Telkom Indonesia, Jakarta, Indonesia: Robust Funnel Classification for Tracking Opportunities

Company: Telkom Indonesia, Jakarta
Company Description: PT Telkom Indonesia (Persero) Tbk (Telkom) is a state-owned information and communications technology enterprise and telecommunications network in Indonesia. The Government of Indonesia is the majority shareholder with 52.09 percent shares while the remaining 47.91 percent shares belong to public shareholders
Nomination Category: Product & Service Categories - Business Technology Solutions
Nomination Sub Category: Lead Generation Solution
2022 Stevie Winner Nomination Title: Robust Funnel Classification for Tracking Opportunities
  1. Which will you submit for your nomination in this category, a video of up to five (5) minutes in length about the the nominated new or new-version product or service, OR written answers to the questions for this category? (Choose one):
    A video of up to five (5) minutes
  2. If you are submitting a video of up to five (5) minutes in length, provide the URL of the nominated video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video.

    Links of Materials:

    1. Video Presentation :https://drive.google.com/file/d/1p_ebLHdb-TnMNZq-cgdsAhhak-rrShGV/view?usp=sharing

    2. Presentation :https://drive.google.com/file/d/1fQSqv6Oor0sndL1PsEljyLv1upjKdCQd/view?usp=sharing

    3. Essay :https://drive.google.com/file/d/1IR1xMj61FbZVYkF7-jUPjFSFr3wfAyUn/view?usp=sharing

    4. Video Customer Testimony - Account Manager :https://drive.google.com/file/d/11f2e9NEoADKUpCJ__8rh5QgeQa7o7VLV/view?usp=sharing

    5. Video Customer Testimony - Solution & Offering Unit : https://drive.google.com/file/d/1L9Q--RwnSWfPr3Ytrjf8J-ATK8G4iF6d/view?usp=sharing

    6. Supporting Document - View Dashboard : https://drive.google.com/file/d/1DZbEI3GPsvzReNABonLjYX41J-DXO1Sq/view?usp=sharing

  3. If you are providing written answers for your submission, you must provide an answer to this first question: If this is a brand-new product, state the date on which it was released. If this is a new version of an existing product, state the date on which the update was released:

    June 2021

  4. If you are providing written answers for your submission, you must provide an answer to this second question: Describe the features, functions, and benefits of the nominated product or service (up to 350 words):

    Total 217 words used.

    Telkom developed a robust funnel classification process through Digital Touch Point MyTEnS. This framework aims to ensure each business opportunity through several funnels from the moment AM establishes the first contact with prospective customers to understand context up to both parties signing the final contract. In summary, the framework consists of 6 opportunity tracking funnels (F0 - F5) which come with 63 laundry lists with the intention to qualify prospective projects/customers as follows:

    F0: First contact establishment with potential client
    The process of filling in leads and the validation process of how AM recognizes potential projects and understands customer profiles

    F1: Client expresses interest (qualification of funnel)
    Opportunity input process, validating how AM builds relationships with customers, and validating projects so that they are qualified to continue 

    F2: Client initiates request for proposal (RFP)/quotation
    The process of making a solution proposal according to what the customer needs 

    F3: In RFP situation and prospective client indicates interest to proceed with vendor
    A business scheme analysis process and Risk Project Assessment of projects and customers

    F4: Contract negotiation with Delivery Team engagement
    A negotiation process carried out with customers up to the process of making contract documents

    F5: Both parties sign the final contract
    A negotiation process carried out with customers up to the process of making contract documents

  5. If you are providing written answers for your submission, you must provide an answer to this third question: Outline the market performance, critical reception, and customer satisfaction with the product or service to date. State monetary or unit sales figures to date, if possible, and how they compare to expectations or past performance. Provide links to laudatory product or service reviews. Include some customer testimonials, if applicable (up to 350 words):

    Total 200 words used.

    The implementation started with a 1-month piloting stage in several units, leading to several improvements based on users’ feedback related to the process flow in each funnel. Finally, all stages are integrated into IT Tool named MyTens which can be accessed anywhere and recorded on databases that can be retrieved by all involved teams. After the implementation, the benefits for CFUE are:

    1. Financial
    a. Higher conversion rate from 46% in 2020 to 64% in 2021
    b. Profitability percentage improvement from 33,5% in 2020 to 38,4% in 2021
    c. 10% gross revenue growth (higher than average industry growth by 5%)
    d. Net income growth at 23%
    e. EBIT margin increased at 5% and EBITDA at 7%
    f. 30% AMs which were categorised as underachievers successfully move into achievers quadrant, making 50% AMs as succeeders at the end of 2021

    2. Non-financial
    a. Sales force capacity is better utilized
    b. Winning sales lead time lower than before as the diagnosis of projects’ issues can be identified faster lead to improvement of opportunities 
    c. The selling organization is nimbler as customers and markets evolve

    Video testimonial from customer can be accessed at the following link : 
    https://drive.google.com/file/d/11f2e9NEoADKUpCJ__8rh5QgeQa7o7VLV/view?usp=sharing

  6. You have the option to answer this final question: Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):

    Total 36 words used.

    News can be accessed at the following link : 

    1. https://play.google.com/store/apps/details?id=com.telkom.tdsam&

    2. https://gobeyond.mytens.id

    3. https://apps.apple.com/id/app/mytens-gobeyond/id1486113676

    4. https://www.telkom.co.id/sites/about-telkom/en_US

    5. https://youtu.be/SFwDJ83GxHE

     

Attachments/Videos/Links:
Robust Funnel Classification for Tracking Opportunities
PDF J58___Robust_Funnel_Classification_Process_for_Tracking_Opportunities___Resume.pdf
PDF J58___Robust_Funnel_Classification_for_Tracking_Opportunities___Supporting_Doc.pdf
PDF J58___Robust_Funnel_Classification_Process_for_Tracking_Opportunities___Presentation.pdf
MP4 J58___Robust_Funnel_Classification_Process_for_Tracking_Opportunities___Video_Testimony_Solution_and_Offering_Unit.mp4