1 ORGANIZATION RESEARCH “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap”

1 ORGANIZATION RESEARCH “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap”. Dissertation submitted in partial fulfilment of the requirement for the award of the degree of MASTER OF BUSINESS ADMINISTRATION OF BANGALORE UNIVERSITY By Faisal hussain 16YACMD058 Under the guidance of Mr Kishan K P Assistant Professor PRESIDENCY COLLEGE BANGALORE UNIVERSITY 2017-2018 2 GUIDE CERTIFICATE This is to certify that Faisal Hussain student of Presidency College, Bangalore, has completed this research project titled ” A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap” Under my guidance from in partial fulfilment of the Masters of Business Administration degree.

Mr KISHAN KP ASSISTANT PROFESSOR, CENTER FOR MANAGEMENT STUDIES, PRESIDENCY COLLEGE, BANGALORE. 3 INTERNSHIP CERTIFICATE (Under the seal and signature) This is to certify that Mr Faisal Hussain of Presidency College, has undertaken dissertation in our organization on the topic “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap” between 23/04/2018 to 05/06/2018 and his conduct and work is satisfactory. Nadeem Khan Head – Sales & Marketing 4 CERTIFICATE BY CO-GUIDE (Under the seal and signature) This is to certify that Mr Faisal Hussain of Presidency College, has undertaken dissertation in our organization on the topic “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap”. Between 23/04/2018 to 05/06/2018 and his conduct and work is satisfactory. Signature Seal 5 DECLARATION BY THE STUDENT I hereby declare that “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap” is the result of the project work carried out by me under the guidance of Assistant Professor Mr Kishan KP in the partial fulfilment for the award of MASTER’S DEGREE IN BUSINESS ADMINISTRATION by Bangalore University.

I also declare that this project is the outcome of my own efforts and I have not provided it to any other University or Institute for the award of any other degree or Diploma or Certificate. Place: Bengaluru Name: FAISAL HUSSAIN Date: 12/6/2018 Registration Number: 16YACMD058 6 ACKNOWLEDGEMENT As the student of Presidency College, I would take immense pleasure in thanking my college, our Director Ma’am, Mrs. Radha Padmanaban for having permitted me to carry out this project work. And I wish to express my deep sense of gratitude to my project guide, Mr Kishan KP for his deep sense of guidance and useful suggestions, which helped me in completion of my project work, in time.

And I would like to thank him for his assistance and encouragement throughout the project, also his mentoring and suggestions during the preparatory phase of my project. I would also like to thank Mr. Nadeem Khan my co guide in the organization, for giving all the required information. Finally, yet importantly, I would like to express my heartfelt thanks to my beloved parents for their blessings and the financial support, my friends/classmates for their help and wishes for the successful completion of this project.

7 ABSTRACT “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap” Submitted by FAISAL HUSSAIN (16YACMD058)-MBA ‘B’ section The SAAS industry has grown tremendously in recent years and the competition is cut-throat. As there are various brands in the market, hence their marketing strategies are unique. It is very important to understand as to what are the strategies the SAAS producers used to attract the customers like their advertisements, what is the extent to which there sales strategy is able to convince people etc. This survey research tries to understand the B2B consumer behaviour to SAAS sales and strategies adopted by JustZaap to attract the customers and what are the expectations of the customers from the organization. The comparisons will be analysed and the results will be obtained.

Suggestions will be made if any so as to what strategies the organization can employ to get the better results and to increase the sales. This research may also bring to light on what basis a customer chooses a particular brand when it comes to SAAS. This survey will be conducted in Bangalore city. Customers of the organization will be interviewed by preparing the structures questionnaire and the finding will be tabulated and analysed. 8 CHAPTERWISE PRESENTATION CHAPTER 1:- INTRODUCTION 1.1 Industry profile 1.2 Theoretical background of the study 1.3 Importance of the topic 1.4 Need to study the topic CHAPTER 2:- Review of Literature and Research design.

2.1 Literature review 2.2 Statement of Problem 2.3 Scope of the study 2.4 Objectives of the study 2.5 Sampling 2.6 Tools for data collection 2.7 Data analysis 2.8 Limitation of the study CHAPTER 3:- COMPANY PROFILE 3.1 JustZaap limited 3.2 Corporate profile 3.3 Problem Statement 3.4 Product range CHAPTER 4:- Data Analysis and Interpretation CHAPTER 5:- FINDINGS, CONCLUSION AND RECOMMENDATIONS, 9 Table of Contents. Sl. no Particulars Page no. 1 Certificate 2 2 Declaration 5 3 Acknowledgement 6 4 Introduction 12-26 5 Research Methodology 27-35 6 Company profile 36-56 7 Data Analysis 57-96 8 Findings, conclusion and recommendation, 97-99 9 Annexure 100-107 10 Bibliography 108 10 List of Tables and Graphs.

Sl. no Particulars Page no. 1 Table showing the gender of respondents 58 2 Table showing the job role of respondents 59 3 Table showing response for percentage of current use 60 4 Table showing response for Preference for solution 62 5 Table showing response for Response for need and importance 63 6 Table showing response for solutions done in an admin functions 65 7 Table showing response for ratings as per importance 66 8 Table showing response for need determination 68 9 Table showing response for features 69 10 Table showing response for awareness 71 11 Table showing response for importance of parameters 72 12 Table showing response for satisfactory level 73 13 Table showing response for concern for buying 74 14 Table showing response for average visitors 76 11 Sl. no Particulars Page no. 15 Table showing response for attendance record maintenance 77 16 Table showing response for tools used in recording attendance 78 17 Table showing response for satisfactory level 79 18 Table showing response for satisfactory level 81 19 Table showing response for % of current attendance marking 82 20 Table showing response for tools used in AM 83 21 Table showing response for existing remote location feature 85 22 Table showing response for satisfactory level 86 23 Table showing response for satisfactory level 87 24 Table showing response for demand for travel and expense mgmt… 89 25 Table showing response for demand for canteen mgmt.… 90 26 Table showing response for willingness to adopt new solution 91 27 Table showing response for willingness to buy 93 28 Table showing response for feedback to solution 94 12 1.1 Industry Profile: OVERVIEW Since last 30 years SaaS industry is continuously growing in its business.

The rise of the SaaS industry has continued to captivate the business community at large given the impressive growth rate it has sustained over the past three decades. We are now entering a new era where thousands of SaaS companies both new and old are creating solutions to address every conceivable business need. The industry’s strong momentum into an even brighter future is hard to refute; and SaaS executives and investors are keen to play bigger and bolder roles as the industry evolves. SaaS, which stands for Software as a Service, differs from traditional software in that it is deployed and made accessible to users over the internet (or in the “cloud”). Traditional software in comparison is deployed “on-premises” meaning the software is implemented on the premises of a business client on their own servers whereby employees access the software through a desktop interface connected to a local network. Helping to fuel the industry’s growth is a wide range of investors including venture capital, growth equity, private equity, asset managers, and hedge funds as well as individual investors among others.

Those who are familiar with the sector and who understand its potential are participating based on their own unique investment methodology. What they have in common, however, is their commitment to reaping the rewards the industry has to offer. CHAPTER 1 INTRODUCTION 13 SaaS Market Size: Currently the traditional enterprise application software industry is estimated at generating approximately $300 billion annually. By comparison, the emerging SaaS industry, a subset of the overall “Cloud Services” market, generates $46 billion annually and is expected to grow to $76 billion by 2020, (Gartner Says Worldwide Public Cloud Services Market to Grow 18 Percent in 2017). Usage of traditional enterprise software, on the other hand, is anticipated to decline as companies experience the many benefits of SaaS including its lower relative cost compared to traditional software, its continuous and seamless platform technology upgrades, and the increasing trust in security protocols offered by cloud providers.

Worldwide Public Cloud Services Forecast (Millions of Dollars) Particulars 2016 2017 2018 2019 2020 Cloud Business Process Services (BPAAS) 40,812 43,772 47,556 51,652 56,176 Cloud Application Infrastructure Services (PAAS) 7,169 8,851 10,616 12,580 14,798 Cloud Application Services (SaaS) 38,567 46,331 55,143 64,870 75,734 Cloud Management and Security Services 7,150 8,768 10,427 12,159 14,004 Cloud System Infrastructure Services (IAAS) 25,290 34,603 45,559 57,897 71,552 Cloud Advertising 90,257 104,516 118,520 133,566 151,091 Total Market 209,244 246,841 287,820 332,723 383,355 Source: Gartner (February 2017) 14 Cost Comparison of SaaS vs. Software The below chart compares the cost of traditional (on-premises) software versus a SaaS (cloud computing) solution. Note the total cost of ownership of traditional software can be more than twice as much as SaaS, driven by the need for the company to purchase, install and maintain their own hardware as well as hire their own technology staff to implement, customize and maintain the software. Over time, the cost incurred to support operating traditional software far surpasses the actual cost of the software license.

Top Three SaaS Companies Salesforce is perhaps the most notable pioneer of the SaaS model. Founder Marc Benioff famously declared “the end of software” as he began building his customer relationship management company (CRM) in the late 90s. Salesforce went public in 2004 and today has a market capitalization of $76 billion and generates over $10 billion in annual revenue. Service Now and Workday are a couple other notable SaaS companies with market capitalizations of $21 billion and $22 billion, respectively. Marc Benioff’s Grand Vision on The End of Software; The Rise of Salesforce Salesforce’s Growing Addressable Market (Investor Day Presentation October 2016) 15 SaaS vs.

Software Revenue Models SaaS and software can be compared in more detail by their revenue models – how they charge their customers. A SaaS revenue model entails a monthly or annual user fee where the user’s cost of entry to gain access to the software is materially lower compared to purchasing an on-premises license. SaaS contracts can also include an up-front implementation fee depending on the customer’s desire for customization and business specific needs. SaaS contracts can be set for certain time frames such as one year, two year, or three year terms and include automatic renewals. The main characteristic of the SaaS revenue model is that the software is managed by the provider in the cloud and its customers are granted access during the term of their contract.

Traditional software, on the other hand, is offered on a license and maintenance agreement whereby the customer purchases a license to the software and in addition pays an ongoing maintenance fee ranging from 15 to 20% of the license cost in order to receive software updates or have access to service assistance form the software provider. The customer is responsible for its own hardware/servers and employing its own staff to ensure the software is operating appropriately at all times. In most cases, the up-front cost of a license represents a significant budget decision by a prospective customer and entails executive or key person involvement. In contrast, a monthly SaaS fee frequently falls below the budget threshold of a prospective client and is easier for an organization to approve and adopt. SaaS in the Cloud SaaS is a subset of the overall “Cloud” market and perhaps another way to understand the difference between on-premises and SaaS as well as the other cloud solutions in between is with the chart below. Note that the term “Cloud” encompasses the three columns to the right of “On-Premises” describing Infrastructure as a Service, Platform as a Service and Software as a Service.

16 PUBLIC SAAS COMPANIES While the number of public pure play public SaaS companies is limited compared to other sectors, it is important to note that traditional software companies that are public also offer SaaS solutions and increasingly so. For example, Microsoft’s Commercial Cloud annualized revenue run rate now exceeds $18 billion and is well on track to achieve its targeted $20 billion by 2018. (Microsoft just passed a huge cloud milestone) Below are the largest five publicly traded pure play SaaS companies (Appreciation percentages calculated as of August 31, 2017) 1. Salesforce: Provides customer relationship management solutions to businesses o Market Cap: $69 billion o IPO Year: 2004 o Annual Share Price Appreciation Since IPO: 18% 17 2. Workday: Provides financial and human capital management solutions to businesses o Market Cap: $22 billion o IPO Year: 2012 o Annual Share Price Appreciation Since IPO: 31% 3.

Service Now: Provides a suite of IT management solutions to businesses o Market Cap: $20 billion o IPO Year: 2012 o Annual Share Price Appreciation Since IPO: 45% 4. Shop if: Provides an ecommerce platform for businesses to sell products online, on social media or in person o Market Cap: $11 billion o IPO Year: 2015 o Annual Share Price Appreciation Since IPO: 155% 5. S Plunk: Provides solutions that enable businesses to gain real time operational intelligence o Market Cap: $9 billion o IPO Year: 2012 o Annual Share Price Appreciation Since IPO: 32% In total, there are over 50 publicly traded SaaS companies representing over $225 billion in aggregate market capitalization. As of August 31, 2017, the median enterprise value / 2017 revenue multiple is 5.7x. Median revenue growth rate is 17%, gross margin is 73% and median retention rate is 97%.

The majority of publicly traded SaaS companies now generate free cash flow, however, the metric is not materially weighted for valuation purposes given the heavier emphasis placed on revenue growth and customer retention. 18 SaaS Companies – 25 Largest By Market Capitalization Count Company Ticker Market Capital ($ in billon) 1 Salesforce CRM $69.0 2 Workday WDAY $22.6 3 ServiceNow NOW $19.6 4 Shopify SHOP $10.9 5 Splunk SPLK $9.4 6 Veeva VEEV $8.3 7 Atlassian Corporation TEAM $7.6 8 LogMeIn LOGM $6.3 9 The Ultimate Software Group ULTI $5.9 10 Athenahealth ATHN $5.6 11 Tableau Software DATA $5.7 12 Guidewire Software GWRE $5.6 13 Medidata Solutions MDSO $4.4 14 Proofpoint PFPT $4.1 19 PRIVATE SAAS COMPANIES There are an estimated 10,000 private SaaS companies, the vast majority of which are early stage generating less than $3 million in annual revenue. Entrepreneurs, both technical and non-technical seek to automate the wide variety of still manual or inefficient activities of a business. Moreover, the lure of high-profile SaaS success stories such as those of the public companies listed above, is hard to resist. The cost of starting a SaaS company continues to decline while the speed of product development and pace of continuous product improvement has increased markedly. SaaS entrepreneurs can now spend more time on business tactics such as sales and marketing execution and customer retention.

15 Xero XRO $3.7 16 RealPage RP $3.6 17 Wix WIX $2.9 18 RingCentral RNG $3.2 19 Twilio TWLO $2.7 20 Box BOX $2.5 21 Ellie Mae ELLI $2.9 22 HubSpot HUBS $2.7 23 Zendesk ZEN $2.8 24 MuleSoft MULE $2.8 25 New Relic NEWR $2.6 20 Horizontal V/s. Vertical SaaS SaaS companies address a range of different needs for businesses around the world. SaaS solutions can be either horizontal or vertical. Simply put, a horizontal offering is one that can be used by businesses across sectors – healthcare, retail, consumer products, financial services, technology, among others.

Some examples of the most common horizontal SaaS applications include: ? Customer Relationship Management ? Human Resources ? Finance and Accounting ? Customer Service and Engagement ? Workforce Collaboration ? Business Intelligence ? Data Analytics ? Budgeting, Reporting and Planning ? Procurement, Spending and Sourcing ? Software Development ? Governance, Risk and Compliance ? Ecommerce In contrast, vertical SaaS solutions address specific sectors and aim to provide a suite of tools for businesses in those sectors. Examples include: ? Construction ? Hospitality ? Real Estate ? Insurance ? Manufacturing ? Legal ? Transportation 21 PRIVATE CAPITAL FUELS THE SAAS INDUSTRY Meanwhile, private capital firms (venture capital, growth equity, and private equity) play a critical role in the development of the SaaS Industry. They are flush with capital actively seeking investment opportunities in proven SaaS companies that are growing quickly and likely to represent attractive acquisition targets for larger software corporations or other private equity firms in the next several years. Venture capital firms such as Bessemer Venture Partners and Andreessen Horowitz invest in early stage SaaS companies that have high growth rates and the potential to be break out successes. It is not uncommon for venture capital firms to have in their portfolio two successful investment for every eight failures.

The returns made from those two investments more than compensate for the eight failures. Growth equity firms such as Summit Partners or TA Associates invest in later stage or growth stage SaaS companies that have a proven track record and more predictable path ahead. Each investment in the portfolio of a growth equity fund is expected to return anywhere from 3x to 5x capital invested. Capital is typically used to fund sales and marketing expenses and in some cases provide liquidity to founders and early shareholders. Private equity firms such as Vista Equity Partners or Francisco Partners invest in more mature SaaS companies that have achieved large scale and have sustained growth, typically while operating profitably.

Their goals are typically to further improve margins through operational improvements or acquire companies that bring revenue and/or cost synergies. Each investment in the portfolio of a private equity firm is anticipated to make a return which yields an IRR of 20 to 30%. 22 SaaS Company Valuation Valuing a private SaaS company includes analysing the following key metrics. ? Revenue ? Revenue Growth Rate ? Customer Retention ? Gross Margins ? EBITDA ? Size of Addressable Market ? Capital Efficiency Each of these key metrics could be described and explained in the context of SaaS in great detail. By and large, there are certain thresholds on each metric that investors consider to determine the attractiveness of the SaaS Company. Revenue size and growth rate in combination with customer retention and margins are perhaps the most indicative of future potential.

1.2 Theoretical background of the study: This is a very impressive and unexpected fact or truth that our daily life is growing towards technology and software oriented products. But the fastest acceptance of technology is seen in the commercial field. The SaaS Sales Landscape Firstly, it is worth understanding the sales landscape for B2B SaaS startups. When the product feature set matures, and you start versioning your application, sales will typically evolve into hybrid models where entry level solutions are low touch, and enterprise offerings are more high touch. However, at the start, your application will be anchored at a particular price point / or range.

At the bottom end, you have entry-level SaaS applications priced at circa $10/month, up to enterprise solutions at circa $10,000+/ month with many other price points along the way. Depending on where you sit on this pricing continuum, your primary approach to sales will vary greatly. 23 Entry Level Application If your average order value is ; $5,000 / year, your application ideally needs to be a ‘self-service’ model i.e. one where the user signs up themselves with ‘zero touch’ from the company. Hence, at this level, your customer acquisition strategy needs to primarily be an organic one, based on inbound marketing i.e. creating quality content that educates the market and attracts prospects to your site.

Once on your site you need to have a clear strategy on how to capture these visitors as leads. At this level, you need to ensure you keep your cost of customer acquisition (CAC) down so face-to-face sales meetings need to be avoided once you have achieved product-market fit. Activation Once on the site, the main call to action for visitors needs to be a ‘register’, ‘sign up’ or ‘get started’ one, which enables the prospect to sign up easily, to on-board successfully, and to gain utility from the application straight away, without the need for much in the way of human intervention. “The best products reward users as quickly as possible after installation and account creation.

But it’s easy to forget about this and as a result, watch conversion rates from download/install-to-active fall.” Tom Tunguz The Middle Ground Price points between $5,000 and $100,000 per annum are often referred to as the ‘valley of death’, and need to be treated with caution. Many SaaS businesses occupy this zone, and a key danger here is that the cost of acquisition can easily exceed the lifetime value, and thus the business model may not be viable in the long run. Hence, if you need face-to-face meetings to sell, have long sales cycles, and have limited upselling opportunities, you need to keep a very close eye on finances. Over time as the product matures you will want to reduce product complexity so that you reduce the human touch points, and move prospects towards the self-service end of the spectrum.

Enterprise Level For those applications priced at over $100,000 a year, you are in ‘field sales’ territory, where ‘high touch sales’ are often needed, long sales cycles are the norm, and a customer success manager is needed to ensure the product is adopted and value obtained. Ideally, a hybrid model is put in place where the initial engagement is a mix of inbound marketing, and email/ phone based activity in advance of a meeting. At least at this level, margins can be high enough to ensure that any face-to- face sales efforts are justified (and given the price point remote sales are unlikely). 24 The Art of Selling Many early stage founders acting as sales people lack the necessary training and are undermining their ability to convert these initial prospects.

However, by following a simple sales methodology they can increase their odds of a positive engagement dramatically. A Simple Sales Methodology The following represents a simple sales methodology that can be used as a basis to create one that works specifically for your SaaS start-up. 1. Research Some Basic Sales Methodologies Historically our relationship with sales training has been pretty poor.

One rarely encounters entrepreneurs with sales qualifications or sees sales training listed on university curricula. Nonetheless, some basic training can ensure that you are equipped to engage with prospects in confidence. At the very least, it is worth reading up on SPIN selling and the Sandler sales system as these are popular sales methodologies among software companies and will help you structure your approach. 2.

Create a Marketing Persona Secondly, you should create some marketing personas to represent the characteristics of the ideal prospect. “A marketing persona is a composite sketch of a key segment of your audience. For content marketing purposes, you need personas to help you deliver content that will be most relevant and useful to your audience.” Ardath Albee When thinking about personas it is useful to think about elements like: ? Location ? Title ? Industry Sector ? Demographics (Sex/ Age Range) ? Seniority 25 Once you have clarity as to some basic personas it can help ensure that your initial engagements are aligned with those you perceive as being representative buyers rather than the public at large (as shaped by your network). This will help ensure that any face to face meetings are focused on those most likely to have a need that the solution addresses. It will also help ensure that any initial marketing budget can be focused in areas where your target personas are likely to be represented.

? Meet Some Friendlies At the very start, you are essentially seeking to validate assumptions you’ve made about the market appetite for your solution. If your application truly meets the needs of the persona group you are already on the sales path but that should not be the key purpose of these initial meetings. Right at the start, many introductions are warm ones, as entrepreneurs rightly leverage their immediate contacts as a means to get in front of people. It is important that these friendlies represent the target persona market you have outlined, as otherwise, the feedback loop is likely to be weak, and these contacts are not likely to offer constructive criticism given they may not even relate to the pain you are seeking to address. Worse still, they may be keen not to hurt your feelings so the feedback you get contains inherent biases. ? Iterate the Application It is important to use these initial interactions as a means to gain insights that can be fed back to product development to improve your solution.

While some of these initial conversations may translate into genuine sales prospects, you will be better served in the long run if these are viewed more as collaborators. Offering free access to some of these early contacts in return for social proof (case studies/ testimonials/ logos) is a useful way to get people using the application so future development decisions can be based on observed data rather than hypotheses. ? Put a Basic Sales Process in Place The cost of CRM systems have collapsed and there is now a host of entry level systems you can use to manage your pipeline. Choose one, ensuring it can easily connect to any data sources you have (be that lead generation forms, or existing data sets) and also ensure that it can integrate with any outbound marketing tools you may have like Mail Chimp. Once in place, you need to then embark on a lead generation initiative to fill the pipeline. It is also important to define a basic sales process i.e.

what the various stages in your pipeline are, and how to move a prospect along the pipeline. 26 1.3 Importance of the Topic: S t a r t-u p s t yp i c a l l y r u n a l a r g e e c o s ys t e m o f S a a S s o l u t i o n s a n d S a l e s f o r c e o f t e n b e c o m e s t h e ” h u b ” o f s u c h n e t w o r k s . E v e n t h o u gh p a r t n e r i n g w i t h S a l e s f o r c e is a d v i s a b l e , t h e a p p s t o r e o n S a l e s f o r c e i s a c r o w d e d m a r k e t . T h e r e s e a r c h t e a m i n t e r v i e w e d s e v e r a l o f o u r o w n c l i e n t s , a n d o n e o f t h e q u e s t i o n s t h e y a s k e d w a s a b o u t w h a t w o u l d b e t h e t r i g g e r f o r t h e m t o a d o p t a S a a S p r o d u c t . F o r e x a m p l e , T a 3 s M a n a gi n g D i r e c t o r S u m u k h a R a o s a i d t h a t h i s o r g a n i z a t i o n w i l l s w i t c h t o S a l e s f o r c e t o m e e t g r o w t h , a n d a d d e d t h a t a n y S a a S p r o d u c t h e o p t s f o r w i l l n e e d t o b e v a l i d a t e d a c r o s s c o u n t r i e s a n d b e f u l l y i n t e gr a t e d w i th S a l e s f o r c e . S a n d e e p S a n gl i , f o u n d e r a n d C E O o f E a s t e r E g g , l i k e w i s e n o t e d t h a t h e w i l l n e e d S a a S p r o d u c t s a s h i s c o m p a n y e x p a n d s t o o t h e r c i t i e s .

H e s a ys t h a t h a v i n g c l a r i t y i n t o t h e s a l e s p i p e l i n e a n d h a v i n g c o n t r o l o v e r i n f o r m a t i o n b e i n g e x c h a n g e d b e t we e n o f f i c e s b e c o m e s m o r e i m p o r t a n t . S a n gl i m e n t i o n e d t h a t t h i s i s t h e v a l u e t h a t S a a S w o u l d b r i n g t o h i m . H e w i l l s o o n b e p a yi n g f o r S a l e s f o r c e t o h e l p h i s b u s i n e s s s c a l e . A r t P a z d a n , C u s t o m e r S u c c e s s D i r e c t o r o f 1 3 0-p e r s o n S a a S C o m p a n y M o o v w e b , s a i d t h a t s m a l l b u s i n e s s e s n e e d t o b e w a r y b e c a u s e c o s t o f v a r i o u s t o o l s a d d s u p a n d S M B s d o n o t h a v e l a r g e b u d g e t s . P a z d a n a d d e d t h a t i n t e g r a t i o n a n d e a s e o f s e t u p a r e e s s e n t i a l f o r a S a a S t o o l , a n d S a l e s f o r c e i s u s e d b y e v e r yo n e ; t h e r e f o r e , i n t e g r a t i o n i s k e y.

C o mp a n i e s i n t h e U . S . , e v e n a t t h e e a r l y s t a g e o f 1 0 e m p l o ye e s , a d o p t m a n y o f t h e s a m e t e c h n o l o g y s o f t w a r e t h a t t h e l a r g e r c o m p a n i e s u s e . F o r e x a m p l e , G i t p r i m e , a 1 0- p e r s o n s t a r t-u p , s p e n d s $ 5 0 0 p e r m o n t h / p e r s o n o n t o o l s , o u t o f w h i c h $ 1 2 5 / m o n t h / p e r s o n i s f o r S a l e s f o r c e E n t e r p r i s e . S o i f yo u w a n t a l l t h e s e c o m p a n i e s a n d o t h e r s w h o u s e S a l e s f o r c e a s t h e i r C R M p l a t f o r m t o c o n s i d e r yo u r B 2 B S a a S t o o l , t h e n g e t s t a r t e d o n p r o v i d i n g t h e r e q u i r e d i n t e g r a t i o n w i t h S a l e s f o r c e . 1.4 Need to study the Topic: To study the market for Employee Management across multiple segments and understand the selling propositions for the specific segment.

Which includes cold call, setup meetings, and Pitch propositions, follow-up with clients so that will gain an understanding of sales cycles in selling a SaaS solution to organizations. 27 2.1 literature review Introduction Literature review provides a theoretical framework of this research. It critically analyses the research topic and is the key process of any process any research project as it allows the research to be placed in the context. The data was collected from various sources such as textbooks, journals, magazines and websites.

This chapter is divided into four main sections as given below: ? Consumer buying behaviour ? Sales Promotion ? Impulse purchase ? Relation between sales promotion and impulse purchase Consumer buying behaviour: The decision making process Consumer behaviour is a field of study that focuses on consumer activities. This has been a topic of vast interest for the marketers all over the world. The marketing managers always study these consumer behavioural changes and make continuous changes in products and services. According to Blackwell et al. (2006), consumer behaviour is defined as the activities that people undertake when obtaining, consuming and disposing of products and services that they expect will satisfy their personal needs. Blackwell et al.

(2006) mentions that a customer follows a sequence before buying a product or service. They are as follows: CHAPTER 2 REVIEW OF LITRATURE 28 1. Need Recognition: Looking at the needs, there could be various things that influence the need to buy a product or service. Environmental influences such as situation, culture, family etc might be a few of them.

There are also individual differences such as knowledge, attitude and lifestyles. 2. Information Search: Once the customer thinks that they need to buy something, then the search for information begins. There are two types of search, internal or external.

Internal search is retrieving the knowledge from the memory. External search is influenced by the environmental factors. 3. Evaluation of alternatives: The next consumer decision process is the search for the purchase evaluation alternatives. A consumer might look for various other options. This could be product replacements, which will depend on external factors such as price, quality, variety etc.

4. Purchase of the product: Once all the options are evaluated, the consumer decides to buy a product. Purchase is the next step. A customer might have choice for purchase influenced by the in store choices, sales persons etc.

One thing that could happen differently from a pre-planned purchase is the impulse purchase. One might choose to buy something else because of the sales promotion that is going on at that particular store. The customer could also find another product that is better value for money than the one he indented to buy. The consumption of the product happens at the point when the consumers use the products. 29 5. Post consumption evaluation: The next stage is the post consumption evaluation when a customer is satisfied or dissatisfied with the product.

Customers are satisfied if the expectations are matched by the performance and opposite if otherwise. If it is a satisfied customer, there are chances that the product might be bought again. This leads to the consumer loyalty of the customer. The last stage of the consumer buying process is the divestment where consumer has options to dispose or remarket the product after the usage. 6. Factors that affect consumer behaviour: There are several factors that affect consumer behaviour.

The market is an ever-changing place and it's significant to understand what factors influence the consumer behaviour. According to Kotler and Armstrong, (2007), the consumer behaviour is influenced by the four main factors namely: Cultural factors, Social factors, personal factors and physiological factors. 7. Cultural factors: Cultural factors integrate rules and traditions of the members of the society, shared religion.

A particular group of people usually have a unique culture (Luna & Gupta, 2001) Consumer culture decides the relationship between consumers and different activities or products and also decides the success or failure of specific products and services. (Solomon, 2002) The culture exists in every organization or society and it affects the purchase behaviour differently in different countries. Group of people are identified by social classes. Typically, people in the same class exhibit similar buying behaviour. 8. Social Factors: The main social factors that influence consumer buying are groups, family, roles and status.

30 9. Groups: Groups are group of people that work together to achieve their individual goals By knowing the reference group, a person's buying behaviour, attitude, product decisions and brand choices can be easily understood. 10. Family: Family members can strongly influence buying behaviour. A family's values and beliefs can determine the preferences.

Children may also strongly influence the family (Kotler and Armstrong, 2007) 11. Roles and Status: In each group that were discussed above, each person has its own role status and this status reflects the general position in the society. (Kotler & Armstrong, 2007.) A role embraces, expected activities of a person in a particular situation according to that person's situation. The role and status of a person affects the buying behaviour. 12.

Personal Factors: The personal factors that influence the consumer behaviour are age and life cycle stage, occupation, economic situation, lifestyle and self-concept. 13. Age and Life cycle stage: Age is a very important factor in terms of purchasing. The needs for the people in different age groups are different.

Even if the individuals are of the same age, the consumption will differ due to their level and occupation the behaviour of buying is formed in the different stages of a consumer's life cycle (Kotler & Armstrong, 2007). 31 14. Occupation: Consumers with different occupation buy different goods and it has a good influence in the buying behaviour. E.g., a businessperson buys business suits where as a plumber buys casual clothes.

15. Economic situation: The economic situation of consumers will decide what product or service they can buy. The economic situation consists of their income, saving and interest rates. 16.

Lifestyle: This represents the kind of living that people lead. People with same culture or social class may have different life styles. The life style can reflect a consumer's pattern in the purchasing world. 17.

Personality and self-concept: Personality can reflect a person's unique characteristics that determine and influence what responses and behaviours a person has in a particular situation. Self-concept is closely related with personality, which is a kind of person with traits, relationships, habits, possessions and ways of purchasing behaviour. Both personality and self-concept affects consumer buying behaviour, which is different for every person. 18.

Psychological factors: Individuals have different psychological reasons to purchase goods. There are four main psychological factors that affect the consumer buying behaviour. They are motivation, perception, learning and beliefs & attitudes. 32 19. Motivation: Different consumers have different motivation to satisfy their needs.

Some may be instant or some may be delayed. An individual's buying decisions are influenced by conscious motives, which is a need to make the person satisfied. 20. Perception: This is the process of understanding the reality including selection, processing and interpretation of information from the environment to make them meaningful and purposeful. 21.

Learning: When people improve their experience, they change their buying behaviour. These are shown through interaction of drives, responses, stimuli and reinforcement. 22. Beliefs and attitudes: Belief represents an individual's attitude, opinion and knowledge.

Attitudes depict the opinions, expectations and orientation towards products and services are difficult to change. 23. Discussion: The act of impulse purchasing behaviour comes under the psychological factors. Silvera et al (2005), examines the relationship between impulse buying psychological constructs such as subjective wellbeing, positive and negative effect, social influence and self- esteem. Verplanken and Herabadi (2001) also found the relation between impulse buying tendency and personality-related variables.

There are three research perspectives on consumer behaviour. 33 Sales Promotion in retail environment: Sales promotions have become increasingly important element of commercial marketing space. It has matured since 1970's when the advertising agencies started giving attention to this subject. During 1990's more attention was paid for the effectiveness of sales promotion and adopted more integrated approach to promotional activities.

The main objective of the sales promotion is to increase the short-term sales volume, maintaining customer loyalty, emphasizing novelty and to complement other promotion tools. One of the main reasons for using sales promotion is because of the competition. 2.2 Statement of Problem Employee management is a very important tool in an organization to manage selling proposition and sales cycle. And for this dissertation, the research issue is related to “A detail mapping of business to business consumer behaviour to SaaS industry at JustZaap Pvt ltd”. This study will help to understand the consumer behaviour and marketing strategies in order to increase sales. 2.3 Scope of the study ? It helps the company to which marketing strategy attracts the customers.

? It helps the customers to know which company or brand offers better products. ? It helps the customers to know which company or brand offers better after sale services. ? It helps the customers to know which company or brand provides value for money products. ? It helps the company to determine the market demand. ? It helps the company to determine the market competency.

? It helps to overcome the drawbacks of a particular segment. ? Company and dealers will also know the future changes which will be required to satisfy customer needs and wants. Thus this survey research will not only benefit the company’s point of view, but also the dealers, retailers and most important the customers. 34 2.4 Objectives of the study ? To record a detail road map of consumer preposition. ? To understand the market for employee management across the multiple segments.

? To understand the selling proposition for the specific segment. ? To know about the sales cycle in selling a SaaS solution to the organization. 2.5 Sampling A sample is taken representative and adequate which gives proper information. In this study the sample unit is considered from the place of Bangalore city and specifically the clients of JustZaap.

Here the sample size fixed for the study is 100 respondents. The procedure for sampling used is convenience sampling. Convenience sampling procedure is a non-probability sampling and it involves purposive or deliberate selection of particular units of the universe for constituting a sample which represents the universe. 2.5 Tools for data collection Primary data: ? Cold calling ? Interview ? Questionnaire Secondary data: ? Internet ? Journals ? News papers ? Published reports ? Articles 35 2.6 Data analysis This data will be tabulated that can be analysed with the help of charts and graphs. Percentages are calculated as simple to analyse data and will be represented through charts and graphs, separate analysis will be done for each type of target respondents. Cross tabulation will be done where ever Tools for Analysis The 2 different tools used in the study for analysis are as follows.

Simple Percentage Method. Simple percentage method is the method to represent raw streams of data as a percentage (a part in 100-percent) for better understanding of collected data. ;#55349;;#56338;;#55349;;#56354;;#3627408422;;#55349;;#56361;;#3627408421;;#55349;;#56350; ;#55349;;#56361;;#55349;;#56350;;#3627408427;;#55349;;#56348;;#55349;;#56350;;#3627408423;;#3627408429;;#55349;;#56346;;#55349;;#56352;;#55349;;#56350; ;#55349;;#56346;;#3627408423;;#55349;;#56346;;#3627408421;;#55349;;#56370;;#3627408428;;#55349;;#56354; = NUMBER OF RESPONDENTS TOTAL NUMBER OF RESPONDENTS x100 Weighted average method. The weighted average method is an inventory costing method that assigns average cost to each piece of inventory when it is sold during the year. Retailers and other businesses that keep and sell inventory must keep track of the cost of inventory on hand as well as the cost of inventory that was sold.

RESEARCH DESIGN Exploratory research Conducted in order to determine the nature of the problem, this type of research is not intended to provide conclusive evidence, but helps us to have a better understanding of the problem. When conducting exploratory research, the researcher ought to be willing to change his/her direction as a result of revelation of new data and new insights. Exploratory research is the initial research, which forms the basis of more conclusive research. It can even help in determining the research design, sampling methodology and data collection method. 36 3.1 JustZaap limited JustZaap was born out of frustration of using decade old employee software’s that suck. We always wondered why as an employee we were made to use multiple portals to avail different services.

Also they were not smart enough to understand the context thus making it worse for the user. We decided to change this by creating a solution which would provide all employee services through one app, be smart enough to understand the context and most importantly mobile. We created JustZaap, a powerful tool for employees to access and avail all services on their fingertips. COMPANY PROFILE Justzaap Simplify your organization. CHAPTER 3 37 Features: A new way to engage and reach out employees when providing employee services. The importance of context is well known while offering services.

That is why all our offerings are contextual. After all what we offer should make sense to the end user. ? Mobile is your key Why to carry access cards when you have your mobile always with you? JustZaap makes your mobile your official access card for seamless door access. ? Attendance & Leave Non-intrusive attendance system which marks attendance automatically when an employee arrives. Remote attendance for work from home & travelling employees ? Visitor Management Impress your visitors by providing them with temporary door access and Wi-Fi. Save them from lengthy security checks.

Get notified once your guest arrives. ? Corporate Phonebook You need more details about your co-workers than just phone numbers. Our phonebook provide extra information such as in time, current location etc. so that you can easily locate them. ? Expense Claim No need to keep a record of physical bills anymore.

Just capture your bills from mobile and get the reimbursement on the go. ? Cab Booking Your employees can book a business ride for themselves. Just define the business policy for it and do away with arranging cabs for your employees. 38 ? Food Ordering Your employees can order food for business purpose for themselves. Just define the business policy for it and simplify your food facility management. ? Corporate Offers Handy corporate offers at one place.

Smart notification when your employee is at a location where it is applicable so that they don’t miss out on it. ? Announcements Send notifications, announcements and important notices to your employees with just few clicks. You can reach out to your employees anytime. Why JustZaap? There are plenty of reasons why you should use our product, here are some of them! ? Employee Convenience A single app for door access, expenses, inviting visitors, locating or contacting co-workers and availing other services. Convenience comes by enabling.

? Save Time Save time by automating your facility management with JustZaap. We offer all services on mobile for quick decisions and actions. 39 ? Save Money Save up to 50% on cost of corporate cab booking alone. Manage your growing employee services without adding more people to your team. Refer our pricing to get a pleasant surprise.

? Impress Visitor Provide your visitors temporary door access and Wi-Fi and impress them. Also save them from lengthy security checks. ? Easy Audit JustZaap records everything digitally. It becomes easier to audit your visitor log and expense claims with handy searchable digital records. ? Security You will always be in better control of security as you can configure access restrictions, monitor reports remotely, detect suspicious activities and get real time employee headcount. ? Employee Retention Improve employee satisfaction by giving them control and information when they need it.

Happy employees results in better retention. ? Save Paper With JustZaap go digital for all your employee services. Get rid of all your paper bills ; processes. Go paperless and help save environment. ? Future Ready Be ready to scale as you grow. Show off your tech savviness to your employees and visitors 40 3.2 Corporate Profile: Pavan Mulik (F o u n d e r) Pavan is a passionate designer with a drive to solve problems which exist in everyday life.

He has more than 10 years of industry experience which includes working as UX design head for Talentica Software’s. He has successfully designed & delivered several start up products over last few years. Pavan holds a Master’s degree from India’s premier design institute, National Institute of Design and a BE from Mumbai university. Sushant Pradhan (F o u n d e r) Sushant has more than 10 years of industry experience including working as Sr. Principal Engineer for Talentica Software. A hard core programmer who loves to experiment, innovate and build contextual Information Systems.

Sushant did his B.Tech from National Institute of Technology, Calicut. When not working he is found either playing cricket or debating on any topic under the sun. 41 Anurag Gupta (F o u n d e r) Anurag is a technophile who loves to convert ideas to viable business models. He has gained more than 8 years of start-up experience working with Talentica Software and Do plexus. He is an electronics engineer from Indian Institute of Technology (BHU), Varanasi. Anurag is a sports aficionado and plays tennis.

Nadeem Khan (Sales director) 8 years of industry experience in software development & B2B sales with IBM Labs and HCL Technologies. MBA from Indian Institute of Foreign Trade and B.Tech from NIT Calicut. 42 3.3 Problem statement Current organizations procure disparate & multi-layered systems for various organizational needs. Most of these solutions are outdated with today’s pace of technology. Pain Points: • High procurement and usage cost • High cost of automation/integration of cross-functional business processes • Employee productivity takes a hit 43 44 3.4 Product range Solution: All-in-one mobile platform! An intelligent platform that enables context based services for employees. Advantages • Lower total cost of ownership • Automated flow of information across systems • End to End bot enabled automation of business processes • Improved SLA • What's our secret sauce? • Nearby tech and machine learning is the basis behind establishing context for employee needs ; automating actions.

45 1. Visitor Management Welcome Visitor! YourLogo CHECK-IN CHECK-OUT DELIVERY Self-service kiosk For visitors Superfast check-In and check-out Visitor photograph As self-ie or webcam Mobile Verification Using OTP Employee approval Via official email SMS ; Email Notifications 46 2. Attendance Management Print Visitor Badge Automatically Employees ; Visitors Can plan visits Schedule visitors By uploading excel list Multi-location Settings for privileges Employee policy )RUZRUNLQJKRXUV Company calendar )RUKROLGDV OHDYHV Workplace Wi-Fi 5HFRJQLWLRQ Mark attendance :LWKRQHWDS 47 How does it work? System Requirements On Premise: A corporate Wi-Fi network deployed at company’s premises is setup by administration. This network will act as gateway for employees to access employee services provided by organization.

Remote: For employees working remotely, like field agents, JustZaap only needs location & camera permission to ensure attendance marked by the employee. JustZaap Mobile App (Android & IOS) Using a valid phone number and a corporate email ID, an employee can download app & register. Post validation of user credentials, a company specific configuration is pushed to user’s application instance. Once registered from a mobile device, user cannot install or login to his account from any other device. On exceptions such as (device loss or change of device), user shall go through a process for ‘change of device’. Remote attendance With location Leave application ; approval Manager approvals For remote work ; leaves Attendance analytics Daily, weekly, monthly Corporate phonebook WRILQG FKDW HRMS integration IRUHLVWLQJVVWHPV 48 JustZaap Web Services are backend https rest services called by mobile app.

Installed on Google cloud, it can be deployed and managed completely by JustZaap. These are contextual web services and work for corresponding corporate Wi-Fi in cases where user’s presence in office is mandatory (for e.g. attendance service, cab & food services etc.) and otherwise (for e.g. phone-book, offers etc.) Feature Configurations Requirements/Prerequisites • Internet ? User to keep internet on • User Permissions ? Location: Read ? Wi-Fi State: Read ? Camera: Access ? Contacts: Read & write User Registration • Self-Registration • Mobile & Email Validation • Unique Application ID attached to user account • Account De-activation 49 Attendance & Leave Management • Browse, search & configure company policies and holidays • Auto recognition of office Wi-Fi • Remote check-in: location capture as mandatory • Face ID check while marking attendance • Reminders on missed check-ins • Leave application with approval workflow • Real time headcount • Slice & dice leave and attendance reports o personal – for users o company wide – for admins Corporate Phonebook ? Browse /search colleagues contacts ? current office location ? mobile number ? vehicle number ? Check in status ? Privacy Configuration 50 51 52 53 54 55 56 57 Market survey Market research depicts the social occasion and examination of market information, for example, shopper inclinations, slants in market costs and the nearness of contending items.

A market review can depict any investigation that assembles data specifically from buyers by posing those inquiries about their inclinations, propensities and encounters. The motivation behind a market study is to furnish business chiefs with understanding about their objective clients, for example, how much cash they spend on specific sorts of items, regardless of whether they utilize contending items and the premium level for new items. Market survey is the first step which is done by every company who are entered into the business for getting profit. So Seven seas global express is conducting the market survey about the current situation of the companies who are needed the export and import of materials/ goods from one place to another. Through looking in market survey the company got a picture about the current status, overview, products details which one is needed to export/ import, financial situation etc… about the companies.

For doing the survey company appointed 3to 4 executives in different zones in India and abroad. Sales meeting also included in this step with the companies executives. CHAPTER 4 Data Analysis 58 4.1 Table showing the gender of respondents Sl. No Particulars Respondents Percentage 1 Male 73 73% 2 Female 27 27% 3 Total 100 100% INTERPRETATION: From the above table and graph there are 100 respondents where 73 respondents are from male category and constituting 73% and those who are from female category consists 100 respondents and constitutes 27%. 73%, 73% 27%, 27% re s p o n d e nt s malefemale 59 4.2 Table showing the job role of respondents Sl.

No Particulars Respondents Percentage 1 Admin 23 23% 2 Manager 17 17% 3 Store manager 43 43% 4 Acquisition Specialist 8 8% 5 HR 9 9% 6 Total 100 100% 23, 23% 17, 17% 43, 43% 8, 8% 9, 9% respondents Admin Manager Store manager Acquisition Specialist hr 60 INTERPRETATION: From the above table and graph there are 100 respondents where 43 respondents are store managers category and constituting 43% and 17 respondents are managers and constitutes 17%. And 23respondents are Admins and constituting 23% respectively. 4.3 Table showing response for Does your company utilizes any smart phone based solution to manage administration functions? SL. No Particulars Respondents Percentage 1 Yes 14 14% 2 No 86 86% 3 Total 100 100% 61 INTERPRETATION: From the above table and graph there are 100 respondents where 86 respondents Do not use smart phone based solution and constituting 86% and 14 respondents do use and constitutes 14%. 14 86 0 20 40 60 80 100 120 yesno NO OF RESPONDENTS RESPONSE Pe rc e nta g e o f c u r re nt u s a g e Series 1Series 2 62 4.4 Table showing response for Do you prefer smart phone based solution over manual solution to manage you admin functions? SL.

No Particulars Respondents Percentage 1 Yes 14 14% 2 No 76 76% 3 May be 10 10% 4 Total 100 100% INTERPRETATION: From the above table and graph there are 100 respondents where 76 respondents want to use smart phone based solution and constituting 76% and 14 respondents do not and constitutes 14%. And 10 respondents are not sure and constitutes 10% 0 10 20 30 40 50 60 70 80 yesnomay be NO OF RESPONDENTS CATOGARY P r i f re n c e fo r s o l u t i o n Series 1Series 2 63 4.5 Table showing response for How would you rate the need and importance of smart phone based solution to manage admin functions? SL. No Particulars Respondents Percentage 1 Rate 1 15 15% 2 Rate 2 01 1% 3 Rate 3 23 23% 4 Rate 4 38 38% 5 Rate 5 23 23% 6 Total 100 100% 64 INTERPRETATION: From the above table and graph there are 100 respondents where 15 respondents have rated it as 1 and constituting 15% and 1 respondents have rated it as 2 and constitutes 1%. And 23 respondents have rated it as 3 and constitutes 23%. And 38 have rated it as 4 and constitutes 38%. And 23 have rated it as 5 and constitutes 23%.

15, 15% 1, 1% 23, 23% 38, 38% 23, 23% Response for need and importence rete 1 rate 2 rate 3 rate4 rate5 65 4.6 Table showing response for How would you rate your current manual solutions? (Showing 5 as the greatest) SL. No Particulars Respondents Percentage 1 Rate 1 8 15% 2 Rate 2 23 1% 3 Rate 3 15 23% 4 Rate 4 54 38% 5 Rate 5 00 23% 6 Total 100 100% 8 23 15 54 00 10 20 30 40 50 60 rate1rate2rate3rate4rate5 NO OF RESPONDENTS RATINGS WHERE 5 IS THE GREATER C u r re nt ra t i n g o f m a n u a l s o l u t i o n 66 INTERPRETATION: From the above table and graph there are 100 respondents where 8 respondents have rated it as 1 and constituting 8% and 23 respondents have rated it as 2 and constitutes 23%. And 15 respondents have rated it as 3 and constitutes 15%. And 54 have rated it as 4 and constitutes 54%.

And none have rated it as 5 and constitutes 0%. 4.7 Table showing response for Please rate the following parts of smart phone based solution as per their importance (Showing 5 as the greatest) SL . No Componen ts Responden ts Rate 1 Responden ts Rate 2 Responden ts Rate 3 Responden ts Rate 4 Responden ts Rate 5 1 Ease of usage 7 12 15 26 40 2 Security 9 16 27 18 30 3 Saves time 17 22 28 17 16 4 Provide verity of features 16 19 18 24 23 5 Cost effective 17 14 32 5 32 67 INTERPRETATION: From the above table and graph there are 100 respondents, and 5 different categories such as ? Ease of usage ? Security ? Saves time ? Provide verity of features ? Cost effective And the respondents were instructed to rate these features from 1 to 5 (where 5 as the greater) and all the five categories are mostly rated as 5. 79 171617 12 16 2219 1415 2728 18 32 26 1817 24 5 40 30 16 23 32 0 5 10 15 20 25 30 35 40 45 ease of usesecuritysaves timeveritycost effective NO OF RESPONDENTS CATEGORIES ra t i n g s a s p e r i m p o r te n c e rate 1rate2rate3rate4rate5 68 4.8 Table showing response for Please read the following statements related to smart phone based solutions done in an admin functions and tick the appropriate option Sl.

NO Particulars Never Rarely Sometimes Frequently Always 1 Do you feel a need for Attendance and leave management. 00 00 00 00 100 2 Do you feel a need for Travel and expense management? 17 22 28 16 17 3 Do you feel a need for Employee’s location, Wi- Fi recognition and face id. 19 18 24 23 16 4 Do you feel a need for Visitor management? 14 32 5 17 32 01719140 2218 32 0 2824 50162317 100 1716 32 NEED FOR ATTENDENCENEED FOR TRAVELNEED FOR LOCATIONVISITOR MGT no of respondents Axis Title determining the market need rate1rate2rate3rate4rate5 69 INTERPRETATION: From the above table and graph there are 100 respondents, and 4 different categories such as ? Do you feel the need for attendance and leave mgt. ? Do you feel the need for travel and expense mgt.? ? Do you feel the need for Employee’s location, Wi-Fi recognition and face id.

? Do you feel the need for visitor’s mgmt.? And the respondents were instructed to rate these features from 1 to 5 (where 5 as the greater) and all the five categories are mostly rated as 5. 4.9 Table showing response for If offered which feature of smart phone based solution for admin functions is the most appealing to you? SL. No Particulars Respondents Percentage 1 Attendance and leave management. 17 17% 2 Employee location, Wi-Fi recognition and face id.

1 1% 3 Visitor management. 5 5% 4 Travel and expense management. 4 4% 5 All the above. 73 73% 6 Total 100 100% 70 INTERPRETATION: From the above table and graph there are 100 respondents where 73 respondents have preferred all the features and constituting 73% and 17respondents have preferred attendance mgmt. and constitutes 17%.

17, 17% 1, 1%5, 5% 4, 4% 73, 73% response attendence location visitor travel all the above 71 4.10 Table showing response for What are the different solutions for managing admin functions you are aware of? SL. No Particulars Respondents Percentage 1 Manual note book 54 54% 2 Smart phone based. 16 16% 3 Desktop based. 10 10% 4 Others 20 20% 5 Total 100 100% manual, 54, 54% smart phone, 16, 16% desktop, 10, 10% others, 20, 20% awareness manualsmart phonedesktopothers 72 INTERPRETATION: From the above table and graph there are 100 respondents, where 54 respondents were aware of manual solution and constituting 54% and 16respondents were aware of smart phone solution. And constitutes 16%. 4.11 Table showing response for Which Parameter of smart phone based solution is the most important as per you? SL.

No Particulars Respondents Percentage 1 E a s e o f u s a g e 16 16% 2 S e c u r i t y 27 27% 3 T i m e s a v i n g 13 13% 4 C o s t s a v i n g 20 20% 5 E f f i c i e n c y 24 24% 6 Total 100 100% 16 27 13 20 24 0 5 10 15 20 25 30 ease of usesecuritytimecostefficiency NO OF RESPONDENTS CATEGORIEG i m p o r te n c e o f p a ra m e te r 73 INTERPRETATION: From the above table and graph there are 100 respondents, where 27 respondents selected Security and constituting 27% and 24 respondents selected efficiency. And constitutes 24%. 4.12 Table showing response for Rate the satisfaction level of your current solution for admin functions. SL.

No Particulars Respondents Percentage 1 V e r y s a t i s f i e d . 6 6% 2 S a t i s f i e d . 7 7% 3 N e u t r a l . 0 0% 4 U n s a t i s f i e d .

40 40% 5 V e r y u n s a t i s f i e d 47 47% 6 Total 100 100% 6%7%0% 40% 47% satisfactory level VS S N U VU 74 INTERPRETATION: From the above table and graph there are 100 respondents, where 47 respondents are very unsatisfied and constituting 47%, and 40 respondents are unsatisfied. And constitutes 40%. And none of the respondents are neutral. And constitutes 0%. And 6 respondents are very satisfied.

And constitutes 6%. And 7 respondents are satisfied. And constitutes 7%. 4.13 Table showing response for What is the biggest concern for using smart phone based solution for admin functions. SL.

No Particulars Respondents Percentage 1 S e c u r i t y 26 26% 2 D a t a s t o r a g e 27 27% 3 A d d i t i o n a l c o s t 0 0% 4 T e c h n i c a l b r e a k d o w n 24 24% 5 A c c e p t a n c e o f n e w t e c h 23 23% 6 Total 100 100% 75 INTERPRETATION: From the above table and graph there are 100 respondents, where 47 respondents are concerned of technical break down and acceptance of new tech and constituting 47%, and 27 respondents are concerned about data storage And constitutes 27%. And none of the respondents are concerned about cost. And constitutes 0%. And 28 respondents are very concerned about security. And constitutes 28%. 26, 26% 27, 27% 0, 0% 24, 24% 23, 23% 47, 47% consern security data storage additional cost technical breakdown acceptance of new tech 76 4.14 Table showing response for On an average how many visitors do you get in a month? SL.

No Particulars Respondents Percentage 1 less then10 0 0% 2 10-20 5 5% 3 20-30 25 25% 4 30-40 30 30% 5 40-above 40 40% 6 Total 100 100% 0, 0%5, 5% 25, 25% 30, 30% 40, 40% 70, 70% No of visitors per month 0 to 10 10 to 20 20 to 30 30 to 40 above 40 77 INTERPRETATION: From the above table and graph there are 100 respondents, where 47 respondents are concerned of technical break down and acceptance of new tech and constituting 47%, and 27 respondents are concerned about data storage And constitutes 27%. And none of the respondents are concerned about cost. And constitutes 0%. And 28 respondents are very concerned about security. And constitutes 28%. 4.15 Table showing response for Do you maintain a record of your visitors? SL.

No Particulars Respondents Percentage 1 Yes 92 14% 2 No 8 76% 3 Total 100 100% 92%, 92% 8%, 8% a tte n d a n c e re c o rd m a i nta i n e n c e yesNo 78 INTERPRETATION: From the above table and graph there are 100 respondents where 92 respondents maintain attendance record and constituting 92% and those who do not maintain a record consists 8 respondents and constitutes 8%. 4.16 Table showing response for H o w d o y o u r e c o r d t h e d e t a i l s o f y o u r v i s i t o r ? SL. No Particulars Respondents Percentage 1 D o n o t r e c o r d i t . 8 8% 2 M a n u a l n o t e b o o k 67 67% 3 E x c e l s h e e t 15 15% 4 Others 10 10% 5 Total 100 100% 8, 8% 67, 67% 15, 15% 10, 10% Tools used in recording attendance do not record manual note excel others 79 INTERPRETATION: From the above table and graph there are 100 respondents where 67 respondents maintain attendance record in a manual note book and constituting 67% and those who do not maintain a record consists 8 respondents and constitutes 8%.

And 15 respondents use excel. And 10 use other tools. 4.17 Table showing response for H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t a l l t h e d e t a i l s o f y o u r vi s i t o r s w i l l a u t o m a t i c a l l y r e c o r d e d a n d y o u c a n a c c e s s t h e r e p o r t a n y t i m e a n y w h e r e . SL.

No Particulars Respondents Percentage 1 V e r y s a t i s f i e d 84 84% 2 Sa t i s f i e d 20 20% 3 N e u t r a l 0 0% 4 U n s a t i s f i e d 2 2% 5 V e r y u n s a t i s f i e d 0 0 6 Total 100 100% 80 INTERPRETATION: From the above table and graph there are 100 respondents, where 84 respondents are very satisfied and constituting 84%, and 20 respondents are satisfied. And constitutes 20%. And none of the respondents are neutral. And constitutes 0%. And 2 respondents are unsatisfied.

And constitutes 2%. And 0 respondents are very unsatisfied. And constitutes 0%. 84, 79% 20, 19% 0, 0%2, 2% S a t i s fa c t o r y l e v e l VSSNUVU 81 4.18 Table showing response for H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t y o u r v i s i t o r s c a n s e l f-c h e c k i n , v e r i fy t h e i r p h o n e n u m b e r s a n d c a p t u r e p h o t o g r a p h s f o r s e c u r i t y . SL. No Particulars Respondents Percentage 1 V e r y s a t i s f i e d 84 84% 2 Sa t i s f i e d 20 20% 3 N e u t r a l 0 0% 4 U n s a t i s f i e d 2 2% 5 V e r y u n s a t i s f i e d 0 0 6 Total 100 100% 84, 79% 20, 19% 0, 0%2, 2% S a t i s fa c to r y l e v e l VSSNUVU 82 INTERPRETATION: From the above table and graph there are 100 respondents, where 84 respondents are very satisfied and constituting 84%, and 20 respondents are satisfied.

And constitutes 20%. And none of the respondents are neutral. And constitutes 0%. And 2 respondents are unsatisfied. And constitutes 2%. And 0 respondents are very unsatisfied.

And constitutes 0%. 4.19 Table showing response for D o y o u h a v e a t t e n d a n c e m a r k i n g f o r y o u r e m p l o y e e s ? SL. No Particulars Respondents Percentage 1 Yes 92 92% 2 No 8 8% 3 Total 100 100% 92 80 10 20 30 40 50 60 70 80 90 100 yesNo NO OF RESPONDENTS RESPONSE Pe rc e nta g e o f c u r re nt a tte n d a n c e m a r k i n g Percentage of current attendance marking 83 INTERPRETATION: From the above table and graph there are 100 respondents where 92 respondents Do mark attendance of their employees and constituting 92% and 8 respondents do not and constitutes 8%. 4.20 Table showing response for H o w d o y o u r e m p l o y e e s m a r k a t t e n d a n c e ? SL. No Particulars Respondents Percentage 1 Manual register 74 74% 2 Bio matric 16 16% 3 Sm a r t p h o n e 0 0% 4 Others 10 10% 5 Total 100 100% 84 INTERPRETATION: From the above table and graph there are 100 respondents, where 74 respondents mark attendance using manual registers and constituting 74%, and 16 respondents use bio matric. And constitutes 16%.

And none of the respondents use smart phones. And constitutes 0%. And 10 respondents use other tools. And constitutes 10%. 85 4.21 Table showing response for D o e s y o u r e x i s t i n g a t t e n d a n c e s y s t e m h a s r e m o t e l o c a t i o n f e a t u r e ? SL. No Particulars Respondents Percentage 1 Yes 0 0% 2 No 100 100% 3 Total 100 100% INTERPRETATION: From the above table and graph there are 100 respondents where 100 respondents do not have remote location in there system and constituting 100%. 0 20 40 60 80 100 yesno 0 100 NO OF RESPONDENTS RESPONSE E xe s t i n g re m o te l o c a t i o n fe a t u re yesno 86 4.22 Table showing response for H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t a l l t h e d e t a i l s o f y o u r e m p l o y e e s a t t e n d a n c e w i l l a u t o m a t i c a l l y r e c o r d e d a n d y o u c a n a c c e s s t h e r e p o r t a n y t i m e a n y w h e r e . SL. No Particulars Respondents Percentage 1 V e r y s a t i s f i e d 74 74% 2 Sa t i s f i e d 30 30% 3 N e u t r a l 0 0% 4 U n s a t i s f i e d 2 2% 5 V e r y u n s a t i s f i e d 0 0 6 Total 100 100% 74 30 0200 10 20 30 40 50 60 70 80 VSSNuVU NO OF RESPONDENTS L e v e l o f s a t i sfa c t i o n Level of satisfaction 87 INTERPRETATION: From the above table and graph there are 100 respondents, where 74 respondents are very satisfied and constituting 74%, and 30 respondents are satisfied. And constitutes 30%. And none of the respondents are neutral. And constitutes 0%. And 2 respondents are unsatisfied. And constitutes 2%. And 0 respondents are very unsatisfied. And constitutes 0%. 4.23 Table showing response for H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t y o u r e m p l o y e e s c a n m a rk t h e r e a t t e n d a n c e t h r o u g h t h e i r s m a r t p h o n e s , v e r i f y t h e i r r e m o t e l o c a t i o n a n d c a n c h e c k t h e i r a t t e n d a n c e r e p o r t a n y t i m e a n y w h e r e . SL. No Particulars Respondents Percentage 1 V e r y s a t i s f i e d 54 54% 2 Sa t i s f i e d 30 30% 3 N e u t r a l 10 10% 4 U n s a t i s f i ed 6 6% 5 V e r y u n s a t i s f i e d 0 0 6 Total 100 100% 88 INTERPRETATION: From the above table and graph there are 100 respondents, where 54 respondents are very satisfied and constituting 554%, and 30 respondents are satisfied. And constitutes 30%. And 10 of the respondents are neutral. And constitutes 10%. And 6 respondents are unsatisfied. And constitutes 6%. And 0 respondents are very unsatisfied. And constitutes 0%. 54 30 10600 10 20 30 40 50 60 VSSNuVU NO OF RESPONDENTS L e v e l o f s a t i s fa c t i o n Level of satisfaction 89 4.24 Table showing response for D o y o u f e e l y o u s h o ul d h a v e t r a v e l a n d e x p e n s e m a n a g e m e n t s o l u t i o n i n y o u r s m a r t p h o n e ? SL. No Particulars Respondents Percentage 1 Yes 67 67% 2 No 33 33% 3 Total 100 100% 0 10 20 30 40 50 60 70 yesno 67 33NO OF RESPONDENTS RESPONSE D e m a n d fo r t rav e l a n d ex p e n c e m g m t yesno 90 INTERPRETATION: From the above table and graph there are 100 respondents where 67 respondents demand to have travel and expense management in there system and constituting 67%. And 33 respondents do not demand to have travel and expense management in there system. And constituting 33%. 4.25 Table showing response for D o y o u f e e l y o u s h o u l d h a v e c a n t e e n m a n a g e m e n t s o l u t i o n i n y o u r s m a r t p h o n e ? SL. No Particulars Respondents Percentage 1 Yes 62 62% 2 No 38 38% 3 Total 100 100% 0 10 20 30 40 50 60 70 yesno 62 38NO OF RESPONDENTS RESPONSE D e m a n d fo r C a nte e n m g m t s o l u t i o n yesno 91 INTERPRETATION: From the above table and graph there are 100 respondents where 62 respondents demand to have canteen management in there system and constituting 62%. And 38 respondents do not demand to have canteen management in there system. And constituting 38%. 4.26 Table showing response for Do you feel shifting to smart phone based solution if you get all the 4 features at one place? SL. No Particulars Respondents Percentage 1 Always 74 74% 2 Mostly 16 16% 3 Sometimes 0 0% 4 Rarely 10 10% 5 Total 100 100% 92 INTERPRETATION: From the above table and graph there are 100 respondents, where 74 respondents are willing to adopt our solution and constituting 74%, and 16 respondents are satisfied. And constitutes 16%. And 10 of the respondents are neutral. And constitutes 10%. And 0 respondents are very unsatisfied. And constitutes 0%. 74, 74% 16, 16% 0, 0%10, 10% Willingness to adopt our solution always aostly sometimes rarely 93 4.27 Table showing response for Would you buy our solution with all the 4 features if it fits into your budget? SL. No Particulars Respondents Percentage 1 Yes 62 62% 2 No 38 38% 3 Total 100 100% 62, 62% 38, 38% willingness to buy yes no 94 INTERPRETATION: From the above table and graph there are 100 respondents where 62 respondents are willing to buy our product and constituting 62%. And 38 respondents do not. And constituting 38%. 4.28 Table showing response for How do you feel about solution? Sl. No Particulars respondents percentage 1 Good 39 39% 2 Helpful 19 19% 3 Innovative 22 22% 4 Time saving 2 2% 5 Secure 4 4% 6 Durable 14 14% 7 Total 100 100% 95 INTERPRETATION: From the above table and graph there are 100 respondents, and 5 different categories such as ? Good ? Helpful ? Innovative ? Secure ? Durable And the respondents were instructed to select and all the five categories are mostly selected. Hence it is a very good feedback. 391922214 GOODHELPFULINNOVATIVESECUREDURABLE no of respondents Feedback to solution goodhelpfulinnovativesecuredurable 96 Expectations from clients. When asked to customers about their expectations from the service provided they replied that they need delivery on time, good service, giving detailed data around those services preceding purchasing, great then afterward bargains service, and so forth throughout this way, observing and stock arrangement of all instrumentation may be enhance. At required should clients something like their desires starting with dealers they replied that they require conveyance around time, handy service, providing for point by point information around the individuals auto first purchasing, incredible that point subsequently bargains service, thus All around this way, watching and stock plan for the greater part defiant might make upgrade. 97 FINDINGS OF THE RESEARCH From the research survey we have arrived at some results, which are as follows. ? The research has recorded a detail road map of consumer proposition. ? The research has a deep understanding of the market for employee management across the multiple segments. ? The research has also understood the selling proposition for the specific segment. ? The research has given a road map to the sales cycle in selling a SaaS solution to the organization. ? It was found that most of the Admin’s and Store Managers are showing interest towards our product hence they are our target group. Or target segment. ? The research has found that more than 86 percent market scope is there for our product. ? The research has found that all the clients are not fully satisfied with their existing solution hence there is a wider scope for us in the market. ? And majority of the respondents are willing to buy the product. CHAPTER 5 FINDINGS, CONCLUSION AND RECOMMENDATION 98 Conclusion After a long survey and working with JustZaap, I would like to put some inputs to the SAAS industry. The growth and demand for the SAAS products has grown tremendously in recent years and the competition is cut-throat. As there are various brands in the market, hence their marketing strategies must be unique and innovative to attract the clients towards them. It is very important to understand as to what are the strategies the SAAS producers used to attract the customers like their advertisements, what is the extent to which there sales strategy is able to convince people etc. because B to B market is not as other markets, hence there is a very tough path to cross. This survey research tries to understand the B2B consumer behaviour to SAAS sales and strategies adopted by JustZaap to attract the customers, and I can say that they are half way down the line. Hence to attract the clients first they need to make sure that clients understand the product, and what are the expectations of the customers from the organization. This research has also brought light on what basis a customer chooses a particular brand when it comes to SAAS. And they are, ? Brand awareness ? Goodwill ? Pricing ? After sales service ? CRM Hence we can say that the company has to focus on all these 5 aspect when it comes to sales. 99 Recommendations To Costumers:- ? Using a smart phone based solution for your admin functions will remove all the unwanted manual effort of your staff. ? The products of JustZaap Lower total cost of ownership. ? They also help in automation flow of information across systems. ? It also provide End to End bot enabled automation of business processes. ? And Improved SLA. ? Improves your goodwill and brand image. To Company:- ? Company needs to focus on advertisements. ? Need to focus on brand awareness. ? Provide complete information through cold calls, e-mails and digital marketing. ? Need to promote personal selling. ? Research should be made for market acceptance. ? Focus on large market and work in depth. 100 Annexure QUESTIONNAIRE Declaration I am Faisal hussain final year student of Presidency College Bangalore. The topic of my dissertation study is “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap”. I am collecting this data purely for the use of my dissertation project. 1. Does your company utilizes any smart phone based solution to manage administration functions? a. Yes b. No 2. Do you prefer smart phone based solution over manual solution to manage you admin functions? a. Yes b. No 3. How would you rate the need and importance of smart phone based solution to manage admin functions? a. 1 d. 4 b. 2 e. 5 c. 3 ? Name ___________________________ ? Job role: ___________________________ ? Company name: ___________________________ ? Company type:____________________________ 101 4. How would you rate your current manual solutions? a. 1 b. 2 c. 3 d. 4 e. 5 5. Please rate the following parts of smart phone based solution as per their importance 1 2 3 4 5 Ease of usage Security Saves time Provide verity of features Cost effective 6. Please read the following statements related to smart phone based solutions done in a admin functions and tick the appropriate option Never Rarely Sometimes Frequently Always Do you feel a need for Attendance and leave management. Do you feel a need for Travel and expense management? Do you feel a need for Employee’s location, WiJFi recognition and face id. Do you feel a need for Visitor management? 102 7. If offered which feature of smart phone based solution for admin functions is the most appealing to you? a. Attendance and leave management. b. Travel and expense management. c. Visitor management. d. Employee location, Wi-Fi recognition and face id. e. All the above. 8. What are the different solutions for managing admin functions you are aware of? a. Manual note book b. Smart phone based. c. Desktop based. d. Others 9. Which Parameter of smart phone based solution is the most important as per you? a. E a s e o f u s a g e b. S e c u r i t y c. T i m e s a v i n g d. C o s t s a v i n g e. E f f i c i e n c y 10. Rate the satisfaction level of your current solution for admin functions. a. V e r y s a t i s f i e d . b. S a t i s f i e d . c. N e u t r a l . d. U n s a t i s f i e d . e. V e r y u n s a t i s f i e d . 11. What is the biggest concern for using smart phone based solution for admin functions. a. S e c u r i t y b. D a t a s t o r a g e c. A d d i t i o n a l c o s t d. T e c h n i c a l b r e a k d o w n e. A c c e p t a n c e o f n e w t e c h 103 12. On an average how many visitors do you get in a month? a. less then10 b. 10-20 c. 20-30 d. 30-40 e. 40-above 13. Do you maintain a record of your visitors? a. Yes. b. No 14. H o w d o y o u r e c o r d t h e d e t a i l s o f y o u r v i s i t o r ? a. D o n o t r e c o r d i t . b. M a n u a l n o t e b o o k . c. E x c e l s h e e t . d. O t h e r s . 15.H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t a l l t h e d e t a i l s o f y o u r v i s i t or s w i l l a u t o m a t i c a l l y r e c o r d e d a n d y o u c a n a c c e s s t h e r e p o r t a n y t i m e a n y w h e r e . a. V e r y s a t i s f i e d . b. S a t i s f i e d . c. N e u t r a l . d. U n s a t i s f i e d . e. V e r y u n s a t i s f i e d . 16.H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t y o u r v i s i t o r s c a n s e l f-c h e c k i n , v e r i f y t h e i r p h o n e n um b e r s a n d c a p t u r e p h o t o g r a p h s f o r s e c u r i t y . a. V e r y s a t i s f i e d . b. S a t i s f i e d . c. N e u t r a l . d. U n s a t i s f i e d . e. V e r y u n s a t i s f i e d . 104 17.D o y o u h a v e a t t e n d a n c e m a r k i n g f o r y o u r e m p l o y e e s ? a. Y e s b. N o 18.H o w d o y o u r e m p l o y e e s m a r k a t t e n d a n c e ? a. M a n u a l r e g i s t e r b. B i o m a t r i c c. S m a r t p h o n e d. O t h e r s 19.D o e s y o u r e x i s t i n g a t t e n d a n c e s y s t e m h a s r e m o t e l o c a t i o n f e a t u r e ? a. Y e s b. No 20.H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t a l l t h e d e t a i l s o f y o u r e m p l o y e e s a t t e n d a n c e w i l l a u t o m a t i c a l l y r e c o r d e d a n d y o u c a n a c c e s s t h e r e p o r t a n y t i m e a n y wh e r e . a. V e r y s a t i s f i e d . b. S a t i s f i e d . c. N e u t r a l . d. U n s a t i s f i e d . e. V e r y u n s a t i s f i e d . 21.H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t y o u r e m p l o y e e s c a n m a r k t h e r e a t t e n d a n c e t h r o u g h t h e i r s m a r t p h o n e s , v e r i f y t h e i r r e m o t e l o c a t i o n a n d c a n c h e c k t h e i r a t t e n d a n c e r e p o r t a n y t i m e a n y w h e r e . a. V e r y s a t i s f i e d . b. S a t i s f i e d . c. N e u t r a l . d. U n s a t i s f i e d . e. V e r y u n s a t i s f i e d 105 22.D o y o u f e e l y o u s h o u l d h a v e t r a v e l a n d e x p e n s e m a n a g e m e n t s o l u t i o n i n y o u r s m a r t p h o n e ? a. Y e s b. N o 23.D o y o u f e e l y o u s h o u l d h a v e c a n t e e n m a n a g e m e n t s o l u t i on i n y o u r s m a r t p h o n e ? a. Y e s b. No 24.Do you feel shifting to smart phone based solution if you get all the 4 features at one place? a. Always b. Mostly c. Sometimes d. Rarely 25. Would you buy our solution with all the 4 features if it fits into your budget? a. Yes b. No 26. How do you feel about solution? ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ 106 PRESIDENCY COLLEGE– 4th SEMESTER • MBA Dissertation BU– 1STPROGRESS REPORT Sl.no Particulars Details 1 Name of the Student Faisal Hussain 2 Registration Number 16YACMD058 3 Name of College Guide Assistant Professor Mr Kishan K P 4 Name and contact number of the Co-Guide/ External Guide (Corporate). Mr Nadeem Khan +919739491867 5 Title of the Dissertation. “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap”. 6 Name and Address of the Company/Organization where project is undertaken with Date of starting Dissertation. JustZaap 3rd Floor, Novel Tech Park Google Maps – https://goo.gl/maps/MHUkeATcNdK2. 7 Progress report: A brief note reflecting: Number of meeting with Guides, places visited. Libraries website, books referred, meeting with persons. Activities taken up, preparations done for collection of information and facts etc…) Number of meetings: 1 (on 30/4/2018.) Places visited: Company’s office at Bangalore. Regular interaction with guide through e-mail and social media. And continuously working with the external guide since 15 days. , review of literature is in process and chapter wise scheme will be implemented according to the university guidelines References: www.Justzaap.com DATE: 14aaaa/5/2018 Signature of the Candidate Signature of the College Guide 107 PRESIDENCY COLLEGE– 4th SEMESTER • MBA Dissertation BU– 2STPROGRESS REPORT Sl.no Particulars Details 1 Name of the Student Faisal Hussain 2 Registration Number 16YACMD058 3 Name of College Guide Assistant Professor Mr Kishan K P 4 Name and contact number of the Co-Guide/ External Guide (Corporate). Mr Nadeem Khan +919739491867 5 Title of the Dissertation. “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING STRATEGIES IN JustZaap”. 6 Name and Address of the Company/Organization where project is undertaken with Date of starting Dissertation. JustZaap 3rd Floor, Novel Tech Park Google Maps – https://goo.gl/maps/MHUkeATcNdK2. 7 Progress report: A brief note reflecting: Number of meeting with Guides, places visited. Libraries website, books referred, meeting with persons. Activities taken up, preparations done for collection of information and facts etc…) Number of meetings: 1 (on 30/4/2018.) Places visited: Company’s office at Bangalore. Regular interaction with guide through e-mail and social media. And continuously working with the external guide since 30 days. , preparation of questionnaire is done. Data collection and interpretation is in progress. And report writing is 60% completed. References: www.Justzaap.com DATE: 31/5/2018 Signature of the Candidate Signature of the College Guide 108 Bibliography Books ? Marketing o Author- Dr.N.Rajan Nair Sanjith R Nair o Publications- Sultan chand and Sons ? Marketing Management o Author- Philip Kotler o Publications- Prentice Hall of India Pvt ltd. ? Research and methodology o Author – Deepak cavalla Neena sondhi Magazines ? Business Today ? Forbes India ? Business World ? Business India ? Silicon India ? Outlook Business Websites ? www.wikipidia.com ? www.Justzaap.com ? www.google.com