Varun Kumar

Most of the IT compnies offer solutions that essentially target improvement and optimization of their client’s operational efficiencies. But they can look further by developing solutions which can help their clients to increase their repeat customers by analyzing, measuring and building customers' loyalty. Following model can be proposed for the same :- Expectation is built through advertisements and various promotional campaigns. In other words, it is developed before the sales. Experience is built during the sales process and after-sales service. For the analysis of Customer Loyalty, experiences as well as expectations need to be analyzed because when combined, they together determine the loyalty of the customer. The business model architecture is depicted in the diagram below: The architecture shown above consists of various levels. The data layer is at the bottom level which consists of sources like existing customer database, results of any surveys conducted by the firm, dat

He started with giving us the broad areas in private equity – ·          Activity of Raising Money ·          Deal Making or Investing Itself ·          Managing Investments He gave us a basic model to understand Private Equity:- Some of the key characteristics of Private Equity are:- ·          Illiquid in nature ·          Investment is made on commitment basis Fund managers are paid by management fee (generally 2 percent of the fund) and carried interest (20 percent of profit in most agreements). Some myths about private equity are:- ·          Private Equity is portfolio investment ·          Private Equity investors are “sharks” ·          Private Equity returns are generated by Financial Engineering ·          Private Equity is disruptive in terms of asset stripping or management change The investment process involves the following steps:- 1.        Preliminary Evaluation 2.        Initial Negotiation / Deal Contouring 3.        Business Due Diligence 4.        Final Term Sheet 5

Franchising allows people to go into business for themselves,   not by themselves” What should I look for when selecting a franchise? ·          Profitability ·          A track record of success ·          A strong USP ·          Effective financial management and other controls ·          A good image ·          Integrity and commitment ·          A successful industry Brief Sectoral Analysis: ·          IT Education – Down for the moment but surely not out; likely to re-emerge through IT Enabled Services ·          Retail – Going strong but getting hurt because of the real estate markets ·          Vocational / Preparatory Education – Fundamentally strong because of huge population base and high competition in public examinations ·          F&B – Low level of activity currently but attractive long-term potential ·          Professional Services – Low level of activity currently but attractive long-term potential 3 Pillars of TIM: ·          Identifying brands of repute and pot

A very insightful session by Suhas Joshi, wherein he presented - how all the theories we learn in class are actually employed at Emerson Network Power. He talked about the thirteen steps in the sales cycle. These are:- ·          Lead generation process for vertical markets ·          Lead management ·          Lead mapping ·          Mapping organization chart ·          Identification of decision making process ·          Identifying Key influencers ·          Establishing parallel contacts at all levels ·          Understanding of money making process ·          Process criticality ·          Prospect management ·          Order Management ·          I & C management ·          Service Management Various ways of lead generation are repeat customers, consultants & architects, direct verbal queries, cold calls. But his weight was highest on advertisement of new project/ tender notice. By the end of session, he left us with some golden rules:- ·          Find out the key decisi