Sip Report Dhawal

COMPUTOVISION

BUSINESS DEVELOPMENT

SIP project report submitted in partial fulfilment of the requirements for the PGDM Programme

By: DHAWAL MANKAR

ROLL NO. : 2013090

SUPERVISORS: Mr. PRASHANT P. GANDHI

Prof. SAYAN BANERJEE

Institute of Management Technology, Nagpur.

2013-15

Acknowledgements

To be able to succeed in any kind of project or analysis undertaken by a student, a lot of

encouragement, support and guidance is needed from many people. They may directly or

indirectly contribute towards the successful completion of your project and deserve to get a

mention along with my sincere gratitude.

Firstly, I’d like to thank Mr. Prashant P. Gandhi, founder and CEO at ComputoVision, for his

support and direction for the entire tenure of my SIP. He has been a constant source of support

and took us through all the processes and theories right from scratch. Along with him, I would

like to extend my sincere gratitude to the very kind and supporting staff of ComputoVision.

Their insights into the markets and their knowledge helped me to complete my internship

smoothly with thorough understanding.

I would also like to thank my faculty guide from IMT Nagpur, Prof. Shayan Banerjee for lending

his helping hand at all times and guiding me throughout my SIP. For someone like me who had

no prior experience in the marketing and sales aspect of the corporate, his insights and

experience was very encouraging and supporting.

I would like to also thank the people who have directly or indirectly contributed towards the

successful completion of my SIP, my parents, friends, all my team members and the other

supporting staff.

Dhawal Mankar 2013090 Page 2

ContentsIntroduction...............................................................................................................4

Objectives..................................................................................................................5

Brief description of concepts used introduced in study.............................................6

ComputoVision..........................................................................................................8

Work details.........................................................................................................12

Tabulations and findings/result...............................................................................14

Findings/Result:.......................................................................................................18

Summary..................................................................................................................19

Recommendations...................................................................................................21

Limitations of study.................................................................................................22

Scope for future improvements...............................................................................22

Sources of information............................................................................................24


Introduction

Today is the world of internet. Everything is going online. In India itself the number of internet

user is supposed to be 243 million by June end 2014. About 40% of world population has

internet connection. Internet has penetrated in every nooks and corner of world. Internet has

become a great avenue for business. With reach of internet spreading every second, almost all

businesses are going online. People are able to buy, sell, view all what they want at ease in their

own comfort zone.

India is one of the largest growing business hubs. Still there are many business owners out there

who do not have online presence. In order to tap those potential customers, ComputoVision was

established in 2012. ComputoVision, is an organization founded in 2012 by a team of

Entrepreneurs to offer complete end-to-end solutions to the customers. In a span of year where

they had started off with team size of 9, now have a head count of 43. ComputoVision have tried

best to satisfy each customer requirement to the best gaining 80% clientele into Web re-

designing and annual maintenance projects.

ComputoVision was founded up by 3 students in Leeds University and later they have shifted

back to India. They have their own development team in India. They have successfully

completed website re-designing works for 110 clients in span of 16 months.

ComputoVision is all about giving an Identity to any Business on the Internet. It has a vision to

make every business of the World go online in an affordable way with no compromise on quality

and customer satisfaction. It is a web development and web marketing company set-up by highly

motivated individuals who are passionate and artistic having a sound technical background. Our

core expertise lies in Responsive Website design and development, Web Hosting services, Portal

development, Ecommerce Development, Application development and Digital Marketing.


Objectives

To complete the task of lead generation for various services provided by company. It

mainly included cold calling or contacting referred clients followed up by client meet.

Ultimate task was to get in new customers.

To prepare sales strategy for company to increase sales. It includes making of a process

to approach new clients and pitch them into final deal.

Market research and market analysis to know current awareness among business owners.

It dealt with data collection from different customers and to know what is awareness of

website usage among them for their business.

Proposal development for different clients. It included making of presentation for digital

marketing clients to show them importance of social media and traffic it can attract to

their websites.


Brief description of concepts used introduced in study

1. Static website: It is a website that contains web pages with fixed content. Each page is

coded in HTML and shows same info to every visitor in page. It is most basic type of

website and can be prepared with ease. They don’t require any web programing or

database design to build them.

2. Dynamic website: It is a website that contains web pages which are created real time.

These pages are designed with scripting code such as PHP or ASP. When dynamic

website is accessed, the code within page is parsed on web server and resulting HTML is

sent to client’s web browser. Most of the large websites are dynamic in nature.

3. Responsive web design: Commonly referred as RWD, it is a web design that provides a

customized viewing approach on different browser platforms. A website that is created

using RWD displays different interface depending upon device and its screen size that

you are using. For example a responsive website may appear different in tablet than that

in laptop.

4. Web portal: It is specifically created web page that brings various types of information

together from different sources in a unique way. Generally, every information gets its

designated on the page for displaying information. It is up to user to configure which

information is to be shown. Generally a portal is any website like Amazon which has

variety of products i.e. different information on its page.

5. Search Engine Optimization: Commonly referred as SEO, it is a process or technique that

affects visibility of a website or webpage on search engine. The basic concept behind this

is that more a website or webpage occur in search result or that appears at higher rank are

most likely to be visited by viewers. SEO can target various search like image search,

video search, local search, etc.


6. Social Media Optimization: It is commonly known as SMO. Basically it is number of

social media outlets and communities that are used to create publicity to increase product

or brand awareness. Types of social media include RSS feeds, social news and

bookmarking sites and also social networking sites like Twitter.

7. Search Engine Marketing: Commonly referred as SEM; it is a type of internet marketing

that involves promotion of websites by increasing its visibility in search engine result

pages. Thus SEM uses SEO that manages visibility of website i.e. keeps it at higher order

or increases its frequency in result pages.

8. Web hosting: It is type of internet hosting service that allows individuals and

organizations to make their websites accessible via World Wide Web i.e.WWW. Web

hosting companies provides space on server that is either owned or rented by them for the

use of clients and also provides internet connectivity.

9. Content Management System: It is a computer application that allows publishing,

modifying and editing content from central interface. Commonly it is referred as CMS.

These systems help in establishing a smooth work flow in collaborative environment. It

can have manual steps or automated steps to manage work flow. CMS are often used to

run websites containing blogs, news and shopping.

10. Backlink Generation: Backlinks are links on third party websites that refer to clients

website. They act like vote of confidence or promotion. To understand in simple words, if

I have company named ABC and if I type ABC in Google search engine, the result page

will just show everything related to my company ABC even though it might be related to

some other topics. This is back link generation. It is used to beat competition as viewers

will have just your site as recommendations.


ComputoVisionAbout ComputoVision

Founded in year 2011

Vision: To keep a step ahead in competition by

•Providing excellent customer service and satisfaction

•Working with latest technologies to provide utmost Quality

Mission: To provide a platform for businesses across globe to compete in the

global market by delivering high quality, cost effective, reliable, result

oriented web and e-commerce solution On-Time for a global clientele.

Incorporations: Incorporated as ComputoVision Ltd in Manchester, UK | Company

No.:7778089

Incorporated as ComputoVision in Pune, India

Incorporated as PAPN Web Solutions LLP, India

Services offered by company

1. Responsive web design: It is a web design that provides a customized viewing approach

on different browser platforms.

Figure 1 Responsive Web Design


2) Portal Development: It is specifically created web page that brings various types of

information together from different sources in a unique way

Figure 2 Portal Development

3) Search Engine Optimization: It is a process or technique that affects visibility of a website or

webpage on search engine.

Figure 3 Search Engine Optimization


4) Social Media Marketing: It is a process of getting maximum traffic to your website using

social media sites.

Figure 4 Social Media Marketing

5) Domain Registration and Web hosting: Web hosting is type of internet hosting service that

allows individuals and organizations to make their websites accessible via World Wide Web

i.e.WWW.

Figure 5 Domain Registration and Web hosting


Some of the biggest clients of the company are listed below:

Multiurban Infra Pvt Ltd

People’s Coop Bank, Hingoli

NL Healthcare

Shubh Jewels

RM Associates

PCMC Helpline

Katariya Group

Sanghar Group

Platinum Sports and Fitness

Arihant Granites

Mahavir Institute

Rejuvien Health care

Mewar Ecommerce

A visual analytics of the company profile for the last 26 months is given below.

Web Redesign33%

Digital Mkt21%

Transfrd clients19%

New clients28%

Figure 6 Company profile for last 26 months


Work details

The work that I was entrusted by ComputoVision was that of ‘lead generation and sales strategy

for Web Development Company. I worked mainly on sales strategy formulation and

implementation. I was directly linked with the marketing department of the company. Following

work has been accomplished by me

Market Research & Market Analysis – Data collection involved

Client cold-calling & Approach – Client meets completed

Understanding client requirements and coordinating with technical team

Searching competitors and having meet-ups for third party outsourcing partnerships

Proposal Development as per requirements (9 different verticals covered)

Marketing Strategy Project – Involves developing a complete lead generation and

Sales plan for achieving targets and generating sales for selling services online

Through an ecommerce website. The project involves all activities related to online

presence of a brand/business. The work covered each stage of lead generation and

sales planning for selling services online through this website.

I was working in marketing and business development function in company. The main work of

this department was to approach clients for website designing, redesigning and digital marketing.

This involved cold calling clients or calling clients referred by present clients. It followed with

meeting with clients and giving him short demo of what is needed. I also worked in field of

market research and market analysis which involved data collection. Data collected showed the

trend of market i.e. what numbers of customers are interested in website designing or redesigning

and who can be potential customers. I also looked upon potential third party tie ups which will be

beneficial for the company. I also managed writing proposals for various clients. As a part of

marketing strategy project I also created a presentation that is used by the company to give demo

to new clients.

Marketing department worked in tandem with operations and technical department. Once the

customer confirmed the order, operations team used to take care of installments that customer is


going to pay. Also operations team handled the problems faced by customer. The technical team

was responsible to create the product that customer had asked. Thus the entire three departments

worked smoothly with one another to have efficient sales and after sales process.

The work done by me helped company to achieve its strategic mission in one way or other.

Project study completed by me assisted ComputoVision in gaining new customers which relates

to their mission statement of staying ahead in competition by having more customers.


Tabulations and findings/resultTable 1: Leads that were approached for sales.

Business Name Address Cell No status

doctor Indore 9981097659 dropped

sai finacals "Sai-Krupa", 1/357, Shree HSG society, Tambri

Vibhagh, Shivaji Nager,Osmanabad,,

Osmanabad 413501

090 96 490009 dropped

little scholars C 83, Sector 12, Near State Bank Of

Hyderabad, Kharghar, Navi Mumbai - 410210

(91)-

9820364848

dropped

arihant fibrotech F-62, Chordiya Niwas, Jaichand Chowk,

Lonavla, Maharashtra, India

9890197370 Will revert

back

ashok iron works pvt. Ltd. Ashok Iron Works Pvt.Ltd.,Corporate Office,

Mazagaon Road, Udyambag

9742260646 Did not

answer call

unigem fine jewellery Pune 9823060404 interested

nakoda silver and gold abhushan

pvt. Ltd.

Survey No 44/B , Near Kasturi Chowk, Raviwar

Peth, Pune - 411002

9324620726 dropped

aalankrit Delhi 9891197670 Dropped

Edvantage international

consulting services

Pune 9757237374 Dropped

viva beauty clinic Pune 9822098522 Dropped

Speciality Indl Polymers &

Coating Pvt Ltd

Pune 9960094569 dropped

CITI DENTAL CLINIC Kharghar 9920991323 Dropped

kaveri lawn Lonavla, Maharashtra 098 90 093677 dropped

Shree Krupa Enterprises kharghar 9820060342 dropped

New Hope Animal Hospital Shop No.4, Sharamik CHS,Plot No.17, Sector

20,Kharghar, Navi Mumbai

9833149004 dropped

just gorgeous pune 9545080808 Not

interested

rcl retail M/S. RCL RETAIL LIMITED NO.84/85, 9884866440 Will revert


WALLTAX ROAD,1ST FLOOR,CHENNAI –

600003

back

accra pac india pvt ltd Kothrud, pune. 9838438742 No answer

A.R. tutorials SS-4/10, FLOOR-1 , SEC 02, VASHI 9221440049 Will revert

back

VNS PRO PACKS Jammu Dropped

Urja The designer Store Pune 9730367773 Dropped

Jagrutee Creations Vashi 9323557855 Did not

answer call

Bohler India belapur dropped

Dento Care sanpada 9773503413 interested

Hindustan Trading agencies thane 9819433088 interested

JackN Jill Kharghar 9699087221 dropped

BelitaIndia Vikhroli 9819838959 Dropped

stepping Stone nerul 9820136632 interested

Glaze surface innovations malad 9836472819 Did not

answered

call

Superb Bakery Sanpada 9821229900 Dropped

Perfection Grooming Zone kharghar 9643668788 Dropped

JD Mables Survey No 12, Warje Jakat Naka Dudhne Nagar

Near Vithal Mandir, Pune Mumbai haiway,

Warje, Pune - 411058


back

Mahapragya Marble Bangalore Mumbai Highway, Vadgaon

Budruk, Pune - 411041

9822448712 Talks in

progress

K K Marble & Granite Vidya Nagar, Road No 7 Airport

Road, Vishrantwadi, Pune - 411015

8055082311 interested

Tirupati Construction Survy No 84, Laxmi Nagar, Kondhwa

Budruk, Pune - 411048

9970397713 dropped

Kiran Marble Near Jagatap Dairy, Kalewadi, Pune - 411017 8007131100 Talks in


progress

Armania Marketing Survey No 32 1 A 1 Godown No 2, Opposite

Hanuman Mandir Behind Shiv SAI Hotel, At

Pisoli, Pisoli, Pune - 411028


back

Nainaram Malviya Maruti Ali Chowk, Kondhwa, Pune - 411048 9372400699 interested

Gajanan Marble & Granite Sortapwadi Fata, Bazar Maidan, Uruli

Kanchan, Pune - 412202

9890356879 dropped

Om Sairaj Marble Fatima Nagar, Pune Solapur Road, Bhairoba

Nala, Pune - 411013


Atul ceramic center Near hotel kinross, Mumbai Pune Bypass

Road, Bavdhan, Pune - 411021


Shiv Prasad Sales Sushil Vihar,Shop No.1, Opposite IBM

Infocity ,Bhekrai Nagar Near Sarkhi

Restaurant, Pune Saswad Road, Fursungi, Pune -

412308

9881467074 Did not

answer

call

Aadesh Marble & Tiles Survey No 112, Opposite SAI Services

Godown, Pune Saswad Rd, Uruli Devachi, Pune

- 412308

9960301330 Talks in

progress

Siddhivinayak Marble Wagheshwar Nagar, Wagholi, Pune - 412207 8413992581 dropped

Nageshwar Marble & Granite Near Shah Petrol

Pump, Mutakewadi, Chakan, Pune - 410501

9766326591 Dropped

Shree Krushan Marbles Near Sahara Motors, Pune Nashik

Road, Manchar, Pune - 410503

9767152438 Talks in

progress

Doctor Bhalerao Eye Care Centre

& Opticians

Yash Chandra rang, Sudarshan Nagar, Shrusti

chowk, Pimple Gurav-Pimpri Chinchwad, Pune -

411061

9921048168 dropped

DR PAREKHS HOMEOPATHY

CLINIC

Office 123 1st Floor Pamar Park

1, Wanowrie, Pune - 411040

9975296389 Talks in

progress

Baherjee Advanced Homeopathy Survey No 52, Near Gagangiri Mangal

Karyalay, Dhanori Road Bhairav

Nagar, Bhagyodaya Nagar-Kondhwa

Khurd, Pune - 411048

9561449346 dropped

Ayurved Ashram Shanti Homes Plot No 154, Near Mount 9422318411 dropped


Carmel, Bibwewadi Kondhwa Road, Lulla

Nagar-Kondhwa Khurd, Pune - 411040

Suresh Traders 397 Radhavallab Apartment, Munjaba

Lane, Narayan Peth, Pune - 411030

9422089258 Talks in

progress

Matrix Biomedics Pvt Ltd Office Number 4 Ranjeet Complex, Narpatgiri

Chowk, Mangalwar Peth, Pune - 411011

020-26054612 dropped

Swaroop Medicals Chiranjeev Apartment Survey No 415a/5b Plot

No 11, Near Kasat Petrol Pump, Karve

Road, Karve Road Kothrud, Pune - 411038

020-25459418 Will revert

back

Paras Agencies 399, NR Quarter Gate, Laxmi RD, Nana

Peth, Pune - 411002

9822491081 Did not

answer

call

Ganraj Distributors 39 Durga Kripa HSC Soc, Bh Jogeshwari

Temple Opp Shantini Celler, Budhwar

Peth, Pune - 411002

9371004111 Talks in

progress

Supervene Inc 185, Phulwala Chowk, Guruwar Peth, Pune - 9422316371 Dropped

Prashant Medical S No. 220/10, Near deenanath Mange Dropped

skar Hospital, Erandwane, Pune - 411004


back

Parag Agencies 399, Laxmi Road, Nana Peth, Pune - 411002 9822491041 Dropped

SHUBHAAM SURGICALSS SHOP NO.3 SHIVSHAAKTI PRASSAAD

APPT., NEAR DR.GARG CLINIC, Off Pune

satara rd, Balaji Nagar-Dhankawadi, Pune -

411043

9890146376,

9657321900

Will revert

back

SHRI MEDICAL & GENERAL

STORESS

GULMOHAR APPARTMENNT shop

no.4, NEAR TULJA BHAVANI

TEMPLE, Balaji Nagar rd, Balaji Nagar-

Dhankawadi, Pune - 411043

9881748743 dropped

Shivam medical and general

stores

Fressiya appartments, shop no.3, Sadashiv dangat

nagar, Vadgaon Budruk, Pune - 411041

9403428652 Did not

answer

call

Laxmi medical & general store Sr no 13/3A, Near axis bank ATM, Shitole nagar

road, Sangavi, Pune - 41102


back

Anushka Enterpries not found 9881969495 dropped


Findings/Result:

After making up calls and meeting different customers, it was found that there is huge potential

customers in market who can opt for digital platform for their business. Pune is a city with mix

population from various parts of country. Traditional population that belongs to Maharashtra still

prefer in old ways of business. This situation can be exploited to company’s profit if these

customers are made aware of wonders what internet can do to their business.

Market is also rigid with respect to change of already what they are using. Enough convincing

has to done in order to to switch the customer to our company or to upgrade from what customer

is using presently. Still company is providing very competitive rate in order to drag in more

customers and stay ahead in competition.

Table 2: Sales made

Client name Contact address remarks

Hotel kamal 9595114953 Modi no 3,sitabuldi,

Nagpur

Dynamic website

developed

Arihant marbels 9579887950 Shivaji nagar, Pune Facebook marketing


SummaryComputoVision is new player in the market. Within span of 28 months it has grown in all

dimensions including its employees and customer base. As it is a new player in market, the total

market share is less. ComputoVision has good hold in western parts of Maharashtra and

Karnataka state. The main aim of the study was to increase awareness about website designing

and social media marketing in Pune and surrounding region.

ComputoVision provides good quality products at affordable and competitive rates. They have

launched web campaign stating development of website at just Rs 2014 only. This effective

costing is enabling them to gather more customers. Overall ComputoVision has great potential to

increase its market share.

The study provided great opportunity in hands on experience in sales and marketing. We

were given responsibility of developing the business in our area by applying all the marketing

theories. It helped us to gain on insight of the market.

SWOT Analysis:

Strength:

Amazing technical talent in website design and digital marketing services: They have

a good technical team which works 24*7 for customers to get them the best product.

Good market share in the Maharashtra region: they have established a settled market

in Pune and Mumbai region which are the main business hub of Maharashtra.

Good relationship with many high class corporations which they can leverage to gain

more customers. ComputoVision has always been very professional and cordial in


maintaining relationships with customer even after sales. This enables them to get

several references from already existing customers.

Weakness:

Too competitive market. The current market is full with many competitors.

ComputoVision being relatively new company has to find its way out of the

competition

Needs a lot of technical knowledge. The world is changing very rapidly in terms

of technology. What is today may become obsolete tomorrow. So there is

continuous need of adapting to technological changes in the field.

Not a great amount of awareness in the upcoming markets. Traditional business

owners need to make aware of power of internet for their business.

Opportunities:

A lot of markets which does not have a lot of good web development companies.

Globally there are many countries where there are not enough companies to

develop website. ComputoVision can exploit those markets.

A lot of businesses are going digital every day. This is the latest trend in modern

business which can serve company whole lot of potential customers

Threats:

It is a very competitive space, so there are low margins. ComputoVision needs to

be always price competitive to survive in price driven market. Always there is

threat to loose deal if some other competitor offers same deal in low price.

Customers can easily transfer to another service provider. Customer having plenty

of options can shift to competitor. They need to be aware and maintain a good

customer relationship

Uncertainty of technology change. This threat is always there as what is today

may be outdated tomorrow.


Recommendations

ComputoVision should have their office in prime area so as to attract customers with high

profile. Also with this they can get more walk in customer. This will help company to

gather customers who are willing to spend more . Also it will help in increasing the profit

margin per product as high profile clients opt for best product and are less concerned with

cost

ComputoVision should advertise aggressively to bring awareness among various strata of

society to get more clients. Till today there is some portion of society who are unaware of

advantages of internet that can do to their business. This section of society should be

approached by aggressive advertising or giving demo to such customers to make them

understand.

They should also go for tie ups with various third parties to increase sales. It is one of the

most effective techniques to get in more customers. Tie ups with third party vendors will

give them huge customer base on regular basis.

Getting into the international markets with a solid technical skill would make good

returns. Internet as we know is not confined to a region. ComputoVision should go for

international clients as in this field of business place of operation does not matter. You

can attend clients all over the world sitting at one place. Plus profit from international

market will be more and will increase the revenue of the company.


Limitations of study

There was no doubt about the fact that ComputoVision offerings were very unique and one of

their kind. However, as interns and being new to this field, it was difficult for me to interact with

clients and learn the art of actually ‘pitching’ a product. We were not aware about the kind of

responses people working in this field are expected to give and hence, we had to be very

impulsive while answering their queries.

Being interns, we were obviously not briefed about the internal trade secrets of the company and

its pricing schemes. Thus, there were times when clients would want to know some very specific

technical details and other information regarding the pricing strategies of the company. During

such times too, we were faced with some dilemma as to what information should be shared and

what information should be guarded. However, we were provided with some very good FAQ’s

guide as well as proper training was given about how to answer some key questions that the

customer may come up with. So, this limitation was reduced drastically up to certain extent.


Scope for future improvements

ComputoVision is good company which is growing at a fast rate. Internet connectivity is

increasing day by day. Also India is one of the fastest growing markets in the world. So they

need to grab the opportunity of such a vast customer base with both the hands. The products

offered by ComputoVision are good. They need to be price conscious in such competitive

market.

The company has less focus on the mobile application development platform, but now a day’s

lots of mobile application are coming up for various purposes. Hence, it is necessary for the

company to have a strong focus on the mobile development space as well.

Although, the company have a location in UK, it is necessary to establish further offices in other

parts of the world if the company is serious about being a global service provider.


Sources of information

1. www.computovision.com

2. ComputoVision Brochure

3. www.google.com

4. Interaction with the staff at ComputoVision

5. www.wikipedia.com

6. ComputoVision study material


Documents

Sip Report Dhawal