hybrid handout

Hybrid Business Mobile Service with CUG option

Your business on the move!

Contents

Context, stakes and

market Product

description Positioning Sales

approach Customer Journey

Objections &

arguments Sales

Procedure Termination

Process Tools

Procedures Appendix

1. Offer definition

2. Needs, Features, Benefits

3. How it works

4. Plans & options

5. Key steps

6. Support

7. Appendices

The concept of hybrid business mobile is built on 3 key principles

Bundled with certain amount of airtime and limited free mobile internet and SMS Allows subscribers to make calls at a discounted rate compared to the prevailing mobile usage tariff

Packages are designed to suit the interests of SoHO/SME and corporate customers.

The hybrid BM is launched in 5 packages to make it easy for budgeting : business 100, 250, 500, 1000 and 2500

Any out of package calls made within the group are treated at a much discounted rate

One SIM with both postpaid &prepaid services (hybrid)

Flexible packages Closed User Group (CUG) option

Hybrid Business Mobile service

Offer definition Needs, Features, Benefits How it works Plans & options Key steps Support Appendices

Reduce my monthly telephone bill

Assure that telephone allowances are due for intended communication purpose

Controlled budget according to staffs communication allowance

Optimize my tax expenses

Key Financial issues

Monthly low cost mobile packages

CUG option for internal communication

No need to worry for an expected bill.

Monthly bill valid for tax resettlement

Hybrid Business Mobile answer

Budget and expenses under control

Economies on internal and external communications

Benefits

Hybrid bisness mobile to improve your finance


Hybrid business mobile to increase performance

Key Performance issues

Hybrid Business Mobile answer

Benefits

Avoid the interruptions caused by pre-paid limitations

Meeting both companies and individuals telephone usage (communi) interest

Continuity with my previous service

Monthly plan, no risk of unexpected interruption

It allows to access both psotpaid and prepaid mobile services with oneSIM,

You can keep

your previous number

your contacts list

your SIM card (whether WCDMA or GSM)

Continuity of business

Improved productivity

Smooth and easly to joine the business mobile packages


Hybrid business mobile to boost image

Key Image issues Hybrid Business Mobile answer

Benefits

Customer relationship and image

development

Team sprit increase

Additional hours of communication with

customers and

partners

CUG option for additional hours of

internal calls

Improved internal communication

Better staff adhesion to the company

Improved relationship with partners and

customer


How does the hybrid business mobile works?

1 The provision of hybride business mobile packages is on a prepaid based SIM, which enables to access both postpaid packages and prepaid mobile service simultaneously. i.e. it has 2 accounts.

2 Every month packages of customers preference will be released authomatically and monthly rents of the respective packages will be invoiced on companys aggregate bill- monthly post usage bill

3 For international calls & premium service, priority of charge gives to the prepaid balance, from scrachable card even during the packages-No interruption of communication

4 When the hybrid business mobile packages finished, it will authomatically changes into prepaid mode of services.

5 Packages will not trnsfered to relatives, credit transfer applies only from basic prepaid balance

6 The hybrid business mobile Packages are for local usages only and usage charges are prioritized as:

Combination of postpaid & prepaid service


Flexible packages

Closed User Group

Various alternatives of packages, including

minutes, SMS and mobile internet, are

designed and launched to meet the

interests of different SoHO/SME and key

account customers ,

On top of the hybrid business mobile, a

CUG option is also launched for each

organization, to make calls at a discounted

rate within a defined group

How does the hybrid business mobile works? (contd)


Tariff sheet for Hybrid Business Mobile

**Applies both during peak and off-peak hours . Tariffs are exclusive of VAT

Advantage of HBM over the normal/classical mobile

postpaid mobile monthly rentActual values

of bundles

Dicount amount (in

birr in case of BM) Postpaid Business100 52 99,6 48 Postpaid Business250 122 201 79 Postpaid Business500 235 369 134

Postpaid Business1000 470 711 241 Postpaid Business2500 1 174 1740 566

N.B: Clasical Postpaid Mobile = rent of birr 25 plus usage charge

Billing cycle Collection

period

Usage

(From ---to---)

Bill

settlement

(from to) 1 1st to 30th or 31st of the month 6 to 13

2 10th of the month to 9th of next

month

14 to 21

3 17th of the month to 16th of

next month

22 to 29

Minutes SMS

free

GPRS

/ 3G

free

Connection

fee

Cost per/

minute

CUG

cost/ minute**

Clasical Postpaid Mobile _ _ _ No 0.72 _

Postpaid Business100 100 30 5 0.52 0.30



Postpaid Business1000 1 000 100 50 0.47 0.30

Postpaid Business2500 2 500 350 50 0.47 0.30

Cost details (in Birr)

22 Yes

Access Type

Monthly packages

CUG

option

N.B: For HBM, during the package usage charge is per second & for OOB, usage charge is like prepaid per 10 second

Window period is not applicable for HBM no. (i.e.,Cummulated balance from scrachable card will not expired)


Hybrid Business Mobile- Positionning

Flexibility

Prepaid &

mobile Classical postpaid mobile

Hybrid Business Mobile

Dis

cou

nte

d

Pac

kage

s /e

con

om

ical

Prepaid &


Dis

cou

nte

d

Pac

kage

s /e

con

om

ical

Accessibility

Classical postpaid mobile

Managign OOB usage

Prepaid mobile

Classical postpaid mobile

Business Mobile

Dis

cou

nte

d

Pac

kage

s /e

con

om

ical


Business Mobile &

Business Mobile &


Four key steps to subscribe Hybrid business mobile

Subscription in any Ethio Telecom shop in regions, in any Enterprise shops in Addis, or through sales representatives.

Upon subscription: application form fulfilment by the customer

1

2

The receptionist welcome

the customer, gives

necessary information and

guides to the queue

machine

The customer receives SIM cards with discounted packages of minutes and limited free SMS and mobile internet

Once activated, the client will be able to

use discounted packages.

3

4

The customer submits

all necessary

documents and

payments, if any

Sales person gives

the SIM card with

discounted minutes

and limited free SMS

and internet MBs

The customer can

start to enjoys the

discount

_

Time required to accomplish

Time required to accomplish

< 5 minutes

< 5 minutes

_


For any problem related to your `hybrid

Business Mobile service or for

technical issues, contact our customer

services at 994, 980, or in person in

any Ethio Telecom shops

How to reach customer support

For any sales related question or

request, your sales representative

is available for you!


Thanks!

Hybrid Business Mobile (HBM) -FAQ

Q: What is Hybrid Business Mobile (HBM) service?

A: hybrid business mobile, as the name indicates, it is a combination of postpaid and prepaid

mobile services bundled with certain amount of minutes and limited free mobile internet and

SMS, which allows subscribers to make calls at a discounted rate compared to the normal

mobile usage tariff.

Thus, HBM subscribers will be treated like postpaid mobile during the packages and will

automatically shift into prepaid mode once they finish their postpaid packages.

Q: what is the difference between HBM and postpaid business mobile?

A: Both are similar except in the HBM once the packages are finished, the service automatically

shifts to prepaid mode of service so as to use scratch-able card for any out of bundle usage. But

in the postpaid business mobile, the base of the SIM card is postpaid and will continue like

postpaid even after the packages.

Appendix Offer definition Needs, Features, Benefits How it works Plans & options Key steps Support

Q: why do I prefer the HBM over the classical postpaid mobile or prepaid mobile?

A: because it is simple and flexible for budgeting telephone expenses for your staffs. The offer

is designed in a range of alternatives, so that it will be easy to budget telephone allowances for

your staffs. One more reason, to choose the HBM over the classical postpaid or prepaid

mobile is that because the packages are low cost minutes and some gifts of SMSs and mobile

internets. It has also a closed user group (CUG) option which enables to save more on out of

bundles call made among a defined group.

Q: what is closed user group (CUG)?

A: Closed User Group (CUG) is a service offered to highly mobile personnel who need to stay

in contact with each other. With the CUG option, in addition to the business mobile bundles,

any calls out of the bundle made within the group are treated at a much discounted rate.

Q: what is the monthly rental fee of HBM?

A: the monthly rental fee of hybrid business mobile varies depending on the type of packages.

It ranges from Birr 52 to Birr 1174 per month.

Hybrid Business Mobile-FAQ (contd) Appendix Offer definition Needs, Features, Benefits How it works Plans & options Key steps Support

Q: what is the subscription fee of HBM/CUG?

A: the subscription fee of hybrid business mobile is only Birr 22, but there is not subscription fee

for CUG option. Moreover, migration from prepaid or postpaid to hybrid business mobile is free

Q: what, if I didnt finish my packages during the month?

A: the hybrid business mobile packages are designed for monthly usage. Thus, any unused

packages during the month will be expired.

Q: How do I know the remaining balance of my hybrids business mobile packages?

A: You can enquiry by dialing *808# to know your hybrid package balance and for your prepaid

balance enquiry, please dial *804#.

Q: what will happened, if I need to use beyond the specified bundles?

A: for any out of bundle usage, subscribers can use scrachable card and will be treated by the

prevailing mobile tariffs (i.e., 0.72/minute & 0.30/minutes during peak &off-peak hours

respectively).

Q: what are the requirements to subscribe HBM/CUG?

A: the subscription requirements for HBM are the same as the requirements of postpaid mobile. In

addition to this, to join the CUG option, you need to have at least five lines in the group.


Q: Can I buy the CUG offer without having the HBM?

A: No, in order to access the CUG option, you need to subscribe at least to one of the HBM

packages and you must have atleast five lines in the group.

Q: Can I upgrade or downgrade my preferred package at any time of the month?

A: yes you can upgrade or down grade your preferred hybrid packages at any time of the

month.

Q: Can I join the HBM/CUG offers keeping my current postpaid or prepaid number?

A yes, you can join any of the HBM packages keeping your previous number without any

additional cost.

Q: Can I use the HBM packages for international calls?

A No, the hybrid packages are designed for local usages only. For any international usage or

premium services subscribers can use basic balance from scraschable card.

Q: I need more clarification. What should I do?

A: For any clarification related to the hybrid business mobile service, please contact us either

through your sales person in ethiotelecom, or through our customer services call center at

994 or 980 or in person in any ethiotelecom shops.,


hybrid handout

Documents