TIMELINE OF MY WORK AT THINK & LEARN

Project Report

Submitted

In Department of Computer Science & Engineering

Bachelor of Technology

Submitted By:

Himanshu paniya
15BCON074

Department of Computer Science & Engineering

JECRC UNIVERSITY, JAIPUR

2019
 SYNOPSIS

Byju’s Classes is an India based education company which is a

subsidiary brand of Think and Learn Pvt Ltd. It was founded by Byju
Raveendran in 2008 and backed by Dr Ranjan Pai and
Mohandas Pai of Manipal Group.

It provides professional coaching classes for CAT, Civil Services

Examination, GMAT, GRE and School Education. The total annual
student base of Byju’s Classes is more than 20,000.

Byju has spent countless hours teaching maths for entrance exams,
and his zeal to transform the nature of learning, working on
innovation 24×7, has brought Byju’s so far ahead of being just
another test prep provider. To cut a long story short, Byju’s growth
catalyst, along with his ambition, was going mobile. Think and Learn
Pvt Ltd. has been ranked as the biggest Ed- Tech startup in India
under the esteemed guidance of Byju Raveendran and his team.
The pitch includes:

• K-12 broadly classifies the company’s pre-graduate courses,

mainly 11 & 12 and 6-10 preparatory courses.
• My work comprises of mainly counseling students over the
phone with the intention of selling them the product.
• The above target is achieved by following a well defined pitch
and verbal improvisation.
• Pitching is not just done by highlighting the USPs of the product
but mainly by identifying the lead’s needs and pitching the
product accordingly.
• This objective is achieved by classifying the leads on the basis
of different criteria into broadly generic terms.
 LIST OF FIGURES

Figure 1 : Lead to customer close %..................................... - 5 –

Figure 2 : Classification of leads according to cities. ................................ - 8 –

Figure 3 : Division of leads based on the confidence level ..................- 10 –

Figure 4 : Basic functioning of leadsquared ................................ - 13 –

 Table of Contents

SYNOPSIS..................................

LIST OF FIGURES .....................................................

TABLE OF CONTENTS ......................................................

CHAPTER 1 ..............................................................................

INTRODUCTION ........................................................................... - 1 –

1.1 Introduction to the company ........................................................ - 1 -

1.2. Methodology adopted.............................................................. - 1 -
1.3. Objective ................................................................................ - 1 -
1.4. Project work schedule ............................................................. - 1 –

CHAPTER 2 .............................................................................................

BACKGROUND THEORY ......................................................................... - 3 –

2.1. Products provided by the company................................................... - 3 -

2.2. Literature survey - 1 .......................................................................... - 5 -
2.3. Literature survey - 2 ............................................................................. - 7 –

CHAPTER 3 ................................................................................................. - 9 –

METHODOLOGY ....................................................................................... - 9 –

3.1. Demo Pitch.......................................................................................... - 9 -

3.2. Leadsquared ....................................................................................... - 12 –

CHAPTER 4 ................................................................................................. - 14 –

WORK DONE ............................................................................................. - 14 –

4.1. Digital Marketing ............................................................................... - 14 –

4.2. Methodology usually used ................................................................. - 15 -
4.3. Lead generation through whatsapp (Marketing research apper)........................ – 15 -
4.4.Conducting inquiries .................................................................................... - 16 –
4.5. B2B – Times of India NIE campaign................................................................... - 17 –

CHAPTER 5 ..................................................................................

WORK TO BE DONE......................................................................................................18 –

REFERENCES ................................................................................................................ 20
-
 CHAPTER 1
INTRODUCTION

The chapter includes the introduction to the company, its beginnings, and its functioning. An
integral constituent of the chapter also includes the products the company caters to.

1. Introduction to the company

Think & Learn Pvt. Ltd was created in 2005 by Mr. Byju Raveendran, an Engineering
graduate who has scored 100 percentile twice in CAT. From 250 students in 2005 to 20000
students in 2013, its phenomenal growth lies not in any coincidence but in penchant and
pursuit of setting standards of excellence and perfection in the quest for success in aptitude
exams like CAT, CSAT, GS, SAT, IIT-JEE, SAT, GRE and Campus Recruitment Tests.
They are pioneers for conducting online live classes through satellite enabling a reach to any
number of students at any time, even in remote areas. This use of technology is helping the
company to grow exponentially without compromising on quality which is its USP. It is
successfully running its training programs in 232 locations including some top engineering
colleges like NIT-K, NIT-W, NIT-Surathkal, NIT-Trichy, NIT-Calicut, MIT-Manipal, BIT-
Mesra and SRM-Chennai.

Think and Learn has become one of the most recognized brands in education. Based on
founder Byju Raveendran’s ground breaking vision, innovative and inspirational instruction
combines the use of technology and brilliant teaching techniques. With the help of
technology, they ensure that all their students get the highest quality of education from the
highly qualified core team.

Byju Sir’s phenomenal success story can be attributed to his perseverance to pursue his
passion to teach. At the young age of 26, he trod the path less travelled by giving up a
prestigious seat at the IIM’s and a lucrative corporate career to change the way people “Think
and Learn”.

Think and Learn Pvt Ltd. offers digital education to students who cannot enroll for their
classroom programmes. They do the needful by preparing short and engaging video lectures.
These video lectures provide visual learning wherein the student is able to visualize the
concept in a 3-D way and relate to the practical aspects of it. They have provided the videos
for the following courses:

Class 6-10 ( Math and Science)

Class 11-12 ( JEE & PMT)
CAT
GMAT
GRE
These videos, along with the various test material are provided in what we call the
‘ThinkTab’, wherein a student can learn concepts through the video lectures and analyze
himself through the unique test material provided on the ThinkTab which provided a detailed
analysis of the student’s performance in the test.

.
1.2. Objective

The main objective is revenue generation through the sale of our various products; this
has been mainly achieved by the various digital marketing and advertising campaigns
that have been employed by us for lead generation. The pitch devised and leadsquared
are essential tools for converting the leads generated into sales number.

1.3. Project work schedule

S No. Project Step

1 Company Products
2 Objective - K-12 and its Pitch
3 Literature Survey - Classification of Leads
4 Literature Survey - Sources of lead generation & LEADSQUARED
5 Marketing Research Paper
6 Conducting Inquiries
7 B2B and B2C
8 Results and Achievements
9 Work to be done
 CHAPTER 2
BACKGROUND THEORY

This chapter includes the unique selling points of all our products.

2.1 Courses provided by the company

2.1.1. BUILD CONCRETE FOUNDATION FOR CLASSES 6-10

Byju's are the pioneers in making a wave in the domain of education by creating
a unique generation of students who will gain the expertise to crack any
challenge thrown towards them. As the basic foundation building for the
students begins at class 6, we provide them videos on all topics in Maths and
Science starting from the 6th standard. All the videos for classes 6-10 are based
on the CBSE and ICSE syllabi, to help students perform equally well for their
exams at school. Specially designed videos for the class 10 students will ensure
that they create a good base for their future challenges like AIEEE, JEE,
AIPMT,etc

At Byju's ,learning will be a fun experience as we don't encourage students to do

rote learning, instead , we walk them through a world of thrilling visual
experience where every tiny concept will be learnt with ease and will stay
etched in your mind.
In order to achieve your dream of getting admission to the best colleges like
IITs, AIIMS, etc it is important that you start your preparation for these
challenges at a very early stage. Obtaining guidance through our interesting
video lessons will help you relax and take your lessons at your convenience,
rather than having to stress yourself with the constant commute to your coaching
classes after school.

2.1.2.BUILD CONCRETE FOUNDATION FOR CLASSES 11-12 JEE-MED

Class 11 and Class 12 is an important phase in a student's life. It serves as
transitional stage for students which requires application of knowledge that is
learnt at school level. Class 11 and 12 is an essential juncture where memorizing
the concepts is ineffective, instead a thorough understanding of a concept and
applying the same is consequential. CBSE class 11 and CBSE class 12 students
have relatively high competition when compared to others as the CBSE syllabus
is extensive and demanding. Students of CBSE class 11 and CBSE class 12 have
a tough time managing their studies and time. Along with the regular studies,
students have to prepare for competitive exams which plays a significant part in
molding their professional lives.

JEE and AIPMT are the two competitive exams which holds key to the future of
many students as most of them aspire to become Engineers and Doctors by
aiming to study at top colleges. JEE (previously known as AIEEE) is the Joint
Entrance Examination for Engineering aspirants and AIPMT is All India Pre-
Medical Test which is the entrance examination for medical aspirants. It is very
important to have a strong foundation at Class 11 and 12 as it embarks the
professional journey of a student.
 Syllabus comprises of Physics, Chemistry and Mathematics studied at Class
11th and 12th and AIPMT syllabus consists of Physics, Chemistry and Biology
from Class 11th and 12th.

At Byju's we believe that a strong foundation leads to a better future and we

provide a comprehensive study material which is available in our learning app.
The unique feature of our app is that, it contains video lectures, sample papers
and smart mentorship which helps a student to study anywhere-anytime at their
own pace. The process of learning is made interesting with interactive videos
taught by India's best teachers.

JEE 2016 is made easy with complete JEE syllabus, preparation tips, course
materials and sample papers which help an Engineering aspirant at every step of
preparation making the dream of getting in to an IIT a reality! Studying for JEE
2016 can be less cumbersome and more interesting with Byju's. Medical
students preparing for AIPMT 2016 can access AIPMT syllabus, study
materials, examination tips and previous year’s papers which makes the process
for AIPMT 2016 preparation easy.

2.1.3.CAT

The Common Admission Test (CAT) is a computer based selection test

conducted by the Indian Institutes of Management (IIMs) for their business
administration programs. The CAT exam is an important prerequisite for
admission into more than 100 management institutes across India which
includes reputed institutions like Faculty of Management Studies (FMS), S.P
Jain Institute of Management and Research (SPJIMR), Management
Development Institute (Gurgoan), International Management Institute (IMI),
National Institute of Industrial Engineering (NITIE), Institute of Management
Technology (IMT), Jamanlal Bajaj Institute of Management Studies (JBIMS)
and many others.
2.1.4.IAS

Though, the exam is popularly known as IAS exam, but officially it is called the
UPSC Civil Services Exam (CSE). Here’s a complete detail about UPSC exam
scheme, which will help all the civil service aspirants who dream to become IAS
officers, to face the exam with right approach and attitude, appropriate guidance,
selection of relevant study materials, right focus, and exact preparation strategy.
The UPSC CSE consists of 3 stages and they are Preliminary Exam, Mains
Exam, and Personality Test/Interview. The UPSC calendar that consists of the
exam dates is announced by the commission through UPSC notifications. Below
given is the tentative calendar by timeline for the candidates reference.

2.1.5.GRE

Thousands of schools across the globe have made Graduate Record Examination
or the GRE as one of their most important yardsticks when it comes to accepting
students. GRE, with its universal appeal, is one of the most frequently taken
tests worldwide.
 2.1.6.GMAT

The GMAT(Graduate Management Admission Test) is an online exam which

you can write at any time during the year.

It is one of the most standardized tests that is required by majority of good

business schools to measure your academic ability. It tests you on your
reasoning skills and not your memory skills or computational ability.
Engineers, non-engineers or even people having 10+years of experience can
write the GMAT exam.
.
2.2. Literature survey -1

Digital marketing takes precedence, marketers aim to meet consumers where they
prefer to research, engage and purchase: online. How does your business rank in
bringing in quality leads from the following sources?

2.2.1. Blogging:

Blogging efforts optimize your website for new visitors (see #3 below), and
nurturing existing leads. Think of the prospect who finds your latest blog post
via a long-tail search. He or she my have never heard of your company before
that post. Track blog entrance pages, engagement, RSS subscribers, and CTAs
incorporated into your blog content or layout to measure the impact of this
channel.

2.2.2. Premium Content:

Does your website include a library of gated, or premium, content? Resources

like ebooks, podcasts, white papers, primary research and webinars, provide
value to your website visitors—who are willing to exchange basic contact
information for that value. Measure premium content pieces for overall
downloads, as well as individual topic or campaign performance.
2.2.3. Organic Search:

Optimize your website with persona-focused content to gain an advantage in

organic search. Organic traffic is prime for bringing new and highly qualified
visitors to your website. An answer to organic search should be relevant, and
provide value to the visitor.

Figure 1 : Lead to customer close %

2.2.4. Email Marketing: How advanced and engaging are the email nurturing
campaigns your organization runs? Are you also able to tap into strong partner or
industry networks to expand your reach with additional qualified leads?

2.2.5. Digital Advertising: Does your organization pay for banner ads, social ads,
and/or paid search or retargeting campaigns? To gauge the effectiveness of paid
channels, measure impressions, click-through rates, then content engagement
after that first click. Include relevant content and calls to action for all paid
digital ad efforts to better quantify results.

2.2.6. Media Coverage: Media coverage optimizes your website with powerful
referring links, can improve overall brand awareness and credibility, and can
make your company top-of-mind throughout the sales cycle. Track visitors
coming to your site from PR efforts or brand mentions in the media, then qualify
this channel as those visitors become leads and work through the funnel.

2.2.7. Social Media: As more consumers go to social media for customer service or
to poll friends and family for advice on upcoming purchases, the channel
becomes an increasingly important source for marketers to track.

2.2.8. Website: Last, but probably most important—is your website a lead-
generating machine? It should be. Your website houses valuable persona-
focused content, contact information, product and solution information, and
more. It’s also likely the hub that social, advertising, event, email and other
tactics drive traffic to. Teach leads to go to your website for solutions and
relevant information, and make sure your website is set up to collect valuable
lead insights.

2.2.9. Direct Marketing: Still sending direct mail? How are you measuring leads
generated? Consider driving further engagement with vanity URLs to
supplement direct mail pieces with relevant, engaging content. Include calls to
action that will further qualify leads and track online activity.

2.2.10. Traditional Advertising: Are you still measuring impressions for traditional
print, radio, TV or billboard advertisements? Tie this data to leads and sales with
dedicated promo codes, vanity URLs, or calls to action that prompt
“impressions” to turn into identifiable leads.

2.2.11. Sponsorships: Sponsorships are pure “pay-to-play,” so it’s critical to track

leads and sales generated for bottom-line return. Start by organizing all the
sponsorships your organization pays for. Evaluate the goals for each, then put
the processes in place for tracked measurement against those goals.

2.2.12. Affiliate / Partner Programs: Some organizations are a natural fit for affiliate
or partner programs. Consider manufacturers who sell through distribution
channels, resellers, software service providers, consultants and more, or value
added resellers (VARs) who partner to sell industry technology.
 2.2.13. Inbound Phone Calls: Many leads (and customers) opt to pick up the phone
to talk to someone when evaluating options, searching for detailed or specific
information, or seeking service and support. Even though that engagement is
happening “offline,” call tracking software enables marketers to gather data on
what prompted a call, what happened during the call, and actions following that
call to connect online and offline marketing efforts.

2.2.14. Outbound Sales: If you’re making outbound calls, you likely have a list of
prospects or cold business phone numbers to call. Evaluating this source comes
with lead scoring and updates to your complete lead database. Integrate call
center tracking or management with your CRM to further track outbound call
efforts.

2.2.15. Referrals: Encourage others to drive visitors and leads to your website,
products or services. For example, if your company offers training or
consultative services, encourage those who’ve already taken the training to share
resources with others with a profit-share offer.

2.2.16. Speaking Engagements: Track success of corporate speaking engagements by

new connections, followers, visitors and leads. Consider making your
presentations and contact information available with an easy-to-remember vanity
URL promoted during the event. Include a few downloadable assets to drive lead
gen, and nurture new social connections with dedicated monitoring lists.

2.2.17. Traditional / Offline Networking: Often times, the best leads come from in-
person networking. Manually tag these leads and the offline sources in your
CRM or contact database after each event to keep offline networking
opportunities in the lead source mix. If driving networking connections online,
consider a dedicated landing page or separate social list.

2.3. Literature survey – 2

The literature survey has been depicted in Figure 2.
 Tier i cities : all metro cities
Easy access to coaching industries and quality education
Financially strong leads
Educated parents holding white collar jobs
 Tier ii cities: smart cities proposed by the goi
Home tutors and school based education
Financially stable
Parents running small scale businesses
 Tier iii cities : towns and small commercial hubs
Prevelence of govt. Schools
Financially weak
Uneducated parents holding blue collar jobs.
Figure 2 : Classification of leads according to cities.
 CHAPTER 3
METHODOLOGY
3.1. Demo Pitch

Hi Rohan, I am calling from byju’s classes. You had inquired about the jee course on
our website. How is your Preparation going? How confident are you of cracking
IITJEE / State competitive exams as depicted in figure.

3.1.1. Case 1 - 80+ and Joined Coaching

Self-Study Tool:

As shown in the Figure 3 given that you are confident of your preparation -
Nowadays students are taking JEE coaching from sometimes even 7 th standard,
is there anything that you’re doing that is different from the rest to get you a seat
in the top IITs? How will you differentiate yourself?

Umm, I don’t know

To set you apart and get you that coveted seat, we have come up with a self-
study tool through which you can study at your convenience, track your
performance and be able to learn through visualization of concepts, And that too
taught by top IITians .

Adaptive Learning: Physics, Chemistry and Maths each have total of 30 chapters
in 11th and 12th and even if you have to give just 10 hours to a chapter, you will
need 900 hours of revision. That means for 1.5 years, you need 2 hours of
revision every single day without fail.

Combine this with your daily studies and now you know why most of the
students don’t get into esteemed IITs.

We manage such a huge syllabus in two ways

We have introduced a new way of revision called adaptive learning, where

instead of wasting time in going through notes, you give tests on the tablet itself,
which identifies your weak areas and takes you back to those concepts.
Not only are you solving all the possible questions for IIT, your revision is also
done in a very short time. And also, your classes of 2-3 hours have been concise
into 30 minutes of power learning by IITians.

All India Benchmarking: How are you doing in school btw? There must be a
topper as well. Maybe you are one of the toppers.

Now there are 14,000 schools competing in iitjee. You have to compete against
the topper of every school.Imagine the magnitude. There were 14 lakh
applicants last year only. The first time you know where you stand in
comparison to them will be on the day of the exam. That will too late..
In our course, you can give tests chapter wise , topic wise or for the entire
syllabus and know exactly where you stand amongst them at any point of your
preparation. This will prevent any bad surprises on the exam day.
 Figure 3 : Division of leads based on the confidence level

On the test day, however it’s not about how much you know but how many
questions you have solved in the limited time you have. and that’s why these iitians
will teach you their secrets on how to use our unique shortcuts to finally ace on
the D-day.
3.1.2. Case 2 - 80+ and Not joined Coaching
Nowadays students are taking JEE coaching from sometimes even 7 th standard, is
there anything that you’re doing that is different from the rest to get you a seat in the
top IITs?
Umm, I don’t know
To set you apart and get you that coveted seat, we have come up with a self-study
tool through which you can study at your convenience, track your performance and
be able to learn through visualization of concepts, And that too taught by top IITians
like a,b,c.
How’s your preparation going? Have you joined any classes or are taking any
coaching?

Yes
Now a days students are taking JEE coaching from sometimes even 7 th standard, is
there anything that you’re doing that is different from the rest to get you a seat in the
top IITs?
Umm, I don’t know

To set you apart and get you that coveted seat, we have come up with a self-study
tool through which you can study at your convenience, track your performance and
be able to learn through visualization of concepts, And that too taught by top IITians
like a,b,c.

2. Lets be more specific/Let’s talk about you. Which is your least favorite subject out
of P, C and M?

Answer – PCM

Physics- Let’s take the basics of physics-vectors as an example. If you can’t

imagine a 3-D space, you will not be able to go beyond the first chapter and that’s
why we have created 3-D visualizations to show you how concepts of motion and
mechanics can be applied in a 3-D spaces

Maths -
We give all our students a tablet preloaded with lectures by iitians. Every lecture is
combined with 3D effects to make sure different concepts are taught in the best way
possible. this way we make sure you start learning the right way from the beginning
itself. these teachers have spent 20-30 hours developing every hour of the lecture.
Not only that ,the lectures have been developed with constant feedback from iitians
and iit aspirants as well coming up with the best way to learn a concept. We’ll be
giving you 320+ hours of such brilliant/life changing (?) lectures.

You are almost about to finish 11th grade, right? have you started revising what you
learnt in the beginning of 11th?

The entire syllabus of 11th and 12th is there in IIT JEE, your teachers will be
finishing the syllabus 2 months before the exam. DO you think you can finish off
the revision of entire 1-year syllabus of 11th in 2 months after that?

That’s why you have to make sure what you have been learning in the preceding
months is fresh in your memory till the JEE. The lectures that we give you can be
paused, played and rewound. So revision doesn’t have to be through notes anymore.
You can watch all the lectures by these top iitians multiple times. This will not only
make your revision simpler and faster . The concepts and visualizations will stick in
your head till Jee

Ok, how many chapters are there in your NCERT Physics book? around 15?
Physics, Chem and Maths each have total of 30 chapters in 11th and 12th and even if
you have to give just 10 hours to a chapter, you will need 900 hours of revision.
That means for 1.5 years, you need 2 hours of revision every single day without fail.
Combine this with your daily studies and now you know why most of the students
don’t get into esteemed IITs.
Not only are you solving all the possible questions for IIT, your revision is also
done in a very short time. And also, your classes of 2-3 hours have been concise
into 30 minutes of power learning by IITians

How are you doing in school btw? There must be a topper as well. Maybe you are
one of the toppers.

Now there are 14,000 schools competing in iitjee. You have to compete against the
topper of every school.Imagine the magnitude. There were 14 lakh applicants last
year only. The first time you know where you stand in comparison to them will be
on the day of the exam. That will too late..

In our course, you can give tests chapter wise , topic wise or for the entire syllabus
and know exactly where you stand amongst them at any point of your preparation.
this will prevent any bad surprises on the exam day.

We have concept wise questions- 30 questons per concept

So 5 concepts in a chapter gives you 150 questions. this will make sure you dont
miss out on anything important.
On the test day, however it’s not about how much you know but how many
questions you have solved in the limited time you have. and that’s why these iitians
will teach you their secrets on how to use our unique shortcuts to finally ace on
the D-day.
3.2. Leadsquared
Figure 4 depicts the screenshot of the software LeadSquared, which is a cloud based
complete marketing and sales automation software with 300+ customers in India and United
States. Marketing SaaS is the most exciting space in the enterprise software industry today,
and our mission is to be one of the key players in the space. The job profile will suit those
who love working in a tough, relentless yet rewarding start up environment. The profile
would not suit those who are looking for a laid back job. There are tremendous opportunities
to learn of what it takes to scale software to lots of users, build high quality user experience
and consistently release a large software platform month on month. We aren’t looking for
programmers, but professionals who can build software.

Quick Facts about LeadSquared

Has been recognized as the No.1 Marketing Automation Software in India by

NASSCOM.
G2 Crowd Grid has recognized us as one of the top performers in Marketing Automation
Software.
Featured in Deloitte's Technology Fast 50 India 2014
We are in Red Herring Asia's Top 100 Finalists 2014
Has been ranked as one of the Top 20 Most Popular Marketing Automation Software
Solutions by CAPTERRA
 Featured in India’s Most Promising Startups in NextBigWhat List 2013 100+ Indian
Startups
Figure 4 : Basic functioning of leadsquared

Fig: Leadsquared Application Dashboard

 CHAPTER 4
WORK DONE
4.1. Digital Marketing

Digital marketing is an umbrella term for the targeted, measurable, and

interactive marketing of products or services using digital technologies to reach and convert
leads into customers and retain them. The key objective is to promote brands, build
preference, engage with customers and increase sales through various digital marketing
techniques. It is embodied by an extensive selection of service, product and brand marketing
tactics, which mainly use the Internet as a core promotional medium, in addition to mobile
and traditional TV and radio.

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.
This portion is an attempt to qualify or segregate the notable highlights existing and being
used as of press time.

 Segmentation: more focus has been placed on segmentation within digital marketing, in
order to target specific markets in both business to business and business to consumer
sectors.
 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 Adwords
campaigns, or through sophisticated SCRM (social customer relationship management)
software, such as SAP C4C, Microsoft Dynamics, Sage CRM and Sales force CRM.
Many universities now focus, 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 the recipients.
 Online Behavioral Advertising: Online Behavioral Advertising refers to the practice of
collecting information about a user’s online activity over time, “on a particular device and
across different, unrelated websites, in order to deliver advertisements tailored to that
user’s interests and preferences[10]
 Collaborative Environment: A collaborative environment can be set up between the
organization, the technology service provider ,and the digital agencies to optimize effort,
resource sharing, reusability and communications.[11] Additionally, organizations are
inviting their customers to help them better understand how to service them. This source
of data is called User Generated Content. Much of this is acquired via company websites
where the organization invites people to share ideas that are then evaluated by other users
of the site. The most popular ideas are evaluated and implemented in some form. Using
this method of acquiring data and developing new products can foster the organizations
relationship with their customer as well as spawn ideas that would otherwise be
overlooked.
 Remarketing: Remarketing plays a major role in digital marketing. This tactic allows
marketers to publish targeted ads in front of an interest category or a defined audience,
generally called searchers in web speaks, they have either searched for particular products
or services or visited a website for some purpose.

 Game advertising: Game ads are advertisements that exist within computer or video
games. One of the most common examples of in-game advertising is billboards appearing
in sport games. In-game ads also might appear as brand-name products like guns, cars, or
clothing that exist as gaming status symbols.

4.2. Methodology usually used

 Downloaded the app (dta leads)
 Live chat leads
 Facebook adwords
 Google adwords
 Whatsapp leads ( Marketing research paper)

4.3. Lead generation through whatsapp (Marketing research paper)

1) Using WhatsApp For Internal Team Communication
Whenever we tried to implement any new tool for internal communication at ProfitBooks,
we got resistance from the employees. People are reluctant to ‘learn’ new things. Best
thing about WhatsApp is that almost everyone uses it and it does not require any training.
Another advantage is, I don’t need to explicitly ask the team to check WhatsApp as they
are anyway hooked to it.

2) Using WhatsApp For Customer Communication

Here is a sales tip – If you do your followups on WhatsApp instead of direct phone calls,
you will get 40% more response. No one appreciates phone calls from unknown numbers
but we are more likely to respond to personal messages. When we start using WhatsApp
for customer communication, we noticed better response and engagement.
This also gives an opportunity to be little informal. For example, you have sent a
quotation to your potential customer but haven’t heard from him, what do you do? You
either call him or send a followup mail using formal language. Instead of doing this, if
you just send a short message on WhatsApp asking about the status, you might get a
quick response.

3) Using WhatsApp For Customer Support

WhatsApp could be a great tool for customer support simple because of its wider reach.
Your customers would always prefer to send you a message over WhatsApp rather than
calling a helpdesk number or raising a ticket.
However, offering customer support via WhatsApp may not be a good option for all types
of businesses. Kritika from cloud telephony company, MyOperator warns that responding
to every message on WhatsApp may not be practical for companies that get hundreds of
customer calls every day.
4) Using WhatsApp For Marketing & Promotion
You can use WhatsApp to send images, audio files, short video clips of your products and
text messages to users across the world. Unlike SMS or Email, there is less restriction on
the format and delivery chances are higher.

5) Creative Usage of WhatsApp for Business

People have built new businesses using WhatsApp as a platform and some are using it to
grow their business in a cost effective manner. Let’s look at some creative usage of
WhatsApp that might give you few ideas for the next project.

4.3.1. Highlights of the Idea

 Lead generation using WhatsApp.
 Indirect Source of Lead Generation
 The idea implements the phrase “Word of Mouth”
 First step involves the sale of a product to a lead from an existing source.
 Then creation of a WhatsApp group to which other leads is added by the customer
who has already purchased our product.
 Then the same product is pitched to all the new leads.
 This has been very effective in generating similar leads belonging to a certain product
category.

4.3.2. Pros and cons of the Idea

Pros Cons
Works using a simple The number of leads
assumption that the generated is very low
leads generated through ranging from 5-20 per
this campaign belong to group as compared to
the same financial class more than 1000
and hence will not have generated through other
any issues like Sources.
Affordability and
costs.
The customer who has
already purchased the
product has a great role
Yet to be backed by
in influencing their
sufficient numbers
Friend’s decision.
showing high amounts of
Also acts as a
revenue generated.
discussion platforms for
doubts, counseling and
Mentoring sessions.

4.4. Conducting inquiries

Inquiries are one on one counseling sessions with the parents and the children who
come to enroll their child for the various classroom programs that we can offer.
The inquiry session is again divided into 5 different sessions and the total inquiry
lasts from 1-3 hours.

 Introduction
 Oral scholarship test
 Counseling the child
 General information of how the program works
 Closing

Flow of Conduction process:

4.5. B2B – Times of India NIE campaign

 Business-to-business (B2B) refers to a situation where one business makes a

commercial transaction with another. This typically occurs when: A business is
sourcing materials for their production process, e.g. a food manufacturer
purchasing salt

 Organized by the Times of India in association with Byju's Classes, the challenge
tested the students on their Maths and Science aptitude. Round 2 of the
competition that was held in Jawaharlal Nehru Indoor stadium on Monday saw the
top 10 percentile of students from each school battle it out to become the city
topper.

The day started off with the test, followed by a presentation conducted by Byju's
classes, for the parents and students. CEO and founder of Byju's classes, Byju
Raveendran said, "Today learning is in a one dimensional format that comprises
of memorizing, replicating and forgetting. But if you use your common sense, you
can easily learn and never forget it".

 The session aimed at aiding students to recognize their thinking process and
engage them in a more wholesome and multi-sensory form of learning. This was
followed by an award ceremony, where each school topper of Round 1 received a
Samsung Galaxy Tab 3 Neo and a Certificate.

 Apart from the B2C marketing technique, I along with my team took my first step
towards implementing B2B marketing by approaching one of the renowned
schools of Bangalore: Carmel Convent School.

 Our motive was to mentor the students and conduct a creative aptitude test
Which would in turn be a source of lead generation?

 Due to ongoing school exams, this idea is yet to be approved by the school
authorities
 CHAPTER 5
WORK TO BE DONE

The following work is yet to be done:

• More B2B campaigns on way. In talks with St Joseph’s Public School, Hyderabad.
• Counseling Session/Seminars to be conducted at BMS Institute of Technology,
Bangalore during their annual fest Quest-16.
• My proposal to start a new product which will cater to the needs of people aspiring to
learn a foreign language has been greatly received.
• Talks are underway at higher level and discussions are being held in this regard and
various strategies are being devised.
• Conducting the Times of India, NIE campaign at over 3000 schools in India.
SWOT ANALYSIS

Strength of Company:

 One of the main strength of our company is it has a tie up with IFC and Facebook so
funding won’t be a problem.
Good team of employees who are experts in their own sector.
 The main strength is BYJU’S app

Weakness of Company:

Slow logistics in remote areas

Expensive Product

Opportunities of Company:

Money is the life blood of Business Company can grow higher.

When compared to other growing companies same like we are better in working.
Expansion of product for all classes
More financial options for clients

Threats of Company:

Competitors like merit nation

Unseason for classes and course

REVENUE

The startup, whose average annual subscription cost is Rs 10,000, generated revenue of Rs 4
crore in its first year of operation (2011-12). In just about five years, it has witnessed
phenomenal growth with revenue rising to Rs 120 crore in 2015-16. Its staff strength has
also grown from 10 to 900. The Expected revenue of 2018-2019 is about 1500 Crore which
is thrice of last year which was 500 Crore (approx.)
REFERENCES

Web
 http://www.themarketingscore.com/blog/bid/317180/18-Possible-Lead-Sources-Your-
Organization-Needs-to-Measure
 http://unbounce.com/lead-generation/32-lead-generation-tactics/
 http://byjus.com/
 https://en.wikipedia.org/wiki/Byjus_classes
 https://www.crisil.com/pdf/investors/2012-annual-report-crisil.pdf
 http://timesofindia.indiatimes.com/city/chennai/Think-and-learn-challenge-tests-kids-on-
Maths-Science/article show/46048064.cms
 http://articles.economictimes.indiatimes.com/2014-09-05/news/53602213_1_common-
admission-test-joint-entrance-exam-tablet
 http://www.moneycontrol.com/news/business/thinklearnventure-focusededucating-
india_860492.html