21 test file-2-laporan pelatihan biz acumen witel-160514

WITEL BANDUNG BIZ ACUMEN TRAINING & WORKSHOP 2014

Telkom 1.O- 1.5 - 2.O

S-curve product/ service type product/ service name

Telkom 1.O connectivity voice, plain text

Telkom 1.5 broadband connectivity(data/ internet access)

speedy copper, Indie Home FTTH, speedy instant, Astinet, Telkom Metro, VPN, VPS, Simpati loop, Halo, Telkomsel Flash, Telkomsel Mygroup

Telkom 2.O Platform, solution/ app, content

usee TV cable, usee TV.com, Telkom Solution, Bostoko, e-pharmacy, e-kelurahan, UsmartHotel, Delima/ T-money, call center


Telkom 2.O starts !

• Hardly 2 digits growth• Consistently declining telco 1.O revenue and very

competitive in young telco 1.5 revenue• Sales team must push Telkom to move faster with

infra, products and team of Telkom 2.O by:• Applying ‘if then’ sales target !• IFTTT….(if this than that…)


Product Timeline

• 2.O dealing more with enterprises

category 1.O B2B B2C (individual)

B2C (community)

Communication voice, text OK OK OK

2.O

Platforms - e-Gov, e-pharmacy, Telkom VPS, Delima, T-money

Governments , pharmacybanks, agents, offices

end users -free end users -free

Solutions/ Applications

- bostoko, UsmartHotel, e-kelurahan

Toko, hotel kecil dan menengah, kelurahan

end users- free large community

Contents - movies, songs, books, news

content delivery operator

end users - fee or paying

end users- free or paying


Competence Timeline

• 2.O dealing more with enterprises

Category 1.O B2B B2C (individual) B2C (community)

Communication voice , text Sales , relation sales sales, relation

2.O

Platforms - e-Gov, e-pharmacy, Telkom VPS, Delima, T-money

AM/AO: consultant, sales, relationship

- on-line, mobile, free help desk

- on-line, mobile free help desk

Solutions/Applications (incld m2m vertical)

- bostoko, UsmartHotel, e-kelurahan

AM/AO - on-line, mobile, free help desk

AM/AO

Contents - movies, songs, books, news

AM/AO -sales AM/AO


Witel 1.O vs 2.O

Factor Witel 1.O Witel 2.O

- product mainly Halo / Simpati package - solutions, applications, content

- product team/ expert not needed is a must

- product management one way from product development unit/ product owner (or partner) to witel

both way and directions ,address clients needs by Witel to product owner is important

- AM competencies primarily sales - sales but primarily consultant & relationship management

- internal biz process and relations

rigid, silo mentality must be friendly and innovative (how?)


Business Acumen


Business Acumen

• Business acumen is keenness and quickness in understanding and dealing with a business situation in a manner that is likely to lead to a good outcome.

• The ability to understand all business functions within the organization and industry

● Strategic focus● Business knowledge● System thinking● Economic awareness● Effective

administration● Finance knowledge● Marketing knowledge● Operation knowledge


Four Disciplines of ExecutionSumber: http://www.4dxbook.com/


4DX [1/3]


4DX [2/3]


4DX [3/3]


Quick Win Knowledge & Skill


Quick win Knowledge and Skill• Google Drive :

–true collaboration–combined with chatting/ conference

• Gantter for Google drive :–Project planning, monitoring and reporting–combined with power point template

• Google forms :–simple , effective survey tools

• 4DX : diciplines of execution • BMC (biz model canvas) :

–business planing / analysis


[Google Drive &] BMC Review


Google Drive [1/2]

+someone


Google Drive [2/2]

• Introduction• Storage• Client• Features:

• Third-party apps• File viewing• File limits

• Document types:• Google Docs• Presentation• Spreadsheet• Form• Drawing

• Ownership and licensing• Data safety and privacy• Mobile access


BMC review

VPVALUE

PROPOSITION

KAKEY

ACTIVITIES

C$COST STRUCTURE

•Capex •Opex

R$REVENUE STREAM

•Usage•Subscription Fee

KRKEY

RESOURCES

KPKEY PARTNER-

SHIP

CHCHANNEL

CRCUSTOMER

RELATION-SHIP

CSCUSTOMER SEGMENT

• B2B•B2C


Witel Bandung BMC-2014 Overview

Sesi-1[Learning Diagnostic Results]


Witel Bandung value propositions

● What value do we deliver to the customer?● Which one of our customers’ problems are we

helping to solve?● What bundles of products and services are we

offering to each segment?● Which customer needs are we satisfying?● What is the minimum viable product?


Product - Solutions - Program

• Product:• unique, independent or• bundled of several products• sold and priced individually or as bundled• example: speedy copper, FTTH, speedy instant

• Solution:• combination of several products• sold and priced according to the configuration and actual needs of

the customers• example: TelkomSolution, USmart Hotel, Bostoko, e-pharmacy, e-

kelurahan • Program:

• it is a marketing communication jargon for media• does not contain product or solution with price • example: @wifi.id, IndieSchool