08 14 stm week2 s application exercise

8/11/2019 08 14 STM Week2 s Application Exercise

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Application Exercise

Assignment 2:

"First read the write-up prepared for the Newell Company case given in the handout

and then write an analysis of your company on similar lines covering (a) resources and

businesses (b) How it it organized and how does it achieve coordination and control

(c) how is compensation system linked (d) what is the role of the corporate Office."

I am working as Manager-Presales in Tejas Networks, handling complete western region.

(A)

Resources and businesses

Tejas Networks was established in the year 2000, to develop telecommunication

hardware development out of India. Since then, Tejas Networks has become a leading

provider of end-to-end optical transport solutions to telecom service providers. Tejas

customers include telecom carriers (telcos) offering fixed telephony, mobile services,

enterprise connectivity and ISP services. These carriers are spread across verticals like

telecom, utilities, media and defence.

Tejas is a market leader in the highly competitive Indian telecom market and is ranked

amongst top-ten companies in the global Optical aggregation market, with products

deployed in over 60 countries.

Tejas has over 70% of its workforce deployed in R&D with a bulk of the R&D team

coming from premier institutes in India such as IISc, IITs and NITs. Tejas has won many

awards for its R&D capabilities and innovative telecom products.

In addition to the optical networking products, we have further forayed in Energymanagement solution and Wireless 4G base station in last 2 years.



The Resource Continuum

The nature of the resources largely are very specialized based on the industry

requirements.

As mentioned above the company is highly R&D focused. So majority of the workforce is

high skilled but with focused segment.

But in recent years, based on our industry model, OEM as well as direct sales to

developing countries, we have tried replicating them in energy management and

wireless network division also.

The work forces for these products are still highly specialized and deal with their specific

domain largely.



(B)

How is it organized and how does it achieve coordination and control

The primary functions / departments in the organization are as follows:

Board of Directors/Strategic Management Team : They are responsible for formulation of

business strategic plan, policies budgets, business performance and growth, customer satisfaction

and retention, member retention, Corporate Governance and Image.

CTO’s Office Network Design and Architecture : This function is responsible for chalking out

technological creating innovative solutions and creating a technological roadmap to the

organization.

Sales/Pre-Sales & Marketing : This function is responsible for developing sales strategies and

generating booking, revenue, collection, gross contribution, cost, channel mgt, sales and

distribution cost control and business growth measured in terms of volume and market shares. This

function has two separate teams: - One is responsible for the Domestic market as well as global

markets like Russia and SAARC countries, etc. The other team known as the International Business is

responsible for sales of products primarily to North and South America, Europe and Japan .

The sales professionals are assisted by presales professionals in making technical presentations to

customers. The International Business team is located in Bangalore and the other sales team is

located in Delhi. Program Management is another function within Sales. There is a third Sales team

for Gamma only.

OEM/Gamma Projects: This function is responsible for generating revenues, gross contribution, and

timely deliveries to OEM accounts, relationship management and customer retention.



The Marketing function is responsible for developing competitive marketing strategies, product and

brand management for establishing product and service differentiators,

R&D: They are responsible for formulation of R&D strategy and plan, conceptualization, design

and development of products at an optimum cost. Its sub-functions include 3 Product Groups

namely: uMSPP, xlMSPP & EPG [Ethernet Product Group], NPI, Program Management, RegulatoryCompliance and Quality Certification Groups. Each one of the Product Groups consists of both H/W

and S/W. Hardware consists of Board Design, FPGA, Layout and PCB Design. Software consists of

Network Management Services, Control plane, Data path and Regression teams.

Supply Chain: This function is responsible for formulating manufacturing strategies and in

ensuring timely shipment of products through effective planning, buying, quality assurance and

testing, management of contract manufacturers and assembling of cards which is done in

Pondicherry. This function is also responsible for maximizing gross contribution through effective

control of raw material and conversion costs.

NSG (Network Support Group): They are responsible for formulation of Customer Support

Strategies and Plan, Installation and Commissioning, Test and Acceptance Certification, Product

Uptime, Response Time and Customer satisfaction and maintenance cost control.

Product Engineering: This function is responsible for testing prototypes and the products

developed by R&D before they are handed over to manufacturing for production. For the purpose

of verification this group has a dedicated lab.

Training & Documentation: The product training group is primarily responsible for providing

product training to customers. However, this group also provides SDH and Product training to

members. The product documentation team is responsible for publishing and updating product

manuals and facilitating usability.

Finance: This function is responsible for Financial Strategies and Plan, Budgetary Control,Treasury, working capital mgt, capex, A/c consolidation, Legal & statutory compliance, tax mgt and

MIS. This function is also responsible for insurance management and statutory compliance.

Sys Admin & Hospitality Services: This function is responsible for internal IT in terms of machine

availability, installation & commissioning, management of intranet, network efficiency and security.

The General administration function is responsible for services like hospitality, travel, facilities mgt,

food & pantry services, security, printing & stationery, medical and personal accident insurance

mgt.

TTC: ‘Team Tejas CARES is responsible for People Strategies and Plan and promoting

organizational performance and individual growth through shared Vision and Values, effectiveOrganization Structure & Job Design, Payroll Management, Talent Engagement, Talent Deployment,

Talent Development and Talent Retention. This function is also responsible for member satisfaction,

effective people cost ratios and statutory compliance.



Based on the company organization, the major focus is on transferring technical

resources, and sharing non-technical resources.

So effectively, all the non-technical resources such as HR, Finance, Admin are shared

across the organization. But the technical resources are dedicated to their own

specialized areas, and transferred as and when required for other functions.

Control systems implemented are majorly operating, with strong focus being on

development and faster delivery of products to the market.

We basically depend on our technical expertise to develop customized to customer

requirement in short time frame.

So the major drivers are operational in form of lead time to develop, manufacture

and market these products.



(C) How is compensation system linked

Compensation system for majority of the departments barring the Sales, are not

linked to the P&L statements.

Compensation is generally linked to hierarchy, and hence promotions are the

incentive tools used to motivate people. This is generally driven on the basis of

seniority and subtle skills exhibited over time, such as teamwork and

communication. This also helps in transferring of resources across the product lines,

while maintaining the same compensation structure.

(D) What is the role of the corporate Office.

The role of the corporate office is formulation of business strategic plan, policies

budgets, business performance and growth, customer satisfaction and retention,

member retention, Corporate Governance and Image.

Also, on technical front it deals with chalking out technological creating innovative

solutions and creating a technological roadmap to the organization.

Hence the size of the corporate office is small, with nearly 20 members forming the

part of it.

08 14 stm week2 s application exercise

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