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
Offer definition
Needs, Features,
Benefits
How it works Plans & options Key steps Support Appendices
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
Offer definition
Needs, Features,
Benefits
How it works Plans & options Key steps Support Appendices
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
Offer definition
Needs, Features,
Benefits
How it works Plans & options Key steps Support Appendices
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
Offer definition
Needs, Features,
Benefits
How it works Plans & options Key steps Support Appendices
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)
Offer definition
Needs, Features,
Benefits
How it works Plans & options Key steps Support Appendices
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 rent
Actual 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 1
st
to 30
th
or 31
st
of the month 6 to 13
2 10
th
of the month to 9
th
of next
month
14 to 21
3 17
th
of the month to 16
th
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 Business250 250 50 5 0.48 0.30
Postpaid Business500 500 80 5 0.47 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)

Offer definition
Needs, Features,
Benefits
How it works Plans & options Key steps Support Appendices
Hybrid Business Mobile- Positionning
Flexibility
Prepaid
&
mobile
Classical
postpaid
mobile
Hybrid
Business
Mobile
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Prepaid
&
Hybrid
Business
Mobile
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P
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Accessibility
Classical
postpaid
mobile
Managign OOB usage
Prepaid
mobile
Classical
postpaid
mobile
Business
Mobile
D
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P
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Hybrid
Business
Mobile
Business
Mobile &
Business
Mobile &
Offer definition
Needs, Features,
Benefits
How it works Plans & options Key steps Support Appendices
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
_
Offer definition
Needs, Features,
Benefits
How it works Plans & options Key steps
Support Appendices
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!
Offer definition
Needs, Features,
Benefits
How it works Plans & options Key steps Support Appendices
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.



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