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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).

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http://www.isp-planet.com/research/2005/iptv.html June 25, 2008
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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:

Quality Problems
faced on DSL
Infrastructure

QoS QoE

Frame delay
Latency
differences

Jitter Image blocking

Image jerkiness

Brightness levels

Blurriness

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

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 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:

Ability Attitude

Qualifications Skills

Figure 2: Person Matrix

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; I
have 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).
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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, It’s because of the competitive nature
of work in India and believing in my own ability and skills.

Team Motivation:

My Team

Busy times Quite times

Staff meetings and

Set S.M.A.R.T Give recognition Involve members Design challenges Encourage social
off-job
Objectives for a job well done in goal setting within the job interaction
functions/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 of
around 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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Capture Manage Store Preserve Deliver

PDF
Bar Code Google Docs FreeNAS Tape drive
Conversion

Savvion BPM File Sever

Google Search
Appliance

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.
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Data Transmission:

Data
Transmission

Wired Wireless

Fiber (Metro
DSL Coaxial UTP Wi-Fi
LAN)

ADSL RG 6 VSAT

RG 11

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.