A STUDY ON

“INSIDE SALES AND DIGITAL MARKETING OF EDUCATIONAL HUB

(GetMyUnI pvt ltd)”
A Project report submitted for the partial fulfilment of the requirement for the award of the

degree of
MASTER OF BUSINESS ADMINISTRATION OF BANGALORE
UNIVERSITY

SAVITHRI S
MBA2018025
UNDER THE GUIDANCE OF
PROF. Dr.K.VENKATESWARAN

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 DECLARATION BY THE CANDIDATE

I SAVITHRI S, bearing Register No (MB2018028), hereby declare that this project titled “STUDY ON
“INSIDE SALES AND DIGITAL MARKETING OF EDUCATIONAL HUB”
(GetMyUnI pvt ltd)” is an original work carried out by me under the guidance of PROF.
Dr.K.VENKATESWARAN towards the partial fulfilment of requirement for the MBA programs of the
Bangalore University. This has not been submitted earlier to any other University or Institution for the
award of post graduate certificate.

DATE: - SAVITHI S
PLACE: - BANGALORE. (MB2018025)

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 ACKNOWLEDGEMENT

The perfect way to document this project would be to start with acknowledging all those
people who directly encouraged, supported me with their value added inputs without
them this project would not have been this better,

I would like to thank Dr.V.G. Dhanakumar, Director of MBA Indian Institute of

Plantation Management for their support

I would like to thank Dr. K. Venkateswaran, Chairperson of MBA Indian Institute

of Plantation Management for their support and guidance without which this report
would have been incomplete.

I would like to acknowledge Bhaskar. K MBA Co Ordinator of Indian Institute of

Plantation management for continuous guidance without which these reports have been
incomplete.

DATE: (SAVITHRI.S)
PLACE: BANGALORE

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 TABLE OF CONTENT

CONTENTS ACKNOWLEDGEMENT
DECLARATION
CERTIFICATE

CHAPTER-01 INTRODUCTION

CHAPTER-02 BACKGROUND
OBJECTIVE OF THE STUDY
NEED FOR THE STUDY
LIMITATIONS OF STUDY

CHAPTER-03 COMPANY PROFILE

INDUSTRY PROFILE

CHAPTER-04 RESEARCH METHODOLOGY

DATA ANALYSIS AND INTERPRETATION

CHAPTER-05 FINDINGS
RECOMMENDATIONS

CHAPTER-06 CONCLUSION
REFERENCE

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 CHAPETR 01
INTRODUCTION

INSIDE SALES

THEORETICAL BACKGROUND OF INSIDE SALES:

Inside sales

Inside sales is a process of selling products or services by personnel who reach the customer through
online or phone. Rather than connecting them in personally. It relies on the phone, email and the internet
to approach the customers. Insides unlike outside sales personnel, traditionally do not travel. They are
proactive about approaching the potential customers and engage in the cold calling. They also receiving
the incoming calls from the prospective customers and designate it tom inside sales.

The work of sales counselor effect the business to help the company to grow and
increase the revenue

Yes, the counselors play a very major role in the company, they directly or indirectly contact the students,
and understand their needs and demands and help them to choose the best and analyze the course and
college give complete details to students. They try to attract the interest of the students towards the
specified college they are campaigning, speaking politely and in soft tone.

History of inside sales:

The introduction of telephone and its use as a sales tool gave birth to inside sales. This was the main
distinguishing factor between the inside sales and outside sales. In 1980s the term “inside sales” was
created to distinguishing telemarketing or Tele-sales from higher-touch phone sales common with
business to business(B2B) and Business to consumer(B2C) sales practice.

To achieve the greater efficiency sometimes inside sales and outside salles personnel and practices are
paired together. For Ex…, inside sales personnel may handle the legwork of creating and organizing the
sales appointments for outside sales personnel, also know as lead generation. They are also used to upsell
incumbent customers.

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Inside sales trends

As the people are more comfortable with purchasing goods and services online or phone inside sales are
growing in numbers, inside sales is one of the fastest growing segments of sales and lead generation.

Most of the ways inside and outside sales people operate are through converging. Outside sales people
are increasingly making sakes remotely, when inside sales people are occasionally going out in the field.
New sales facilitating technologies have been adopted to change the customer attitudes towards buying
towards buying and sold to. This has led to a name for inside sales “sales in the cloud.”

Online lead generation: -

This is also known as “internet Marketing” which refers to the generation of prospective consumer
interest or inquiry into a business’ products or services through the internet. Leads can be generated
through-
Social media
Email Marketing
Online advertising
DIGITAL MARKETING:

Digital marketing is the marketing of products or services using digital technologies on the internet,

including through mobile phones Apps, using display advertising, and any other digital mediums.

Digital marketing channels are systems based on the internet that can create, accelerate, and transmit

product value from producer to the terminal consumer by digital networks.

Digital marketing’s development during the 1990’s and 2000s changed the way brands and businesses

use technology for marketing. As digital platforms are increasingly incorporated into marketing plans

and everyday lif, and as people use digital devices instead of visiting physical shops, digital marketing

campaigns are becoming more prevalent and efficient.

Digital marketing methods are

a. Search engine optimization (SEO)

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 b. Search engine marketing (SEM)

c. Content marketing (CM)

d. Influencer marketing (IM)

e. Campaign marketing (CM)

f. Data-driven marketing (DM)

g. E-commerce marketing

h. E-mail direct marketing

i. Display advertising…etc

Digital marketing extends to non internet channels that provide digital media, Such as

Mobile phones (SMS & MMS)

Television

History of DIGITAL MARKETING

The development of digital marketing is inseparable from technology development. One of the key

points in the start of was in 1971, where Ray Tomlison sent the very first email and his technology set

the platform to allow people to send and receive files through different machines.

The more recognizable period as being the start of Digital marketing is 1990 as this was where the Archie

search engine was created as an index for FTP sites. In the 1980s, the storage capacity of computer was

already big enough to store huge volumes of customer information. Companies started choosing online

techniques, such as database marketing, rather than limited list broker. This kind of database allows

companies to track customer information more effectively, thus the relationship between buyer and

seller.

Digital marketing became more sophisticated in the 2000s and the 2010s, when the proliferation of

devices’ capable of accessing digital media led to sudden growth. Statistics produced in 2012 and 2013
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shoed that digital marketing was still growing. With development of social media in the 2000s, such as

Facebook, LinkedIn, YouTube and twitter, consumers became highly dependent on digital electronic in

daily lives. Therefore, they expected a seamless user experience across different channels foe searching

products information. The change of consumer behavior improved the diversification of marketing

technology. Digital marketing is also referred to as ‘internet marketing’, ‘online marketing ‘or ‘web

marketing’. The term digital marketing has become the most common term, especially after the year

2013.

Digital media growth was estimated at 4.5 trillion online ads served annually with digital media spend at 48%
growth in 2010. An increasing portion of advertising stems from businesses employing online behavioral
advertising (OBA) to tailor advertising for internet users, but OBA Raises consuren of consumer privacy and data
protection.
DEVELOPMENTS AND STRATEGIES

One of the major changes that occurred in traditional marketing was the “emergence of digital marketing” this
led to the reinvention of marketing strategies in order to adapt to this major change in traditional marketing.

As digital marketing is dependent on technology which is ever-evolving and fast changing, the same features
should be expected from digital marketing developments and strategies. The portion is an attempt to qualify or
segregate the notable highlights existing and being used as of press time.
a. Segmentation: More focus has ben placed on segmentation within digital marketing, in order to target
specific markets in both B2B (Business to Business) and B2C (Business to Consumer) sectors.
b. Influencer marketing: important nodes are identified within related communities, known as
influencers. This is becoming an important concept in digital targeting. It is possible to reach
influencers via paid advertising, such as Facebook advertising or google awords campaigns, or through
sophisticated SCRM (Social customer relationship management) software, such as SAP C$C, Microsoft
Dynamics, Sage CRM and salesforce CRM. Many university now fouse, at masters level, on
engagement strategies for influencers.

To summarize, pull digital marketing is characterized by consumers actively seeking marketing content while
Push digital marketing occurs when marketers send messages without that content being actively sought by
recipients.

1. Online behavioral advertising

2. Collaborative Environment

3. Data-driven advertising
4. Remarketing

5. Gaming advertising

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 INDUSTRY PROFILE

Education Industry

At present one of the main industries which is booming is education industry which
provides the instruction, information, and training to the students. The institution may
be government as well as private. India holds a leading position in the global education
industry. Our country has more than 1.4 million schools and colleges put together with
over 227 million students who have enrolled and more than 36,000 higher education
institutes. India is known to be one of the largest higher education systems in the world.
However, the confusion in the minds of the students still exist while choosing a course
after their 10+2 education for their Under graduation and also Post graduation. Indian
college framework is, in numerous parts, in a condition of disrepair. In a large portion
of the regions in the nation, advanced education enrolments are low, just about two-
third of Indian colleges and 90 % of Indian schools are evaluated as normal on quality
parameters. In numerous states college arrangements, which also includes that of bad
habit chancellors, who have been politicized and have ended up subject to rank their
college names. Creating awareness among the student about various colleges around

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nation with the alumni reviews will help the aspirants to learn about the college and the
courses availed by the colleges.

The quantity of graduates leaving specialized universities expanded to more than 7

lakhs in 2011 from 5.5 lakh in FY 2010. However, as indicated by the study 75% of
specialized graduates and more than 85% of general graduates do not have what it takes
required in India's most requesting and high-development worldwide commercial
ventures, for example, Information Technology.

These innovative worldwide data advancements organizations directly or in a

roundabout way utilize around 23 lakh individuals, under 1% of India’s work force.
India provides one of the highest pools of in fact gifted graduates on the planet. Given
the sheer quantities of looking for instruction in designing, science and arithmetic, India
faces overwhelming difficulties in scaling up limit while looking after quality. This is
where online education portals come into play. These portals help students in choosing
their interest of course and learning more about the course and its career opportunities
along with the colleges that offer the course of the candidate’s choice.

GetMyUni is an online education search portal which is ventured by Times Internet

company and are one among the fastest growing college choice search portals in India,
which is greatly used by many aspiring students to make their right college decisions.
Their key metrics include 4 million students monthly with page views of 10 million
monthly.
This is a commercial center which interfaces the education searchers with the education
providers. Information regarding various educational institutions, courses, projects,
grants and confirmation notices for undergraduate programs, professional courses
giving proficient degrees or certificates and advanced education in India on the site.

With 67% of potential students utilizing web search engines as their first option to
search information for good education institutes and 9 of every 10 have no idea as to
which school they wish to go to while they are researching for the colleges, it's more
critical than any other time in recent memory to ensure that your site looks and works
to an elevated requirement to appear within the top searched results.

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The education industry unlike other industries, users look for higher education
information and don’t just pause at the homepage, but also go around through the
website to find out more information regarding admission and courses, student
associations present in the college and even the details about what life is like on campus
with the student reviews.

The choice of which graduate institution to attend is one of the important decision that
someone will make in their lifespan so it’s very vital that these aspects are covered in
brief to allow the potential students to make knowledgeable decisions and these are the
main objective of any education search engine portal and GetMyUni focuses on SEO
(Search Engine Optimization) to increase their traffic.

Search Engine Optimization which is also known as SEO, refers to the processes by
which search engines such as Google and Bing determine website rankings in search
engine results pages (SERPs). On the off chance that your site isn't up to the standard
that the web crawlers expect, you may not appear inside the initial couple of pages of
list items, implying that your webpage is less inclined to be tapped on by the correct
guests. As a fact, it may not be seen by prospective students by any stretch of the
imagination

This is why a strong SEO for higher education campaign is so important to have: it
make sure that your website receives the most exposure most possibly by the right
audience and also increases the potential visitors to the website in turn increasing the
traffic which is a profit sign for the company.

Transformation comes about for advanced education are frequently slower than
numerous ventures. Such a vital life choice needs cautious thought, with 44% of
forthcoming understudies changing over somewhere in the range of 60 and 120 days
after first looking on an advanced education site and numerous proceeding to visit the
site various circumstances amid this period to discover additional data. This is the
reason it is critical for an advanced education SEO campaign to be continuous, as the
time scale that individual clients spend on the site may go from various weeks to a
couple of months.

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GetMyUni considers SEO campaign very strictly with constant update of the content
with long tail, short tail and LSI keywords which helps in the up scaling of the page
ranking in the Google scrolling helping the GetMyUni website rank top and increasing
the page views.

1.1. COMPANY PROFILE

GetMyUni is online education portal where common people get information about the
various colleges and courses offered by them. The online website also provides the
information about the fee structure, hostel fees, infrastructure, etc. The company gets
in contact with the people who are interested and give the information personally and
if they are interested in getting admissions then the company takes the initiation and
gets the job done. This is GetMyUni.

Type Private Company

Founders Upneet Grover & Hardik Thakkar

Industry Education Industry

Founded 2015 May

Headquarters Bangalore, Karnataka

Service Online Educational Portal

Employees 90 FTE's

Website www.getmyuni.com
Current
Status Active

Table 2.1- Company Profile [Source: Company Data]

 Getmyuni is headquartered in Bangalore, Karnataka. Currently, Upneet Grover is

the CEO of Getmyuni.

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  Getmyuni is a search engine that allows students to get fees, placements,
admissions, reviews, exams and scholarships information of various colleges.
 It ambitiously aims to remove hurdles and aspires to be a catalyst in providing an
online boutique for students.
 GetMyUni is a bridge to fill the gap between Universities and students.
 They work hand in hand with the best players in the Education Industry to offer
them highly screened student leads by mapping the generated leads with universities
through data dissociation by our skilled team of data scientists.
 It also has a specific team of highly adept counselors who are constantly striving to
repair the mind blocks of students and streamline the process of their university
search.
 Getmyuni's main competitors are Shiksha.com, Collegedunia.com,
Targetstudy.com etc.
 As of August 2018, Getmyuni has 6.9K fans on Facebook and 443 followers on
Twitter.

History:

When it has turned into the standard to whip out our smartphones to check online
surveys and reviews for everything—be it for another eatery or the most recent
Bluetooth speakers, the procedure for college search and revelation is as yet done the
old-fashioned way. Youths whittle down their list of universities to apply to from
magazine rankings or from what their associates are stating. They invest a ridiculous
amount of time doing research work, making the entire procedure tedious and time
taking.
Hardik Thakkar and Upneet Grover wound up in this circumstance when they were
hoping to seek colleges for their post-graduate degrees. Companions since their days in
Infosys, the two would constantly talk about their thoughts and were certain that they
needed to begin an organization together.
In June 2014, they at last concluded that they want to begin something that functioned
as as a social college seeking portal. They started Getmyuni in 2015 May to enable the

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 students to pick the right university through comprehensive reviews and associate
appraisals, drawing in discussions and alumni class interface.
While looking up colleges for their Post-Graduation, both Hardik and Upneet attempted
to get relevant data from friends and furthermore to speak with individual
students/graduated candidates to comprehend the advantages and disadvantages of
every college.
There was scattered data accessible on various discussion forums and they generally
needed to depend on individual associations to get peer data. Along these lines they
needed to principally center around the social connect part of Getmyuni.
The duo team began Getmyuni after considerable preparation. Hardik has moved on
from the group. The underlying difficulties for the startup incorporated the trouble in
sourcing client created content and motivating students to compose college reviews
without spending cash on it. Accordingly, they made campus ambassador programs,
solid referrals and in product advertising programs and were fortunate to have a decent
informal exchange going around. It happened with the goal that they were astounded
by the number of stude who were eager to encourage and help the aspirants and thus
composed long and sincere reviews.
Type of Business:
GetMyUni is a online education portal that helps students to decide on their course and
which college to choose from with the highest student rating for their
Undergraduate and Postgraduate course from varied discipline of their choice.
This is a college matchmaking site, where students can make a profile and see which
universities may be ideal for them. This website can be extremely useful in their college
seek since it gives them a chance to keep a running list of universities that they are keen
on once they make a profile.
The stats are displayed in an extremely easy to understand, direct way that is
straightforward. Students will likewise discover grades in view of student reviews for
everything from campus food to academics to the gathering scene, so they can get an
inside see-through at what individuals truly consider the school.
It offers the students to discover right university, help them make the correct choices
and furthermore helps them to complete the choice viably. Students can review
universities, courses and colleges and furthermore read about on the GetMyUni website

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.

Vision and Mission of GetMyUni

In a world where skills are becoming redundant and new skills are gaining prominence
every day, a huge chunk of students lack necessary exposure to the different avenues
and colleges which can shape their interests and career to great heights, GetMyUni
ambitiously aims to remove hurdles and aspires to be a catalyst in providing an online
boutique for students who just do not want to settle for a mediocre career by helping
them find the right course and the University.

Market Break:
GetMyUni thought of another income stream where they were empowering brands and
organizations to contact students through events and competitions. They began
profiting to help the business until they at long last got supported by the Times Group
in 2015 ($50,000), and began to pick up and started to see an traffic activity of 5000
individuals in a month which increased significantly to 10K every month in the pinnacle
season. With that subsidizing in addition to the incomes expanding month-on-month
they could scale to a million clients for every month on the website. Their income run
rate is at Rs 10 lakh. The income model of the website incorporates producing and
offering high caliber, checked student leads to universities that are the correct fit, and
furthermore promotions and student enlistment.

Path towards becoming one of the biggest college search platforms:

Each industry in the ongoing days is picking up force through user reviews.
Organizations are trying really hard to build up their client/customer encounter as the
ratings/feedback given by these customers is one of the main considerations impacting
further business. There were a ton of websites which were benefiting from the same and
were driving clients to produce reviews on their site. There were a considerable measure
of organizations utilizing client produced content as their driven thought in making a
database. A portion of the cases in the market – Zomato, Glassdoor, Mouthshut are the
examples of this.The education division had market pioneers like Shiksha who have
been in the business for a long time like around 9 years, however none of the players in
the business have strived to make a database of user produced
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content. The alternative of reviews has dependably been on these websites, yet the
thought was not driven forcefully, and this is the thing that GetMyUni needed to focus
in any case and which by chance turned into the sole thought for the establishing of the
site.

Exactly when GetMyUni was gathering energy, it confronted a mishap in mid-2016

when one of the founders, Hardik Thakkar chose to stop and proceeded toward the
smoother, greener fields. When everything was disheartening, there was a slight
promise of something better when the movement gradually began expanding to 20K a
month in March' 16 to 100K per month in April' 16 to 600K a month May' 16 to 1
Million per month in June' 16.
This is the place GetMyUni started to put stock in themselves and were prepared to go
up against huge players like Shiksha.com and Careers360. With a slight change in state
of mind, the right recruitment and with a huge amount of motivation they hit the 4
Million traffic stamp in the year 2017 with 9 Million online visits to the website pages.
They are likewise giving free arrangement to JEE MAIN 2018 exam. They trust that
they have begun to have a constructive influence on students by empowering them to
settle on educated decisions and getting them free scholarly counseling from our
academic counselors.

1.2. AREA OF OPERATION:

GetMyUni is a Times Internet backed education-tech startup disrupting the college
admissions space in India. It is a searching portal for the aspirants where they can search
for colleges, university news, entrance exams for admissions, and college fests and
events, colleges to compare and even write a review.
It is one of the rapid growing online educational portal. The website currently offers
information about 12000+ colleges. They have largest database of engineering,
management, medical, paramedical, pharmacy, commerce, architecture, fashion,
hospitality, law, science, arts, computer application, mass media and communication,
veterinary sciences, vocational courses, animation, agriculture, dental, education
related information.

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Students can search for the top courses & entrance exams in India. The varied number
of choices the website provides, helps the aspirants to widen their choices and to make
a right decision.
With the higher browse option where students can search the right and better choice by
typing the discipline, degree interested and in which country students want to study in.
The portal provides many solving competitions to showcase student’s talent, solve real
life problems and even get rewards.
Every student has a gift of unique ability to express himself/ herself in a specific way,
they needed to know their ability and showcase that specific talent in the encouraging
platforms.
GetMyUni provides such an encouraging platform to showcase student’s talent, where
it also provides rewards for the students.
GetMyUni monthly scholarships is open to all (postgraduate or undergraduate), from
any discipline, any year and any college. Chooses five lucky winners of every month
and awarded them with the cash prize of 2000 each.
This platform also offers internships for the all college students with the relevant skills.

ORGANIZATION STRUCTURE OF GETMYUNI:

Higher level
management
Mid level
management
Lower level
management

Figure 2.1- Organization Structure [Source: Company data]

The above pyramid shows the three different levels of organization which consists of
higher-level management midlevel, management and lower level management. The
higher-level management consists of CEO and a manager who takes care of the whole
company by taking main decisions in challenging situations. The mid-level
management consists of the team leaders of the different teams who leads the team
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members. The low-level management consists of the team members where the team
members have to work based on the instructions given by their higher authorities. The
various departments in the organization and their works are listed below

Operations Team-
This team is the revenue generating team and is also called as Business Delivery Team.
They take care of the admissions of the students reaching out for help to the website
with their choice of course. They handle calls, chat facility of the company website
giving the students what they require and following up on them. They form the “Digital
Marketing” side of the company. They have Voice and Digital teams under operations.

Technical Team-
The team is responsible for the technical supervision and process of the company which
handles the website design, web page front end and back end working and the way it
looks. They take in inputs from the content team with respect to the modifications that
they need in the back end of front end per say.

Human Resource Team-

The HR team consists of only 3 members where the HR head does multiple tasks like
recruitment of leads, team members, interns, payroll fixation, employee engagement,
new talent acquisition, client and customer relationship management. The HR team
members follow up on the new joiners who are selected and take care of their offer
letter and on boarding activities.

Content Team-
This team develops the content of the website from adding the colleges, exams and
courses. The College team takes care of the information, fees, courses, admissions,
application process and eligibility criteria for each college. The Exam team gives
information about the various exams for different courses conducted across the nation.

Business Development-
They plan for business improvement by getting in clients for the company also working
out for new campaigns for the clients in order to get students enrolled through the
website. Their busy season of working is April to June.

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Product or Service profile:
GetMyUni is a one-stop-arrangement making course and university choice simple for
aspirants hoping to seek undergraduate (UG) and postgraduate (PG) courses across the
nation and abroad; additionally, available to users progressing through the site,
Getmyuni.com belongs to Times Group venture. With this solid brand family,
GetMyUni offers its clients the extraordinary benefit of altered services like Alumni
Employment Statistics.

1.3. SIZE OF THE ORGANIZATION:

 Manpower: 55 permanent employees in different functional areas and 35 interns
(Temporary FTE’S)
 Turnover: Rs.5-6 cr.

1.4. COMPETITORS INFORMATION:

For any industry or an organization for that matter there should be some competition.
The education industry is booming now a days and it has got many numbers of
competitors. When we consider GetMyUni as an organization which was established at
the mid of 2015 has many numbers of tough competitors who have already been
established and doing good in the field. This is one of the good things to say that the
company is growing despite having all these competitors. Some of the main competitors
of GetMyUni are mentioned below.

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1. Careers360

Careers360 is a data-enabled and technology-driven Educational Products and Services

Company, Careers360 seamlessly integrates millions of student and institutional data
points with the user generated preferences of its more than 15 million+ monthly visitors,
to build sophisticated Prediction and Recommendation products for the students to
explore and achieve career plans, based on their interests and abilities. The company is
Driven by more than 210 members young team, and cover more than 20,000 colleges,
250 courses and have 250 products, from exam preparation to college recommendation,
used by over 15 Million students every month
Careers360 is a hub of activities on everything to do with education. Our Products,
Content, question and answers and, Experts help students, parents, policy makers,
educationists and academics in taking informed decisions. The organization is driven
by data, tools & products. Careers360 enables the best decision for every student, every
time.
2. HT campus

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HTCampus.com is a platform where students can get comprehensive and reliable
information on various colleges, courses, exams and career options. With cumulative
services, Credible information and innovative products. HTCampus.com has helped
innumerable students make informed decisions about their career.

3. College Dheko

CollegeDekho was launched with an aim to fundamentally changing and improving

the journey of college selection process for students. All this has been enabled through
the dedicated focus on building a robust service network as well as better unit
economics and revenue streams. The online platform lets students compare colleges,
select courses, determine cut-offs for their desired courses and access other career-
related content. With a database of 22,000 colleges, it connects students to relevant
colleges. It claims to provide authentic, comprehensive and unbiased information about
colleges before seeking admission. The company has made considerable progress
towards making the technology extremely intuitive and user-focused. One of the
popular features in this product is college recommendations that understands the profile
of a student and suggests appropriate colleges.

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4. Shiksha

Shiksha.com is a one-stop-arrangement making course and school choice simple for

students hoping to seek after undergraduate (UG) and postgraduate (PG) courses across
the nation and abroad; likewise, available to clients moving through the site's versatile
site. Started in 2008, Shiksha.com has a place with Info Edge (India) Ltd, the proprietor
of set up brands like Naukri.com, 99acres.com, Jeevansathi.com, among a few others.
With this solid brand family, Shiksha offers its clients the one of a kind benefits of
modified tools like Alumni Employment Statistics that incorporates compensation
information fueled by Naukri.com.

The site is a storehouse of solid and legitimate data for more than 14,000 organizations,
40,000 or more courses and has an enlisted information base of in excess of 3.5 million
students. They offer particular data for students inspired by UG/PG courses in India
(shiksha.com) and Abroad (studyabroad.shiksha.com) over the most prominent
instructive streams – Management; Science and Engineering; Banking and Finance;
Information Technology; Animation, VFX, Gaming and Comics; Hospitality, Aviation
and Tourism; Media, Films and Mass Communication; Design; Medicine, Beauty and
Health Care; Retail; Arts, Law, Languages and Teaching; and Test Preparation.

Educational lookers get a customized involvement on their site, considering instructive

foundation and profession enthusiasm, empowering them to make all around educated
course and college choices. The basic leadership is engaged with simple access to
itemized data on profession decisions, courses, exams, universities, criteria for
admission, qualification, fees, placement insights, rankings, reviews, grants, most

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recent updates and so on and additionally by communicating with other Shiksha.com
clients, specialists, current students in colleges and graduated class gatherings. We have
presented a few students oriented items and tools like Career Central, Common
Application Form, Top Colleges, College Compare, Alumni Employment Stats,
Campus Connect, College Reviews, College Predictors, My Shortlist and Shiksha Cafe.

The active ask and answer network which is known as Shiksha Café has more than 1000
specialists noting profession and university related inquiries. Students can make
inquiries, take part in discussions and stay connected with most recent news, articles
identified with their interest in education. Shiksha.com is India's most intelligent
college portal that mixes advanced education related area learning, with innovation,
development, and believability to give students customized bits of knowledge to
influence educated to profession, course and university choices.

5. College Dunia:

It is a broad internet searcher for the students, guardians, and education training industry
players who are looking for data on advanced education division in India and abroad.
One can depend on Collegedunia.com for getting most concise and pertinent
information on universities and colleges.

Students can utilize Collegedunia.com as one stop goal to look about their dream
college, accessible and interested courses, admission process and parcels more
intelligent tools to ease the way towards discovering place of graduation. The site has
the archive of in excess of 20,000 schools and 6000 courses sorted in various streams
like Management, Engineering, Medical, Arts and considerably more. One can arrange

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 universities based on area, ratings on the website, ranking, fees and cutoff for various
competitive exams.

1.5. FUTURE GROWTH AND PROSPECTS:

GetMyUni intends to build the most grounded college proposal tool and believes that
as of now a considerable measure of students are being misinformed by the consultants
which operate offline to suit themselves, and if there is a fair website, which bases a
student’s experience, marks and capacities, utilizing propelled calculations, to give
them the correct arrangement of university suggestions, that the company’s product will
be a super achievement.
Getmyuni has around 12,297 colleges listed and 210,055 with the reviews written by
students on its portal. From the time of its incorporation the team says that they have
over one million sessions, which is growing month-on-month at 60 percent.
Getmyuni is also looking to tap into the market for students wishing to study abroad.
Looking into venturing student loans for the aspirants whom come to the website for
admissions. That’s like the next step to pitch in from the business perspective because
student’s education loan is an important aspect for the candidates who are in need of
money and interest to study.
Already working an association called INCRED for the education loan opportunity for
the aspirant.
Right now, the Business development team approaches the clients and seeing at the
current traffic of 2.5 to 3 million on the website which is increasing on a higher trend,
they are looking forward for the clients to come in to invest in the company’s website.
Also, they are planning on helping the students with the training for attending the
competitive exams by tagging along with training institutes to give training for these
exams.

1.6. RECENT ACHIEVEMENTS OF GETMYUNI:

Operations Team:

Have reached highest ever revenue of 5.73 lakhs on a single day

On an average Operations Team generates 4 lakhs revenue per day

Combined efforts of Business Delivery Team made GetMyUni get a new TT Table

24
 Voice team’s Lead generation has increased about 700 CIL since last Town hall

CR% has taken a hike from 10% to 17.5% from Voice Acquisition end

Highest revenue has been generated by Voice Acquisition is 2.4 Lakhs

Email capacity has increased to 5.5 Lakhs from Digital Acquisition end

Highest revenue generated by Digital Acquisition till date is 3.61 Lakhs

Even though they have less campaigns we maintained 1.5L/day revenue

They got a new Email Panel for offline lead sheet uploading

Overall improvement in quality of leads compared to last year

Search Engine Optimization:

We have got 24.72% hike in the traffic compared to previous week, ie: 8,69,560
sessions. Previous week=6,97,000

Rating schema is live for all the exams.

Implementing featured snippets by creating tables in college fees page, admission

pages, course pages etc.

Started “Sarkari Result” new category project to generate traffic.

Decided to implement Word press CMS on Exams. getmyuni page.

New Design SEO friendly Top search pages are up. (Optimization of HTML tags)

PBN site back link Strategy- Buying domains and websites and improve our backlink
profile.

Business Development:

New Clients On boarded: 6

IBMR, Adarsh AIMIT, Deepshikha Group of Colleges, NIIT, IIBS Bangalore, BFIT,
Educesta, Medvarsity, NMAT by GMAC, NIIT & APG University - Onboarded Clients

Clients On boarded: 91

25
Content Team:

NCERT Solutions - Prototype is under testing and will be live very soon

Boards are now live with the new URL.

Colleges - Ranking shot up for Courses and Placements Keywords

FAQs for Blogs are now live for the college monk

Created a separate Landing Page for Career Guide and is live (the college monk)

Started working on YouTube videos, Quora and reddit (the college monk)

Domain Authority for college monk increased to 25

NCERT Solutions- Added 278 Questions and Answers

Boards are now live (new category)

Exams & Colleges- Started new experiments to get featured

Adding FAQ’s in the blogs (the college monk)

The new design is now live for the college monk

Stats for Content Team

1.7. OVERVIEW OF THE DEPARTMENTS IN THE COMPANY

GetMyUni is a service sector which comes under education field which is helpful for
both the students as well as colleges, where students get information about the colleges,
courses offered, fees, admission details and all other information required for them
about the colleges. On the other side the college also get to know that how many
students are interested in their college and whether they are willing to join the college
or not, sometimes they also get admissions done by the Company. In order to make
these things happen easier and smooth there should be a well-maintained team and good
team leader who works really hard in order for the betterment of the company. The
success of the company also depends upon the departmental structure of the company.

26
GetMyUni follows vertical organisation structure where the higher authority manages
and controls the employees and make the work done. The employee must work
according to the instructions given by their higher authorities. The overall departmental
structure of the company is shown below with the diagram.

CEO

HR

Business
Tech Content Operations
Development

Figure 3.1-Departmental Flow chart [Source: Company data]

In this type of departmental structure, the CEO comes first who looks after the overall
things and takes proper decision in any situation and looks after the company. Then
comes the Human Resource (HR) who takes care of the recruitment process, resource
allocation, meeting the clients and other process. Below the HR the other department
comes where each department has a leader and some number of workers working below
the leader. The detailed information and description of the each and every department
of the company is given below.

27
The Chief Executive Officer `

The Chief Executive Officer also shortly known as CEO is the officer who has ultimate
responsibilities for an organization in terms of management. The CEO appoints other
managers in order to assist him in carrying out the other works and responsibilities of
the organization. The leadership quality of the of the CEO is very much important in
order to manage the company in all the situation day in day out, and to implement the
long term and short-term plans of the company. The CEO bridges the gap between the
board and the management of the company and helps to communicate to the employees
on behalf of management. But in GetMyUni there is no management the founder
himself is the CEO and he need not create a bridge between employees and management
because there does not exist one. Some of the main duties and responsibilities of the
CEO are listed below

To lead the managers and other co-workers in a right path which helps in the
development of the company and helps the company to achieve their goals
To take proper decision in implementing the long term and short-term plans in
accordance with the strategy.
To make sure that the expenditures of the company is within the official annual budget
of the company.
To deliver the proper information to the subordinates so that they do their work properly
and no resources get wasted.
Looks for the future expansion of the company

28
 Human Resource

The main duty of the Human Resource is to look after the employment records related
to hiring, transferring, promoting, and terminating the employees. They also explain the
human resource policies, procedures, laws and other legal information to the existing
employees. All the hiring process paper works should be maintained and processed.
Whenever there is the shortage of employees is the duty of the HR to recruit the
employees and fill the gap. Their work is administrative in nature which involves
documenting the following things

Grievances

When the employee undergoes any problem in the organisation then it is the duty of the
HR to help him solving it and provide better environment.

Termination

When the employees are not efficient and not working properly it is the duty of the HR
to terminate the employee. There are certain process which has to be looked after by
the HR of a company in order to terminate an employee. This is one of the main job of
the human resource manager.

29
Absence record

It is the duty of the HR manager to keep track the absentees list and the pay will be
deducted accordingly

Performance reports

To do the performance report of the employees and analyse whether there are any extra
skills required.

Recruiting

The process of selecting, short listing, and appointing suitable candidate for the job is
done by HR

Training

In an organization if there is any requirement of new or extra skills for the employees
the it is the duty of the HR to help them get trained in specific field so that the employee
can work further.

At the company they have 3 members in the Human Resource department where in they
used to look after all the common HR works and also look after the finance related
things related to hiring, talent acquisition, employee engagement and other related
things. Talent acquisition is identifying the talent and skills of an employee and provide
proper job which is suitable for his skill and ability. If the employee needs any extra
skill, then employee will be trained respectively according to the requirement.

The human resource team consists of 3 members and the hierarchy of the team goes
like this.

 Human resource Manager

 Human resource Intern
 Human resource employee

Human resource manager keeps record of the employee and looks after the financial
aspects of the company. The HR intern looks after hiring the interns and the employees
of the company

30
Technical Team

The technical team leader’s responsibility is to develop and install the software for the
organization’s computer systems. Whenever there is a technical problem it is the duty
of the tech team to trouble shoot the problem and help them for the successful execution
of the projects. The roles and responsibilities of the technical team in GetMyUni is
mentioned below.

 They provide the solution to the technical problems emerged in an organization and
also provide the software knowledge to the employees.
 They work both on the frontend and backend. Frontend is actual website what the
people see in the web. And backend is where the data and other things are added.
The things which are added in the backend will be appearing in the frontend.
 They also optimise the search engine which will be helpful for those who search in
the company website.
 They also implement the changes to the previously installed software in the
organization to meet the demands
 If the other teams in the organization asks for any changes in the software, they
make the changes
 Tech leaders also responsible for securing the necessary license and permits which
are required for the team to execute projects.
 There is a designer who designs the frontend of the company website
 Another part is they code the things due to which the front end works properly. The
operations in the front end happen due to the coding.

31
The Technical team hierarchy is given below

1. Technical head
2. Junior Tech people
3. Lead UI UX designer

Business Development

Business development team’s main priority is to make their company get new clients
and sell their product and service to the existing ones. They directly help in developing
the business of an organization which in turn helps the company to get more revenue.

 The business development teams main season starts from April till June because
that is the time when people seek for admission in colleges.
 During that season the business development team has more work and after that
they are done.
 The job of the business development team is they reach out to the different colleges
who will be wanting the students for admissions and help them getting students
 The college reach the portal and they give their requirements based on the gender
age income etc.
 Sometimes the Business development people also reach out to the colleges in order
to get some business.

32
 Once after the season is over then they will be reviewing their work
 They will be finding out the ways to get better results next time. Also will be
checking the clients whether they are worth or they could have got the better clients.
These are the post season works.

The business development team consists of

 Business development Lead

 Senior Business development Manager
 Business development employees

Content Team

The content team is also called as SEO team which is abbreviated as Search Engine
Optimisation whose process only affects the visibility of the website or a web page. The
content team works on the backend providing all the information required by the people
who visit the website. Content team provides the information in various fields of
education which are listed below. The Content team plays one of the major roles
because this team is informative and providing information is one of the important
thing.

33
 Colleges

College team provides the information about the different colleges available for
different courses throughout the India. It is very important for the students to know
some information about the college before deciding which college to join. The content
team gives that information which will be very useful for the students in taking better
decisions.

 Courses

Provides the information about the various courses the duration of the course and other
information related to it.

 Fees

Provides the fee structure for the different courses offered by the different colleges
throughout the India

 Exams

Provides the information about the competitive examinations to be taken in order to get
the admissions in various colleges

 NCERT

Provides the information about the textbooks and also provides the answers for the
workbooks given by the NCERT

 College infrastructure

Provides the information about the facilities college has like hostel, canteen, library,
ambience, internet etc

 Admissions

Provides the admission details and admission procedure for the various courses in
different colleges

 Article writing

The content team members write the articles on the different colleges which gives the
brief information about the college when the people read the article. They need not

34
search for any information in other web sites. All the information will be provided in
the article itself

 Quora

The content head named Abhimanyu Saxena helps people by answering the questions
asked by many of them. This helps the people know more about the colleges and the
company websites gain more viewers which in turn helps the website to increase its
Google ranking

All the information provided by the content team is genuine and are from the original
website. Since the information cannot be fake and cannot be copied and it is also
subjected to copyrights issue when it comes to the NCERT textbook and answers
related thing, so the information provided is genuine. The content team also provides
the information about the entrance exams conducted by the college.

The hierarchy of the content department consists of

 Content manager
 Content team leads
 Content employees

Operations team

Operations team is one of the main wings of the company because operations team is
the one which provides the revenue income for the company. Operations team contains
the greatest number of workers in the organization. They will be contacting the
individual and will be enquiring about their interest in the college and subject. They

35
 will be provided with all the information about the college, course, fees and other
things. If they are interested further the admission process will be carried out the
organization itself. From the college the organization gets money if they complete the
admission process. This is how the operations team generates the revenue. The revenue
generation process is listed below.

 Collecting the details of the students

 Contacting the individuals
 Providing the required information
 If interested, then they proceed for the admission
 Admission for the college
 Payment of fees

Co-ordination among the departments and operating procedure

The company needs to have good co-ordination among the departments in order to
achieve common organization goals. All the departments need to work together if one
department does not work then there will be no co-ordination and the objectives cannot
be achieved Hence all the departments should go hand in hand. The operating procedure
and synergy among the departments is shown in the below Di

Works on both frontend and backend

Technic
al Maintaines the WEB page and its
operation
Provides all the backend information
required
• Request changes to tech team if required
Provide services to the
Business clients
Developme
Acquiring new clients
Generating
Operation
s
Revenue

36
The above diagram shows the operation procedure of how the company generates the
revenue from all the team members. It is not the one single team that generates the
revenue, all the departments of the company work hand in hand in order to achieve the
common goals set by the organization. The Technical team works on the software which
is used by the employees’ company and maintains the web page of the company. They
also trouble shoot problems if there are any in the software and they find the solution
for the same. On the other side the content team provides all the information provided
by the individual about the different colleges in India, courses offered, fee structure,
exams to be taken, eligibility criteria and other information. If the content team requires
any changes in the front end, they request the tech team for the changes and the tech
team does that. This is where the synergy between the teams increase. The business
development team will be in acquiring the new clients. Their main aim is to get new
clients and develop the business. The main season the business team work is from April
to June of every year. Post season they will be planning for the betterment of the
company and will be deciding the measures to be taken from next year. And at last
comes the Operations team which is the main team which literally generates the revenue
for the organization by helping students to get admissions in the respective colleges
they like.

Financial Details

Net Revenue of GetMyUni is INR 47,800,000

Gross Revenue of GetMyUni is INR 28,700,000
Expenditure GetMyUni is INR 19,100,000 Profit
Percentage: 61%

37
 CHAPTER-2

RESEARCHDE SIGN

2.1. Statement of problem:

GETMYUNI was established in 2015. Getmyuni is a search engine that allows students
to get fees, admissions, placements, reviews, exams and scholarships information of
various colleges. They generate leads through inside sales activities and digital
marketing activities. “Conversion rate of the prospective into potential leads” is the
main problem of the company. The conversion rate of the company is not up to the
expectation. This objective of this study is to find the reason for the low conversion rate
and give a solution to this problem.

2.2 LITERATURE REVIEW ON INSIDE SALES AND DIGITAL MARKETING

Kotler, P., Rackham, N., & Krishnaswamy, S. (2006). In their research paper mainly
focus on the war between the marketing and sales team. They recognized the effects of
this poor co-ordination between the marketing and sales team. Worked on “How to get
your sales and marketing teams to start working together?”. They have given many
suggestions to end the war between these two teams.

Crafting a new relationship, to tackle the most pressing business challenges.

If the market is becoming more commoditized and customized, align the sales and
marketing teams through repeated, disciplined cross-functional, joint projects.
By creating a right relationship between sales and marketing the company can reduce
the destructive quarrel, enabling them to boost top and bottom-line growth, together.

Mantrala, M. K., & Albers, S. (2012). The research mainly studies on the evolution of
the sales models from traditional to online technologies. It speaks about the impact of
online technologies on the sales force of B2B companies. Over the last decade, there
had been a significant change or upgradation in the technologies or models of the B2B
sales organization. New digital models like cloud computing, sales 2.0, software as a
service etc. are introduced, which helped the sales agents in their functions and personal
selling activities. This chapter proposes an organizing conceptual framework for a
systematic study of how IOT play a vital role in B2B strategies by reviewing the trends.

38
Boyle, B. A. (1996). Boyle in this research paper stresses the importance of emerging
inside sales position. A case study of a major U.S. tool and die manufacturer was
conducted. This mainly analyze the performance of the company’s inside and field
representatives towards customer satisfaction. Results indicate that the inside
representatives also to possess many similar characteristics and traits as field
representatives. It also says that the effective performance of the firm’s inside sales
force have a greater impact on customer satisfaction than that of field sales force.

Rapp, A., Beitelspacher, L. S., Schillewaert, N., & Baker, T. L. (2012). The authors of
this paper using the sample of 156 sales organization has reviewed how sales force
structure, E-learning and technological tools co-ordinates and increases the level of
customer orientation within an organization. They specifically suggest that this type of
structure having the collaboration of E-learning and technology tools with outside sales
force which leads to the positive outcomes of an outside sales force.

Hirvonen, M. (2017). Are inside sales being effective for a company to be implemented
it in its operations? This was the main cause of this paper. This question was answered
through a case study in Hejco company, which was founded in 1954 in Boras. The
implementation of inside sales and its failure in the company raised the thirst of finding
the reason for the failure. They followed many qualitative and quantitative methods in
this process. The results of both, indicated that an inside sales strategy can be
implemented in the growth strategy of the company provided with some key tools. The
combination of marketing and sales is important for a company to be productive in its
business. Customer Relationship Management (CRM) is the key tool for the effective
working of the inside sales strategy. Without CRM the strategy does not work in a
modern company.

Macrinici, A., & Bilal, M. M. (2011). People from all over the world have been brought
together with the development of the technology. Satellites and fiber cables have
connected each human from different paths of life and remote areas. Every industry, be
it education, health, entertainment or any other, all have used technology in order to
develop, grow and connect.

In developed countries, the idea of reaching the potential customers through the
telephone is not new. But in developing countries, due to infrastructural crisis and other
on-ground conditions tele-marketing is not used in abundance. In recent years these

39
countries are also updating their technology and adapting themselves to the change. The
domestic companies of the developing countries have started to use telemarketing as
one of the key tools to approach the countries.

Its important to study the customer behavior and attitude towards these technologies,
because of some demographic and psychographic differences in the environment of
each country. The authors have conducted research in three countries to understand the
customer behavior and attitude towards the telemarketing. They have mentioned some
important factors that shape up and influence the behavior of the people. The countries
which where chosen for research were Sweden and Moldova and Pakistan.

Ulma, J. (2018). The marketers must cope up with the changes in the new technologies,
to stay tuned with the customer and attract the new ones. After the introduction of
Digital Marketing during 21st century the importance for online marketing have been
drastically increased. In this article the author has given a deeper look in the filed od
Digital Marketing. He suggests the best online platforms which is effective for
marketing activities. The study was done in order find the best B2C Digital marketing
strategy for Chez Marius, a finish kitchenware retailer.

Tiago, M. T. P. M. B., & Veríssimo, J. M. C. (2014). Continuous change in the behavior

of the consumers has led the marketers to rethink their strategies digitally. Currently,
most of the researches are based on the customers than on the business firms. To
compensate this shortcoming, this study has been concentrated from the perspective of
the firm to facilitate in understanding the digital marketing activities and the use of
social media in marketing. According to this research the firms face a lot of internal and
external pressures in adopting a digital presence in social media. Marketers must build
the relationship with their customers in orders to improve their digital marketing
engagement.

40
Parsons, A., Zeisser, M., & Waitman, R. (1998). The occurrence of the interactive
media such as online services and WWW (World Wide Web) and its rapid development
in the market has surprised most of the marketers. Many are wondering that, what
impact does Digital marketing have on consumer marketing and how they adopt to it.
The authors of the research paper have taken about 100 websites of Fortune 500
consumer marketing companies which shows that their applications are uninspiring.
There are also evidence of wide opportunity and a large set of threat for the marketers.
To fill this gap, digital marketing was developed. They have also explained about how
to organize and what elements should be included and for whom it should represent.

Andzulis, J. M., Panagopoulos, N. G., & Rapp, A. (2012). Sales domain has a vast
history in technology-based research, starting from computers and laptops to the use of
internet, CRM and sales force automation applications, and now social media has also
been entered as one of the marketing tools. The main purpose of this paper is to review
the role of social media in the selling process and the sales force of the company.
Authors provide definitions, review the role and importance of the online platforms. A
comparison between the internet usage and the social media in the sales process are also
discussed.

Agnihotri, R., Dingus, R., Hu, M. Y., & Krush, M. T. (2016). The advent of internet
and social media have drastically changed the buyer and seller interaction. It has largely
moved towards online from offline. The main purposes of this paper are mention in
below points. The use of salesperson social media in a B2B sales organization have a
positive influence. Social media also encourages the responsiveness of the salesperson.
If the information provided is appropriate, then the customer is highly satisfied. The
firm should plan the time and effort to be invested by the salespeople towards social
media.

41
Hoffman, D. L., & Fodor, M. (2010). This research paper is mainly concentrated on the
ROI of the social media. When it was searched by the authors as “ROI social media”
there was more than 2.5 million hits. Most of the internet marketing and retailing
conferences provide attention towards ROI. The managers question themselves,
“what’s the ROI of?” the blog posts created, and the case studies and the contents
prepared by the social media gurus, yet the answer is unsatisfying the managers. The
findings of the paper:

 To forget the traditional ROI method and to assess customer motivation to use social
media. Then measure the social media investments customers make engaging with
the marketer’s brand.
 It also reveals the long-term payoff.

Rodriguez, M., Peterson, R. M., & Ajjan, H. (2015). The spread of technology such as
CRM, digital marketing, and social media has created a standard of interacting with the
customers in today’s digital era. The authors mainly examine the impact of these
technology (CRM, Social media) towards the sales performance. Having a wide sample
of 1700 sales professionals, the research finds that it has a positive effect on the
customer orientation activities and on the sales performance.

Moertini, V. S., & Nugroho, C. D. (2012). The Business opportunities are largely
created with the growth of E-commerce and Mobile services. Marketing through mobile
is predicted as a new trend. This research mainly focuses on creating the mobile
application or mobile marketing system in the form of CBIS (computer-based
information system). The criteria is formulated and then they are resolved and translated
into an mobile services. The model is presented in the form of:

 Business model
 System procedures
 Network topology
 Software model of the website
 Mobile application
 Database models

42
Pachoulakis, I. (2005, May). The universal nature of mobile devises benefits the
marketers to reach the customers at any place and any time. They use the applications
like SMS. As the government tries to reduce such aggressive nature of advertising, such
as push-based and pull-based methods. The paper advices that how a marketer can
balance the push and pull methods for the common benefit of both customers and
marketers. The results recommend that the message must be simple, versatile which can
result in the sustainable interactions between them and occasionally expand to include
infrastructure resources, in order to serve contain user tasks.

The gap between these literatures and the topic of my study is that, the above literatures
belongs to countries like US, UK. The research study belongs to India and it is related
mainly about the problem related to the generation of leads, these literatures are limited
only to the extent of the types of inside sales technique and digital marketing
techniques. There are no problem-solving suggestions provided in the above literatures.

2.2. OBJECTIVES OF THE STUDY:

 To understand the strategies used by the marketers to attract the leads(specially in

educational hubs)
 To find the reason for the low rate of conversion of prospective customers into
potential leads

2.3 SCOPE AND SIGNIFANCE OF THE STUDY

 The scope of the study is to understand the inside sales techniques and digital
marketing techniques used by the company.
 To find the problem statement in the company and
 To suggest the implementation of the other marketing methods needed to be
followed by the company

43
 LIMITATIONS OF THE STUDY

1. There was a limited time constraint provided for the study,

2. As the company is private limited, some of the information was kept confidential,

3. Some of the respondents hesitated to provide their opinion,

4. Some of the respondents did not given valid information.

RESEARCH METHODOLOGY OF THE STUDY

Methodology clarifies the techniques for used gathering data in this analysis frequencies, described
analysis and hypothesis analysis like correlation, chi-square has been used to understand the
responses. Therefore, it has been used which as following.

RESEARCH METHODOLOGY

EXPLORATIVE RESEARCH
DESCRIPTIVE RESEARCH

Research plan
1. Descriptive research:

DR(descriptive research) design ha been used. It is evidence based research design where
quantifiable information is gathered and used for statistical inference (SI) on target population
through data analysis.

2. Exploratory research:

Exploratory research (ER) is concerned with findings general way of the issue and factors that are
identified with the research study.
TYPES OF DATA COLLECTION

a. Primary data:-in primary data all the information is collected from the company employees,
team leader and managers.
b. Secondary data:- in secondary data all the information is collected from the company
websites, company reports.

SAMPLING

44
 Sampling design: judgmental sampling technique

Sampling frame: students

Time periods: 30 days( 1 month)

Sample size: 158

MESUREMENT TECHNIQUES

Telephonic interview

HYPOTHESIS FRAMEWORK:

Null hypothesis (H0): there is no significant relation between awareness of service and overall
satisfaction level.

Alternative hypothesis (H1): there is significant relation between awareness of service and overall
satisfaction level.

Dependent variable is overall satisfaction level and independent variable is awareness of services.
Statistical test:

ST (Statistical test) used in this study are percentage analysis, SPSS.

Correlation:

Correlation is statistical technique and that is factual method that can demonstrate whether and how
unequivocally combines of factors are connected
SPPS:
The SPSS stands for Statistical Package for the Social Services. It is the software package, which is used
for logical batched and non- batched statistical analysis.

LIMITATION OF THE STUDY

1. GetMyUni is private limited company, therefor some of the information was kept
confidential
2. Some of the respondents hesitated to give/ provide their opinion,
3. Some of the respondents did not given valid information.
4. There was limited time constraint provided for the study.

45
 CHAPTER 03

DATA ANALYSIS AND INTERPRITATION

TABLE 01: response for awareness of online education consultants

Frequency Percentage (%)

Valid Yes 130 82.28%

No 28 17.7%

Total 158 100

ANALYSIS: From the table it can understood 82.28% of respondents is aware of online education portal
and 17.72% of respondents are unaware.
INTERPRETATION: It can be understood that most of the respondents are aware of online education
portal and it is one of the best platforms for searching colleges.

FIGURE 1: Response for awareness of online education consultants

Yes No

No
18%

Yes
82%

TABLE 02: Response for the awareness of GETMYUNI

46
 Frequency Percentage (%)

Valid Yes 97 61.39

No 61 38.61

Total 158 100

(Source: field data)

ANALYSIS: From the above showing table it can be understood that 61.39% of the respondents are
aware of GETMYUNI and the rest 38.61% are unaware.

INTERPRETATION: It can be understood that the awareness of GETMYUNI is good as it is having 61.39%

FIGURE 02: Respondent for the awareness of GETMYUNI

Are you aware of GETMYUNI education portal

no

yes

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TABLE 03: Response for the mode of awareness

Responses

N Percentage(%)
Advertisement 31 19.02
Friends 77 47.24
Websites 32 19.63
Tele-caller 23 14.11
Total 163 100
(source: field data)

ANALYSIS:

Table 03 says that 47.24% of the respondents have to know about GETMYUNI through friends, 19.63%
through websites, 19.02% through Advertisement, 14.11% through Tele-caller.
INTERPRETATION:
It can be understood that most of the respondents have come to know about the company through
friends. Here we can word of mouth play a very important role.

FIGURE: Response for the modes of awareness

Response for the modes of awarnses

14% 19%

20%

47%

advertisment friends websites tele-caller

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TABLE 04: responses of the effectiveness of the inside sales

Frequency Percentage

Valid Surely Disagree 3 1.90

Disagree 30 18.99
Neither agree nor Disagree 51 32.28
Agree 42 26.58
Surely agree 32 20.25
Total 158 100
(source: field data)

ANALTSIS: Table 04 indicates that 32.28% of respondents neither agree or disagree, 26.58% of them
agree, 20.25% of them surely agree, 18.99% of them disagree, 1.90% of them surely disagree.

INTERPRETATION: it is understood that most of the respondents neither agree nor disagree with the
above statement. Here it is understood that both the inside sales outside sales techniques is required
for a company.

frequency

2%
20% 19%

27%
32%

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 TABLE 05: responses of the factors that sales people must concentrate more on.

(Descriptive Statistics)

N Minimum Maximum Mean Std. Deviation

Vocal quality 158 1 5 3.43 1.451
Rate of speech 158 1 5 3.49 1.509
Attitude 158 1 5 3.23 1.369
Use of appropriate words 158 1 5 3.61 1.260
Pitch of tone 158 1 5 3.44 1.558

ANALYSIS: Table 05 indicates that use of appropriate words having the mean of 3.61, followed by rate
of speech having 3.49, pitch of tone having 3.44, vocal quality 3.43, attitude having 3.23.

INTERPRETATION: It is understood that most of the respondents says that the employees must use
the appropriate words while conversing with the students. Their quality of speech must also be good,
other aspects such as Pitch of tone, vocal quality and attitude are preferred as second factors.

TABLE 06: Responses about the sustainability of the company having 60% of permanent employee and
40% of items and part time employees.

Frequency Percent (%)

Yes 62 39.24%

NO 96 60.76

Total 158 100

(source: field data)

ANALYSIS: Table 06 indicates that 60.76% respondents saying the sustainability of the company is
difficult. 39.24% of the respondents are saying the company can sustain having this ratio.
INTERPRETATION: It is understood that the sustainability of the company is difficult having this ratio
of combination of workers. They may result in low rate of conversion of leads because of the
ineffectiveness of the employees.

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 c an a c o m p an y h avin g 60.76% o f p e r m an e n t e m p lo ye e s an d
h avin g 39.24% o f in tem s an d p ar t tim e em p loyees su stain
co m p etitio n an d ach ieve m ar ket sh ar e

Yes No

TABLE 07: The percentage of respondents using GETMYUNI portal to search colleges.

Frequency Percentage

Valid Yes 75 47.47

No 83 52.53

Total 158 100

ANALYSIS: Table 07 indicates the use of GETMYUNI website portal to search colleges is 47.47% and
52.53% have not used.
INTERPRETATION: It can be understood that through 60% of the respondents know about the portal
they are not using the website to search colleges. This shows the less reach of the company.

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 have you ever used the GETMYUNI education portal to search colleges

Yes No

TABLE 08: Responses of the techniques which can be use by the company.

Frequency Percent

Valid Inside sales techniques 26 16.45

Outside sales techniques 13 8.23

Can use both marketing 119 75.32

Total 158 100

ANALYSIS: Table 08 indicates that the company use both marketing techniques having 75.32, followed
by 16.45% of respondent suggesting on inside sales techniques and 8.235 on outside sales

INTEPRETATION: it is can understood that the company should use both the inside and outside sales
techniques to develop and expand their business.

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 FREQUENCY

17%

8%

75%

Vail inside sales techniques outside sales techniques can use both martketing

TABLE 09: Responses about the best suited inside sales technique which can be used by the company.

Frequency Percent

Valid Tele-calling 41 25.95

Push notifications 32 20.25

E-mails 27 17.09

Facebook ads 43 27.22

Instagram ads 15 9.49

Total 158 100

ANALYSIS: Table 09 indicates Facebook ads highest responses having 27.22%, followed by Tele-calling
25.95%, Push notification 20.25%, E-mail 17.09%, and Instagram ads 9.49%.

INTERPRETATION: It can be understood that Facebook ads are the most suggested from of inside sales
techniques as its reachability is High, followed by tele-call marketing which connects the students
directly. The least rated techniques is Instagram ads.

FIGURE 09: Responses about the best suited inside sales techniques which can be used by the
company.

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 Su ggest an y o n e o f th e b est su ited in sid e salestech n iq u es to
gen er ate lead s for th is com p an y.

10%

26%

27%

20%

17%

tele-calling push notification e mail facebook ads instagram ads

TABLE 10: Responses for the type of marketing the company should do more of
Responses

N Percent

Approaches
social 104 32.91

E mails 56 17.72

Print ads 75 23.73

Campaigns 81 25.64

Total 316 100

ANALYSIS: Table 10 indicates, that 32.91% of the respondents are suggesting ‘social’, 25.64 for
‘campaign’ and 23.73% for print ads, 17.72% foe email marketing.
INTERPRETATION: It indicates that the company must use more of social marketing to attract the
students, followed by campaigning, print ads and email marketing.

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 25%
33% social
Email
Print ads
Campaigns
24%
18%

CHAPTRE 04
SUMMERY OF ANALYSIS

The research study is about the inside sales and digital marketing of the company (GETMYUNI). The
company as of know is having only inside sales activities and some digital marketing activities. These
are some the findings.

 As a company is a startup. It is not known to many of the respondents

 They must include outside sales techniques in their marketing activities.
 The company must control the employee attrition rate to get the best possible results from
the employees
 They must improve their digital marketing activities. The website portal of the company
must be visible in the top when the students looks for colleges
 Therefore, these are the aspects which the company must adopt to be a best brand among
the competitors

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 CHAPTER 05

SUGGETIONS, RECOMMENDATION AND CONCLUTION

1. The study pointed out most of the customers of GETMYUNI educational consultancy are
youth aging from 18-25 years and looks for the quality of service as the company
recommends them the colleges which best suits them.
2. From the above study it is absorbed that word of mouth plays a very important role to an
educational consultancy service.
3. As GETMYUNI education consultancy is a startup they must improve their marketing
activities and broaden their sales techniques from inside sales to both the combination of
inside and outside sales techniques
4. The outside sales techniques like :-
 Counselling students in colleges
 Arranging campaigns
 Sharing Pamphlets

The aboveoutside sales techniques can be implemented to reach the student widely.

5. The company do not have the visibility when it is searched online ex: Google search. It must
take measures to present itself at the top 10 searches in the google page and visible to the
students.

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 CONCLUSIONS
The study was an attempt to dissect the process of lead generation by commissioning various
strategies. After the process of analyzing the data and observing some factors one can
conclude that GETMYNUI is in its own style, very efficient in attracting new customers and
maintaining the relationship with existing customer through its customer interest oriented
better services GETMYUNI is successful in responses to challenging market conditions is hard
and increase its efforts in going further to make its dreams come true for the customers.
GETMYUNI has excellent organization culture that aids every employee gain insights about
their inner wellness programs, employees have a sense of belongingness towards the
company.

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