Transcript Slide 1

BSNL/VMC WiMAX Rural Project in India
2012 Kick Off
BSNL: Company Overview
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Bharat Sanchar Nigam Ltd (BSNL) was
established in October 2000
World’s 7th Largest Integrated telecoms operator offering
fixed-line (local and DLD/ ILD), fixed-wireless, mobile and
broadband services.
BSNL has network operations 21 of India's 23 regional
circles outside of Delhi and Mumbai.
India's fifth largest GSM operator.
India’s largest fixed-line subscriber base.
BSNL is also India's largest ISP, representing 57.5% of
the total.
Proprietary Information.
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Our Partner :VMC Systems Limited
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Year of Establishment
Headquarter
Line of Business
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Telecom Products
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Power Conversion Products
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CPEs
Proprietary Information.
: 2002
: Hyderabad, India
: Design, Develop and Manufacture
Power Conversion Products, Telecom
Equipment, CPEs, Turnkey Telecom
Infrastructure Solutions & Services,
Telecom Software Solns & IT Services
: DWDM, STM-1, STM-4, STM-16 and
STM-64, DXC, G-PON / GE-PON
OLT, NGN Equipment, WiMAX Base
Stations, Carrier Ethernet Networks
(MPLS), Microwave Radio Equipment
and Media Converters
: AC/DC Adapters and Computer Power
Supplies, 12V SMPS Units, SMPS
Rectifier Modules and Power Systems
: ADSL2+ CPEs, CLIP Phones, GE-PON /GPON ONU / ONTs, CDMA IFWT / FWT
and NIC (USB Type) & WiMAX CPEs.
BSNL’s WiMAX Projects
• 1st phase rural project -2000 BST ( Gemini, Huawei)
• First Urban WiMAX project for Kerala and Punjab- 1800 BST
(Huawei,Telsima)
• 2nd phase rural tender – 7000 BST (total estimated for WiMax BST
only over USD100M
• All projects are E2E full turn key , including technical support for 5
years after warranty
• Rural project intends to provide broadband connectivity to Rural
India
• Locations with poor infrastructure and in many cases
geographically remote
• Local Partner is a must!
Proprietary Information.
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How did we select our Partner?
• Current activity in BSNL and success rate in BSNL
tenders
• Presence in Delhi
• Ability to execute complicated projects
• Financially stable company
• Agreed MOU to be signed before tender, includes:
• Financials terms
• Responsibilities of each Party during the tender process, project
implementation, support during the project life cycle
• Final contract will be based on MOU agreed terms
Proprietary Information.
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Tendering Process (1)
• Alvarion lost earlier BSNL WiMAX tender due to Indoor
BST price (2008 tender)
• Discussion with BSNL to modify the spec so it can suit
our Outdoor BST
• Tender release, vendors meeting and tender
clarifications, submission (25.8.2009)
• Tender technical evaluation by BSNL ( technical
compliance)
• Bid price opening and bid price evaluation
Proprietary Information.
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Tendering Process (2)
• Bid price results:
S.No.
FRONT
BIDDER
TECHNOLOGY - BTS
TECHNOLOGY CPE
TOTAL BID VALUE
Project portion
1 Gemini, India
Point Red Telecom,
Point Red
India
USD204,789,503
40% - 2800 BST
2 ZTE, China
ZTE, China
ZTE
USD222,061,389
25% - 1750 BST
Icomm
USD227,975,862
20% - 1400 BST
USD229,519,810
15% - 1050 BST
3 ICOMM, India Telsima, USA
4 VMC, India
Alvarion Ltd., Israel Gemtek
5 Spanco, India Samsung, Korea
6 TCIL, India
Motorola, USA
7 Huawei, China Huawei, China
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Modacom,
Informats
Motorola
Huawei
USD249,935,498
USD312,552,207
USD344,785,058
Aster, India & Runcom – Israel rejected due to no Wave-2
certificate
In order to get the PO from BSNL , the price of L2,3,4 should be
reduced to L1 price
Proprietary Information.
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Tender Award
• LOI was issued by BSNL on late 2009 . In order to get the PO, bidder
should open the PBG.
• Gemini- got the LOI
• ZTE – got the LOI
• ICOMM – got the LOI
• VMC – no LOI was issued
• Some legal issues related to custom declaration in other projects were
raised against VMC. This put our project on hold .
• BSNL can’t issue the LOI as long as there is an open investigation.
• L5 (Spanco) did its outmost to get the LOI instead of VMC.
• Issue was resolved at 2010 year end and LOI was issued to VMC.
Proprietary Information.
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BSNL: Mobile WiMAX
- Rural Deployment: 959 BS Sites
- Spectrum: 2.5GHz
- CPEs: 110K
Outdoor
CPE
Self Install
CPE
Macro Outdoor
Base Station
USB/PC
Card
Tech
Support
BSNLAlvarion
WiMAX
Network
End-to-End
(Rural
Areas)
Solution
Home
Agent
Installation
Services
Network
Design
Proprietary Information.
ASN
Gateway
AAA Server
Star Suite
Contract and Execution
• Contract based on MOU terms was signed with VMC
• Final LC terms agreed
• VMC issued the PO during Q1 / 2011. LC was opened.
• Delivery of equipment during Q2/3 of 2011
• Training and initial joint implementation by VMC and
Alvarion’s technical team
• Alvarion and VMC teams are jointly participating in
technical meetings with BSNL
• VMC technical team is gaining experience, however still
require close assistance from Alvarion’s technical team
• BST failure.
• Logistical issues.
Proprietary Information.
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BSNL’s Rural Project II Deployment
J&K
Alvarion
HP
Circle
PB
UP(W)
HR
DL
NE
RAJ
UP(E)
AS
NE
BH
GUJ
MP
WB
KOL
OR
MUM
MH
NE
Base Station
Jammu & Kashmir
108
Himachal Pradesh
128
Chennai
15
Orissa
538
North East I
82
North East II
78
AP
KAR
TN
CHN
KL
Proprietary Information.
Source: Census 2001 (in million)
Alvarion’s WiMAX Solution for BSNL
Proprietary Information.
Alvarion’s Star Management Suite for BSNL
The first large scale implementation of Alvarion’s Star Management Suite with
high availability and geo-redundancy
Proprietary Information.
Next Plans
• Possibly more orders as Gemini did not supply all
quantity
• Spectrum issues
• TD LTE
• Good bond with VMC
• Further business with VMC. Wi-Fi projects, Video
Surveillance projects
• VMC can be a good partner for DAS.
Proprietary Information.
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Lessons Learned
• Know the customer, their roll, requirements, people
• Know your Partner
• Do not rely only on your Partner- have direct channels
to the customer
• Conflict of interest with the Partner (bid control)
• Define responsibilities properly. Commit to what we
can deliver (contract)
• Do not leave the Partner by himself – do more than
what is committed
• As a supplier of major project components, make sure
that the project is successful
Proprietary Information.
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Thank You
Name:Moshe Faran
E-Mail:[email protected]
Phone:0544228451