WATEEN

2011
WATEEN TELECOM
PAKISTAN
SUBMITTED BY
MUHAMMAD IMRAN HUSSAIN FALL-010-093
Submitted to
MADAM FARAH HAIDER

A Project on Wateen Telecom of Pakistan 05/02/2011
Prepared by Silent Challengers
DEDICATION
“The Holly Prophet Mohammad (PBUH) from where all

systems and standards for quality can be downloaded directly, which
are applicable everywhere; from daily life to the dynamically changing
business environment”.
&
“Our Respected parents, Our Respected Teachers and our friends whose
love, prayers and magnanimous support have a great contribution in my
carrier development and who taught us the true meaning of life”
_________________________________
A Project on Wateen Telecom of Pakistan

ABSTRACT
Telecommunication has always been the main field of interest of most of this
student of business and administration. For the past few years the immense
development in the telecommunication industry has received a tremendous
boost after when the government went on the privatization spree, opted for
economic liberation and lessened its control from the financial institutions. It
resulted in the stream of private telecom industry in Pakistan.
The telecommunication organizations were also affected by strategy, because

new organization provides better services then the old one. The wateen is the
largest telecommunication organization in the private sector and also faces the
high competition in the country like PTCL therefore it change its strategy in
the country and providing wireless, WIMAX and solution to the organization
at corporate level its also provide the services to the single user.
The reason behind selecting the Wateen Telecom Abbottabad is that this
organization is multinational company in telecommunication centre and is
consider one of the best institutions in the country.
This Project is the essence of personal observation and cognition process

during the one day of project program in wateen office in Mandian Branch;
Abbottabad.We observed the branch carefully and gained a lot of information
about Wateen.
All praises to Almighty Allah, who gave us courage and determination to

complete this project.

CONTENTS
PAGE NO
Acknowledgement I
Executive Summary II
CHAPTER-1
INTRODUCTION & HISTORY OF WATEEN 10
2.3 An overview of the company

2.3 The Abu Dhabi Group
2.3 Vision
2.3 Mission
2.3 Core Philosophy
2.3 Slogan
2.3 Objectives
2.3 Corporate History
2.3 Background and Associates
2.3 Scope
2.3 Limitations
2.3 Methodology
2.3 Wateen at technological edge
CHAPTER-2
THE WATEEN’S STRUCTURE 15
2.1 Company
2.2 Board Executive Committee
2.3 Wateen Shareholders
2.4 Key Suppliers and Partners
2.5 Wateen Affiliates
2.6 Wateen Venture

CHAPTER-3
WAREEN PRODUCTS AND SERVICES 21
3.1 Product Portfolio

3.2 Telephony
3.2.1 Fixed Line
3.2.2 Calling Accounts
3.2.3 Video Conferencing
3.2.4 Video Telephony
3.3 True Broadband Internet
3.3.1 WiMAX Broadband
3.3.2 Cable Broadband
3.3.3 DSL Broadband
3.3.4 Dial-up Internet
3.4 Secure Networks
3.5 Services
3.6 Hosted Solutions
3.7 Coverage
CHAPTER-4
ENVIRONMENTAL FACTORS
4.1 Micro Environmental Factors

4.2 Macro Environmental Factors
4.2.1 Political
4.2.2 Legal
4.2.3 Economic
4.2.4 Social
4.2.5 Demographic
4.2.6 Education
4.2.7 Technological

CHAPTER-5
RESEARCH SYSTEM
5.1 Observation
5.2 Experiment
5.3 Survey
CHAPTER-6
GENJERAL APPLICATIONS
6.1 Situational Analysis

6.1.1 Strengths
6.1.2 Weaknesses
6.1.3 Opportunities
6.1.4 Threats
6.2 Value and Motivation to Employees
6.3 Competitors Analysis
CHAPTER-7
Findings, Conclusion And Recommendations’
7.1 Findings
7.1.1 Customer complaints
7.1.2 Complaints Reaction
7.1.3 Low Browsing
7.1.4 Invalid User Name and Password
7.1.5 Unable to Acquire Resources
7.1.6 No Mobility across Different cities
7.1.7 Favoritism and Nepotism
7.1.8 Lack of facilities to the customer and capacity
7.1.9 Unequal distribution of work
7.1.10 Expensive
7.2 Conclusion
7.3 Recommendations
7.3.1 Customers Complaints
7.3.2 Favoritism and Nepotism
7.3.3 Unequal distribution of work
7.3.4 Facilities to customer and capacity
7.3.5 Mobility across different cities

Acknowledgements
All gratitude and thanks to almighty “ALLAH” the gracious, the most
merciful and beneficent who gave me courage to undertake and complete this
task. We are very much obliged to our ever caring and loving parents whose
prayers have enabled to reach this stage.
We are grateful to almighty ALLAH who made us able to complete the work
presented in this Project. It is due to HIS unending mercy that this work
moved towards success.
We are also very much thankful and presents salute to many individuals who
have helped us in shaping this project .we are also very much thankful to lot
of former fellows and contemporary colleagues who took the time and trouble
during the last few days to speak to us about the way this text could be further
improved. We have no words to express our gratitude to our supervisor,
Madam Farah Haider, G. C. M. S Abbottabad, for his intellectual guidance,
constructive suggestions, patience and wise comments without which it could
have been rather difficult for us to complete this project.
We highly appreciate the help and cooperation of the Mr. Rizwan Mir &
Mr.Muhammad Ghufran Wateen Telecom Pvt Limited Pakistan Abbottabad
branch,
We wish to express our deepest and sincere appreciation to all our friends for
their help, cooperation, and moral support.
The last but not least, we would feel incomplete without thanking to our
parents who pray for our brilliant success and bright future.

EXECUTIVE SUMMARY
The rapidly changing technology market in Pakistan, as consumers became more

aware and technically savvy over the last few years, offering immense potential
for new technological products and services. Wateen realize this potential and
follow the natural new product development process.
Socio economic, legal and political forces and their bearing on the market
dynamics were examined and it was ascertained that the market conditions are
volatile and uncertain. Consumers were found to be more aware and more
demanding and although the per capita income showed and upward trend; yet
they were found to be price sensitive as well
The market can be segmented into three clusters based on their SEC class
(Socio-economic class). These were declared as SEC AB, SEC BC and SEC CD
clusters. SEC AB preferred value for money i.e. price and quality, where all
value was attributed to the picture quality factor. SEC CD liked customer
service, maximum number of channels and variety of channels offered. SEC BC
preferred all of the six attributes and made little differentiation among them.

CHAPTER 1
INTRODUCTION AND HISTORY

An overview of the company
Wateen Telecom Limited is another venture of Abu Dhabi Group in the
telecom industry of Pakistan, after the launch of Warid Telecom (Pvt)
Limited. The company was incorporated in March 2005 and commenced
its LDI from
May 01, 2005. A present, the majority of the share holding (80%) of WTL
is with Warid Telecom International LLC and followed by 20% with Bank
Alfalah. The fresh issuance of share will eventually dilute the holding of
both companies
Wateen Telecom Limited was incorporated in Pakistan under the
Companies Ordinance 1984; on 4 March 2005.Wateen’s successful four
years of operations in the telecom industry of Pakistan speak for itself.
Some of the business’s salient features are presented below:
Wateen is the largest alternative LDI operator in Pakistan.
Largest commercial and first nationwide 3.5 GHz WIMAX network rollout
in the world covering 22 cities and more than 1100 sites (900 live).
Largest operator of Satellite services in the country (c. 500+ MHz in
use).
Wateen has one of the largest Optic Fiber network spanning over more
than 10,000 km (including Government of Pakistan USF projects) across
all the four provinces of Pakistan including metro connectivity in 22
cities. This network provides the backbone for Wateen’s National
Transmission Services. Wateen with its Managed Capacity services (OFC
& VSAT) serves almost all the major GSM and telecommunication
companies in Pakistan as well 86% of the Banking sector. Wateen’s FTTx
(for provision of Cable TV services) and infotainment products are also
being nurtured to ensure maximization of long term shareholder value.
Sales performance has also been quite encouraging and consistent with
over 20,000 monthly additions to the broadband internet and telephony
subscriber base. Sales growth has been far steeper compared to the
industry average, evident from the fact that Wateen enjoys over 60%
share of the wireless broadband market.
Wateen recently closed the largest syndicate financing transaction for
the year 2010 raising PKR 4.7 billion from leading banks in the industry
even in these challenging times showing the confidence of the market in

Wateen’s business model and operations. Wateen also successfully
closed one of the largest Islamic Financing deal in the same period.
ARCH-e’-decon a leading evaluator in the telecom industry estimated
current value of Wateen’s key strategic assets at PKR 17,289 million
translating into intrinsic value of PKR 52.5 per share. such a high book
value share will now be available through the IPO at par value of PKR
10.0 per share-a huge discount for the people of Pakistan to benefit
from
The Abu Dhabi Group

The Abu Dhabi Group is one of the leading business groups in the United
Arab Emirates and is one of the largest foreign investor groups in
Pakistan;
Under the leadership of its Chairman His Highness Sheikh Nahayan
Mabarak Al-Nahayan, the Group has grown to include diversified
business interests ranging from banking and financial services,
hospitality, construction, telecommunication services, real estate
development and management, manufacturing and various other
interests in industries such as sugar and healthcare;
Over the past 10 years, the ADG has invested over USD 2.0 billion in
Pakistan;
In recognition of H.H Sheikh Nahayan Mabarak Al-Nahayan’s
contribution to Pakistan, he was awarded with the Hilal-e-Pakistan, the
highest civil award in the country in May 2005.
Vision
To launch Pakistan into the 21st century digital revolution by providing
complete communication and media solutions to Telecom Operators,
Corporate, Consumers and to be the leading “Carriers’ Carrier” by
creating a world-class cutting-edge network to deliver a broad range of
reliable, affordable and quality customer-centric services.
To make Pakistan a regional communications hub, inter-connecting the
East with the West and Central Asia
Mission
• To provide affordable communication services that meet and
exceeds customers' requirements.
• To deliver high-quality, flexible and innovative solutions that is
cost effective and conducive.

• To provide complete customer satisfaction on time, every time.
• To make Broadband Pakistan a reality.
Core Philosophy
"Our core philosophy of honesty, transparency in customer dealings,
product innovation, excellence in customer service and our commitment
to be a responsible corporate citizen pervades this website”
Slogan
The Faith that guides.
Objectives
The objective of this project is to give overview of marketing strategy of
Wateen Telecom services to viewers in Pakistan. To launch Pakistan into
the 21st century digital revolution by providing complete
communication and media solutions to Telecom Operators, Corporate
and Consumers, to be the leading “Carriers’ Carrier” by creating a
world-class cutting-edge network and to deliver a diverse range of
reliable, affordable and quality customer-centric services. It includes
introduction of company and product, external and internal
environment, market and competitor analysis, and marketing mix.
Corporate History
Wateen Telecom is a part of Warid Telecom International LLC, an Abu
Dhabi Group company led by His Highness Sheikh Nahayan Mabarak Al
Nahayan. The Group is one of the largest in the Middle East and has
diversified business interests comprising oil and gas exploration,
Hospitality services, communications, banking, financial services,
automobile industry and property development. The Group has large
investment and a strong presence in Pakistan Owing to the significant
patronage from the Abu Dhabi Group, Wateen Telecom, as part of the
Warid Telecom International Group Company, benefits from an eminent
portfolio of distinguished shareholders of Warid Telecom International
L.L.C.
Simplicity Practical and easy-to-use
Friendship Customer satisfaction is foremost
Quality Premier Services; no compromises
Innovation Always at par with the latest technology
Honesty Practice what we preach; integrity, ethics and open
communication.

Background and Associates
In 1997, several commercial business companies came together and
formed the Abu Dhabi Group, which today consists of 10 companies, two
of which provide fixed and mobile communication services to users
throughout Pakistan. The Abu Dhabi Group consortium (The Abu Dhabi
Group) is one of the largest UAE based group of investors actively
participating in investment activities in Countries like Pakistan,
Bangladesh, Iran, Uganda, Republic of Congo, the Middle east and
growing. The market value of only the consortium portfolio can easily be
stated to be in excess of US$ 10 billion. The flagship entity of this group
is the 5th largest commercial bank,(Bank Alfalah) in the country which
was acquired in 1997 through the privatization program with a paid up
capital of PKR 13.5bn and an asset base of PKR389bn. Another group
company is Warid Telecom, which was founded in 2005 when the Abu
Dhabi Group saw an opportunity to accelerate the growing penetration
of mobile phones in Pakistan and submitted a bid for a GSM license.
With the 3 license in hand, the group tasked Warid Telecom with
differentiating itself in the marketplace by offering high quality,
enhanced security and reliable service. Within six weeks of launching its
new network, Warid was providing service to 1 million subscribers and
today, the provider is the third largest and fastest growing mobile GSM
Company in Pakistan. On the heels of that extraordinary success, the
Abu Dhabi Group then spun off Wateen Telecom from Warid in 2005 to
leverage the growing demand for broadband services and to further
evolve Pakistan into the 21st century digital revolution. Again, the goal
was to differentiate the company from its competitors by offering high
quality and reliable voice and data broadband service offered through
next generation technology.
Scope
We was provided the opportunity to ask everything about WATEEN so
we made equerries and got required information relating to WATEEN &
ABU DHBI Group of companies.

Limitations
Due to narrow span of 1 day it is impossible to fully coverage of
WATEEN. Moreover telecommunication is so vast that requires a long
commitment and devotion for learning
Methodology
This project is aimed at two levels; the first is at the branch level and
the second for the organization as whole. No secondary data is available
at the branch level; hence all the observations of the project are result
of primary data gathered from the organization from the following
sources:
The primary and secondary data is collected from the following sources.
• Introduction
• Wateen Management
• Brochures
• Internet
We interviewed the manager and few employees in mandian office and

collect the relevant data about their company and services strategies.
Moreover we collected information through personal observation i.e. we

take views and ideas of wateen customers about company services.
During the project one of the major problems was limitation of time and
less printed material available in the branch. But we collect information
by collective observation and division of work.
Wateen at technological edge!

Wateen Telecom offers a wide range of telecom services mainly WiMAX,
Fiber Optic and Satellite Services (VSAT) to retail and corporate clients.
It has been providing end to end solutions including triple play for
households (Voice, Internet and TV) and targeted corporate solutions for
Urban and rural connectivity. Its Customers include 26 banks. So far,
Wateen has 200,000 wireless broadband customers (60% market
share).It has an optic fiber network across Pakistan including metro
connectivity in 22 cities powering other telecom operators. It also holds
20% market share in the LDI business with more than billion minutes of
traffic volume.

CHAPTER 2
THE WATEEN’S STRUCTURE

2.1 Company
• Wateen Telecom is Pakistan’s one of the largest

communication company in the private sector that has helped
moving forward the country into a digital revolution with its
ability to seamlessly connect and enable smarter, faster, cost-
effective and flexible communication solutions to reach its
customers.
• Wateen Telecom Ltd continues to build on the heritage of its
parent company-The Abu Dhabi Group. We believe in
leadership through people. Our technology and service-delivery
strengths stems from our valued employees who have joined
Wateen from all over the world to earn customer trust and
loyalty with a continuing commitment to the deployment of
innovative products and services, reliable, high quality service
and excellent customer care.
• Wateen offers a complete range of carrier class telecom and
multimedia services like wireless and fixed line telephony,
broadband for data, internet and TV/multimedia along with a
host of other value-added services and applications like, DTH,
Long-haul, Metro Rings, HFC, VSAT, WiMAX etc., to
• Set the standards for a new era of communications and
entertainment in Pakistan.

2.2 Board Executive Committee
Wateen Telecom is led by some of the most prominent and
accomplished names in the world of communications. With
years pioneering experience, a comprehensive technology
vision and a focused and committed understanding of our
business and customers' requirements, the management team
of Wateen Telecom is an essential feature of our company's
sustainable progress.
1. Mr. Bashir Tahir Chief Executive, Dhabi

Group
& Advisor to HH Sheikh
Nahaya Mabarak Al Nahayan
2. Mr. Pervaiz A. Shahid
3. Naeem Zamindar (Chief Executive Officer)
4. Furqan Qureshi (Adviser to CEO)
5. Syed Jibran Ali (Chief Commercial Officer)
6. Sajjeed Aslam (Chief Financial Officer)
7. Aamir Anwar Khan (Chief Strategy Officer)
8. Ali Khan ( G.M Enterprise & Carrier
Sales)
9. Mian Omer Shah (G.M Customer Service)
10. Zafar Iqbal (G.M HR & Administration)
11. Amir Munsif Khan (G.M Information
Technology)
12. Naila Bhatti (G.M Media)
13. Shoaib Nazir ( Chief Technical Officer)
14. M. Mazhar Qayyum Butt(G.M Government
Regulations & Regulatory Affairs)
2.3 Wateen Shareholders

Wateen Telecom is a part of Warid Telecom International LLC, an Abu
Dhabi Group company led by His Highness Sheikh Nahayan Mabarak Al
Nahayan. The group is one of the largest in the Middle East and has
diversified business interests comprising oil and gas exploration,
hospitality services, communications, banking, financial services,
automobile industry and property development. That group has large
investments and a strong presence in Pakistan.
Owing to the significant patronage from the Abu Dhabi Group, Wateen
Telecom, as part of the Warid Telecom International Group Company,
benefits from an eminent portfolio of distinguished shareholders of
Warid Telecom International L.L.C including:
 His Highness Sheikh Nahayan Mabarak Al Nahayan, Member of the

Royal Family of Abu Dhabi, Minister for Higher Education and
Chancellor of the UAE Universities
 His Excellency Sheikh Suroor Bin Mohammed Al Nahayan,

Chamberlain of the Royal Amiri Courts and Member of the Royal
Family of Abu Dhabi
 His Highness Sheikh Hamdan Bin Zayed Al Nahayan, Member of

the Royal Family of Abu Dhabi, Deputy Prime Minister of UAE
 His Excellency Sheikh Mohammad Bin Butti Hamid Al Hamid, Ruler

Representative for the Western Region of the Emirate of Abu
Dhabi and Ex Chairman of Abu Dhabi Municipality and Town
Planning
 His Excellency Sheikh Saif Bin Muhammad Bin Butti Hamid Al

Hamid
 His Excellency Dr. Mana Saeed Al Otaiba, Advisor to the President

of UAE and Ruler of Abu Dhabi (His Highness Sheikh Khalifa Bin
Zayed Al Nahayan) and Ex Oil Minister of UAE
 Mr. Omar Ziad Jaafar Al Askari, Director United Bank Limited,

Pakistan; President and CEO of United Technical Services, Abu
Dhabi; President and CEO of United Eastern Investment
Corporation; Director of Fruit of the Loom quoted on the New York
Stock Exchange
 M/S Electro Mechanical Company LLC, Representative of M/S

Siemens in Abu Dhabi, UAE

2.4 Key Suppliers And Partners
• Motorola
• Huawei Technologies
• CISCO
• IBM
• Polycom
• Microsoft
• National Engineering System Integrators
2.5 Wateen Affiliates

The Abu Dhabi Group has several international investments including:
 Abu Dhabi Vegetable Oil Company - Manufacturer of edible

oils
 Al-Ain Palace Hotel - A 4-star hotel in Abu Dhabi
 Dhabi Contracting - A special category construction company
 Dhabi Drilling - Offshore rig operations in collaboration with
Sedco Forex
 Dhabi Enterprises Leasing - A company leasing several of the
group's real estate properties across Abu Dhabi
 Iranian Sanden Industries PJS Co. - A joint venture with
Sanden Singapore for the manufacture of car air conditioners in
Iran
 J.C. Maclean and Co. - Manufacturer of high quality furniture
 Le Royal Meridien Hotel - Previously known as the Abu Dhabi
Grand Hotel, re-branded in 2003 as Le Royal Meridien Hotel (it is a
5-star hotel in the heart of Abu Dhabi)
 Nama Development Enterprises - A representation of leading
companies in UAE in the fields of oil and gas, engineering,
equipment supplies, consultancies, etc.
 National Telesystems and Services (NTS) - A joint venture
with Bin Jaber Group Ltd. and Thales International Middle East
Holding S.A.L.
 Neo Pharma LLC - Manufacturer of pharmaceutical products

2.6 Wateen Ventures
Wateen Telecom's majority shareholder, the Abu Dhabi Group, is the

single largest foreign investor group in Pakistan. The group has diverse
business interests across the Middle East, Africa and Asia.
Abu Dhabi Group’s major investments outside the Middle East:
Alfalah Exchange Company - a fully licensed exchange

company
A joint venture between Bank Alfalah Limited and

GHP Financial Services Ltd. (Switzerland) - in the
business of fund management
Alfalah Insurance Company - a general insurance

company
Bank Alfalah Limited - the fifth largest and fastest

growing private bank in Pakistan with over 160
branches all over the country
Raseen is a company that develops and markets

software and applicatons for mobile and fixed
telecommunications networks
Taavun (Pvt.) Ltd. - a joint venture between the

Government of Punjab and Abu Dhabi Group, focusing
on property and real estate development
United Bank Limited - the third largest private bank in

Pakistan (major shareholding)

Warid Telecom Pakistan - the 3rd largest and fastest
growing mobile GSM company in Pakistan
Warid Telecom Bangladesh - the latest licensee for
mobile GSM services in Bangladesh
Warid Telecom Congo Brazaville- the latest full
communication operator including GSM mobile, WiMAX
and infrastructure
Wateen STM- a leading regional VSAT provider
Wateen Telecom (Pvt.) Ltd. - a complete

communications solutions provider

CHAPTER 3
WATEEN PRODUCTS AND

SERVICES
3.1 Product Portfolio
Wateen has chosen to place itself in the market as an umbrella
corporation for telecommunication needs. The company segments
its market as either whole sale or retail. The company offers diverse
options to its client based on their business and individual needs.
From broadband connectivity, telephony to Dark fiber and VSAT
connectivity, the company has chosen to exploit all possible
costumer segmentations.
Wateen’s Product Portfolio

Communication Solutions Media
Wholesa Dark Fiber VAR
le
Managed Capacity Hosted
Solutions
Telehousing
MNS
Retail Broadband Internet CPS Analogue and
Digital TV
Data Portfolio Calling
Card/Calling Online Gaming
Audio conferencing Account
Informant and
Video Telephony music portal
3.2 Telephony
The Telephony Life-Style...

The convergence of communication is not only impacting the way
we communicate and collaborate, it is essentially forcing us to re-
think the way we interact with each other. Wateen Telephony
brings you the ability to communicate and connect via voice with
your friends, family, clients and business partners seamlessly and
cost-efficiently..
3.2.1 Fixed Line

Wateen provides a high quality, hassle-free substitute to the
traditional landline for homes and offices, through its cutting
edge, high tech, state-of-the-art network.
3.2.2 Calling Accounts

Calling Accounts bring you to the world of hassle-free nationwide
and international calling. With Wateen Telecom’s corporate and
home account packages, staying in touch has never been easier
and economical as it gets. Our Calling Accounts are a complete
calling solution with both postpaid & prepaid billing modes, with
substantial savings for our customers.
3.2.3 Voice Conferencing

 A complete conferencing solution …
 Wateen’s voice conferencing server provides a high-end
conferencing solution to our business users. It will provide your
business with the perfect means to effectively deal with your
internal as well as external clients especially for multi-site
businesses, irrespective of whether the conference participants
are based in Pakistan, or abroad.
 By seamlessly integrating within your existing setup, our
conferencing solution will eradicate common problems such as
‘loudness’ and ‘echo’ and you would never need to worry about
limiting the number of participants due to space, distance or
cost constraints.
3.2.4 Video Telephony

As good as being there yourself …
Brace yourself to become a part of the 21st century corporate world.

Wateen’s Video Telephony will provide your business with an innovative

means of communication which will help in connecting geographically
disconnected offices.
Wateen Video Calling gives your business:
 The ability to connect physically dispersed branches & employees

 A cost effective mode of high quality, interactive, visual
communication
3.3 True Broadband Internet

Making broadband Pakistan a reality...
Broadband is a high-speed internet that enables messages or large

amount of information to be transferred quickly among computers or
other electronic devices.
Connecting to the internet through a dial-up is a thing of the past. A

broadband connection is the new way of doing business that is efficient
and offers up to 20 times faster speed than dial up. You now have the
option to go faster with Wateen’s broadband service on WiMAX, DSL or
Cable.
3.3.1 WiMAX Broadband

Powerful & Affordable True Broadband Internet Business Solutions
Broadband comprises of two integral fundamentals i.e.; capacity and
coverage. Combine these two features with last mile wireless
connectivity and you will have True Broadband Internet over WiMAX.
With Internet speed ranging from 128 Kbps to 2Mbps, surfing the
Internet is a whole new experience with enhanced speed, improved
productivity and substantial cost savings. Utilizing the trusted 802.16e
standard enables Wateen’s Wireless Broadband to easily adapt itself to
the needs of almost any network configuration.
At Wateen, we understand that your business is your lifeline. You and

your organization need Internet access to interact with clients, suppliers
and partners. Our goal is to provide you with a platform that offers the
most reliable and best performing Broadband Internet access. Whether
you are a small business or a large enterprise, Wateen has a right
solution for you.

3.3.2 Cable Broadband
Cable broadband is a term referred to providing Internet over HFC
platform. Through this medium the subscriber can have an access over
the internet services through hybrid fiber coaxial cable terminated into
an EMTA or a cable modem. The internet over cable is much faster than
an ordinary dial-up connection and helps you download data faster
compared to a traditional dial–up.
True broadband connection means that you can have a connection

ranging from a minimum of 128Kbps connection up to 1Mbps and you
can surf the internet to download favorite movies, videos or music in
lesser time.
3.3.3 DSL Broadband

In today’s competitive business world, corporate and entrepreneurs
have a growing requirement to transfer large amount of data, access
remote information in real time and maintain efficient network access
elements for online transactions. Wateen offers true and reliable
Broadband Internet and Data Access on the latest DSL technology,
operational in 30 cities across the country.
3.3.4 Dial-up Internet

Let Wateen take care of your needs for internet connectivity.
Currently, we are offering fully charged dial up services in 69 districts.
Wateen dial-up services offers you a complete internet solution.
Experience the Dialup like never before
3.4 Secure Networks

In today’s changing economic environment, information technology has
become an important source of maintaining competitive advantage.
While a transition is made from legacy IT infrastructure onto more
sophisticated architecture, secured bandwidth availability is becoming
vital for decision-making. Various business support applications
spanning simple functions such as data sharing to more complex tasks
like data warehousing and data mining rely on real-time information
update from geographically dispersed sites and users. These
applications are increasingly becoming ‘data-hungry’ as front-end tools
become more elaborate and complex.

With our end-to-end data services, customers can either opt for point-to-
point clear channel circuit that is a pseudo-wire connection, or go for a
managed Layer 3 IP-VPN that offers complete flexibility and scalability.
3.5 Services
As technology advances, network operators and service providers are
able to offer their customers an astonishing array of new services. Not
withstanding, these new opportunities also imply a new set of
challenges. Network operators’ business systems must be flexible
enough to adapt to the new services. Most operators’ business support
systems have been supplied by more than one vendor, which makes it
difficult to adapt and integrate them.
Wateen Telecom’s Services offering stretches across a value continuum

of service functions. Clients receive professional services through
Project Interface that covers the Plan and Build service functions.
Clients receive Managed Services through Service Interface that
ensures consistent global service delivery. Wateen Telecom offers the
following Managed Services functions: Support, Manage, Improve and
Innovate.
3.6 Hosted Solutions

Businesses no longer need to build and operate IT and telecom services
in-house. Instead they can acquire them through Wateen. This model
alters the character and business value of networking technologies.
Users only have to pay for the resources they require and deploy, just
as they do for the electricity and gas consumption. Service and
performance levels are guaranteed by stringent service-level
agreements that require up to 99.99% percent availability.
With Wateen hosted solutions, companies save on capital expenditures

by not having to purchase any infrastructure equipment, and also limit
operating expenses because no related maintenance, updating, and
personnel costs are incurred.
Companies that out-source network business functions via hosted

solutions do not lose control over their operations. This is because the
firms can negotiate the degree of in-house management and monitoring
they wish to maintain with the service provider - even if the system is
physically located at the provider's site.

3.7 Coverage
Available in 22 cities
Abbottabad Jhelum R.Y. Khan

Bahawalpur Karachi Sahiwal
D.I. Khan Lahore Sargodha
Faisalabad Multan Sheikhupura
Gujranwala Okara Sialkot
Gujrat Peshawar Sukhur
Hyderabad Quetta
Islamabad Rawalpindi
Unlimited Bandwidth Capacity
Recent years have seen a shortage of bandwidth capacity in the country

due to emergence of many new players in the telecom industry. Wateen
entered the carrier's carrier market with the aim of bringing a revolution
in the telecom industry, by providing a virtually unlimited capacity to
cater for the ever increasing bandwidth demands of the country.
Wateen aims to differentiate itself by providing strong Service Level

Agreements to its customers. With dedicated Account Managers and
24X7X365 Operations and Maintenance support, our customers can
enjoy international standard service that has never been provided
before in the country.
Dark Fiber Provisioning

Wateen’s Dark fiber or ‘unlit’ fiber is defined as an actual point to point
physical fiber along a right of way, but is unused and does not include
transmission equipment lighting the fiber. Wateen will provision and
maintain fiber optic capacity between selective locations where the
equipment necessary to power or light the fiber is provided and
maintained by the customer.
International Gateway
Our doorway for international traffic, i.e. Wateen’s International

Gateway is the intelligence behind all international calls. It consists of a

high capacity robust telecom infrastructure, through redundant
undersea cable and VSAT links. Wateen’s International Gateway is
connected via an intricate mesh network to leading telecom operators
all over the world, thus ensuring the highest level of availability and
competitive pricing, without compromising on quality.
Whether you are a wireless local loop operator in Pakistan, an

incumbent or PTT in South America, a cellular-mobile operator in Africa,
or a wholesale carrier in Europe, we have a solution for you, and offer
multiple modes of interconnection.
CHAPTER 04
ENVIRONMENTAL FACTORS
4.1 Micro Environmental FACTORS
4.1.1 Suppliers
Wateen is a corporate member Telecommunication.
It has established the relationship with many suppliers.
They don’t have any specific suppliers. Moreover it
includes different and a large number of suppliers for
obtaining raw materials.
4.1.2 Customers
Consumer markets are important for all organizations
by marketing perspective but for Wateen it is too
important because
It is related to Internet and telecom industry. Worldwide
consumer markets. Consumed in the 85 countries of the
world. Not only large but also dynamic, completely
focusing on changing behavior. Fictitious product will also
have a consumer market
4.1.3 COMPETITORS
Every company tries to provide greater value and
satisfaction than its competitor do. Following are the main
competitors of the Wateen Company -
 DSL
 PTCL
 Wi-tribe
Threats of competition come from external environment.
To improve its Competitive position Wateen has made joint
ventures with its competitors.
1.2 Macro Environmental

Factors
The macro environment has been discussed under the following

1.1 Political
The macro environment from the national and regional level
perspective, the last couple of years have seen a lot of turbulence
in the political arena. This as a result has translated into different
measures from the government from setting curbs on the media,
imposing watchdogs like PEMRA, to declaring freedom of press
and the right to freedom of expression.
1.2 Legal
The impact of legal structures and regulatory bodies on Wateen.
Regulations acted as stimuli and it affected the industry in various
ways, negative as well as positive. We see in the subsequent
paragraphs that the government curbs actually acted as stimulus
to create demand for different channels of distribution. As the
government regulated the transmission and broadcasts via these
regulatory bodies, the media and the masses went looking for
alternative means to transmit and receive information.
1.3 Economic
Low levels of spending in the social services and high population
growth have contributed to persistent poverty and unequal
income distribution. Pakistan's extreme poverty and
underdevelopment are key concerns, especially in rural areas.
1.4 Social
The socio cultural environment of Pakistan has seen some major
shifts in the recent past as Pakistan became part of the Global
Village due not only to the technological advancements, but also
due to opening up of the economy. As we became part of a global
village, there was more access to information about other
cultures, religions and customs. There were imprints of this
openness as our society adopted some of these while rejecting
others.
1.5 Demographics

The decline in population growth and death rates indicate the
future changes in demographics of the population. A substantial
number of households run their own businesses or are self–
employed. The major businesses are import/export,
manufacturing, and retail. The nature of business also varies by
region. Recognizing the growth of the middle class, several
multinationals have expanded the scope of their businesses in
Pakistan. Services have also witnessed an enormous growth,
offering attractive jobs and careers.
1.6 Education
Majority of the population with primary or no education live in the
rural areas of Pakistan. Ideas regarding the importance of
education are changing, aided by government programs to
promote education. There has been an increase in the number of
people attaining a level of education. Currently, the literacy rate is
54% in Pakistan. The government plans to improve it to at least
65% in the coming years. The main target is the rural areas where
lack of educational infrastructure and awareness are the main
constraints.
1.7 Technological
Probably the most profound affect has been made by the
technological advancements. Flow of information has never been
so swift and uninterrupted. Advancements in the fields of telecom,
satellite communication, and information technology have been
the driving forces behind this phenomenon.
CHAPTER 05
RESEACH SYSTEM
At Wateen, we believe that research can help us make better
services so that people avail a better satisfaction. The role of the
Wateen Research Center, is to help fulfill Wateen vision of Providing
Products and Services central to enjoying a good time for consumers
everywhere. Different marketing programs are initiated and planned for
every product of Wateen. With the Blend of primary data and secondary
data Wateen formulates strategies for every product, and also for every
country of the world. Wateen use three basic methods for obtaining the
primary data.
i) Observation
ii) Experiment
iii) Survey
i) Observation
Wateen observes the attitudes, lifestyles and behaviors of the
people residing in every different area of the Country. Wateen also
observes the major changes in the sericulture environment and hit the
target through Wateen products which are needed to be present in the
market.
ii) Experiment
 As Wateen spends huge amount of money on research in
market experiments in order to produce and provide better
service products in the market. Wateen do the experiments in
order to clearly determine the better services and other
products. And emphasis on the Market experiments
 Wateen keeps on investing in Research and more than 10000
people around the world work to improve, find, and discover
new product offers that are better for all of consumers so that
consumers can live a better life.
 Wateen always keeps an eye on its competitors and basically
greatly rely on competitive intelligence
iii) Survey
Wateen also conduct surveys for better understanding of the
consumer behavior, and stay up to mark according to the desires of the
consumers which help in better planning and implementation of
marketing mix as per required by the domestic and international
market.
So here for our new fictitious product we used this method for obtaining
the primary data. In this way we came to know about the point of view
and acceptance related to our product in the minds of people. The
Survey result is as follow

CHAPTER 06
GENERAL APPLICATIONS
Situation Analysis (SWOT)

The word SWOT stands for strengths, weaknesses, opportunities and
threats respectively. SWOT analysis is a tool with the help of which we
can measure the performance and prevailing condition of an
organization. In SWOT analysis we can easily identified the problem
facing by the organization and its remedial actions. SWOT analysis is

used to focus Wateen’s business to enhance strength and eliminate
weaknesses, take advantage of opportunities edge against threats.
Strengths
• Related Business: Wateen Telecom is already into
telecom business and has developed managerial and
technical capabilities.
• Innovation: The Wateen has an innovative addition

to the service as far as Pakistani market is concerned.
It is in line with the policy of the company to tap the
markets where consumers’ needs are not being
addressed.
• Brand equity: The Company has an established

brand name.
• Extensive distribution channels: Wateen has

extensive distribution channels for the distribution of
its new service.
• Market oriented: Company’s comparative

advantage lies in already accumulated knowledge,
experience and data in the field.
• Financial muscle: Wateen has sufficient resources to invest in

the new project.
Weaknesses
• Unpredictable market: Pakistani market is very
unstable.
• Unskilled workforce: Specialized training is

required for workforce and management to cope with
new challenges emerging from the introduction of the
new service.

• No existing alliances: The company is making
alliances with certain new suppliers for the equipment
etc. which, at present it does not have.
• Low initial returns: Return on investment is

initially low.
• Cannibalization: The Company has also launched

cable service for some areas. Due to launch of DTH
these services are cannibalize each other.
• High turnover rates: The Company has not been

able to retain good employees for long term. It would
also hamper the ability of the company to handle the
launch of new service successfully if the turnover rate
does not come down.
Opportunities
• General flaws of existing services: people are
not satisfied with the existing service because of
various reasons including interruptions, a lot of
advertisement, poor customer service etc. They have
responded enthusiastically towards the Wateen
service.
• Remote access: The biggest opportunity in

Pakistani market is that there are certain areas where
the services of competitors can not reach. In those
areas there are sufficient people who need the
services the company plans to offer. So, there are
sufficient unmet needs in the market which can be
catered through the Wateen.
• Inflexible existing services: In some areas the

existing services are not offering to satisfy the
customer. The Wateen services are promising as it
would provide exactly what customer needs.
• Growth in the market: The market for

entertainment is growing with the growth of middle
income segment in Pakistan. These customers are
increasingly demanding better services as far as
entertainment is concerned.
Threats
• Legislative environment: Negative legislative
developments remain a threat to the success of
Wateen.
• Downturn in economy: The down turn in Pakistani

economy might have impact on disposable income of
the population. General well being of economy always
has favorable impact on all the businesses Wateen
services would not be an exception.

• Little potential differentiation: It is expected
that other competitors would enter the market. It
might start price war between Wateen Telecom and
potential competitors. In that case there would be
very less differentiation Wateen would be able to offer
given the nature of the service.
• Increased bargaining power of suppliers: The

Company would need vital alliances with suppliers and
other partners. They might be suppliers of the
competitors. Suppliers’ bargaining power might
increase in that case making input costs high and
leaving the company in difficult position.
• Uncertain demand: It is very difficult to estimate

the exact demand for the service. There might be
variation which could result in losses for the company.
• Employee retention: The Company might lose its

key personnel to other competitors once they enter
the market. So, retention of good staff would remain a
challenge and losing it would always present a threat.
• Short product life cycle: The Company would

have to continually innovate given the nature of the
industry. Fast pace of technological developments
might render the services obsolete in few years and it
might be replaced by more advanced technology.
Value and Motivation to

Employees
Wateen provides the following benefits to its employees:
 Environment and Culture
At Wateen we have a unique environment to work for since it

houses a diversity of skills, backgrounds, viewpoints and
experiences from around the world. It is ensured that hiring is
based on merit, skill and ability, without regard to race, color,
religion, sex, national origin, ancestry, age, physical or mental
disability, military or veteran status, marital status, or any other
classification.
 Competitive Pay
Wateen’s pay and benefits programs reflect how many the

employees and their families are valued. These programs are
among the most comprehensive and competitive in our industry.
Wateen pay practices are designed to attract, motivate, retain
and reward employees with competitive base pay
complemented with short-term and long-term incentives.
Wateen believes in compensating employees in a manner
comparable to our competitors in the industry. Wateen also
fosters a pay-for-performance culture that provides employees
with opportunities to earn higher levels of compensation and
receive rewards tied to company, team and individual
performance.
 Comprehensive Employee Benefits
Wateen makes a significant investment in employee benefits, an

important part of each employee's total compensation. The
benefits program is reviewed each year to ensure that the plans
are cost effective and continue to provide competitive benefits
meeting the needs of our employees and their families.
Competitors Analysis
Long Metro FTTH Wireless Hosted System VSAT
Haul Broadband Solution Integratio
s n
Wateen Y Y Y Y Y Y Y
PTCL Y Y N y N N N
CyberNet N Y N N N N Y
Mobilink Y Y N Y N N N
World Call N Y N Y N N N
Super net N N N Y N N Y
6.1 Core Competency
FINDINGS, CONCLUSION AND

RECOMMENDATIONS
Findings
There are some findings of wateen which are:
Customers Complaints
Wateen has more complaints regarding with speed and connectivity.
The main problem of wateen is signal problems. Signals for Wateen
device are very important having less signals means, slower internet
speed.
Complains Reaction

In wateen there is very slow reaction on complaints. No fast reaction on
complains of customers should be taken.
Low Browsing
There is another issue in wateen is regarding with slow browsing. The
customers are not satisfied with regarding to speed as they are
expecting.
Invalid User Name and Password

The problem that customer suffer is Invalid user name and password
problem.
Unable to Acquire Resources

Another problem is that unable to acquire resource. This is because of
before all users can use there user name and password on same time
on many device. But now if any one shares his user name and pw then
he will face problem like this.
No Mobility across Different cities

Another problem is that there is no mobility possible across the different
cities.
Favoritism and Nepotism

During the employee’s hiring, selection, transfer and promotion there
done a lot of favoritism and nepotism.
Lack of facilities to the customer and capacity

In the office there is no appropriate facility for customer seating, they
stand for long time in proper manner because of lack of facility and
capacity poor facility counter services during the rush hours.
Unequal distribution of work
There is no proper manner of work distribution.
Expensive
Wateen is expensive and we need to pay a security fee plus some other
fee to installation charges etc.
Conclusion
After this wonderful opportunity at wateen telecom, we had learned
great knowledge. The company has a really great environment with
multinational structure and the employees are so much cooperative. But
as there are indigestive in any organization the wateen has also some
gaps which I mentioned before. Putting beside these problems this

corporation is very successful and will retain for a long time in stock
market.
Recommendations
With the help of deep analysis we give some recommendations of
various findings, which can be benefited to branch and also in favour of
customers.
Customer’s Complaints
There should be an information desk to provide the information and to
receive the complaints of the customers in the branch. There is no
complaint box in the branch and no person is available to take
complaints.
Every person can not go to manager to complaint because most of the
people hesitate. I suggest to management to install complaint box in the
branch, and recruit a special person for that purpose which give benefit
to the branch and also guide the people when they entered in the
branch.
Favoritism and nepotism

In Wateen we saw there is a lot of Favoritism and nepotism. Some of the
employees are transferred to various places due to the relationship they
have with upper class. If they are unsatisfied with those places they can
cancel their transfer in few weeks. WE saw that number of employees
performing work at the same seat from last couple of years. It put very
bad effect on employees who are hard worker and having potential.
So we suggest there should be no Favoritism and Nepotism and no
political activities should be undertaken and there provide a favorable
duration of time to employee to show his performance.
Unequal distribution of work

For every organization it is very important to distribute and provide
individual’s own work and duties. If there would be a work burden and
not clearly mentioned his responsibilities then he/she cannot perform
his work in proper and efficient manner and chances of mistake become
increased. So we suggest to the management to allot every individual
with his own duties for which he had been selected.
Facilities to customer and capacity

There should be proper facilities to the customer proper seating where
customer can sit properly and can wait for the person to whom they
may concern.

During the project we noticed that if there is proper seating and
capacity for the customer then it is benefited for branch as well as
customers of the branch.
Mobility across different cities

Wateen devices are WiMAX devices and they work on signals during our
project we noticed that most of the customers wants mobility of the
wateen devices because they want to use it in different city for there
business purpose.
WE suggest that if the mobility of wateen devices becomes possible in
different cities then it become so much benefited for the organization as
well as for customers.


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2011

MUHAMMAD IMRAN HUSSAIN FALL-010-093

MADAM FARAH HAIDER

“The Holly Prophet Mohammad (PBUH) from where all

A Project on Wateen Telecom of Pakistan

The telecommunication organizations were also affected by strategy, because

This Project is the essence of personal observation and cognition process

All praises to Almighty Allah, who gave us courage and determination to

A Project on Wateen Telecom of Pakistan

INTRODUCTION & HISTORY OF WATEEN 10

2.3 An overview of the company

THE WATEEN’S STRUCTURE 15

A Project on Wateen Telecom of Pakistan

WAREEN PRODUCTS AND SERVICES 21

3.1 Product Portfolio

4.1 Micro Environmental Factors

A Project on Wateen Telecom of Pakistan

6.1 Situational Analysis

Findings, Conclusion And Recommendations’

A Project on Wateen Telecom of Pakistan

A Project on Wateen Telecom of Pakistan

The rapidly changing technology market in Pakistan, as consumers became more

A Project on Wateen Telecom of Pakistan

INTRODUCTION AND HISTORY

A Project on Wateen Telecom of Pakistan

The Abu Dhabi Group

A Project on Wateen Telecom of Pakistan

A Project on Wateen Telecom of Pakistan

A Project on Wateen Telecom of Pakistan

We interviewed the manager and few employees in mandian office and

Moreover we collected information through personal observation i.e. we

Wateen at technological edge!

A Project on Wateen Telecom of Pakistan

THE WATEEN’S STRUCTURE

• Wateen Telecom is Pakistan’s one of the largest

A Project on Wateen Telecom of Pakistan

1. Mr. Bashir Tahir Chief Executive, Dhabi

2.3 Wateen Shareholders

 His Highness Sheikh Nahayan Mabarak Al Nahayan, Member of the

 His Excellency Sheikh Suroor Bin Mohammed Al Nahayan,

 His Highness Sheikh Hamdan Bin Zayed Al Nahayan, Member of

 His Excellency Sheikh Mohammad Bin Butti Hamid Al Hamid, Ruler

 His Excellency Sheikh Saif Bin Muhammad Bin Butti Hamid Al

 His Excellency Dr. Mana Saeed Al Otaiba, Advisor to the President

 Mr. Omar Ziad Jaafar Al Askari, Director United Bank Limited,

 M/S Electro Mechanical Company LLC, Representative of M/S

A Project on Wateen Telecom of Pakistan

2.5 Wateen Affiliates

 Abu Dhabi Vegetable Oil Company - Manufacturer of edible

A Project on Wateen Telecom of Pakistan

Wateen Telecom's majority shareholder, the Abu Dhabi Group, is the

Abu Dhabi Group’s major investments outside the Middle East:

Alfalah Exchange Company - a fully licensed exchange

A joint venture between Bank Alfalah Limited and

Alfalah Insurance Company - a general insurance

Bank Alfalah Limited - the fifth largest and fastest

Raseen is a company that develops and markets

Taavun (Pvt.) Ltd. - a joint venture between the

United Bank Limited - the third largest private bank in

A Project on Wateen Telecom of Pakistan

Wateen STM- a leading regional VSAT provider

Wateen Telecom (Pvt.) Ltd. - a complete

A Project on Wateen Telecom of Pakistan