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Prelude:1In light of optimistic sales forecasts and compelling business cases presented

by IPTV equipment vendors, analysts say that IPTV delivered over a broadband IP

network faces a number of market and regulatory challenges, and probably slow,uncertain growth for the foreseeable future. The challenges include inadequate network

infrastructure, unfriendly regulatory environments, high and often unpredictable capital

costs, the difficulty of securing content consumers want and the uncertainty around

whether consumers will actually switch to an IP-based pay TV system. This is especially

true in markets like India, Sri Lanka, and Maldives etc. I would like to highlight, how I

can add value to your organization in these market conditions.

Objectives:

To showcase my skills as an ideal pre-sales manager

Never- say- die Attitude

Ability to motivate the team and lead them through Busy and Idle times

Involvement with Product Design and Implementation

Knowledge in Document Management and Data Transmission Systems

Pre-Sales:

I have always been in a customer facing role, hence can easily translate

Business, Functional, User requirements to technical scope of work.

Understanding Business model in an uncertain, fast growing environment is

proven by my ability to translate requirements in Digital Signage Market.

In my experience most of the projects fail not due to lack of technical abilities, but due

lack of understanding of customer requirements.

I can act as a bridge between the customer and technical team because of my exposure

to technologies working as a Operations Manager for an Internet service provider (ISP).

1http://www.isp-planet.com/research/2005/iptv.htmlJune 25, 2008

http://www.isp-planet.com/research/2005/iptv.htmlhttp://www.isp-planet.com/research/2005/iptv.htmlhttp://www.isp-planet.com/research/2005/iptv.htmlhttp://www.isp-planet.com/research/2005/iptv.html

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I would be able to relate the requirements of the Telecom/ ISP customer since I have

faced similar challenges as part of my role as Manager Operations for a DSL network.

For example:

Figure 1: Network Problems

As shown in figure 1, I have the ability to identify problems and propose changes to the

network. I have experience using Visualware version 1.5c to diagnose and analyze the

network problems. For QoE problems identification, I can develop metrics based on

Mean Opinion Score (MOS) that is subjective in nature. The customer will only sign off a

project once the metrics promised are delivered.

As a consultant, there is a need to add value for the customer.

Advise on best practices

Quality Problemsfaced on DSLInfrastructure

QoS

Latency

Jitter

QoE

Frame delaydifferences

Image blocking

Image jerkiness

Brightness levels

Blurriness

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Ability Attitude

Qualifications Skills

Document the entire process

Under promise over deliver

These measures will ensure that the customer will be coming back for more services.

Never-say-Die:

To further my point, I request you to refer figure 2

Qualification: It is determined by college diplomas,the knowledge that a person has

received by formally undergoing training. I have a MBA in Information Management; Ihave been formally trained in understanding and mapping customer I.T needs. I have

achieved top scores in Information System Strategy (ISS) and Integrated Business

Case and Presentation (IBCAP).

Figure 2: Person Matrix

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Skills: Skills are acquired by working in a certain field for long time or with training and

certification. I have experience managing a fairly large DSL network (spread over

6Kms). New skills can be acquired by my willingness to undergoing further training.

Customer facing skills (soft skills) was part of my role as manager and acting consultant

to certain projects e.g. VSAT project handled in Calicut (India)(In my resume).

Ability: Capability to handle complex issues that come from working on varied projects.

I managed to complete my projects on time as per plan, also managed to get repeated

orders for my organization.

Attitude: It partly depends on the person and rest the environment that they operate in.

I have always believed in never-say-die attitude, Its because of the competitive nature

of work in India and believing in my own ability and skills.

Team Motivation:

My Team

Busy times

Set S.M.A.R.T

Objectives

Give recognition

for a job well done

Involve members

in goal setting

Quite times

Design challenges

within the job

Encourage social

interaction

Staff meetings and

off-jobfunctions/Training

Figure 3: Team Motivation

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S.M.A.R.T Objectives give results:

Specific

Measureable

Achievable

Realistic

Time Bound

This clears all the ambiguity in a task and well defined objectives can be achieved.

Mantra for success:

Assigning the best people for the job

Getting agreement on what they are to do:

Monitoring their performance

Staying out of their way

Product Design and Implementation: GSM-SMS based Broadband network control

Business Need

Functional Need User Need

Business need:To reduce travel cost of Network technicians during Network Outages.

Functional need:Should be Independent of the existing network. Reliable, Speedy and

Secured way to control the Broadband Network components, should be weather

resistant.

User Need:Simple to use and install. Commands easily remembered.

For this project, I used spiral model of development.

The product was developed in stages using easily available components. The work of

designing and coding the IC chip was outsourced to a startup company. This managed

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to keep our cost down, but the risk was high in terms of work completion. The

agreement was such that the product design would be our Intellectual property, and no

royalty for further development and production.

The outcome was the travel cost came down by fifty per cent and indirect savings ofaround thirty per cent due to timely shutdown of Network Components that was

protected during the time of thunder and lightning.

The other benefit of using spiral model was:

Use the same platform for Network Device Security (Motion detection)

Possibility of using the same device as part of server security and

monitoring(Network Usage Statistics)

Document Management / Content Management:

Figure 4: Content Management

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Figure 5: CM experience

With reference to Figure 4 and Figure 5, I have worked on Google Apps and FreeNAS

as major tools for ECM.

Capture

Bar Code

Manage

Google Docs

Savvion BPM

Google SearchAppliance

Store

FreeNAS

File Sever

Preserve

Tape drive

Deliver

PDFConversion

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Data Transmission:

Figure 6: Transmission Medium

Advantage of working with different medium for Data Transmission

Versatile

Adaptable

Understanding of:

Bandwidth issues

Reliability

Ability to deal with interference

High QoS levels

Conclusion:

I hope, with this document you will be able to get a better picture of my skills and

abilities.

DataTransmission

Wired

DSL

ADSL

Fiber (MetroLAN)

Coaxial

RG 6

RG 11

UTP

Wireless

Wi-Fi

VSAT