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Semarang, 12 Oktober 2016

By SM Business Planning & Performance


1
OUTLINE

01 Latar Belakang Restrukturisasi DBS

02 Framework Activity DBS 5.0

03 Struktur Organisasi DBS 5.0

04 Peta Peran DBS 5.0

05 Mekanisme Implementasi DBS 5.0

2
Latar Belakang Restrukturisasi DBS
01 Device Market Opportunity

CAGR 2015 – 2020 : 33% 40


31
MSMEs Device Market 25
19
15
10
Devices product in MSMEs market would experience
33% of CAGR until 2020 that will worth 40 IDR Tn…
2015 2016 2017 2018 2019 2020

STRATEGIC DIRECTION: Lead Indonesian Enterprise Digital Innovation

Drive the Indonesian SME ICT Market and Capture Dominant


Share of Wallet

INITIATIVE 3.1: Shape the SME ICT Market

BUSINESS DIRECTION HARDWARE/DEVICE

• Reinforce hardware support as part of integrated ICT services offering from Telkom
• Enter into hardware/leasing services for basic ICT hardware in SME segment
• Explore further opportunities in mobile handset business
3
Latar Belakang Restrukturisasi DBS
01 Device Business Current Condition

Rp. Tn 40
31 New Unit
25
To Handle SME Device
Market

19
15
10

3,1% Market Share


2015 2016 2017 2018 2019 2020

3,1% Share Market Share on SME Device is


As-Is Outlook for Current Strategy
Rp. Tn still very small, yet the
opportunity is very big (Rp. 19 Tn
DBS Perf. & Projection

Performanc
by 2017)
Outlook
e

0.865
1.000 33% VS 27%
0.731 Market CAGR DBS CAGR
0.596
0.324 0. 405
DBS’ Trend Revenue (CAGR) is
2015 2016 2017 2018 2019 2020 still far below the market

4
Latar Belakang Restrukturisasi DBS
01 Device Business Plan

Target Revenue on SME Device Recommendations

Rev. AS IS = 0.405 Rp. Tn


2.150 • Acquire capabilities in hardware
1.493
sales/support for basic ICT
hardware
1.037
0.720
0.484 • Bundle hardware with SME ICT
bundles & provide managed
services for devices
2016 2017 2018 2019 2020

• Additional revenue in Q3-Q4/2016 ~ Rp. 79,15 Bn • Working with the right partner to
support Hardware and
• DBS targeted Rp. 0,72 Tn for SME Device by 2017
Applications for MSME Market
• The As-Is CAGR is on a 27% Rate, this needs to be leverage through
several breakthrough programs • Reorganize responsibility of
• As the breakthrough programs are being implemented, revenue on device business portfolio
SME Device is targeted to reach 49,43% CAGR (DCG Index 1.2{X}^0,8)

DBS needs to develop a special


unit to concentrate on SME Device
Market
5
Latar Belakang Restrukturisasi DBS
01 Untapped Micro Segment Market

Micro Business Transformation on DBS’s Micro


DBS
Business Segment
Market
DBS is still on a very early stage of
1,2k
profiling its SME Customers and
monetizing it

3Mn
20k
(1)
1,48 Mn(3)

Toward…
RP.5 Tn VS Rp. 65 Bn
80k MSMEs Profiled Potential DBS Micro Revenue
Customer
55k DBS Revenue on Micro Business
Customers is still very small

5 (4) compared to its potential Market


57 Mn Rp Tn (2)
65 Bn
2016 Revenue DBS Needs to be more focus on
Potential IT Outlook
Spending Educating, Nurturing and
Monetizing Micro Business
segment
Untapped
Market
Notes : DBS needs to strengthen the micro
(1) AT Kearney & CSS 2016
(2) Based on the assumption that 25% of all Micro Business spends US10 every month on basic ICT in a year business segment to tap the micro
(3) DBS Internal Performance Report business opportunity
(4) DBS Internal Target on Device
6
Latar Belakang Restrukturisasi DBS
01 Realigment Organization Based On Value Chain

Function Supplier/
Customer
Partner

Strategy Plan
New/ Development
Acquisition Product

Pre Sales Sales Dealing Delivery After Sales


Delivery Channel Distribution

Caring/
Retention Support CPE Supply

7
Latar Belakang Restrukturisasi DBS
01 Strengthening Intra Relationship with TReg

SMALL MEDIUM ENTERPRISE MARKET

Business Customer
T-Regs are acting as Interfaces between
business customer and BUD (DBS)… Marketing
Sales
T.REG 1 T.REG 2 T.REG 3 T.REG 4 T.REG 5 T.REG 6 T.REG 7
Solution
Delivery

Manufacturing
Trading Business Service Business Small Business Micro Business
Business

DIVISI BUSINESS SERVICES


8
Latar Belakang Restrukturisasi DBS
01 Focusing on Striker Function in BUD

PROCESSES PROCESSES
Program Marketing Evaluation
Marketing & Sales Plan Sales Evaluation
Resources Plan
Budget Plan
DIVISI BUSINESS SERVICES Resources Evaluation
Budget Evaluation
End-to-End Value Stream
Planning Evaluation

B i l l i ng &
Pre Sales Sales F u l f il lm e nt Assurance S e r v ic e A s s u r a nc e
Collection

PROCESSES PROCESSES PROCESSES PROCESSES PROCESSES PROCESSES


Market Analysis Offering Project Planning BASO Management Invoice Management Customer Handling
Lead Mgt (Opportunity) Negotiation Project Management Subscrip. Contract Mgt Collection Mgt MTTR
Pipeline Management Feasibility Study Billing Complete Service Contract Mgt Debt Management Customer Care
Consultative Selling Revenue Assurance CPE Management Fraud Management
Solution Design Dealing (Inc. OBL) Biz. Performance

9
Framework Activity DBS 5.0
02
Marketing Plan Resources Plan Budget Plan
Profit and
Objective: Segmenta OPEX Loss:
SDM:
PLANNING

Produk a. Revenue
CSS: Top 10 Market Capitalization Telco in Asia- si • Organik : AM CAPEX b. Cost
Pacific by 2020
CFU Business Plan : GIANT Dream 2020
Targeting Price • Non Organik :
AMEX, TAM c. Ebitda KPI
Positionin d. Net
Place
g Alat Produksi Income
Promotion
Portfolio Plan Service Plan
Sales & Operation Plan

Pre Sales Sales Delivery After Sales

Market Analysis Offering


 Direct Channel : AM, Dealing Project Planning
Financial Customer
EXECUTION

Due Dilligence AMEX, TAM, Proses Tender & Project Control Relationship
Customer (SPIN Model) Socmed Non Tender Invoicing
 Indirect Channel :
Management Mgmt
List of Project Collection & Customer Handling
VAR, SOBAT UKM, Performance &
Management Outbound Logistik Debt
Kampung UKM Evaluation
Consultative Selling Management
CPE Quality of Service
Digital Control Repair (MTTR)
Design Solution Negotiation Perikatan/Kontrak Management
Integration System (Inventory &
Analisa Kelayakan Customer Care
Project Closing Settlement
Bisnis
(Billing Complete) Partner)
Revenue Assurance
Business Control
Business Fraud
SUPPORT

Performance Management

Legal & Compliance Logistik Sekretariat Customer Data Quality Human Resource
Assurance 10
Activity Framework DBS 5.0
02
Marketing Plan Resources Plan Budget Plan
Profit and
Objective: Loss:
PLANNING

Segmentasi Produk SDM: OPEX


CSS: Top 10 Market Capitalization Telco in Asia- SM BUSINESS PLANNING SM
• Organik : AM BUSINESS PERFORMANCE
a. Revenue
CAPEX
Pacific by 2020 Targeting Price
& MARKETING
• Non Organik : & RESOURCES b. Cost
c. Ebitda KPI
CFU Business Plan : GIANT Dream 2020 AMEX, TAM
Positioning Place d. Net
Alat Produksi Income
Promotion

Portfolio Plan Service Plan


Sales & Operation Plan

Pre Sales Sales Delivery After Sales


Offering Dealing
EXECUTION

Market Analysis  Direct Channel : Project Planning


Due Dilligence Financial Customer
AM, AMEX, TAM, Proses Tender &
Customer (SPIN Project Control Relationship
Model)
GM INDUSTRY, SMALL BUSINESS,
Socmed Non SM BUSINESS PROJECT
Tender &
Management Invoicing
Mgmt
List of Project  Indirect Channel : Collection & Customer
MICRO , DEVICE ASSURANCE Performance &
Management VAR, SOBAT UKM, Outbound Logistik Debt SM
Handling
Kampung UKM Evaluation
Consultative Selling Management
CPE Quality of Service
BUSINESS
Digital Perikatan/Kontrak
Control SM Repair (MTTR)
Design Solution Negotiation Management
Integration BUSINESS
(Inventory &
PROJECT &
Analisa Kelayakan System Customer Care
ASSURANCE
Bisnis Project Closing QUALITY
Settlement&
Partner)
Revenue Assurance
(Billing Complete) COLLECTION
Business Control
SUPPORT

Business Fraud
Performance Management

SM BUSINESS PERFORMANCE
Legal & Compliance Logistik Sekretariat Customer Data Quality Human Resource
& RESOURCES Assurance 11
Milestone DBS 1.0 to 5.0
03
2 Tahun 1 Tahun 7 Bulan 4 Bulan 6 Bulan 5 Bulan 3 Bulan 8 Bulan 18 Bulan

DBS 1.0 DBS 2.0 DBS 2.1 DBS 3.0 DBS 3.1 DBS 3.1.1 DBS 3.2 DBS 4.0 DBS 5.0
(Januari 2010) (Februari 2012) (Januari 2013) (Agustus 2013) (November 2013) (April 2014) (Juli 2014) (Maret 2015) (September
Strategi Penguatan Teritorry Penyesuaian Penguatan DBS Penguatan fungsi Redesign TO 7 Divre Perubahan 2016)
memasuki Menjadi 7 BSR dengan Divisi Sebagai Divisi fungsi Business Service Community DBS Penambahan menjadi 5 Perubahan
Market SME Teritorry di Teritorry 58 Manager segment menjadi 6
segment

DBS 4.0 Mar ‘15 58 Wtl 58 Mgr 5 Seg BPP BMK DSS BPM
DBS 5.0 Sept’16 58 Wtl 58 Mgr 6 Seg BPM BPM DSS, DSO BPA,BQC,BPR
12
Struktur Organisasi DBS 5.0
03 PR.202.47/r.00/HK200/COP-A2000000/2016 tentang Organisasi DBS, tanggal 30 September 2016

EVP DIVISI BUSINESS SERVICE


DEPUTY EVP DIVISI BUSINESS SERVICE
Engine Team

SM Business Planning SM Business Performance &


OSM Business Project & Assurance OSM Business Quality & Collection
& Marketing Resources
 Mgr. Business Planning  Mgr. Outbound Logistics  Mgr. Business Legal & Compliance  Mgr. Business Performance
 Mgr. Product & Business Model  Mgr. Project Controller  Mgr. Business Process & Quality  Mgr. Resources Optimation & Budget
Innovation  Mgr. Project Alignment & Support  Mgr. Invoicing & Collection Control
 Mgr. Marketing & Channel Strategy  Mgr. CRM & Service Assurance  Mgr. Debt Management  Mgr. Logistic & Facility Management
 Mgr. Sales Plan & Operation  Mgr. Customer Care  Mgr. Revenue Assurance  Mgr. Account Team Management
 Mgr. Secretary Division  Mgr. Customer Data Management

GM Industry Manufacturing GM Industry Trading GM Industry Service


GM Small Business GM Micro Business GM Device Business
Business Business Business
 Mgr. Business Sales-1  Mgr. Business Sales-1  Mgr. Business Sales-1  Mgr. Business Sales  Mgr. Community Management  Mgr. Device Sales
 Mgr. Business Sales-2  Mgr. Business Sales-2  Mgr. Business Sales-2  Mgr. Business Engineer  Mgr. Micro Channel  Mgr. Device Partnership &
 Mgr. Business Engineer  Mgr. Business Engineer  Mgr. Business Engineer  Mgr. Business Analysis Development Channel Management
 Mgr. Micro Channel Expansion  Mgr. Device Managed
 Mgr. Business Analysis  Mgr. Business Analysis  Mgr. Business Analysis  Mgr. Tele Account
& Partnership Operation
Management
 Mgr. Micro Channel Operation -  Mgr. CPE Management
 Mgr. Micro Business Analysis

13
Peta Peran
04 Business Planning & Marketing

Bertanggung jawab atas penyusunan rencana dan program strategis pengembangan bisnis, model bisnis dan ketersediaan
rumusan marketing strategy, partnership strategy, channel strategy, marketing operation, sales plan & program sehingga dapat
mendorong peningkatan market share dan revenue perusahaan serta pengelolaan kesekretariatan divisi.

Product & Business Marketing & Channel Sales Plan &


Business Planning Secretary Divison
Model Innovation Strategy Operation

 Penyusunan  Pengelolaan &  Competitive  Penyusunan Sales  Pengelolaan fungsi


Strategic pengembangan analysis Plan kesekretariatan &
Planning product portfolio  Penyusunan &  Pengelolaan Pipe protokoler
 Revenue Plan  Pengelolaan pengelolaan Mgmt (LOP)  Pengelolaan
 Penyusunan Business Model. marketing strategy  Pengelolaan Calender of Event
Kontrak  Pengelolaan  Pengelolaan Order Basic DBS
Manajemen Partnership Pricing Service  Pengelolaan
Product & Solution  Menyusun &  Pengelolaan komunikasi internal
monitoring event & eksternal
pelaksanaan  Pengelolaan
channel strategy Marketing Support

14
Peta Peran
04 Business Project & Assurance

Bertanggung jawab atas kualitas dan efektivitas penyelenggaraan fungsi dealing dan outbound logistic, sebagai pelaksana
project management menjamin proses delivery layanan dilakukan sesuai standart yang disepakati, mengelola fungsi customer
care, service assurance dan customer relationship management sehingga mampu secara efektif menjaga kepuasan pelanggan
dan meningkatkan loyalitas pelanggan.

Project Aligment & CRM & Service


Outbound Logistic Project Controler Customer Care
Support Assurance

 Pengelolaan  Penyusunan  Pengelolaan  Pengelolaan  Menyusun &


dealing process & project planning dokumentasi customer care mengelola
compliance  Pelaksanaan project operation program customer
 Pelaksanaan project  Pengelolaan  Pengelolaan relationship mgt
proses outbound management pemenuhan alpro customer care  Pelaksanaan
logistic  Monitoring &  Aligment antara support customer
 Pengelolaan evaluasi proses bidding  Pengelolaan satisfaction survey
settlement pelaksanaan dengan realisasi customer care  Pengelolaan QoS
partner project project (internal & escalation & evaluation &
eksternal DBS) reporting monitoring
 Pengelolaan
Service assurance

15
Peta Peran
04 Business Quality & Collection Management

Bertanggung jawab atas efektivitas proses opersional invoicing, collection & debt management pelanggan segmen
business/MSME, pengelolaan fungsi business effectiveness & quality, revenue assurance dan business legal & compliance.

Business Legal & Business Process & Invoicing &


Revenue Assurance Debt Management
Compliance Quality Collection

 Pengelolaan  Pengelolaan  Pengelolaan  Pengelolaan  Pengelolaan debt


legal & busiess process revenue ensuring invoicing management
compliance  Pengelolaan  Pengelolaan  Pengelolaan  Pengelolaan
 Pengelolaan internal control & revenue assurance operasional complaint
contract drafting risk management  Pengelolaan fraud collection handling billing
 Pengelolaan  Pengelolaan  Pengelolaan  Pengelolaan buka
partnership legal inovasi Reconcille & isolir
support account fulfilment

16
Peta Peran
04 Business Performance & Resources

Bertanggungjawab atas efektivitas pelaksanaan fungsi business performance, pengelolaan resources dan budget control,
pengelolaan logisic & facility management, pengembangan Account Team serta pengelolaan customer data management.

Logistic & Facility Resources Optimation & Account Team Customer Data Business
Management Budgeting Management Management Performance

 Pengelolaan  Perencanaan &  Pengelolaan  Analisa prediksi


 Perencanaan
inbound logistic pengelolaan database bisnis.
account team
 Pengelolaan budget customer  Pengembangan
 Pengukuran
facility  Perencanaan &  Pengelolaan metodologi dan
performansi
management pengelolaan profiling customer pengukuran
account team
 Pengelolaan human capital  Pengelolaan IT performansi
 Pengelolaan
administrasi &  Pengelolaan interfacing  Performance
pengembangan
support change report
kompetensi
management &  Financial analysis
account team
budaya organisasi & report

17
Peta Peran
04 Industry Business (Manufacture, Trading, Service)

Bertanggung jawab atas tercapainya pertumbuhan market, revenue, dan kepuasan serta loyalitas pelanggan SME segmen
Manufacture(MFB), Trading (TDB) dan Service (SVB) sesuai strategi yang ditetapkan.

Busines Sales 1,2 Business Analysis Business Engineer

 Pengelolaan sales plan  Pengelolaan market analysis &  Pengelolaan business solution
 Pengelolaan sales profiling customer segmen  Penyusunan analisa kelayakan
operation  Penyusunan strategi segmen bisnis
 Pengelolaan Due diligent  Pengelolaan administrasi,  Pelaksanaan dealing project &
customer reporting & support dokumentasi OBL
 Monitoring cash collection
business segmen

18
Peta Peran
04 Small Business

Bertanggung jawab atas terkondisinya pertumbuhan market share dan revenue segmen small business sesuai dengan strategi Divisi
Business Service melalui penguatan strategi sales, sehingga mampu mengoptimalkan potensi sumber-sumber pertumbuhan dalam
mewujudkan taret pertumbuhan segmen Small Business serta penyelenggaraan Tele Account Management (TAM).

Business Analysis Tele Account


Busines Sales Business Engineer
Management

 Pengelolaan sales plan  Pengelolaan market  Pengelolaan business  Penyusunan program


 Pengelolaan Sales analysis & profiling solution TAM
operationPengelolaan customer segmen  Penyusunan analisa  Pengelolaan TAM
Due diligent customer  Penyusunan strategi kelayakan bisnis operation
 Monitoring cash segmen  Pelaksanaan dealing  Pengelolaan TAM
collection business  Pengelolaan project & dokumentasi performance
segmen administrasi, reporting OBL
& support

19
Peta Peran
04 Micro Business

Bertanggung jawab atas kualitas dan efektivitas pengelolaan pelanggan segmen Micro Business melalui pengelolaan community,
micro channel development, micro channel expansion & partnership dan micro channel operation sehingga mampu
mengoptimalkan sumber-sumber pertumbuhan dan penguatan komunitas dan micro channel dalam mencapai penguasan pasar.

Community Micro Channel Micro Channel Expansion Micro Channel Micro Business
Management Development & Partnership Operation Analysis

 Pengelolaan &  Onlline channel  Pengelolaan micro  Pengelolaan  Pengelolaan


pengembangan development channel operasional profiling & market
community  Online content partnership online channel analysis
 Sales & product strategy & content  Pengembangan  Pengelolaan  Penyusunan
offering management micro channel micro channel strategi micro
 Monitoring &  Commercilization  Monitoring &  Sales & product business
evaluasi of Digital Space evaluasi micro offering  Pengelolaan
community channel administrasi,
Repot & support

20
Peta Peran
04 Device Business

Bertanggung jawab atas pengelolaan device dalam rangka mendukung pertumbuhan segmen industry, small business dan micro
business melalui pengelolaan device partnership dan channel, device sales, device operation, serta CPE management sesuai
strategi yang ditetapkan

CPE Partnership & Device Managed CPE Management


Device Sales
Channel Mgt Operation

 Pengelolaan  Pengelolaan sales plan  Pengelolaan market  Pengelolaan CPE


partnership cpe  Pengelolaan sales analysis device Inventory
provider operation business  Pengelolaan status
 Membangun channel  Pengelolaan channel  Pengelolaan after sales kontrak layanan
penjualan device device service device  Pengelolaan after sales
 Penilaian kinerja  Penilaian kinerja  Support project device CPE
device provider channel device MSME

21
Mekanisme Implementasi DBS 5.0
04

Start 17 Oktober 2016


Full Speed Implementasi
DBS 5.0

13 – 21 Oktober 2016 PIC :


Masa Transisi dan Manager RO
perpindahan (Achmad
Serah Bazar)
Terima
Pekerjaan
12 - 13 Oktober 2016 dan pindah
Penyerahan SK secara ruangan
berjenjang

22
TERIMA KASIH
Menangkan Persaingan, Pelihara Persatuan
Jayalah Indonesia, Jayalah Telkom Indonesia
Menangkan Persaingan, Pelihara Persatuan
Terimakasih….
Jayalah Indonesia, Jayalah Telkom Indonesia..