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Training Document for Summer Project

Sales Management & Strategy

Garima Sareen O-Zone Networks Pvt. Ltd 3/9/2011

Section 1: About O-Zone

Q1. Who is O-Zone?
O-Zone is a neutral host, public Wi-Fi provider. O-Zone Networks Pvt. Limited was founded with the aim of providing wireless internet and mobility solutions to the masses across India. Our objective is to provide a fully integrated and seamless mobile broadband experience across all of networks at affordable prices. O-Zone Vision is to be Indias Largest Wireless Broad band Connected Community across commercial, enterprise and city based networks and to have 50,000 hotspots by 2013. O-Zone delivers a unique, simple, compelling & predictable service experience through intelligent integration of devices, applications & services The management team of O-Zone has extensive international and national level business experience and deep knowledge in telecom, network solutions and applications. With O-Zones Wi-Fi you can be assured of the high speed, highest level of security and seamless connectivity and Mobility throughout your premises and thus leading to increase in productivity. O-Zone is currently present into six sectors-Retail, Real Estate, Hospitality, Hospitals, Education and Transportation. Website: [Link]

Q2. What do we do?

Creating a community of Wi-Fi so that the person on the move can always be connected.

Q3. Who is the management team of O-Zone?

CEO and Founder: Mr. Sanjeev Bobby Sarin o Wi-Fi guru with 25 years of experience in the Telecommunications sector across Europe, North America and Asia.

Was Group Operating Officer for The Cloud, Europes largest Wi-Fi provider Executive Global Vice President for British Telecom, being responsible for 9 billion GBP in revenue and 25,000 people across 100+ countries.

CFO and Co-Founder: Mr. Dharmendra Amin o 15 years experience in financial services including business management, operations and finance for large Corporates and Entrepreneurial organisations. Was the Director and Chief Administration Officer of Merrill Lynch.

GM (Head Nationwide Sales): Mr. Saurabh Vatsa o o Was working with AMEX and Accenture, before joining O-Zone. Was top Performer at Accenture India, in the year 2007.

Q4. Strengths of O-Zone

Neutral Host Wi-Fi provider Proven and Tested executive team that has done it before in Europe successfully Our CEO building the 3rd Wi-Fi business in the world System Security-User authentication, Layer 2 Security Fully TRAI and DoT complaint Class A ISP License holder. Member of WBA- Wireless Broadband Alliance Best class in Wi-Fi equipments. High Bandwidth Capacity. Interference management. Unique relationship and roaming agreement with international and national operator. Extensive relationships/contacts

Q4. What is the Neutral Host model?

Has the technology to seamlessly integrate with any Internet Service Provider feasible in the location.

Q5. How is O-Zones Network Secure?

Delivers layer 2 security AAA server Prevention defending network integrity against wireless vulnerabilities such as: o o o o o o Unauthorized client connection Hackers attack Time consuming false positive alerts Client disassociation MAC spoofing Adhoc connection

Maintain a log of all users for a period of 5 years

Q 6. Who are O-Zones Clients and Strategic Partnerships?

O-Zones Strategic Partners

Q 7. O-Zones Centralized Architecture.

O-Zone follows a centralized architecture that allows a person to roam across all our locations on a Pan India basis i.e. a person can use the same user name and password across locations in Delhi, Mumbai, pune, etc.

Q8. Who are O-Zones Competitors?

Tikona vs. O-Zone Tikona play in the residential space and O-Zone in the Public Wifi space. Tikona have AP's/Basestations sitting on the top of residential tower blocks and count those as Public hotspots. Simple questions: o If I was to walk past a residential tower block how do I know it is a hotspot? If I did know it is a hotspot, where would I buy the voucher and log on? If there was a online login process, where would I sit in 42 degrees to use the service. This is similar to a "municipal type deployments" where they have not been successful anywhere in the world.

o o

Blogs are pointing towards poor service experience by users, high churn and very low revenues vs. investment; Tikona is competing with the main operators in the space of broadband to the home. Not a true hotspot business visa-vi O-Zone's model. O-Zone is concentrating on true public locations - coffee shops, airports, railways stations, hotels, restaurants, etc... Not members of WBA (Wireless Broadband Association)

Spectranet vs. O-Zone

More focussed in fixed line broadband to the home. Has very few public wifi locations, about 40 in all vs. 2500 of O-Zone; Spectranet also build IBS (Integrated Building Solutions) and then open up a few AP's as public wifi. This is not true wifi;

Don't really have a Public Wifi strategy and do not understand it. Have no real tie up with international operators and do not understand AAA to AAA integration of networks; Do not understand device complexity e.g. MTK chipset integration. Over 50% of the Indian market is running on grey market wifi chipsets that cannot talk to standard wifi access points. Only O-Zone has built integrated solutions; Not members of WBA (Wireless Broadband Association).

Q9. O-Zones Landing Page

Q10. O-Zones Login Flow and Voucher

Step 1: Click on Existing user or new User Tab Step 2: a) For New User, enter the following details: Voucher Code: User Name: Mobile Number: Password:

b) For Existing User, enter the following details: User Name:

Password:

Step 3: Enter the voucher code received as SMS on your mobile number. You are connected!! Login Process Snapshots:

Q11. What are O-Zones retail rates?

O-Zones Rates Rs 15 Rs 27 Rs 200 Rs 600

Retail Validity Half Hour 1 Hour 1 Week 1 month

Q12. Checklist to operate a Carrier Grade Public Wi-Fi Network in India. Mandatory Requirements ISP License O-Zone

Security Secure unique user & device authentication Lawful Interception Layer 2 Security IDS solution

AAA & Billing Integration

Seamless Device Integration

Carrier-Grade, Scalable OSS/BSS Solution

Section 2: Technology
What is Wi-Fi?
A way to get Internet access, the term Wi-Fi is a play upon the decades-old term Hi-Fi that describes the type of output generated by quality musical hardware, Wi-Fi stands for Wireless Fidelity and is used to define any of the wireless technology in the IEEE 802.11 specification - including (but not necessarily limited to) the wireless protocols 802.11a, 802.11b, and 802.11g. The Wi-Fi Alliance is the body responsible for promoting the term and its association with various wireless technology standards.

What is a Wi Fi Hotspot?
A Wi-Fi hotspot is defined as any location in which 802.11 (wireless) technology both exists and is available for use to consumers. In some cases the wireless access is free, and in others, wireless carriers charge for Wi Fi usage. Generally, the most common usage of Wi Fi technology is for laptop users to gain Internet access in locations such as airports, coffee shops, and so on, where Wi Fi technology can be used to help consumers in their pursuit of work-based or recreational Internet usage.

Why should I use Wi-Fi?

Broadband Speeds : Experience the net at blistering speeds. Download music, watch movies, the latest videos, play games, share ideas and much more. All in the blink of an eye. Wireless Freedom to move around and surf anywhere within the DELL - OAccess : Zone Wi-Fi hotspot. Just Go : No waiting to connect to the net and no busy signals. Just click and you're online instantly and wirelessly. Phones not busy Talk on the phone and surf the web at the same time. Never worry : about missing an important call.

How does Wi-Fi compare to 3G?

Wi-Fi is the most cost-effective and technologically mature wireless technology in the market today. Wi-Fi allows data traffic to exploit the unlicensed free spectrum unlike the dreadfully expensive3G/WiMax spectrums. Public Wi-Fi networks can offer at least 10 times better speed than 3G at a fraction of the cost!

Parameters

3G

Wi-Fi

Functionalit y

3G is a popular wireless network technology used mainly with mobile phones for mobile connectivity. 3G is a service that is completely provided by the service provider. For availing 3G, you need to get in touch with your service provider.

Wi-Fi is a Broadband Technology used with Wi-Fi enabled Devices (Mobiles, smart phones, I-pads, laptops, i-pods etc..). Wi-Fi access can be controlled by a Router located in a specific range from the access point. For availing the Wi-Fi facility, you will have to visit a hotspot which provides a WiFi zone.

Range & Signal

The 3G scores well over Wi-Fi with regards to range and signal, since it depends on the mobile service provider. You will receive signal reception as long as you are in the network range.

In case of Wi-Fi, you will be able to receive good, uninterrupted reception as long as you are within the range of the router situated in the hotspot.

Speed

The maximum speed on 3G networks is considered to be about 2.05 mbps.

Wi-Fi is faster as compared to 3G. The maximum speed of the 'N' standard of the latest WiFi technology is reported to be 600 mbps.

Cost

3G is costlier than Wi-Fi. The cost of 3G access depends on the plan you

Wi-Fi is cheaper than 3G. The cost of Wi-Fi at some hotspots starts from Rs. 27

have chosen from your service provider.

for 1 hour, & onwards.

How does Wi-Fi compare to different technologies?

Wi-Fi Vs Wimax

Where does Wi-Fi stand out?

Scope of Wi-Fi enabled devices in India India to have 875 m mobile users by 2013, 1 billion by 2015 Worldwide, the proportion of mobile handsets shipped with Wi-Fi will account for 29% of all mobile handsets by 2013 and 42% in 2015 The proportion of Wi-Fi enabled mobile phone owners who use the facility on their devices will reach 80% by 2015 This translates to 200m actual mobile Wi-Fi device users in India in 2013 and 335m by 2015

What are the devices available in the Indian markets where Wi-Fi can be accessed?
Smartphones Laptop/ Netbooks Tablets

What kind of activities can be carried out over the Wi-Fi network?

Download songs/ Movies Stream videos Watch live matches Social networking- Browsing pictures, videos

Section 3: FAQs
1. How much physical space would be needed to place an AP inside the shop premise? Equivalent to a telephone receiver. 2. What is the area covered by one access point?

SIZE 0: SIZE 1: SIZE 2:

9 inch 11.25 inch 8 inch

3. What is the area to be covered by one access net at one point of time? 40 m radius. 4. How many people can access net at one point of time? 25-30 people. 5. What is the probable time of installation? Bandwidth termination will take 8-10 weeks. Hotspot termination - 1 week. 6. What will be the speed of Wi-Fi which will be available to the end users of the shop? Upto 2 Mbps 7. Commercial model for site owners?

Broadband: The shop has to pay Rs 1500 for broadband (for a 2 mbps DSL connection), in case no broadband is present in the shops.

Hardware Cost: Entire hardware cost (including Access point, Cables and Switches) to be borne by O-Zone

For the commercial arrangement, there can be 2 options: Option 1: Operational Expenditure including Installation, maintaining and running the network of Rs 750/ Access Point/ month to be paid by the shop owner. Option 2: O-Zone and the shop owner have a revenue share on the revenue generated from selling the vouchers. Revenue share will be in the ratio of 70:30 (70% in favor of O-Zone).

8. Why is O-Zone an operator and not one time Wi-Fi solution provider? O-Zone provides an end to end wireless solution i.e. we design and build the network, operate and manage a secure network. 9. In case of theft and external damage, what will be the payment terms? In that case, O-Zone will bill to the owner as per the cost of the device to be replaced. [Link] details about the bandwidth/DSL connection that are put in our hotspots in terms of the monthly price as well the capacity (GB) etc. DSL - 2mbps @ Rs 1500 per month. Usage- 2GB per month at the speed of 1.2 Mbps [Link] length of the Wi-Fi contract. 5-10 years. 12. Who will be doing the installation and when?

The installation will be carried out by O-Zones technical team and will require the address proofs of the shop, in case of applying for the broadband. 13. Marketing activities we will need to carry out inside the shop.

O-zone will carry out the following marketing activities inside the store: a. Poster/ Banner b. Tent Cards on each table c. Other Below the Line marketing activities to spread awareness on the availability of Wi-Fi in the store

14.

What quality Access Points will be installed by O-Zone Networks?

O-Zone will install carrier grade HP Colubris access points that are best in its class, highly secure and most sophisticated equipments available in the market as of now.

Benefits to the shop owners to install O-Zone Wi-Fi Solution