Business development & market research colloquim report

1 ©2014- OZONE EXPERIENTIAL LEARNING TECHNOLOGIES PVT LTD
Business Development & Market Research
A project report submitted in partial fulfilment of the requirements for
Summer Internship Colloquium.
MBA
By
Ambati Nanda Kumar (2010IPG-08)
Under
Hands On, Ozone Experiential Learning Technologies Pvt Ltd
Bangalore
May-July, 2014
ABV INDIAN INSTITUTE OF INFORMATION
TECHNOLOGY AND MANAGEMENT
GWALIOR
2014

Candidate’s Declaration
I hereby state that the work, which is being presented in the report, Business Development & Market Research, in partial fulfillment of the requirement for the Summer Internship Colloquium and submitted to the institution is an authentic record of my own work carried out during the period from May 2014 to July 2014 under the supervision of Mr. Aman Jain, Business Head, Business Development & Market Research. I’ve also cited the reference about the text(s)/figure(s)/table(s) from where they have been taken.
The matter presented in this report has not been submitted anywhere else with an exception to the Repository of Hands On, Ozone Experiential Learning Technologies Pvt Ltd, Bangalore.
Date:
Signature of the candidate

Abstract
The Business Development & Marketing Research report gives an insight into how the lead generation/ implementation of marketing happens in the field of Experiential Learning. The report discusses the issues that popped up during the process lead generation, acquiring a target clients and promoting various HR based products. The overall experience of being a Business Development Executive with an analytical lookout for improvising the prospects is decent. This work was done under Mr. Aman Jain, Business Head, Business Development, Hands On, OELT. A clear and concise overview is given of the concept creation of the experiential learning, outbound training, and methods of acquiring target clients.
Keywords: Ozone Experiential Learning Technologies Pvt Ltd aka OELT, Hands On, Analytics, Business Generation, Meetings, Outbound Training, Personality Profiling

Table of Contents
Introduction & Review .................................................................................................................................. 6
Introduction .............................................................................................................................................. 6
Products of OELT ................................................................................................................................... 6
Services ................................................................................................................................................. 8
Team Structure ......................................................................................................................................... 9
Hands On! ................................................................................................................................................. 9
Contribution & Approach ............................................................................................................................ 11
Objective ................................................................................................................................................. 11
Work at Hands On ................................................................................................................................... 11
Purpose ................................................................................................................................................... 11
Duties & Responsibilities ........................................................................................................................ 11
Business Generation ............................................................................................................................... 12
Business flow........................................................................................................................................... 13
Job of Analytics ....................................................................................................................................... 14
Assignments ............................................................................................................................................ 16
Book Review: ....................................................................................................................................... 16
Comparative EXCEL regarding Quotations: ......................................................................................... 16
Results & Conclusions ................................................................................................................................. 17
Impact of my work .................................................................................................................................. 17
Summary of Hands On Internship Experience ........................................................................................ 17
Comments on Assignments/ Business Development ............................................................................. 17
References .................................................................................................................................................. 19

Introduction & Review
Introduction
Ozone Experiential Learning Technologies Pvt Ltd (OELT) is the parent company that has been in the field of experiential learning & out-bound training since a decade and half. Hands On, the subsidiary company is one of the newest entry into OELT.
A Training & consulting firm with clients across Asia and a leader in outcome-based experiential program design. Their competencies in learning methodologies over the past decade have powered successful engagements across various organizations and cultures. Some of the few flagship programs are TEAMJAMTM & SYNERGYTM that are based on collective intelligence, social technologies and fast change processes which are acknowledged as unique large group interventions with phenomenal impact. OELT is the company having credit in bringing the Bungee Jump to India in 1999.
The clients range from technology, retail, FMCG, Pharmaceuticals/Healthcare, IT/ITES/BPO, manufacturing & hospitality to academic and educational institutions.
A few of the most famous products or interventions of OELT are
 TEAMJAMTM
 SYNERGYTM
 CITYCHALLENGETM
 Outbound Training
 Personality Profiling
Products of OELT
 Large Group Interventions
 TeamJamTM
 SynergyTM
 City ChallengeTM
 Leadership Development
 Collaborative Leadership
 High Performance Teams
 International Licenses
 True ColorsTM
 Business Today
Key notes about TEAMJAMTM
 It is a large group intervention process combining current group learning techniques (social/swarm/group intelligence)

 Perfect platform to implement fast change processes for organizations that are looking at whole system impact and can be focused to meet specific client needs.
 Across Asia over the past 4 years for group sizes from 100 – 500
 Clients - Accenture, Allergan, Ernst &Young, IBM (India Software Lab), KPMG, Oracle Direct, Quant Capital
 For more info, visit: www.teamjamasia.com
 You Tube Link: http://www.youtube.com/watch?v=3SJkGxHTakg&feature=youtu.be
Key notes SYNERGYTM
 Large group training tool – competitive collaboration
 Diverse groups across the organization using experiential learning triggers.
 Specific outcomes around the themes of participative leadership, collaboration, team working and change.
 Learning track is based on an innovative participatory process – Technology of Participation ™ (ToP).
 Technology of Participation™ that helps the groups think, talk and work together.
 Clients- HP, KPMG, Oracle, Philips, SAP, Honeywell, HomeShop18
 You Tube Link: http://www.youtube.com/watch?v=tJGzpUhbCj4
Key notes about City ChallengeTM
 Fusion of group think, interactive challenges and a race across, through and over the city of your choice.
 Multi-sensory puzzlers, physical challenges, problem solving tasks, building challenges and kinetic game playing.
 Experiential adventure is customizable.
 Designed to elicit the expected (or sometimes unexpected) behavior of participants.
 Elements of competition, team building and enjoyment combine in a focused way on a single subject - City and its history.
 Clients: ANZ IT, DBOI, Shoppers’ Stop
 For more info, visit: www.citychallengeasia.com
 You Tube Link: http://www.youtube.com/watch?v=NurTQm93y5E&feature=youtu.be

Key notes regarding the importance of Large Groups
 Fast Change.
 Past, present and future of the reality of one’s work are connected with each other.
 A broad range of capabilities will be addressed, allowing for spontaneity and creativity.
 Action learning: learning by doing together instead of talking about it.
 Increased reflection.
 Striving for change in the here and now.
 Flexibility in design and implementation.
 Space for cultural differences.
Key notes about True Colors
 Global tool with a simple model of personality identification.
 Easily and quickly recognize 4 different personality styles.
 Understand themselves and others along with appreciating differences.
 Leadership development and team building skills.
 Widely used in the United States, Canada, Latin America, UK & Asia.
 True Communication, Learning Styles, Teambuilding, Conflict Resolution.
 Clients: Piramal Group, KPMG, Mantri, Annai & co., Genpact, Kirloskar Group, Rambus, SAP Labs
 For more info, visit: www.truecolorsasia.com
 You Tube Link: http://www.youtube.com/watch?v=9MBPtSFRm4E
Services
Personality Profiling, Meeting facilitation, Outbound Training
Personality Profiling
 MBTITM
 DiSCTM
 Belbin Team RolesTM
 FIRO-BTM
 True ColorsTM

Graphic Facilitation
 Strategic Visioning
 Personal Compass
Outbound Training
 Teambuilding Workshops
 Hands On! Learning Centers
Team Structure
The best amalgamated team structure I’ve ever came across. And, this might be one of the reason that I feel elated to work and be a part of Hands On, OELT. The Prinicipal Consultant, Mr. Vinay Sirsi is a professional outbound trainer and has been a Program Development Supervisor, National Outdoor Leadership School who was a Trainee Pilot at IAF by profession. The Director at OELT, Ms. Priya Venkatesh is a freelance consultant and has been a part of 2011 International Antarctic Expedition by 2041. I was supervised by Mr. Aman Jain, Business Head, Hands On who is also the CEO of Zav Foundation. Other than this, the team also comprises actors who were accredited by Bangalore Little Theatre, and professional outbound trainers.
Hands On!
The ‘Experiential Learning Division’ with over 30,000 participants in the past years. It has a clientele networks of over 200 organizations across Asia. It is through Immersion learning, cutting edge experiences based on adventure, art, theatre, music, puppetry & more. TeamplayTM is the proprietary team building & destination combo package. The unique point is integrating multiple adventure elements & activities in outbound scenarios.
A few of our learning centers are located at
 Wonder Valley
 Jungle Lodges- Bannerghatta Nature Camp, Dubare National Camp, Bheemeshwari Fishing Camp, Galibore Nature Camp, River Tern Lodge
 Now or Never Land- Coorg
 Fountainhead- Alibag

Contribution & Approach
Objective
My duty as the Business Development Executive is to generate leads through strategies and draw out the analytics to understand the business flow in the organization.
Work at Hands On
I was recruited into the Sales & Marketing Team for the day-to-day activities that are mainly circled around lead generation through various accomplished strategies. As an intern at Ozone, I was under the supervision of Mr. Aman, Business Head, Hands On.
The typical day activity is to look into the present scenario of the events that are happening in the organizations regarding the events.
Purpose
The purpose of this report is to explain what I did and learned during my 2 months internships period with Ozone Experiential Learning Technologies Pvt Ltd (OELT) in the section of Hands On. The report is also a requirement for the partial fulfilment of ABV- Indian Institute of Information Technology & Management Gwalior Summer Internship Colloquium. It focuses primarily on the assignments handled, outcomes, future endeavors, and comments on the working environment and conclusions.
Duties & Responsibilities
 Supported the marketing team of Hands On by being active generator of leads.
 Completed the Sales & Marketing Analytics for due course of June & July aka my stay as an Intern. The outcomes are something like the below:
 The main duties over here are the construction of excel and dashboard for the total financial year and the same has been compiled and made ready.
 Analytical Study through the help of all the employees was done for the duration of April-June.
 Data has been arranged for the month of July that is to be kept under review for analytics
 Basically, this is to understand and reconstruct the arrears that are entering into the system without knowledge.
 This analysis is also to know one’s individual performance and share in the overall output.
 The analytics also helped the organization in knowing the process funnel and the number of leads that could be generated in a due course of time.

 The backlogs that made a few leads/ prosperous clients drop are to be studied so as to prevent further damage.
 To collect reliable data that shall help in the future for assessment and comparision of the costs that are to be incurred based upon the vendor to which the event management duties are outsourced.
 Scheduled meetings with concerned HR/ Training Lead and co-attended the same along with the Principal consultant/ Business Head/ Director/ Manager at Hands On.
 Arranged rekkie for the confirmed clients as a part of demonstration of the flow of events and arrangements.
 Gave some valuable insights of how to incorporate technology & internet into training and activities. This shall really give a push because more or less all the organizations in the present-day world are trying to be corporate. So, its better if we can provide them with everything’s that is expected from us.
 One of the suggestion was to live stream the video i.e., being continuously captured during the program as a part of repository as well as memories’ for the clientele. If the same could be streamed on YouTube, their near ones could watch these corporates dress up in mud, dirt & enjoying to the fullest.
Business Generation
A most implemented and widely accepted methodology of cold-calling has been replicated and tailored according to the training requirements of various fields.
Key notes in Business Generation:
 Identifying the target segment in terms of field and locality of the organization.
 Locality is taken into consideration for optimal utilization of meeting time.
 Collecting the requisite amount of data on a daily basis and comparing it with the master database of Hands On so as to check for the inputs that might be available from co- employees.
 After removing the outliers accordingly, targeting an organization in such a way to make an impact about Hands On.
 Arranging a meeting with the prospective client Incharge that shall be taken by the Principal Consultant/ Business Head/ Director/ Manager.

Business flow
During the course of internship I could generate leads that belong to various fields and organizations that are based out of Bangalore
 The first meeting was with the HR of Karnataka Antibiotics Pvt Ltd, a government enterprise where we have discussed the present-day situational problems among the leadership cadre employees and the way they are to be trained. The training modules do change and thus they are tailor-made according to clients’ requirements. The meeting was quite successful and they are yet to be the prospective clients of Ozone Experiential Learning Technologies Pvt Ltd.
 The next lead was Ms. Shanthi of Lotus Labs Pvt Ltd, a pioneer in Bio-medical, Bio- technology in India. They being a company of huge work force primarily the younger generation who work in a 24x7 environment. They were in need of basic communicational, and technical training.
 The next lead is Mr. George, HR of BHEL Ceramics, a PSU based out of Bangalore. Their requirements were completely different from many others. BHEL Ceramics being a company with large work force belonging to various categories have various requirements that can be solved on a regular schematic basis. The people at BHEL Ceramics, received us with comfort and it went on well for us all through our stay in the campus. It was my first experience of entering a PSU.
 Another one was with Mr. Bhaskar of Bio-Medica Pvt Ltd. A private company in the field bio pharmaceuticals. This is an organization that is trying to increase in number in fall 2014 through mass recruitment of prospectus students. So, the training requirements are in general for the class IV employees or the trainees that are to be recruited.
 Ms. Milee Mathew is Altech UEC is the prospective client who is highly interested in the range of products of Hands On that are diversified and that shall meet all the needs of a regular corporate organization. Their requirements were highly customized reason being the team network is as so in that organization. A proposal was also sent according to the requirements of Milee then & there with sufficient corrections that went on for the next day or two.
 Ms. Shobha Chandrashekara of Pramati Technologies based out of World Trade Center, Bangalore is a software development company with maximum of their clients based out of US. They have software engineers and budding trainees on a huge scale working on various platforms aka JAVA, Android etc., they do have their own in-house training for all the technical requirements. But, they were interested in having some outbound interventions which are both large group and small but high-level based.
 The next one in-line is Ms. Swati Shukla, Lead, H&M. She is overall Head for the training department and she looks after the India, Sri Lanka offices. A very famous brand for

accessories and other requirements basically for the fairer sex. They have even launched into the male section. This is one of the best meetings I could have ever been a part of during my stay at OELT. She is interested in knowing about the TEAMJAMTM, CITYCHALLENGETM interventions as they are highly matching to their requirements. She is completely satisfied by the way OELT has dealt with HomeShop18 for the same kind of interventions. The reason for the categorization is the workforce similarities that can be drawn between HomeShjop18 and H&M. So, the proposals were sent accordingly as requested by Swati.
 There were many more lead generations that happened during my stay as the Business Development Executive and to name them through Organization. They are:
 Molecular Connections Ltd
 Medreich Sterilab Ltd
 BaeHAL Software Ltd
 Bhoruka Power Services Ltd
 Brigae Hospitality Sevices
 Euromonitor International
 Mytrah
All the above mentioned companies are based out-of Bangalore and are dealt with the same concerned offices.
Job of Analytics
Need for the automatic updating of the values that are related to the marketing aspects of OELT. This is just to use a reference to know understand the individual contribution of each & every employee right from the Principal Consultant to the Interns. This shall also help for the looking at the funnel of Business Flow in the week/ month as required. This is to know the problems that are to be rectified and to know the reasons before in advance and thus acquire some time in studying the backlog areas thoroughly.
For better understanding and healthy internal meetings, this helped a lot. The dashboards were used to depict all the required numbers in graphs for clear picture and realization.

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Assignments
Book Review:
An assignment was submitted in the form of a Book Review over “The One-Minute Manager” by Kenneth Blanchard, Spencer Johnson and a presentation is also given over the same to let the other employees understand and get the concepts of the book. It is definitely a worth read for all the people what so ever the stream they might work in.
Comparative EXCEL regarding Quotations:
A detailed excel has been made to compare the various costs that are implied for a service by various event management companies so that it shall help for the future reference of OELT. A comparative excel has been for this where a conclusion can been made at least in terms of financial matters of organizing an event for a client. This helps in cutting down the time that is generally incurred in requesting for the quotations every now & then for various events that happen or taken-up by OELT. So, it’s like a locally hosted quotation which is compiled in all respects.

Results & Conclusions
Impact of my work
I believe my contribution had a lot of positive impact towards achieving the overall objectives of Hands On and other related OELT subsidiaries. For example, my work related to analytics was widely applauded in the internal assessment meeting and even my inputs were given value by immediately accepting them as well putting them to work in all their future endeavors.
I am very glad to have done my internship at Hands On (Bangalore); it has given me a firsthand experience with experiential learning which turned out to be quite diverse.
Summary of Hands On Internship Experience
My experience with Hands On, Ozone Experiential Learning Technologies Pvt Ltd was amazing, and it is the one that I will certainly never forget. The chance to interact and network with at this level, providing an insight into the workings of Experiential Learning, HR Products & their importance and other developmental programs was an unparalleled opportunity.
The internship provided me with an opportunity to familiarize myself with a variety of issues ranging from the organizational behavior to training and personality profiling.
Above all, I obtained a certificate as a token of appreciation and even a free True Colors assessment of mine that was provided by the Director of Hands On, Ms. Priya Venkatesh.
Comments on Assignments/ Business Development
The working is friendly and everyone is kind, fully supportive and helpful. I had an overall supervisor (Mr. Aman Jain) but at the same time I was working closely with other managers and Director at Ozone depending on which activity I was assigned.
There were challenges sometimes especially the way Ozone does its business such as office procedures and regulations. But, on a lighter note; I even can say that they are highly unconventional working to bring out conventionality in the corporate works through their unique HR products. The amalgamation of the work is the one that created a zeal in me and it is the one that made me feel privileged.
I enjoyed working with the team. Surprisingly I was not referred to as intern by all but as Business Development Executive at the meetings I co-assisted and represented OELT (Hands On). This gave me a lot of confidence and exposure.
Being an intern of OELT, the only organization in India to run True Colors. I had the privilege of being put under the True Colors Assessment Tool. My True Colors Report initials are as follows:

References
 www.truecolorsasia.com
 www.handson.in
 www.citychallengeasia.com
 www.teamjamasia.com
 http://en.wikipedia.org/wiki/Myers-Briggs_Type_Indicator
 http://www.myersbriggs.org/my-mbti-personality-type/mbti-basics/
 http://en.wikipedia.org/wiki/Fundamental_interpersonal_relations_orientation
 http://2041.com/
 http://www.slideshare.net/Ozonelearning

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