Sales lead management in a global enterprise

Many companies today struggle with problems they face around sales lead management. They are suffering from inconsistent quality of leads, they miss clear sales opportunities and even cannot handle well their internal marketing lists. Meanwhile customers are better and better equipped with means to easily initiate contact via internet, via call centers etc. Investing in lead generation activities that are built on a bad process is not a good idea. Better than asking how to get more leads, companies should ask how to get better quality leads and invest in improving lead management. This study looks sales lead management as a multi step process where a company generates leads in controlled environment, qualifies them and hands over to the sales cycle. As a final step, organization needs to analyze the incomes and successes of different lead sources. Most often in sales lead management a process improvement requires setting up additional controls to enable proper tracking of all leads. A sales lead management process model for the case company is built based on the findings. Implementing the new model involves changes and improvements in some key areas of current process. Starting from the very beginning, these include redefining a bit the lead definition and revising the criteria set for qualified lead. There are some improvements to be done in the system side to enable the proposed model. Lastly a setting for responsible roles is presented.

Implementing Role Based Access Control into the Enterprise Environment to Support Business and IT Functions

The thesis studies role based access control and its suitability in the enterprise environment. The aim is to research how extensively role based access control can be implemented in the case organization and how it support organization’s business and IT functions. This study points out the enterprise’s needs for access control, factors of access control in the enterprise environment and requirements for implementation and the benefits and challenges it brings along. To find the scope how extensively role based access control can be implemented into the case organization, firstly is examined the actual state of access control. Secondly is defined a rudimentary desired state (how things should be) and thirdly completed it by using the results of the implementation of role based access control application. The study results the role model for case organization unit, and the building blocks and the framework for the organization wide implementation. Ultimate value for organization is delivered by facilitating the normal operations of the organization whilst protecting its information assets.

Building an Access Network for Triple-Play Services

This final project was made for the Broadband department of TeliaSonera. This project gives an overview on how internet service provider might build an access network so that they can offer triple-play services. It also gives information on what equipment is needed and what is required from the access, aggregation and edge networks. The project starts by describing the triple-play service. Then it moves on to optical fiber cables, the network technology and network architecture. At the end of the project there is an example of the process and construction of the access network. It will give an overview of the total process and problems that a network planner might face during the planning phase of the project. It will give some indication on how one area is built from the start to finish. The conclusion of the project presents some points that must be taken into consideration when building an access network. The building of an access network has to be divided to a time span of eight to ten years, where one year is one phase in the project. One phase is divided into three parts; Selecting the areas and targets, Planning the areas and targets, and Documentation. The example area gives indication on the planning of an area. It is almost impossible to connect all targets at the same time. This means that the service provider has to complete the construction in two or three parts. The area is considered to be complete when more than 80% of the real estates have fiber.

Performance Management of a Next Generation Network

Today's communication networks consist of numerous interdependent network components. To manage these networks and to ensure their reliable and efficient operation to meet the increasing customer usability demands, extensive network management tools are required from the service provider. The goal of this study was to adapt the Next Generation Network (NGN) providing VoIP services within a performance oriented network management system. This study focuses only on NGN network and the project was implemented as an assignment of the Network Operations Center of Elisa Corporation. The theoretical part of this study introduces the network environment of the Elisa NGN platform: its components and used signalling protocols as well as other exploitable communication protocols. In addition, the Simple Network Management Protocol (SNMP) is closely examined since it is commonly used as the basis of IP (Internet Protocol) network management. Also some primary applications enabled by the NGN technology are introduced. The empirical part of this study contains a short overview of the implemented network performance management system and its properties. The most crucial monitored MIB modules, SNMP parameters and implemented performance measurements are described. The trap topology and the role of the traps for management of the NGN platform are considered and finally, the conclusion based on the several disquisitions is made supported with suggestions for future improvements.

Russian Enterprise Restructuring - the Effect of Privatisation and Market Liberalisation on the Performance of Large Enterprises

The fundamental question in the transitional economies of the former Eastern Europe and Soviet Union has been whether privatisation and market liberalisation have had an effect on the performance of former state-owned enterprises. This study examines the effect of privatisation, capital market discipline, price liberalisation and international price exposure on the restructuring of large Russian enterprises. The performance indicators are sales, profitability, labour productivity and stock market valuations. The results do not show performance differences between state-owned and privatised enterprises. On the other hand, the expansion of the de novo private sector has been strong. New enterprises have significantly higher sales growth, profitability and labour productivity. However, the results indicate a diminishing effect of ownership. The international stock market listing has a significant positive effect on profitability, while the effect of domestic stock market listing is insignificant. The international price exposure has a significant positive increasing effect on profitability and labour productivity. International enterprises have higher profitability only when operating on price liberalised markets, however. The main results of the study are strong evidence on the positive effects of international linkages on the enterprise restructuring and the higher than expected role of new enterprises in the Russian economy.

Authentication and authorization service for a community network

Wireless community networks became popular in uniting people with common interests. This thesis presents authentication and authorization service for a wireless community network using captive portal approach including ability to authenticate clients from associated networks thereby combining multiple communities in a syndicate. The system is designed and implemented to be reliable, scalable and flexible. Moreover, the result includes software management system, which automatically performs software updates at network’s access points. Future development of the system can be concentrated on an improvement of the software management system.

Factors of customer project profitability in an engineering industrial enterprise

The purpose of the study is to find factors affecting projects' profitability in project business. The issue is approached from customer profitability and project management point of view. The study has been made for a big Finnish company acting in a global market place. The research method is quantitative. Research hypotheses are based on the literature. The used database is originated from the company's ERP- (enterprise resource planning) and project financial follow-up —system. The findings of the study supported the hypotheses weakly. Obviously profitability fluctuated depending on a customer and a project manager. The reasons could not be justified with the variables used in the research.

Supporting Solution Business with an Integrated Enterprise System

Some of the world’s leading companies now compete by providing integrated solutions to identify and solve each customer’s business problem by providing services to design, integrate, operate and finance a product or system during its life cycle. At the same time, because of the requirements of new global economy, companies are implementing new integrated ERP systems. The objective of this thesis was to define how solution offering can be implemented in the integrated ERP system so that it is possible to sell, deliver and maintain solution offering with the new enterprise applications. The research was conducted as a qualitative case study research consisting of literature review, theme-interviews and an analysis phase. For a start this study introduces new insight for combining solution business, offering modeling and modern ERP system theories. The results of this research illustrate the limitations of an integrated ERP system to support solution business and show the need to develop a commercial product model in order to improve the combination of solution offering and IT systems.

Wide Area Network Acceleration in Corporate Networks

There are several factors affecting network performance. Some of these can be controlled whereas the others are more fixed. These factors are studied in this thesis from the wide area network (WAN) perspective and the focus is on corporate networks. Another area of interest is the behavior of application protocols when used through WAN. The aim is to study the performance of commonly used application protocols in corporate networks. After identifying the performance problems in corporate WANs the thesis concentrates on methods for improving WAN performance. WAN acceleration is presented as a possible solution. The different acceleration methods are discussed in order to give the reader a theoretical view on how the accelerators can improve WAN performance. Guidelines on the installation of accelerators into a network are also discussed. After a general overview on accelerators is given, one accelerator vendor currently on market is selected for a further analysis. The work is also a case study where two accelerators are installed into a target company network for testing purposes. The tests are performed with three different application protocols that have been identified as critical applications for the target corporation. The aim of the tests is to serve as a proof of concept for WAN acceleration in the target network.

The Role of Network Competence in Internationalization of SMEs

Network competence is the ability of firms to manage their network of business relationships and to deal effectively with interactions in these relationships. The relationship between level of business relationship abilities of firms and their internationalization has been researched before, and found to be positive. However, what network competence specifically offers is an established scale with which to perform this examination quantitatively. This master’s thesis examined the role which this network competence plays in the internationalization of firms, more specifically in Finnish small and medium sized enterprises (SMEs). The theoretical part of the thesis consisted of examination into the nature of internationalization of SMEs, their business relationships, network competence and related concepts. The empirical part was conducted statistically with quantitative methods on data gathered from Finnish SMEs through a web-survey during 2008. Network competence was found to result in better internationalization among the examined Finnish SMEs with both subjective and objective performance measures, and firms with higher levels of network competence were found to be more likely to become international. On the other hand, speed of internationalization could not be linked to better network competence, and no clear industry-specific differences were found. The results show that by developing their network competence, Finnish SMEs can increase their chances of success and performance in their internationalization process

Master data quality management in a global enterprise

In a networked business environment the visibility requirements towards the supply operations and customer interface has become tighter. In order to meet those requirements the master data of case company is seen as an enabler. However the current state of master data and its quality are not seen good enough to meet those requirements. In this thesis the target of research was to develop a process for managing master data quality as a continuous process and find solutions to cleanse the current customer and supplier data to meet the quality requirements defined in that process. Based on the theory of Master Data Management and data cleansing, small amount of master data was analyzed and cleansed using one commercial data cleansing solution available on the market. This was conducted in cooperation with the vendor as a proof of concept. In the proof of concept the cleansing solution’s applicability to improve the quality of current master data was proved. Based on those findings and the theory of data management the recommendations and proposals for improving the quality of data were given. In the results was also discovered that the biggest reasons for poor data quality is the lack of data governance in the company, and the current master data solutions and its restrictions.

Innovativeness in an industrial enterprise

Innovativeness is one of the most important factors of a successful and competitive company, and because of this every company wants to be more and more innovative. The purpose of this study is to clarify the current state of the case company’s innovativeness with the help of a questionnaire survey based on characteristics of an innovative company presented in the literature. In addition, an action plan for improving the case company’s innovativeness is formulated. Based on theoretical background the components of an innovative company can be divided in six classes. These classes are innovation strategy, innovation management, cooperation and communication, idea management, support mechanisms and innovative organizational culture. The empirical study proves that there are notable differences between and inside these previously mentioned classes within the case company. The study indicates also that although systematic innovation activities are rather new issues to the case company, the prerequisites for innovation and innovativeness exist. In order to be able to develop its innovativeness, the case company should invest resources in aligning its innovation operations towards a more systematic approach. However, perceivable results in the company’s innovativeness can be achieved by proper communication.

Packet backbone design differences between commercial network and Container Trial System of LTE/SAE

The mobile networks of earlier and current generations, or 2G and 3G networks, provide users voice and packet services with higher transmission rates and good quality over the same core network. When developing the next generation of mobile networks the current quality of services needs to be maintained. This thesis concentrates on the next generation mobile network, especially on the evolution of the packet network part. The new mobile network has requirements for the common packet backbone network, Mobile Packet Backbone Network, which is additionally discussed in this study. The next generation mobile network, called LTE/SAE, is currently under testing. The test system is called Container Trial System. It is a mini sized LTE/SAE site. The LTE/SAE is studied in this thesis concentrating on the evolved packet core, the SAE part of the composition. The empirical part of the study compares the LTE/SAE Container Trial System and commercial network designs and additionally produces documentation for internal personnel and customers. The research is performed by comparing the documentations and specifications of both the Container Trial System and commercial network. Since the LTE commercial network is not yet constructed, the comparison is done theoretically. The purpose is furthermore to find out if there are any design issues that could be done differently in the next version of the Container Trial System.

Web 2.0 technology assisted global knowledge network as an organizations key asset

Aim of the Thesis is to study and understand the theoretical concept of Metanational corporation and understand how the Web 2.0 technologies can be used to support the theory. Empiric part of the study compares the theory to the case company’s current situation Goal of theoretical framework is to show how the Web 2.0 technologies can be used in the three levels of the Metanational corporation. In order to do this, knowledge management and more accurately knowledge transferring is studied to understand what is needed from the Web 2.0 technologies in the different functions and operations of the Metanational corporation. Final synthesis of the theoretical framework is to present a model where the Web 2.0 technologies are placed on the levels of the Metanational corporation. Empirical part of the study is based on interviews made in the case company. Aim of the interviews is to understand the current state of the company related to the theoretical framework. Based on the interviews, the differences between the theoretical concept and the case company are presented and studied. Finally the study presents the found problem areas, and where the adoption of the Web 2.0 tools is seen as beneficiary, based on the interviews and theoretical framework.

FLASH-OFDM System Performance Studies for Wireless Broadband Network Operator Services

@450 wireless broadband service is Digita’s mobile wireless broadband network service. In @450 network Digita acts as the network operator offering network capacity to service operators. For Digita it is important to know what kind of services its network is capable of and what are the network’s service parameters. The knowledge of the network parameters and the behaviour can be used in advance in the development of new service products. Before a new service product can be offered to service operators a lot of work has to be done. The basic testing is necessary to get an understanding of the basic functionality. The requirement specification has to be done and a new product has to be created. The new product has to be tested. The test results have to be analysed in order to find out if the new product is suitable for real use and with which limitations. The content of this Thesis is the development of wireless technologies, @450 service and network, FLASH-OFDM technology, FLASH-OFDM performance testing and the development of a new service product.