Vodafone Organization Structure

Reporting Structure
Direct Reporting
Matrix Reporting
Example - Enterprise Head in Zonal office has direct reporting
to Zonal Head and matrix reporting to Enterprise Head in Head
Office.

Selling
Direct
Selling
- Sales executives
called CRE (Corporate
Relationship
Executives) or FOS
(Feet on Street).

Indirect Selling through

Corporate Sales Associates
- channel partner for every zone
- provide sales executives to Vodafone
- Gets commission based on business achieved by
the sales executives
- Pays salary to the sales executive based on the
commission received
- In Goa, CSA is Lobo Staffing Solution
- Requires 35 sales executive but currently there are
8

Sales Process
Prospecti
ng

Senior Executives (SME head and NC&G head) visit

different companies and try to gather information
about employee base,
Farming : company has more than 25% Vodafone
customers then retain the existing customers and add
new customers
Hunting : company has less than 25% Vodafone
customers then break the competitors hold on the
company

Funneling

CRE/FOS classify the prospects as follows: Hot May convert in 3-5 days
Warm May convert in 15 days
Cold - May convert beyond one month
Daily Sales Report (DSR) to be filled by each CRE/FOS
Every CRE/FOS should have 1.5X Hot, 1X Warm and
1.5X Cold prospects every month where X is the
monthly target

Sales

Post
Sales
Service

Divides all the accounts on basis of their

size it sends its representatives to the
decision making units of these accounts for
presentations
For bigger accounts all three Mr Sushanta,
Mr Anurag and Mr Nikhil go together for
client visit.
Prepare health diary for all accounts IKHAT (Information of Key Account
Health Tracker) based revenues, new
demands and state of mind of client.
A key account manager is allocated for
every account which is responsible for all
the issues related to that account.

Target Allocation
Head Office

Corporate Objective

Zonal Head -

Profitability Target,
Base Target and
Revenue Target

Enterprise Target
(VGE, NC&G and
SME) Base Target
And Revenue Target

Sales Executives
Target

Sales Evaluation
Annual target are decided at the start of the
year which are further broken down monthly.
Parameters for evaluation include:KRA Key Result Area
KPA Key Performance Area
KPI Key Performance Indicators

Review held at the start of every month,

contains last months business performance
and next months strategy.
If a monthly target is not met then the
backlog is carried forward to the next month.

Sales Evaluation contd.

Mid-Year Performance Dialogue (MYPD) held after 6
months which is a minor appraisal and an Annual
Performance Dialogue (APD) held at the end of the
year which is a major appraisal.
Rating

Performance

Bad

Employee asked to leave the organization

Poor,
Improvement
Required

Employee put on probation for 3 months

after which his performance is evaluated
again.

Good

95% employees get a rating of 3.

Very Good

2-3% employees get a rating of 4.

Excellent

Less than 1% employees get a rating of 5.

These employees are promoted. There is a
fixed quota decided for this every year.

Buying Process of GIM

Account Type : SME
Buying Situation: New Task
Decision Making Unit: Mr. Steve Fernandes,
Administrator
Gatekeeper : Mr Mukesh, Chief Technical Officer
Influencer : Mr Mukesh, Chief Technical Officer
Trigger : It was created by the main stakeholders ie
the students because of network issues.
Product : Prepaid and post- paid connections at a
subsidized rate and cheaper than competitors.

Market Scheme

Details of Rs 199 rental plan offered in Goa

Scheme offered for GIM:

Plan Name
Activation Fees (In Rs including service
tax)

Local Plan

Std Plan

Onetime Tariff Plan Fee (In Rs)

Local Deposit(In Rs)

149

199

CLIP Optional (in Rs/month)

Outgoing calls

Local Calls (Within Mah & Goa)

VF2VF (in Rs/min)

0.3

0.2

Vodafone to other mobiles (in Rs/min)

0.3

0.3

Vodafone to fixed (in Rs/min)

0.8

0.5

Free

Free

200 Local min free

300 STD min free

Minimum Billing Amount (In Rs/month)

CUG call charges

Local
Local Freebies
STD Calls (in Rs/min)

VF2VF (in Rs/min)

0.5

0.5

Vodafone to other mobiles (in Rs/min)

0.5

0.5

Vodafone to fixed (in Rs/min)

0.5

0.5

400 Local/National SMS Free

400 Local/National SMS Free

Local SMS

0.3

0.3

National SMS

0.5

0.3

International SMS

Itemized Bill

SMS Charges (in Rs/SMS sent)

Benefits:
CUG for all GIM students and staff
Tower for better network
On Spot MNP facility .
Post Sales on campus customer
service desk

Sociedade De Fomento Industrial Pvt. Ltd.Buying Process

Problem Recognition :- Increase in employees,
Telecom infrastructure not sufficient.
Determination of characteristics of the item and
quantity :- Company-owned-Company-paid
(COCP) mobile connection required for 100
employees
Description of characteristics of the item and
quantity :COCP: These are postpaid
connections that are taken given to the
employees of a company by the company for
official purpose usage. The bill payments for such
connections will be taken care of by the company

 Supplier Selection :- Criteria

Product specification compliance
Telecom operator should be able to serve on certain norms decided
by the company. Here it was CUG connection with 1000 sms free to
CUG members

Product Quality documentation

Fomento group had issues with previous operator regarding poor
connectivity in mining areas

Pricing
Specially designed plan to suit the requirements of Fomento group.
They were classified under National Corporate and Government
category

Network deployment
Wanted seamless connectivity in mining areas

Reliability
Looked for trusted brand with prior experience in handling big
accounts and could provide tailor-made services

Post sale services

Expected hassle-free services and trouble-shooting options

 Acquisition and analysis of Proposals :Called proposals from various telecom operators
with specific
details, plans, services and price
Evaluation of Proposals and Selection :Proposals were evaluated, along with this various
rounds of
meetings were carried out between their senior
officials and
telecom companies senior managers
Performance feedback and Review :Services offered and after-sales support is
constantly
monitored and evaluated
Purchase : Straight/Modified Rebuy:- Initially Idea was their

 DMU :- CEO, IT Head

Initiator:- EDP manager
Users:- Employees
Influencer: EDP Manager
Decider: CEO, IT Head

Recommendations

Recommendations

Implications
Pharmaceuticals is the most growing sector both in terms of number
of employees and revenue. Also they have a team of sales and
marketing people who need advanced telecom enterprise solutions
for communication.
Travel and Tourism have many small players but their annual telecom spending as a percentage of turnover is greater because of
high usage .
Automobile companies are saturated in terms of COCP connections.
IT companies or companies having excessive use of computers use
gtalk, skype etc. chat n video chat tools and hence are able to avoid
heavy usage of voice. Instead they are looking for both voice and
data packages.

Thank You