Case Study Of Sunrister Corporation Develops Network Element Lease

With the continuous improvement of government’s focus on the informationconstruction, the way of promoting economic restructuring by information consumption andstimulating domestic demand development gradually become important in nationaleconomic development. In order to respond to the nation’s call, the ministry of industry andinformation technology adopts a series of concrete measures, which makes consumptionbecoming new power of stimulating economic growth. The ever-accelerated informationconstruction raises a claim to Chinese telecom operator itself; it also brings Chinesetelecommunication to full-service operations.Network Element Lease is one business of Chinese telecom operator and importantpillar industry in the process of national informatization construction. Network ElementLeasing means render client a service of various telecom network elements leasing businessby paid rent way so that to meet the demand of transferred information and self-networking.It includes: pipeline lease, optical fiber lease, wavelength lease, synchronous serial port leaseand communication equipment lease. Coverage area between nations, provinces, cities in thesame province and native place. The majority of clients are key accounts, the madeeconomic income has a series of chain reaction. It is easy to keep the annual sustainableincome in the context of improving service effective security. Network element lease is oneof Chinese telecom operator’s major income source.With the development ofinformatization multi-service, and the growth of customer quantity, the giant market vacuummakes the Chinese telecom operators choose to develop network element lease byintroducing virtual network operator. As a development way of Chinese telecom operatornetwork element lease,the virtual network operator has a necessity to exception onehand,the virtual network operator support Chinese telecom operators to expand business,bring more economic benefits.On the other hand, the virtual network operator shows variousproblems during the self-development. The sustainable and healthy development of networkelement lease is directly influenced by the consideration that how to get a better developmentprospects and get a win-win situation with telecom operators.This paper uses case study method, describes the network element lease of SunristerCorporation as a virtual network operator agent telecom operator (JISHI MEDIA).In sevenyears of development process, it helped JISHI MEDIA to start network element leasebrand,meanwhile, developed much for itself which gained a win-win results.Certainly, thedevelopment is not smoothly, by describing market itself or with partners, and also thesituations during development process, we overall analysis and discussion the problem ofthe virtual network operator network element lease. At first, we introduce the background ofSunrister Corporation and mainly discuss the six levels including: sales process gathersinformation, establish a trust relationship, demand creation, value presentation, and win acommitment and follow-up service. Analyzing the advantages and inferior of virtual networkoperators in the market competition exists. We make a summarizing analysis about theproblems we have during the process of project operation in order to find a solution of winning a commitment. At last, put forward the significant position and long-termdeveloping requirement through establishment strategic planning for virtual networkoperators itself so that to improve the necessity of mutual development.We expect that this paper can be guidance and have certain reference value to theprocess of telecom operators’ information construction, especially to the function anddevelopment prospect during the process for virtual network operators.