About Company

Beam Telecom Private Limited, known as Beam Fiber, is an ACT Group company, providing high
speed broadband internet services across the city of Hyderabad. Since its launch in 2004, Beam
Fiber, through its path-breaking speeds and competitively priced tariffs, is today the largest and
most contending ISP in Hyderabad.
Starting off in 2004, Beam Fiber forayed into providing super-fast internet services to the
Hyderabad clientele. Beam Fiber has reached a subscriber base of over 4,00,000 customers and
employee strength of 2300+, continuing to grow steadily with financial backing from Indias
largest PE Fund India Value Fund Advisors (IVFA) via ACT group.
Beam Fiber as a leading Internet Service Provider is grounded on the idea of 'ease-of-use.
Providing quality, competency and maximum value to customers, Beam Fiber has become
synonymous with high speed internet at value prices in Hyderabad
Beam Fiber offers their services in twin cities by establishing 10 branches in entire city. They
covering the entire city by below area branches
Ameerpet
Tarnaka
Sainkipuri
Charminar
Secunderabad
Kukatpally
Chandanager
Hi-Tech city
Banjara Hills
Gandhinager

Currently beam has around 4lakhs domestic customer and 55000 commercial customers and
stands in top 15 ISP service provider in country
Beam Fiber offers unlimited broadband plans for 3 segments in the market.
1. Homes
With Beam Fiber, you get more than just speed.
Beam Fiber is not just about super-fast internet speeds. From trying the best plans starting from
1 Mbps to 50 Mbps to suit every requirement, Beam Fiber brings the magic of technology and
convenience together to delight the customers.

2. Businesses
Get the reliability, scalability and speed you need for your organization.
Beam provides an array of enterprise solutions that your large business needs to flourish. A
one-stop-destination for all your business related needs Beam Fiber thrives on cutting-edge
technology, state-of-the-art infrastructure and world renowned technology partners. With
products like Fibersonic Plans and Dedicated Leased Lines we provide upto 100 Mbps speeds
and as high as 650 GB FUP Limit, we have a connection that fits every business need. Our
enterprise network is monitored 24/7 to ensure reliability, so you can run your business in
confidence. In Beam Fiber, you have a genuine partner. So you focus on whats most important
- your business.
3. Communities
Smart apartments and townships made possible with Beam Fiber
Beam Fiber has paved the way for consumers to access real-time infotainment at ease. The
solution also offers various networking services that ensure convenience and increase the
security of the township.
Value Added Services
A secure connection that is password protected, Wireless Plus enables you to deliver data,
voice and other infotainment for just Rs. 1499 only
All you need to do is plug it in and enjoy the benefits of wireless living. Get the technology that
is beyond an experience
Benefits of Beam Fiber Wi-Fi

Plug and Play. No need for external support or configuration

Connects multiple Wi-Fi devices
Robust. Download speed remains the same even on wireless
Comes with Lifetime Service
Reliable and Secure. Beam Fiber Wi-Fi is password protected
Future Ready. Device is capable of providing voice, data and video through one single source
Supports multiple Operating Systems. Eg: Windows XP, Windows 7, Mac, Linux etc.
Fully managed Router. Any Compatibility with any new OS or support will be taken care by
Beam Fiber

Corporate Social Responsibility @ACT

ACT Shiksha
At ACT, connectivity is also about connecting with the society and making a difference. Its with
this objective that ACT Shiksha was started. An initiative to provide hi-speed Beam Fiber
connectivity to deserving and underprivileged students. ACT Shiksha has succeeded in
connecting 70 government schools, of which 25 schools have been provided LAN connectivity.
Overall, the initiative has positively impacted over 21000 students.

ACT Prakruthi
A greener, cleaner environment means healthier, happier people. Its this belief that gave rise
to ACT Prakruthi, which aims at achieving eco-friendliness in the city. Under this, a number of
initiatives were taken at Nature Cure Hospital Ameerpet, Government Primary School Tarnaka,
Sri Ram Nagar Park Srinagar Colony and Government High School Chandanagar. The initiatives
included cleaning up of the area, planting greenery and exhaustive painting work to give these
places a fresh, cleaner, new and hygienic look.

Ayushmaanbhava
We believe that as a company it is our responsibility to help enrich the quality of life of the
community around us. Ayushmaanbhava, our CSR initiative in the area of Health care has so
far positively impacted the lives of thousands of people belonging to the lower economical
strata of society by providing them access to quality health care services and building
awareness regarding the importance of hygiene and sanitation for a healthier life.
Wehave tied up with the most reputed hospitals and renowned doctors in the various cities &
towns where we offer our services and on a frequent basis organize health camps to provide
diagnosis and treatment for ailments in various fields of medicine from General ailments
toDiabetics, Eye, Skin, Dental, Pediatrics and Gynecology.
Ayushmaanbhava has not only extended the benefits of quality health care to the masses but
the initiative has also become an example of how corporates can look beyond their business
and drive the betterment of society at large.

General Health Camp @ Eluru General Health Camp Nellore

Eye Camp @ Eluru

ACT Swasthya
With its focus on employee health, ACT Swasthya is an initiative that has conducted activities
which includes stationing a doctor at the head office, consultation facility at all branch offices,
conducting free eye-check up camps and exclusive Doctor Talk sessions for lady employees
where they can interact with a doctor.

Technology adaption
Beam Fiber is one of the first ISP providers to use Fiber-to-home-technology (FTTH) providing faster
connection speeds and diverse digital infotainment.
With FTTH, Beam Fiber allows consumers to engage in diverse communication channels at once,
including telephone, audio-video communication, television or any other digital data stream.

BAP

BONU
Main Server
11 BONU
can be
connected
with
redundancy

BONT

Sub Server
22 BONT
can be
connected

Terminal
Point
8 domestic
customer
can be
connected
through
cat5 cable

Organization hierachy :Chief executive officer

VP
SALES & MARKETING

VP
HUMAN RESOURCES

VP
FINANCE

VP
CUSTOMER CARE

Zonal managers
Branch mangers

Accounts

Sales

Operations

Technical support

VP
OPERATIONS

Sales and marketing

Sales and marketing is important because a carefully crafted combination of sales and
marketing is vital for successful business growth
A key job of Marketing is to understand the marketplace and to direct the organization toward
the segments, or groups of customers and channels the company can profitably compete. It
should help the organization see how it needs to modify its product offerings, pricing and
communication so that it meets the needs of the distribution channel or end customers.
Marketing also needs to convert the market understanding into tools and tactics to attract the
market, build (often digital) relationships, and develop leads. Marketing departments typically
develop materials and create lead generation programs.
The job of Sales is to sell whats in stock. The company has specific products or services and
the job of Sales is to sell those things. A sale develops relationships with customers and/or
channel partners. They knock down the doors, overcome objections, negotiate prices and terms
and often work internally to be sure their customers orders are filled. If sales is not focused on
the now, then there may not be any revenue this week, month or quarter.
In Beam telecom Pvt ltd feels that the sales and marketing teams
should have a close relationship because to fill the gap of communication barriers. In this
organization Sales and marketing is one department but they works as individual team with
separate goals because organization thinks that individual team goals of sales and marketing
departments drives profits and revenue without any gaps among them to sell the products or
services. It means marketing team works to support sales teams in order to achieve
organization objectives.

Sales and
Marketing

Sales

Marketing

Sales & Marketing Team Hierarchy :-

Vice President
( Sales &
Marketing)
Zonal
Manager

Zonal
Manager

Branch Sales
Incharge

Branch Sales
Incharge

Sales
Executives

Sales
Executives

Marketing
Manager
Marketing
executives

In Sales & Marketing team Vice President Mr. Anil Kumar Madepalli plays head of the
department and zonal managers should report VP regarding sales strategies and sales count
were as Marketing manager will report VP regarding strategies about Promotions, acquisition
etc. Zonal managers are responsible to monitor and allot resource to respective branches to
achieve sales target and ZM will decide the target sales to their respective branches with the
help of VP and sale executives. Were as Branch sales incharge will take the targets from ZM and
download the sales target to his sale executives and motivates them to achieve the given
Targets.
Marketing team man power is too small when compare to the sales team but with the
help of marketing team only sales and account department can generate the revenue and meet
the targets. Here Marketing managers will be responsible to communicate with sales team and
accounts team to create promotion strategies based on their region requirements. Marketing
manager has to report VP in order to plan Marketing budget, calculation of ROI and strategies
and marketing executives assist marketing manager in order to achieve marketing targets.

Roles and Responsibilities of Marketing team

Here marketing team focuses different strategies and creates messages to promote what type
of products or services they are offering for domestic and commercial customers. They may
take help of traditional & non-traditional approaches for promotions for both domestic and
commercial customers.

Mainly they focus on bottom up approach to forecast the domestic

sales and Top down approach to forecast commercial sales. Based on those results marketing
team will focuses different strategies for promotions for the different seasons and regions as
well. Basically they follow different promotional strategies for only domestic customers
because they are complex in nature as well as in behavioral patterns.
For example:In the Month of Jan- Mar sales will be low because mostly all students and their parents dont
prefer to buy internet connection because of their children exams panic. Similarly in the month
of Apr- Dec sales will boost up because new domestic consumer (Students, Employee Etc) will
enter into new region and they will prefer to buy the internet connection.
Marketing team has following Roles and Responsibilities:

Preparing Marketing Budget & Marketing Plan

Management of the marketing mix

Promotions activities and strategies

Acquisition Proposals

Researching and reporting on external opportunities

Calculate the ROI (return of investment) of marketing actions

Preparing Marketing Budget & Marketing Plan

A marketing plan is a detailed roadmap that outlines your marketing strategies, tactics, costs
and projected results over a period of time and A marketing budget is an estimate of projected
costs to market your products or services. Basically in this organization much of the budget is
concerned with marketing communications only. The costs in a marketing budget will be
allocated according to the campaign and the media to be utilized. Marketing plan and
budget keeps your entire team focused on specific goals its a critical resource for your entire
company.
Estimation of marketing budget is very complex for this organization because
Promotions activities spending will vary from region to region and season to season as well. So
marketing team will make a marketing budget as per promotions activity their planning
throughout the year and more over they will try to allot surplus budget for uncertainty
promotions also.
For E.g. Outdoor advertising cost will vary from Banjara hills branch and Tarnaka branch
because Banjara hills is commercialize area when compare to Tarnaka.
Management of the marketing mix:-

Marketing is integral to the success of a business, large or small, with its primary focus on
quality, consumer value and customer satisfaction. A strategy commonly utilized is the
"Marketing Mix" this tool is made up of four variables known as the "Four P's" of marketing i.e.
product, price, place, and promotion. These four elements are adjusted until
the right combination is found that serves the needs of the product's customers, while
generating optimum income.
Marketing team analyze their marketing mix concept based on the locations and seasons.
Marketing mix design i.e. perfect combo of Product, price, place, and promotion will vary for
commercial customers and domestic customers because their usage, location and package also
differ. Commercial users basically focuses on product were as domestic users basically focus on
price and remaining marketing mix factors are common for all.

Promotions activities and strategies:Promotional activities include all the activities carried out by an organization for promoting its
brand, products or services they are offering. Marketing team will focuses different strategies
for promotions for different seasons. Marketing team follow different promotional strategies
for domestic and commercial customers because their buying pattern is differs from each other
i.e. Number of connection, Plan, validity etc. Marketing team will do promotions activities for
not only to get new prospects but also for existing customer in order to pass the messages of
new products, services, plan and contest etc. Beam telecom uses all promotions mix
techniques for promoting brand, products or services.
Advertising: Any paid form of non-personal communication through a mass medium by an organization
about its products or services is known as advertising. They use only few resources in
advertising

Television advertisements

Outdoor advertisements

Newspaper advertisements

Social media advertisements

Above resources of advertising varies from region to region and season to season.
Not only marketing team, sales team also advertise the brand from their end also to increase
the sales in their region.
Public relations:Public relations mean maintaining relations with public. Marketing teams focus deeply and
creates better promotion activity through public relations. By proper promotion activity creates
good public relations & companies goodwill as well. Public relations evaluate public attitudes;
identify the policies and procedures of an organization with the public interest to earn public
understanding and acceptance. Marketing team will mainly focus on below public relations
promotion activities
Public interest
Health runs

 Awareness campaigns
Press conferences
Social service or Social messages

Sales promotion:Sales promotion is any activity that offers an incentive for a limited period to obtain a desired
response from the target audience or intermediaries which includes wholesalers and retailers.
It stimulates consumer demand, market demand and improves product availability.
Examples: Contests, Coupons, Offers etc

Direct marketing:Direct marketing is an increasingly popular technique as it enables you to target specific
customer groups very accurately. It is a flexible way to deliver your message and, because each
letter can be personalized, the chances of a response are greatly improved. The overall success
of a campaign can also be directly measured in terms of the number of responses received
personal selling. Mainly this promotional strategy is heavily useful for only commercial
customers because their needs and requirement is different from domestic customers. By using
this technique only marketing team targeting specific commercial customer.

Personal Selling
This is the process by which the seller sells to the consumer face to face. The personal selling
consists of a selling process, which is illustrated below. Personal selling is the most expensive
form of promotion. Company that use more of personal selling are said to be adopting push
strategy while that of advertising are using pull strategy

Acquisition Proposals:An acquisition takes place when one company completely buys out another company and the
former company remains. Acquisitions can be either friendly or hostile. Friendly acquisitions
occur when the target firm expresses its agreement to be acquired, whereas hostile
acquisitions don't have the same agreement from the target firm and the acquiring firm needs
to actively purchase large stakes of the target company in order to have a majority stake.
Here marketing team responsibility is figure out the competitors strong regions were their
organizations activities are completely nil and make better proposal to competitors to acquire
their customers.
This Acquisition Proposals will be friendly in nature and this process is
completely handled by marketing team because they forecast their future sales and growth in
that particular area which enable the opportunities to sales team to generate new sales in
acquired region.
Marketing team provides the acquired customers data and estimation of new
customers. Based on this numbers Acquisition Proposals have been made but ultimately the
acquisition proposals should be approved by Top level management. Till now Acquisition
Proposals made by marketing team will be successfully approved by Top level management.
Calculate the ROI (return of investment) of marketing actions
Return on investment (ROI) is performance measure used to evaluate the efficiency of
investment. It compares the magnitude and timing of gains from investment directly to the
magnitude and timing of investment costs. It is one of most commonly used approaches for
evaluating the financial consequences of business investments, decisions, or actions.
ROI calculations for marketing campaigns can be complex you may have many variables on
both the profit side and the investment (cost) side and it will not be accurate. But
understanding the formula is essential if you need to produce the best possible results with
your marketing investments
Beam marketing team use below formula for calculating the ROI
Customer Lifetime Value Marketing Investment
Marketing Investment

CLV is a measure of the profit generated by a single customer or set of customers over their
lifetime with your company

Roles and Responsibilities of Sales team

Sale is the act of meeting prospective buyers and providing them with a product or service in
turn of money or other required compensation. Sale is an act of completion of a commercial
activity. The "deal is closed", means the customer has consented to the proposed product or
service by making full or partial payment to the seller.
Here sales team count is more when
compare to marketing team because they are only people who generates revenue, increase
customer base, creates feasibility and increase brand image. Zonal Managers leads the team
with the help of branch sales in charge in respective allotted branches were as BSI will leads the
Domestic sales executives team only to drive the sales. Below are role & responsibilities of sales
team as top level management described mean while it is not restricted too because management
ready to accept new techniques from sales professional to generate the sales.
Sales Professionals Role & Responsibilities

Establish Personal Deliverables, Improvement Targets and Charter Direct/Channel Sales

Goals
Know your Company, Products and Services and Value Propositions
Accept Quota Responsibility Map out how to achieve goals
Customer Contacts Represent Company and Customer Value Proposition
Manage Inbound Marketing Leads
Execute Selling Process as per company policy
Add Customer to Reference Base and work with marketing to develop Customer Success
Story
Forecast Accurately
Make Effective Use of CRM Support Systems
Manage Sales Support Resources
Provide Timely Management Reports

Sales executives are the key point of contact between an

organization and its clients: answering queries, offering advice and introducing new products.
At Branch level sales team has been divided into 2 teams and these two team works under
branch sales in charge were as their roles are also distinct from each other but motto or target
was the same. They are divided as
Domestic sales executives (Sales executive)
Commercial Sales executives ( Leased Line sale executive)

Domestic sales executives

Target Domestic Customers

Create feasibility
Promoting brand
Demonstrating/presenting products
Generate leads through Cold Calling
Follow up the leads
Close the lead
Inform to the operation Team

Commercial Sales executives

Target Commercial Customers

Create feasibility
Visiting Commercial areas
Generate leads
Preparing Sales Quotation
Customize the services
Follow up the lead
Close the lead
Inform to the operation Team

Domestic sales executives work Process:-

Domestic sales executives will generate sales for domestic purpose only. Firstly each sales
executive has their respective targets based on their region or area and this count of targets
will be decided by BSI as per their Branch Targets. To achieve these targets sales executives first
mainly focus on to generate leads .A lead is a person who has in some way, shape, or form
indicated interest in your company's product or service. The generation of leads will happen in
three ways
1. Outbound leads
2. Inbound leads (Cold Calling)
3. Reference leads
Outbound leads
Outbound lead will generate with the help of outbound marketing strategy (promotions).
Outbound marketing strategy will handled by marketing team and it means organization
advertises its products and services by presenting information to consumers even if they are
not looking for those products or services.
If any consumer figures out that there is a necessity of
this products and services they may contact concern team with their requirements and
credentials. After their credentials taken into consideration and uploaded into CRM.

Based on the requirements of consumer the lead will be figured out whether it is for domestic
or commercial consumer purpose. If the lead is belongs to domestic consumer and that lead
will be passed to respective region domestic sales executives to carry further process
Inbound leads
Inbound is the reverse of outbound. Instead of reaching out to prospects, you lay out a trail of
information and incentives (content) that your prospects can follow in towards your company
This process is also called Cold Calling. This process will initiate by sales executives with their
own efforts and strategies.
First of all, they will target consumers who are actually looking for
products and services that you provide, instead of trying to advertise to every consumer. There
are several ways to conduct a successful inbound marketing strategy which are mentioned
below and these process will initiate by respective sales executive on their respective regions
and there are no restriction to implement this strategy
I.

Pamphlet distribution

II.

Reference calls

III.

Stall installation.etc

Based on the above efforts of sales executives they may or may not generate leads. It is purely
depends on customer needs and wants.

Reference leads
Reference lead means whenever loyal customer suggest to his peers to opt Beam network
when they need an internet connection and that lead is known as reference leads. But
ultimately sales executive responsibility to convert that leads into a sale.

After generating the lead successfully sale executives will visit the customer place and executive
confirms that whether generated lead area belongs to him or not. Once he clears about the question
then he will approach concern area technician regarding the feasibility & what type of connection they
can provide at customer place.

If technician confirm positively about the feasibility and the connection

type then sales executives will explain about features of this product which are listed below
1. The plans or packages available
2. Technical support in TAT
3. Value added services
4. Fair usage policy conditions
5. Service level agreements ( SLA)

6. Benefits of their product when compare to other products

7. Installation Charges will be applicable depending on the plan chosen
Domestic packages have been mentioned below and no service customization will be done for
domestic package because their package amount will be low.

Once customer agrees to subscribe any one of the package sale executive will initiate the
subscribing process. Customer has to fill the details in CAF (Customer application form)with
proper address proofs documents and package amount as well.
After CAF filling process sales
executive has to submit CAF to sales coordinator and he will enter the customer details into
CRM (Customer relationship management). After entering the details that lead is converted
into domestic sale and further it will handled to operation team for completing connection
process.

Commercial Sales executives work Process:-

Commercial Sales executives will generate sales for only commercial purpose. This type of
services also called as leased line services. Here sales executive has their respective targets

based on their Branch and this count of targets will be decided by ZM. To achieve these targets
sales executives first mainly focus on to generate leads. The generation of leads will happen in
two ways
1. Outbound leads
2. Inbound leads (Cold Calling)
Outbound leads
Outbound lead will generate with the help of outbound marketing strategy (promotions).
Outbound marketing strategy will handled by marketing team and it means organization
advertises its products and services by presenting information to consumers even if they are
not looking for those products or services.
If any commercial consumer figures out that there is a
necessity of this products and services they may contact concern team with their requirements
and credentials. After their credentials taken into consideration and uploaded into CRM.
Based on
the requirements of consumer the lead will be figured out whether it is for domestic or
commercial consumer purpose. If the lead is belongs to commercial consumer and that lead will
be passed to respective branch commercial sales executives to carry further process.
Inbound leads
This process will initiate by commercial sales executives with their own efforts and strategies.
This process is also called Cold Calling.
First of all, they will target commercial consumers who are actually
looking for this type of products and services or they are using other same type of product. The
commercial sales executive uses direct marketing strategy i.e. using telephone, mail, internet
where the commercial sales executive can directly reach out to the consumer and try to
generate leads

After generating the lead successfully commercial sale executives will visit the customer commercial
place and considers there requirements. After considering their requirements Then he will approach
concern area network engineer regarding the feasibility , what type of connection they can provide at
customer place or whether consumer requirements can be fulfilled or not.
If network engineer confirm positively about the feasibility, connection type and requirements then
sales executives will explain about features of this product which are listed below

1. The plans or packages available

2. Technical support in TAT
3. Value added services

4. Fair usage policy conditions

5. Service level agreements ( SLA)

6. Benefits of their product when compare to other products.

7. Installation Charges will be applicable depending on the plan chosen.
8. One Static Public IP can be provided on request.
9. Customers can connect through router and can also share the systems with unlimited usage.
10. 80% assurance on committed bandwidth
11. Dedicated Account Manager
12. Back-up line for certain plans
13. No charges Post FUP limit exhaustion
14. All payments to be made in advance, taxes as applicable

Commercial packages have been mentioned below and service customization will be done
for Commercial package because their package amount will be high.

Once customer agrees to subscribe any one of the package sale executive will initiate the
subscribing process. Customer has to fill the details in CAF (Customer application form) with
proper commercial address proofs documents and commercial registration certificate and
package amount as well.

After CAF filling process sales executive has to submit CAF to sales coordinator and he will enter
the customer details into CRM (Customer relationship management). After entering the details
that lead is converted into commercial sale and further it will handled to network engineer
team for completing connection process.

Sales Compensation Plan

A sales compensation plan is crafted carelessly because sales executive to be properly
motivated and compensated. The company has smooth compensation structures exclusively for
sale executives. The sales compensation plan rewards those executives who meet or exceed
sales targets. Sales compensation pay will be calculated by using below formula

Sales compensation = Basic pay+ Commission + Surprise commission or Bonus

Commission
Basic pay

Bonus

Sales compensation
Basic Pay

Sales compensation plan is designed with basic pay. Basic pay will vary as per experience and
seniority level and the main intention of providing a basic pay structure to executives because
during down periods also they will get minimum pay such that Sales people will feel that they
have security from companies end if they are not performing well during certain time.

Commission

Well-structured commissions can serve as a wonderful incentive for sales force. The more
money sales agents make by meeting or exceeding sales targets, the harder sales force will
work to exceed them. The best sales compensation plan is designed to have a competitive base
salary and a tiered commission structure. The better your agents perform, the higher the
commissions company is paying. This pay-for-performance model is commonplace in many
sales environments. But commission rate will vary for Domestic sales executives (Sales executive)

& Commercial Sales executives (Leased Line sale executive) because commission rate will
completely based on revenue generated by sales executive for the package which is closed
Bonuses
While commissions are earned whenever a sales executive closes business, bonuses are earned
when a sales executive exceeds her sales target. Bonuses reward superior performance and
may be paid quarterly, semi-annually or yearly. Bonuses may come in the form of cash
incentives. An ideal compensation plan will have several bonuses in addition to commissions
and a base salary for agents.
Limitations of Sales and Marketing executives:Even though a lot of efforts made by the management still Sales and Marketing executives have some
limitations