% TRXs(95% cov Prob) and 60% TRXs (90% cov Prob)

In excel table is 0.9% for 95% cov Prob and 1.3% for 90% cov Prob

The final Threshold will be: 40% * 0.9% + 60% * 1.3% = 1.14%
KPI Files
Voice KPI commitment
KPI Files
Risk Assessment Analysis
The over commitment in relation with common threshold implies risk

The risk is divided in 3 components:
Network Design: risk of adding more hardware and design resources in order to
commit on value. On top of risk already evaluated by ND (out of KPI scope)
Optimisation service: Risk of adding more resources and time dedicated to
optimization phase
Project Planning: Risk of failure to commit the value and pay penalties

Each component is evaluated in 3 levels:
Low
Medium
High

Taken into account by Head of the proposal for Go / No Go meeting

Note: ONE not triggered Common thresholds = OK low risk
ONE scope
This files is used when KPI commitment is needed and no clear definition of
acceptance process is made in RFQ document sent by costumer

The file must customized for each particular project considering the KPI used

https://sps.eu.alcatel-
lucent.com/sites/carrier.gsm_networkengg_intranet/presales/KPI/GSM-KPI-
Proposal-ed2.doc

KPI Files
KPI Annex template
ONE scope
KPI Commitment

Arrange all possible sort of information that could help to get possible values:
ONE KPI Commitment intranet
Project reports for similar projects
Lab test results

If the KPI formulas are not clear:
Review formulas (if possible) to the ones where is possible to have references
Ex: Call Setup Time= X seconds -> CST (between CM service request to
Alerting) = 6seconds
Propose formulas (if possible) with lower risk for ALU
Ex: Call drop rate = 0.8% -> CDR is achievable if consider only radio drops.
Do any commitment only if you understand correctly the project.
ONE scope
KPI Commitment

Commitment should be done only in areas with coverage
Areas and corresponding signal strengths can be confirmed with ND

Commitment can only be done if optimisation service is made after
the deployment
Those services depends on the project
ONE scope
Risk is considered the probability to fail in reaching the target

Total KPI Risk =

The formula above is only valid if:
Acceptance is dependent on acceptance of all KPIs
KPI are statistically independent

For this reason we can say that based on assumptions above, higher
the number of KPI, higher the risk

Example:
To reach acceptance we must meet CDR of 1% and CSSR of 98%.
Prob_Fail (CDR) = 10%
Prob_Fail (CSSR) = 3%
Total KPI Risk = 1 ((1-0.1)*(1-0.03)) = 12.7%
Risk assessment
Risk Definition (1/2)
) ) ( _ Pr 1 ( 1
1

n
i
i
KPI fail ob
ONE scope
Risk assessment
Risk Definition (2/2)
Based on above we can have some margins to reduce the risk by statistical
manipulation:
Create acceptance not dependent on target achievement on all KPI
Use composite KPIs instead of simple ones
Ex: use CSSR instead of SDR and ASR
ONE scope
Risk assessment
Risk Evaluation
Medium or High
Risk:
the mitigation plan
shall be discussed
with all the teams
ONE scope
The KPI Risk could be split in different parts:
Project: Risk of new resources to be mobilized to reach KPIs
Design: Risk of addition of new HW to reach KPIs
Optimisation: Risk of more time for optimisation to reach KPIs
New Features: Risk of addition of new features
.

ONE or ND do not quantify the amount of money or any cost related with risk

In each risk identified we should quantify the different parts (Project, design,
..) in following thresholds:
NA -> The risk do not apply
Low risk -> target without major problems to reach
Medium Risk -> target that can be reached with more effort from ALU
High Risk -> target hard to reach, but can be reached with more effort
The KPI Risk mitigation could be made by:

KPI formula -> Service team impact
Ex: Use of composed KPI is less risky than use of simple KPIs

KPI Pre-requisites -> Service team impact
Ex: measurement done outside BH

KPI acceptance -> Service team impact
Ex: Use of special acceptance process could lead to less risk

Feature Activation
Ex: if we know that a special feature will easily make the target to be reached,
then we should alert the Commercial team for that

Risk Aggregation
In projects where we need to commit in several regions, it is less risky if we can
aggregate the risk in one package instead of considering individual risk for
each region

Risk assessment
Risk Mitigation
ONE scope
In each point related with KPI we should put ALU point of view in following
terms:
Compliant: we agree on what is stated
Non-Compliant: We do not agree on what is stated -> Justification needed
Partially Compliant: We partially agree on what is stated -> Justification needed

In statement of Compliancy ONE should answer to following points, generally
in a KPI annex:
KPI targets
KPI measurement methodology
KPI acceptance method
Features

Deliverables
Statement of Compliancy
ONE scope
The KPI annex is where we need to define all the relevant points related with
KPIs. It normally includes:
KPI targets
Measurement method
Acceptance method
Pre-requisites to reach KPIs

The document is generally composed by:
Objective: explain that the aim of document is to give a detailed descriptions of KPI
and acceptance process
KPI Definition: Exact KPI definition with formulas
KPI Acceptance Methodology
Pre-Requisites: conditions that need to be meet in order to do the acceptance process
Deliverables
KPI annex (1/2)
ONE scope
The wording of this document must be:
Clear: some of the people that will read it are not so technical
Technical accurate: To avoid misunderstandings in future
Commercial Approach: since is a document for costumer we shall give a positive
feeling about ALU
Ex: some words should be used carefully (or not used), like impossible,
difficult, risk,
Protective: we must ensure as much as possible to protect ALU from issues that
are not controlled by ALU
Ex: traffic evolution, subcontractor services from Costumer,

Deliverables
KPI annex (2/2)
ONE scope
Greenfield Operator
Characterization
No KPI history

Limited information about the environment and clutter

Radio Design made based on Marketing Figures

Low Traffic existing on the network by the time of acceptance

The acceptance normally made by Drive-Test KPIs

Greenfield Operator
Important Points to know
Available Bandwidth

Average TRX per Cell.

Traffic distribution between Urban and Rural areas

Antenna type used

Terrain Profile (hilly, flat, forests, )

Typical Questionnaire:
To be filled in by ND
Greenfield Operator
Method for definition of KPIs (1/3)
KPI Commitment is only possible if ALU is responsible for Optimisation
services after rollout.
Coverage assessment:
BoQ and list of areas covered
Antennas used for Coverage:
Tri-sector with more than 16dBi gain are assumed for KPI
If high number of antennas with less than 16dBi then KPIs needs to be
adjusted.
Major risks for coverage (old terrain database, traffic data not accurate, )
ND normally add a coverage risk between 0% and 10% of the sites

Watermill and 9955 Tools are used by ND to define Link Budgets and coverage
plots
After this assessment we should be able to define:
Areas where we can commit.
Possible exclusion criteria for acceptance.
Identify possible risks for KPIs
Bandwidth assessment (by each band GSM or DCS):

In this phase it should be identified:
If it is a tight frequency plan
If special features is needed to overcome interference
ex: C/I<10dB, it must be used f. hopping and DTX
Risk found by ND related with traffic evolution preview
Greenfield Operator
Acceptance method needs to be
chosen carefully, although since
during the acceptance there is
Low traffic on the network,
normally this load is not
achieved.
12
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Project assessment:
Project documentation
Identify clearly all the requests from the costumer
Identify the freedom level for create acceptance criteria, or different KPIs
Identify possible risks brought by the project to the KPIs
Ex: using solar power could bring unavailability, using VSATs for Abis could bring
degradation in some KPIs,
Identify important missing information
Ex: responsibility of network planning
Conference calls with all teams
Identify some points that are not clearly defined in documents
Identify the commercial approach that will be followed, and possible impacts
on KPIs
Verify if we will reply to all project or only in some circles
Ex: In some projects we only bid for certain areas
Alert for risks on the project and for KPIs found in the document
Propose solutions to mitigate the risk
Aggregate several Circles in one
Commit only in specific areas
Use of composed KPIs (CSR for example) ...
Greenfield Operator
ONE scope
Greenfield Operator
KPI commitment (1/2)
Commit only in Drive-Test KPI if low traffic is expected at the time of
acceptance

Do not commit in more aggressive values than the ones expected, unless clear
advantage can be taken (needs to be confirmed with Commercial team)

Try to arrange an acceptance method to allow intermediate payments
Ex: By cluster where the payments are made as soon as cluster is accepted

Identify which actions can be taken if at the end of the project the KPI is not
reached
Ex: new frequency plan, special feature activation
ONE scope
It should be used the excel file with targets as a reference

To be more Aggressive it should be confirmed if there is condition for that:
High bandwidth
Few rural areas
More restrictions on Pre-requisites
Exotic acceptance process.
More Optimisation services

Greenfield Operator
KPI commitment (2/2)
ONE scope
If coverage acceptance is needed, then is advisable to use:
Spatial Binning instead of sample binning to remove Fast fading effect (not counted in
Network design)
Areas where will be made the acceptance must have coverage. This should be
confirmed with ND outputs
For KPI acceptance method, it should be taken in consideration:
Statistical significance: In order to have a good granularity of the KPI a lot of samples
should be taken
Ex: to have 0.1% granularity in call drop we will need at least 1000calls. -> For this reason
normally the KPI for DT are less aggressive
Risk Mitigation
Ex: by using calls of 1 minute instead of 3 minutes we are reducing the risk of having a
drop call
Time and Resources: If high number of calls is needed and a lot of kilometres is
needed, then the cost and the time for acceptance will increase
Ex: should be chosen a drive-test protocol that allow to extract all KPIs with the same
drive-test
KPI Acceptance exclusion Criteria
It should be identified points that should be removed from acceptance.
Ex: areas with sites unavailable, areas in fringe of coverage,
Exclude problems outside ALU scope or that we cannot control.
KPI acceptance Exit Criteria
During acceptance process it should be clearly defined when and how the network is
accepted. This will avoid too long time with discussions with costumer to accept the
network
Greenfield Operator
KPI Acceptance
ONE scope
The wording of this document must be:
Clear: some of the people that will read it are not so technical.
Technical Precise: To avoid misunderstandings in future.
Commercial Approach: since is a document for costumer we should give a positive
feeling about ALU.
Ex: some words should be used carefully (or not used), like impossible,
difficult, risk,
Protective: ensure as much as possible to protect ALU from issues that are not
controlled by ALU.
Ex: traffic evolution, subcontractor services from Costumer,

The document is generally composed by:
Objective: explain that the aim of document is to give a detailed descriptions of KPI
and acceptance process
KPI definition: Exact KPI definition with formulas
KPI acceptance methodology
Pre-requisites: conditions that need to be meet in order to do the acceptance
process

Example:
Greenfield Operator
KPI Annex
ONE scope
Greenfield Operator
Risk Assessment (1/2)
Risk Assessment Related with KPI:
Project Risk: Verify the dimensioning of optimisation services, taken into
consideration:
Total resources dedicated
Type of country: if people take long time go from one site to another
Done with ALU resources or subcontracted
Delivery of BSS release: if the date for acceptance of the network is well
under the roadmap

Optimisation Risk:
Risk of adding new features to achieve KPI
Risk of extra optimisation services

Design Risk:
Risk of addition of new HW to reach the KPI
Some of this risk is already counted by Network Design Team
ONE scope
Risk Mitigation Related with KPI:

Adjusting KPI definition: In offer where is not clearly defined the exact definition
of KPIs we could be able to adjust in order to have less risk

Adjusting KPI acceptance: In offers where is not clearly defined the exact
methodology for acceptance we should propose one which brings lower risk for ALU
Greenfield Operator
Risk Assessment (2/2)
ONE scope
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2G PRE SALES Support

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