CETel Sales

BIZ CETel

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CETel Sales General Conversation | General Conversation

• General Introduction
  • thank you for visiting our CETel & Geolink booth during Cabsat 2013 and your interest in our services. / My name is Klaus Muth and I am in charge of Business Development and Sales at CETel Group. / During Cabsat you met my colleague, Meike Langer, and I would like to take this opportunity to introduce a little further our company as well as our satellite solutions. // CETel (Central European Telecom Services GmbH) is a leading provider of Teleport & Satellite Services worldwide with own Teleport facilities in Germany. /vTogether with our entities CETel Germany, CETel Middle East in the UAE and Geolink Satellite Services in France we provide end-to-end fix and mobile satellite solutions including Point to Point connections, VSAT networks, as well as broadband Internet services via satellite with several transponders of backbone connectivity.
  • For satellite network services we provide individual, customized solutions based on the various hardware systems like iDirect, SkyWan, Newtec, Hughes etc.
  • CETel Teleport has an excellent infrastructure embracing 14.000 sqm ground and 1.200 sqm technical /office space (3 separate buildings). / We provide redundant connections with 18 x STM-1, 50 x E1, 2 x GBit as well as multiple TIER-1 backbone (T-Systems, Vodafone, PCCW / Colt). / Furthermore, CETel has got about 30 antennas on various Ku- and C-Band satellites over Africa, Europe, Middle East and Central Asia. / Also attached you can find CETel executive summary for your review.
  • We would like to learn more about your business and we would appreciate if you could answer the following questions:

• Short introduction
  • Dear Mr. Doostafzoon, ... It was nice talking to you on the phone and thanks for your time.
  • Attached please find CETels executive summary as you requests. Here also is a brief introduction:
  • CETel is a leading provider of Teleport & Satellite Services worldwide with own Teleport facilities in Germany. Together with our entities CETel Germany, CETel Middle East in the UAE and Geolink Satellite Services in France we provide end-to-end fix and mobile satellite solutions including P2P, P2MP services, Marine solutions and VSAT networks, as well as broadband internet services via satellite with several transponders of backbone connectivity. For satellite network services we provide individual, customized solutions based on the various hardware systems like iDirect, SkyWan, Newtec, Hughes etc.
  • CETel teleport has an excellent infrastructure embracing 14.000 sqm ground and 1.200 sqm technical / office space (3 separate buildings).
  • We provide redundant connections with 18 x STM-1, 50 x E1, 2 x GBit as well as multiple TIER-1 backbone (T-Systems, Vodafone, PCCW / Colt).
  • Furthermore, CETel has got about 30 antennas on various Ku-Band and C-Band satellites, and we can access broad satellite coverage ranging from 68° West to 75° East.
  • CETel provides services for different fields (Oil and Gas, Government, ISP, NGO, telecom, …). As for Oild and Gas in Iran CETel provides service to different customers like OIEC, POGC and NDC.
  • Looking forward to hearing from you soon ... Best Regards

• Back and Forth
  • Thank you for the clarification of the hardware. / The / Based on your individual requests with different remote sites we calculated the services again. / Since these links are much smaller and we calculate with SCPC technology and not the more efficient CnC, the pricing of course increases. / Based on the available equipment the service charge will be about USD 2.200 / Mbps / mth. // Further note that for 2MB the 10W BUC is not sufficient and we recommend a 40W BUC.

• After Contract Signment
  • thank you very much for your confirmation and the signed scanned agreement. / We are looking forward to start this new service together with you. // As requested you already have the respective first invoices to proceed also on the financial side. / Once we receive the first payment for one-time fee we can purchase the respective line cards. / In order not to lose any time, our engineering & operations team can start the service also with stock/spare line cards available at the teleport.
  • Please print out two (2) originals of this service order and have each signed and initialed by an authorized representative of your company.

Email Angebot template

Dear Julian,

following our quote for the teleport service. There will be no difference if you uplink in extended or low Ku-band in terms of pricing.

1. Teleport Service
   1. Up-/Downlink via 6.1m antenna at CETel teleport in Germany (9m is currently in use but could be made available)
   2. 24/7/365 Helpdesk & Monitoring via NOC CETel teleport
   3. Hosting of 1 (one) iDirect Hardware VNO in redundant configuration (4RU)
   4. Provision of 2 (two) timing groups at CETel iDirect evolution Hub

1. Connectivity Service
   1. Internet connection via redundant fiber connection/backbone

1. Service Initialization (free-of-charge)
   1. Equipment installation & configuration at CETel teleport in Germany
   2. Frequency coordination & line-up
   3. Link activation

Price

• Monthly recurring costs: 5,960 USD (~350 USD/Mbps)
• Non-recurring costs: none
• Includes: 17MHz Up-/Downlink, 20Mbps Internet Traffic, 2x Timing Groups, Hosting, 24/7 Helpdesk + NOC

... ... ... ...

Terms & Conditions

1. Term of service: 12 months with automatic renewal for always 12 additional months if not cancelled in written with 90 days notice
2. Payment Terms for MRC: 1 (one) month deposit and service fees monthly in advance of each service month
3. Payment Terms for NRC: At date of order and receipt of proper invoice
4. Timing Group Availability: Offer is valid under condition of availability at day of service order
5. Price conditions: Prices are exclusive of any VAT, customs, duties, travel expenses
6. Effective Start of Service: within 1 week, after customer furnished equipment has been delivered
7. Hardware: Hardware VNO & Licenses, Line Cards, NMS, PP are provided by the customer
8. Satellite Capacity: Satellite capacity under condition of availability at day of order
9. SLA's applicable: CETel SLA latest version, and General Terms & Conditions apply

Looking forward to hearing from you.

Email service presentation template

Dear Sir,

thank you for your email and your request.

Would be pleased to talk to you about VSAT solutions.

We provide iDirect services on six satellites and would be pleased to inform you about our most recent rate cards for C-band on Arabsat 5C and AfricaSat 1A or for Ku-band on NSS6, NSS12, T11N and Yamal 402.

Dedicated services and higher data rates we always treat as project in order to find the best possible solution on GEO- and MEO-satellites. Hence pricing tables are not available for such services but we would like to make you aware of our customized solutions. Depending on hardware and data rate we can provide prices per Mbps below USD 500, on GEO-Satellites as well as O3B MEO-Satellites. We further offer a specific solution with pricing below UDS 300 per Mbps. All is available in your region.

In the beginning of our cooperation your role would be a man in the middle between potential customers and CETel. You only need a rough picture of our services to contact potentials. Me and my engineers would then do the consulting for the time you are building up the knowhow for doing it later by yourself. Due to the teaming agreement you are save with the customers you bring including all future independent of being an Agent or a distributor of CETel. Our consulting can be done remotely with you and also with you and your potential. If needed, we can also visit you in Iran in order to face potentials closer and consult them more detailed. We would also be prepared to visit you for a hotel or road show if you could bring more potentials together.

I am looking forward to further team sessions with you and a long and intense business partnership.

If you are interested in more details please get back to me.

(We are attending Cabsat show (pls. see footer) and would be happy to invite you to our stand Z2-103.)

(If you cannot make it there please call me or let me know where and when I can contact you best.)

Many thanks in advance, Klaus

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Dear Mr Davies,

Thank you for connecting with me.

I understand that Orezone Drilling has operations in many countries in Africa as well as South America. And I am keen to introduce my company to you as we deliver internet connectivity to support mining operations throughout Africa, the Middle East and South America.

CETel is a German provider of global satellite, fiber and wireless enabled communications solutions. We connect businesses worldwide with tailored turnkey solutions. I have attached our company profile for you review.

I am very interested to talk with you about your requirements for internet connectivity. I have just left you a voice message and I will be pleased to call you at a time of your convenience?

I am also interested to ask if representatives from your organisation will be attending the African Mining Summit being held in Gaborone on the 24th and 25th September. CETel will be showcasing our connectivity solutions for the Smarter Mine at the event and we will welcome the opportunity to present our solutions to Orezone Drilling. Will you or members of your staff be attending and can we schedule a meeting please?

I look forward to your reply.

With best regards,

Peter Wykes

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Guidelines from 2019_10_18

Dear Team,

In order to address the increasing amount of proposals and the corresponding requirement for Management Acceptance, we defined the attached guidelines.

The idea is to stay as agile as possible and to provide all of you with the quickest possible response. We don’t want to let our customers wait for offers because of lengthy procedures.

Please read the attached document and come back to myself or Dirk with any question you might have.

Depending on type and size of project and some relevant parameters, acceptance of Management is required. Some projects do not require this procedure.

For those, falling under the guideline, we do need the following.

Email with the following subject:

Permission to offer project XXX (project name)

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Parameters

• Customer Name: XXX
• Country of Origin: XXX
• Country of Service: XXX
• Technical Details: (short technical description, example: 12/4 Mbps, C-Band via Arabsat)
• MRR: XXX USD
• Gross Margin per Month: XXX USD
• Margin as per calc sheet: XX %
• Term of the Service in Month: XX
• Responsible Sales Rep and Engineer: (Example: Vera/Glynn or Atakan/Adrian)
• Any additional info/risk

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In order to allow for quick confirmation by even Mobile Phone, the above will be sufficient.

Please always attach the calc sheet in order to allow for a check in case of need.

Best Regards, Ralf

Questions

• General & Terms
  • Is this service/equipment already in use?
  • When do you want to start the service with us?
  • Which contract duration do you consider?
  • And as discussed please let us know your budget / target price for that?
  • When do you expect to start the service and which contract term do you consider?
  • What would be the contract duration?
  • When do you expect to start the service?

• Onsite
  • Do you have onsite service for possible line-up?
  • At which specific locations do you require satellite communication?
  • Is the technical equipment already in place? If yes, please provide us with the details
  • If nothing is in place yet, Which kind of equipment is planned to use (antenna size, BUC, modem type etc.) or are we able to suggest what our engineering team thinks would be best for your link?

• Services
  • Regarding your mobile services on vans, do you have therefor specific requirements in place?
  • Which applications are going to run on the this link?
  • Which application(s) you are going to use over the current link? Is it for internet use or another usage?

• Bandwidh
  • Do you expect the mentioned 3 Mbps duplex or the total data-rate would be 3Mbps and if the Total is 3Mbp, how do you want to share it between TX and RX?
  • Do you already have a very vague idea about the data rates?

• Satellite and Frequency
  • Do you already have a preference on a frequency band?
  • Are you already focused on a specific satellite?
  • Since you are using Arabsat and Nilesat, are you open or even focused on other satellite services?
  • Do you already have a preference on a frequency band (C- or Ku-Band)?

• Equipment
  • Which kind of equipment is planned to use (antenna size, BUC, modem type etc.) or are we able to suggest what our engineering team thinks would be best for your link?

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• Where are your remote stations located?
• Please confirm as mentioned a 64 kbps data rate for each site
• Please substantiate which services you request from us on site (survey, installation, frequency coordination, line up, run, etc.)
• Can you already state the start of service a bit more precisely than "end of 2013"
• What would be the contract duration?
• At which specific locations do you require satellite communication?
• Do you already have a very vague idea about the data rates?
• Do you already have a preference on a frequency band?
• Since you are using Arabsat and Nilesat, are you open or even focused on other satellite services?

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• Broadcast
  • How many TV channels are considered?
  • How about the data rate and other technical requirements of each channel?
  • Do you provide these channels via Internet to our Teleport?
  • Do you already have the equipment?
  • When do you expect to start the service and which contract term do you consider?
  • Which TV channels are considered to be broadcasted?
  • How do you like to provide these channels to our Teleport?
  • How about the data rate (you mentioned 500 to 1000 kbps per channel) and other technical requirements of each channel?

• Inbetriebnahme, Link parameter
  • Satellite and Transponder No.
  • Frequency parameter (Tx/Rx)
  • Modulation and FEC
  • Polarization RHCP/LHCP or Horizontal/Vertical
  • opt.: Public IP assingnments

Internet Preis

2016_02_01: Randgold Uganda

• 4Mbps: 1206/mth

2015_04_01: CETEL

• Wir zahlen 2014 etwa 12.600,00 EUR für redundantes Internet 1GB; €12,60/Mbps resp. $ 17,00/Mbps
  • Vodafone (1GB), 5 years term: EUR 5.700,00
  • PCCW (1GB), 1 year term: EUR 6.895,00 (bei 3 years wäre es EUR 1.000,00 günstiger)
• Beachte, dass i.d.R. alle services im inbound höhere Last haben, IP-TV dem allerdings entgegen läuft und somit im Schnitt günstiger kalkuliert werden kann
• Demnach wäre bei Auslastung ein Preis von 12,60EUR/Mbps gerechtfertigt
  • allerdings soll maximal eine 75%ige Auslastung angestrebt werden: Dann wäre 12,60EUR*1,25=15,75EUR ($21,30) angebracht
  • ansonsten kann ein Faktor gewählt werden, der der tatsächlichen Auslastung unterhalb der 75% entspricht
  • 40% Auslastung entspricht demnach einem Faktor von 2,5: 31,50 EUR / 42,50 USD

VSAT Backup Solution CETel

Arabsat 5C extended C-band

• 2018_01: The general pricing for the backup service on Arabsat 5C extended C-Band is divided in three service levels, depending on your individual back-up needs:
• Based on an assumption of a ratio of 1MHz : 2Mbps (2.4m remote antenna) the following Mbps pricing model would apply:
  • Back-up Gold: standby MRC USD 420/Mbps: including 2mth of usage, if 2mth will be exceeded, a rate of USD 990/MHz (USD 662/Mbps) will apply (in 1 mth minimum steps)
  • Back-up Silver: standby MRC USD 359/Mbps: including 1mth of usage, if 1mth will be exceeded, a rate of USD 1210/MHz (USD 783/Mbps)will apply (in 1 mth minimum steps)
  • Back-up Bronze: standby MRC USD 299/Mbps: pure back-up, in case of any usage, USD 1320/MHz (USD 843/Mbps) will apply (in 1 mth minimum steps)
• Minimum Term of 12 months
• Minimum Data rate: 10 Mbps (to get only back-up for larger links)

ABS 3a standard C-band liner polarization

• 2018_01: At the same time we are also negotiating with ABS to provide better options for the back up services.

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