GETMYUNI

CHAPTER 1
INTRODUCTION TO THE STUDY
1.1. INDUSTRY PROFILE
Education Industry
At present one of the main industries which is booming is education industry which
provides the instruction, information, and training to the students. The institution may
be government as well as private. India holds a leading position in the global education
industry. Our country has more than 1.4 million schools and colleges put together with
over 227 million students who have enrolled and more than 36,000 higher education
institutes. India is known to be one of the largest higher education systems in the world.
However, the confusion in the minds of the students still exist while choosing a course
after their 10+2 education for their Under graduation and also Post graduation. Indian
college framework is, in numerous parts, in a condition of disrepair. In a large portion
of the regions in the nation, advanced education enrolments are low, just about two-
third of Indian colleges and 90 % of Indian schools are evaluated as normal on quality
parameters. In numerous states college arrangements, which also includes that of bad
habit chancellors, who have been politicized and have ended up subject to rank their
college names. Creating awareness among the student about various colleges around
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nation with the alumni reviews will help the aspirants to learn about the college and the
courses availed by the colleges.
The quantity of graduates leaving specialized universities expanded to more than 7

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

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

company and are one among the fastest growing college choice search portals in India,
which is greatly used by many aspiring students to make their right college decisions.
Their key metrics include 4 million students monthly with page views of 10 million
monthly.
This is a commercial center which interfaces the education searchers with the education
providers. Information regarding various educational institutions, courses, projects,
grants and confirmation notices for undergraduate programs, professional courses
giving proficient degrees or certificates and advanced education in India on the site.
With 67% of potential students utilizing web search engines as their first option to
search information for good education institutes and 9 of every 10 have no idea as to
which school they wish to go to while they are researching for the colleges, it's more
critical than any other time in recent memory to ensure that your site looks and works
to an elevated requirement to appear within the top searched results.
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The education industry unlike other industries, users look for higher education
information and don’t just pause at the homepage, but also go around through the
website to find out more information regarding admission and courses, student
associations present in the college and even the details about what life is like on campus
with the student reviews.
The choice of which graduate institution to attend is one of the important decision that
someone will make in their lifespan so it’s very vital that these aspects are covered in
brief to allow the potential students to make knowledgeable decisions and these are the
main objective of any education search engine portal and GetMyUni focuses on SEO
(Search Engine Optimization) to increase their traffic.
Search Engine Optimization which is also known as SEO, refers to the processes by
which search engines such as Google and Bing determine website rankings in search
engine results pages (SERPs). On the off chance that your site isn't up to the standard
that the web crawlers expect, you may not appear inside the initial couple of pages of
list items, implying that your webpage is less inclined to be tapped on by the correct
guests. As a fact, it may not be seen by prospective students by any stretch of the
imagination
This is why a strong SEO for higher education campaign is so important to have: it
make sure that your website receives the most exposure most possibly by the right
audience and also increases the potential visitors to the website in turn increasing the
traffic which is a profit sign for the company.
Transformation comes about for advanced education are frequently slower than
numerous ventures. Such a vital life choice needs cautious thought, with 44% of
forthcoming understudies changing over somewhere in the range of 60 and 120 days
after first looking on an advanced education site and numerous proceeding to visit the
site various circumstances amid this period to discover additional data. This is the
reason it is critical for an advanced education SEO campaign to be continuous, as the
time scale that individual clients spend on the site may go from various weeks to a
couple of months.
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GetMyUni considers SEO campaign very strictly with constant update of the content
with long tail, short tail and LSI keywords which helps in the up scaling of the page
ranking in the Google scrolling helping the GetMyUni website rank top and increasing
the page views.
1.2. COMPANY PROFILE

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

Founded 2015 May
Headquarters Bangalore, Karnataka

Service Online Educational Portal
Employees 90 FTE's
Website www.getmyuni.com
Current
Status Active
Table 2.1- Company Profile [Source: Company Data]
• Getmyuni is headquartered in Bangalore, Karnataka. Currently, Upneet Grover is

the CEO of Getmyuni.
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• Getmyuni is a search engine that allows students to get fees, placements,
admissions, reviews, exams and scholarships information of various colleges.
• It ambitiously aims to remove hurdles and aspires to be a catalyst in providing an
online boutique for students.
• GetMyUni is a bridge to fill the gap between Universities and students.
• They work hand in hand with the best players in the Education Industry to offer
them highly screened student leads by mapping the generated leads with
universities through data dissociation by our skilled team of data scientists.
• It also has a specific team of highly adept counselors who are constantly striving to
repair the mind blocks of students and streamline the process of their university
search.
• Getmyuni's main competitors are Shiksha.com, Collegedunia.com,
Targetstudy.com etc.
• As of August 2018, Getmyuni has 6.9K fans on Facebook and 443 followers on
Twitter.
History:
When it has turned into the standard to whip out our smartphones to check online
surveys and reviews for everything—be it for another eatery or the most recent
Bluetooth speakers, the procedure for college search and revelation is as yet done the
old-fashioned way. Youths whittle down their list of universities to apply to from
magazine rankings or from what their associates are stating. They invest a ridiculous
amount of time doing research work, making the entire procedure tedious and time
taking.
Hardik Thakkar and Upneet Grover wound up in this circumstance when they were
hoping to seek colleges for their post-graduate degrees. Companions since their days in
Infosys, the two would constantly talk about their thoughts and were certain that they
needed to begin an organization together.
In June 2014, they at last concluded that they want to begin something that functioned
as a social college seeking portal. They started Getmyuni in 2015 May to enable the
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students to pick the right university through comprehensive reviews and associate
appraisals, drawing in discussions and alumni class interface.
While looking up colleges for their Post-Graduation, both Hardik and Upneet attempted
to get relevant data from friends and furthermore to speak with individual
students/graduated candidates to comprehend the advantages and disadvantages of
every college.
There was scattered data accessible on various discussion forums and they generally
needed to depend on individual associations to get peer data. Along these lines they
needed to principally center around the social connect part of Getmyuni.
The duo team began Getmyuni after considerable preparation. Hardik has moved on
from the group. The underlying difficulties for the startup incorporated the trouble in
sourcing client created content and motivating students to compose college reviews
without spending cash on it. Accordingly, they made campus ambassador programs,
solid referrals and in product advertising programs and were fortunate to have a decent
informal exchange going around. It happened with the goal that they were astounded
by the number of stude who were eager to encourage and help the aspirants and thus
composed long and sincere reviews.
Type of Business:
GetMyUni is a online education portal that helps students to decide on their course and
which college to choose from with the highest student rating for their
Undergraduate and Postgraduate course from varied discipline of their choice.
This is a college matchmaking site, where students can make a profile and see which
universities may be ideal for them. This website can be extremely useful in their college
seek since it gives them a chance to keep a running list of universities that they are keen
on once they make a profile.
The stats are displayed in an extremely easy to understand, direct way that is
straightforward. Students will likewise discover grades in view of student reviews for
everything from campus food to academics to the gathering scene, so they can get an
inside see-through at what individuals truly consider the school.
It offers the students to discover right university, help them make the correct choices
and furthermore helps them to complete the choice viably. Students can review
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universities, courses and colleges and furthermore read about on the GetMyUni
website.
Vision and Mission of GetMyUni

In a world where skills are becoming redundant and new skills are gaining prominence
every day, a huge chunk of students lack necessary exposure to the different avenues
and colleges which can shape their interests and career to great heights, GetMyUni
ambitiously aims to remove hurdles and aspires to be a catalyst in providing an online
boutique for students who just do not want to settle for a mediocre career by helping
them find the right course and the University.
Market Break:
GetMyUni thought of another income stream where they were empowering brands and
organizations to contact students through events and competitions. They began
profiting to help the business until they at long last got supported by the Times Group
in 2015 ($50,000), and began to pick up and started to see an traffic activity of 5000
individuals in a month which increased significantly to 10K every month in the pinnacle
season. With that subsidizing in addition to the incomes expanding month-on-month
they could scale to a million clients for every month on the website. Their income run
rate is at Rs 10 lakh. The income model of the website incorporates producing and
offering high caliber, checked student leads to universities that are the correct fit, and
furthermore promotions and student enlistment.
Path towards becoming one of the biggest college search platforms:

Each industry in the ongoing days is picking up force through user reviews.
Organizations are trying really hard to build up their client/customer encounter as the
ratings/feedback given by these customers is one of the main considerations impacting
further business. There were a ton of websites which were benefiting from the same
and were driving clients to produce reviews on their site. There were a considerable
measure of organizations utilizing client produced content as their driven thought in
making a database. A portion of the cases in the market – Zomato, Glassdoor,
Mouthshut are the examples of this.The education division had market pioneers like
Shiksha who have been in the business for a long time like around 9 years, however
none of the players in the business have strived to make a database of user produced
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content. The alternative of reviews has dependably been on these websites, yet the
thought was not driven forcefully, and this is the thing that GetMyUni needed to focus
in any case and which by chance turned into the sole thought for the establishing of the
site.
Exactly when GetMyUni was gathering energy, it confronted a mishap in mid-2016

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

• GetMyUni is a Times Internet backed education-tech startup disrupting the college
admissions space in India. It is a searching portal for the aspirants where they can search
for colleges, university news, entrance exams for admissions, and college fests and
events, colleges to compare and even write a review.
• It is one of the rapid growing online educational portal. The website currently offers
information about 12000+ colleges. They have largest database of engineering,
management, medical, paramedical, pharmacy, commerce, architecture, fashion,
hospitality, law, science, arts, computer application, mass media and communication,
veterinary sciences, vocational courses, animation, agriculture, dental, education
related information.
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• Students can search for the top courses & entrance exams in India. The varied number
of choices the website provides, helps the aspirants to widen their choices and to make
a right decision.
• With the higher browse option where students can search the right and better choice by
typing the discipline, degree interested and in which country students want to study in.
• The portal provides many solving competitions to showcase student’s talent, solve real
life problems and even get rewards.
Every student has a gift of unique ability to express himself/ herself in a specific way,
they needed to know their ability and showcase that specific talent in the encouraging
platforms.
• GetMyUni provides such an encouraging platform to showcase student’s talent, where
it also provides rewards for the students.
• GetMyUni monthly scholarships is open to all (postgraduate or undergraduate), from
any discipline, any year and any college. Chooses five lucky winners of every month
and awarded them with the cash prize of 2000 each.
• This platform also offers internships for the all college students with the relevant skills.
1.4. Organization Structure of GetMyUni:
Higher level
management
Mid level
management
Lower level
management
Figure 2.1- Organization Structure [Source: Company data]
The above pyramid shows the three different levels of organization which consists of
higher-level management midlevel, management and lower level management. The
higher-level management consists of CEO and a manager who takes care of the whole
company by taking main decisions in challenging situations. The mid-level
management consists of the team leaders of the different teams who leads the team
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members. The low-level management consists of the team members where the team
members have to work based on the instructions given by their higher authorities. The
various departments in the organization and their works are listed below
• Operations Team-
This team is the revenue generating team and is also called as Business Delivery Team.
They take care of the admissions of the students reaching out for help to the website
with their choice of course. They handle calls, chat facility of the company website
giving the students what they require and following up on them. They form the “Digital
Marketing” side of the company. They have Voice and Digital teams under operations.
• Technical Team-
The team is responsible for the technical supervision and process of the company which
handles the website design, web page front end and back end working and the way it
looks. They take in inputs from the content team with respect to the modifications that
they need in the back end of front end per say.
• Human Resource Team-

The HR team consists of only 3 members where the HR head does multiple tasks like
recruitment of leads, team members, interns, payroll fixation, employee engagement,
new talent acquisition, client and customer relationship management. The HR team
members follow up on the new joiners who are selected and take care of their offer
letter and on boarding activities.
• Content Team-
This team develops the content of the website from adding the colleges, exams and
courses. The College team takes care of the information, fees, courses, admissions,
application process and eligibility criteria for each college. The Exam team gives
information about the various exams for different courses conducted across the nation.
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• Business Development-
They plan for business improvement by getting in clients for the company also working
out for new campaigns for the clients in order to get students enrolled through the
website. Their busy season of working is April to June.
Product or Service profile:

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

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

For any industry or an organization for that matter there should be some competition.
The education industry is booming now a days and it has got many numbers of
competitors. When we consider GetMyUni as an organization which was established at
the mid of 2015 has many numbers of tough competitors who have already been
established and doing good in the field. This is one of the good things to say that the
company is growing despite having all these competitors. Some of the main competitors
of GetMyUni are mentioned below.
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1. Careers360
Careers360 is a data-enabled and technology-driven Educational Products and Services

Company, Careers360 seamlessly integrates millions of student and institutional data
points with the user generated preferences of its more than 15 million+ monthly visitors,
to build sophisticated Prediction and Recommendation products for the students to
explore and achieve career plans, based on their interests and abilities. The company is
Driven by more than 210 members young team, and cover more than 20,000
colleges, 250 courses and have 250 products, from exam preparation to college
recommendation, used by over 15 Million students every month
Careers360 is a hub of activities on everything to do with education. Our Products,
Content, question and answers and, Experts help students, parents, policy makers,
educationists and academics in taking informed decisions. The organization is driven
by data, tools & products. Careers360 enables the best decision for every student, every
time.
2. HT campus
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HTCampus.com is a platform where students can get comprehensive and reliable
information on various colleges, courses, exams and career options. With cumulative
services, Credible information and innovative products. HTCampus.com has helped
innumerable students make informed decisions about their career.
3. College Dheko
CollegeDekho was launched with an aim to fundamentally changing and improving

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

students hoping to seek after undergraduate (UG) and postgraduate (PG) courses across
the nation and abroad; likewise, available to clients moving through the site's versatile
site. Started in 2008, Shiksha.com has a place with Info Edge (India) Ltd, the proprietor
of set up brands like Naukri.com, 99acres.com, Jeevansathi.com, among a few others.
With this solid brand family, Shiksha offers its clients the one of a kind benefits of
modified tools like Alumni Employment Statistics that incorporates compensation
information fueled by Naukri.com.
The site is a storehouse of solid and legitimate data for more than 14,000 organizations,
40,000 or more courses and has an enlisted information base of in excess of 3.5 million
students. They offer particular data for students inspired by UG/PG courses in India
(shiksha.com) and Abroad (studyabroad.shiksha.com) over the most prominent
instructive streams – Management; Science and Engineering; Banking and Finance;
Information Technology; Animation, VFX, Gaming and Comics; Hospitality, Aviation
and Tourism; Media, Films and Mass Communication; Design; Medicine, Beauty and
Health Care; Retail; Arts, Law, Languages and Teaching; and Test Preparation.
Educational lookers get a customized involvement on their site, considering instructive

foundation and profession enthusiasm, empowering them to make all around educated
course and college choices. The basic leadership is engaged with simple access to
itemized data on profession decisions, courses, exams, universities, criteria for
admission, qualification, fees, placement insights, rankings, reviews, grants, most
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recent updates and so on and additionally by communicating with other Shiksha.com
clients, specialists, current students in colleges and graduated class gatherings. We have
presented a few students oriented items and tools like Career Central, Common
Application Form, Top Colleges, College Compare, Alumni Employment Stats,
Campus Connect, College Reviews, College Predictors, My Shortlist and Shiksha Cafe.
The active ask and answer network which is known as Shiksha Café has more than
1000 specialists noting profession and university related inquiries. Students can make
inquiries, take part in discussions and stay connected with most recent news, articles
identified with their interest in education. Shiksha.com is India's most intelligent
college portal that mixes advanced education related area learning, with innovation,
development, and believability to give students customized bits of knowledge to
influence educated to profession, course and university choices.
5. College Dunia:
It is a broad internet searcher for the students, guardians, and education training industry
players who are looking for data on advanced education division in India and abroad.
One can depend on Collegedunia.com for getting most concise and pertinent
information on universities and colleges.
Students can utilize Collegedunia.com as one stop goal to look about their dream
college, accessible and interested courses, admission process and parcels more
intelligent tools to ease the way towards discovering place of graduation. The site has
the archive of in excess of 20,000 schools and 6000 courses sorted in various streams
like Management, Engineering, Medical, Arts and considerably more. One can arrange
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universities based on area, ratings on the website, ranking, fees and cutoff for various
competitive exams.
1.7. Future growth and prospects:

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

Operations Team:
• Have reached highest ever revenue of 5.73 lakhs on a single day
• On an average Operations Team generates 4 lakhs revenue per day
• Combined efforts of Business Delivery Team made GetMyUni get a new TT Table
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• Voice team’s Lead generation has increased about 700 CIL since last Town hall
• CR% has taken a hike from 10% to 17.5% from Voice Acquisition end
• Highest revenue has been generated by Voice Acquisition is 2.4 Lakhs
• Email capacity has increased to 5.5 Lakhs from Digital Acquisition end
• Highest revenue generated by Digital Acquisition till date is 3.61 Lakhs
• Even though they have less campaigns we maintained 1.5L/day revenue
• They got a new Email Panel for offline lead sheet uploading
• Overall improvement in quality of leads compared to last year
Search Engine Optimization:
• We have got 24.72% hike in the traffic compared to previous week, ie: 8,69,560
sessions. Previous week=6,97,000
• Rating schema is live for all the exams.
• Implementing featured snippets by creating tables in college fees page, admission

pages, course pages etc.
• Started “Sarkari Result” new category project to generate traffic.
• Decided to implement Word press CMS on Exams. getmyuni page.
• New Design SEO friendly Top search pages are up. (Optimization of HTML tags)
• PBN site back link Strategy- Buying domains and websites and improve our backlink
profile.
Business Development:
• New Clients On boarded: 6
• IBMR, Adarsh AIMIT, Deepshikha Group of Colleges, NIIT, IIBS Bangalore, BFIT,
Educesta, Medvarsity, NMAT by GMAC, NIIT & APG University - Onboarded Clients
• Clients On boarded: 91
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Content Team:
• NCERT Solutions - Prototype is under testing and will be live very soon
• Boards are now live with the new URL.
• Colleges - Ranking shot up for Courses and Placements Keywords
• FAQs for Blogs are now live for the college monk
• Created a separate Landing Page for Career Guide and is live (the college monk)
• Started working on YouTube videos, Quora and reddit (the college monk)
• Domain Authority for college monk increased to 25
• NCERT Solutions- Added 278 Questions and Answers
• Boards are now live (new category)
• Exams & Colleges- Started new experiments to get featured
• Adding FAQ’s in the blogs (the college monk)
• The new design is now live for the college monk
• Stats for Content Team
1.9. Overview of the Departments in the Company

GetMyUni is a service sector which comes under education field which is helpful for
both the students as well as colleges, where students get information about the colleges,
courses offered, fees, admission details and all other information required for them
about the colleges. On the other side the college also get to know that how many
students are interested in their college and whether they are willing to join the college
or not, sometimes they also get admissions done by the Company. In order to make
these things happen easier and smooth there should be a well-maintained team and good
team leader who works really hard in order for the betterment of the company. The
success of the company also depends upon the departmental structure of the company.
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GetMyUni follows vertical organisation structure where the higher authority manages
and controls the employees and make the work done. The employee must work
according to the instructions given by their higher authorities. The overall departmental
structure of the company is shown below with the diagram.
CEO
HR
Business
Tech Content Operations
Development
Figure 3.1-Departmental Flow chart [Source: Company data]
In this type of departmental structure, the CEO comes first who looks after the overall
things and takes proper decision in any situation and looks after the company. Then
comes the Human Resource (HR) who takes care of the recruitment process, resource
allocation, meeting the clients and other process. Below the HR the other department
comes where each department has a leader and some number of workers working below
the leader. The detailed information and description of the each and every department
of the company is given below.
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The Chief Executive Officer `
The Chief Executive Officer also shortly known as CEO is the officer who has ultimate
responsibilities for an organization in terms of management. The CEO appoints other
managers in order to assist him in carrying out the other works and responsibilities of
the organization. The leadership quality of the of the CEO is very much important in
order to manage the company in all the situation day in day out, and to implement the
long term and short-term plans of the company. The CEO bridges the gap between the
board and the management of the company and helps to communicate to the employees
on behalf of management. But in GetMyUni there is no management the founder
himself is the CEO and he need not create a bridge between employees and
management because there does not exist one. Some of the main duties and
responsibilities of the CEO are listed below
• To lead the managers and other co-workers in a right path which helps in the
development of the company and helps the company to achieve their goals
• To take proper decision in implementing the long term and short-term plans in
accordance with the strategy.
• To make sure that the expenditures of the company is within the official annual budget
of the company.
• To deliver the proper information to the subordinates so that they do their work properly
and no resources get wasted.
• Looks for the future expansion of the company
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Human Resource
The main duty of the Human Resource is to look after the employment records related
to hiring, transferring, promoting, and terminating the employees. They also explain the
human resource policies, procedures, laws and other legal information to the existing
employees. All the hiring process paper works should be maintained and processed.
Whenever there is the shortage of employees is the duty of the HR to recruit the
employees and fill the gap. Their work is administrative in nature which involves
documenting the following things
• Grievances
When the employee undergoes any problem in the organisation then it is the duty of the
HR to help him solving it and provide better environment.
• Termination
When the employees are not efficient and not working properly it is the duty of the HR
to terminate the employee. There are certain process which has to be looked after by
the HR of a company in order to terminate an employee. This is one of the main job of
the human resource manager.
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• Absence record
It is the duty of the HR manager to keep track the absentees list and the pay will be
deducted accordingly
• Performance reports
To do the performance report of the employees and analyse whether there are any extra
skills required.
• Recruiting
The process of selecting, short listing, and appointing suitable candidate for the job is
done by HR
• Training
In an organization if there is any requirement of new or extra skills for the employees
the it is the duty of the HR to help them get trained in specific field so that the employee
can work further.
At the company they have 3 members in the Human Resource department where in they
used to look after all the common HR works and also look after the finance related
things related to hiring, talent acquisition, employee engagement and other related
things. Talent acquisition is identifying the talent and skills of an employee and provide
proper job which is suitable for his skill and ability. If the employee needs any extra
skill, then employee will be trained respectively according to the requirement.
The human resource team consists of 3 members and the hierarchy of the team goes
like this.
• Human resource Manager

• Human resource Intern
• Human resource employee
Human resource manager keeps record of the employee and looks after the financial
aspects of the company. The HR intern looks after hiring the interns and the employees
of the company
22
Technical Team
The technical team leader’s responsibility is to develop and install the software for the
organization’s computer systems. Whenever there is a technical problem it is the duty
of the tech team to trouble shoot the problem and help them for the successful execution
of the projects. The roles and responsibilities of the technical team in GetMyUni is
mentioned below.
• They provide the solution to the technical problems emerged in an organization and
also provide the software knowledge to the employees.
• They work both on the frontend and backend. Frontend is actual website what the
people see in the web. And backend is where the data and other things are added.
The things which are added in the backend will be appearing in the frontend.
• They also optimise the search engine which will be helpful for those who search in
the company website.
• They also implement the changes to the previously installed software in the
organization to meet the demands
• If the other teams in the organization asks for any changes in the software, they
make the changes
• Tech leaders also responsible for securing the necessary license and permits which
are required for the team to execute projects.
• There is a designer who designs the frontend of the company website
• Another part is they code the things due to which the front end works properly. The
operations in the front end happen due to the coding.
23
The Technical team hierarchy is given below
1. Technical head
2. Junior Tech people
3. Lead UI UX designer
Business Development
Business development team’s main priority is to make their company get new clients
and sell their product and service to the existing ones. They directly help in developing
the business of an organization which in turn helps the company to get more revenue.
• The business development teams main season starts from April till June because
that is the time when people seek for admission in colleges.
• During that season the business development team has more work and after that
they are done.
• The job of the business development team is they reach out to the different colleges
who will be wanting the students for admissions and help them getting students
• The college reach the portal and they give their requirements based on the gender
age income etc.
• Sometimes the Business development people also reach out to the colleges in order
to get some business.
24
• Once after the season is over then they will be reviewing their work
• They will be finding out the ways to get better results next time. Also will be
checking the clients whether they are worth or they could have got the better clients.
These are the post season works.
The business development team consists of
• Business development Lead

• Senior Business development Manager
• Business development employees
Content Team
The content team is also called as SEO team which is abbreviated as Search Engine
Optimisation whose process only affects the visibility of the website or a web page.
The content team works on the backend providing all the information required by the
people who visit the website. Content team provides the information in various fields
of education which are listed below. The Content team plays one of the major roles
because this team is informative and providing information is one of the important
thing.
25
• Colleges
College team provides the information about the different colleges available for
different courses throughout the India. It is very important for the students to know
some information about the college before deciding which college to join. The content
team gives that information which will be very useful for the students in taking better
decisions.
• Courses
Provides the information about the various courses the duration of the course and other
information related to it.
• Fees
Provides the fee structure for the different courses offered by the different colleges
throughout the India
• Exams
Provides the information about the competitive examinations to be taken in order to get
the admissions in various colleges
• NCERT
Provides the information about the textbooks and also provides the answers for the
workbooks given by the NCERT
• College infrastructure
Provides the information about the facilities college has like hostel, canteen, library,
ambience, internet etc
• Admissions
Provides the admission details and admission procedure for the various courses in
different colleges
• Article writing
The content team members write the articles on the different colleges which gives the
brief information about the college when the people read the article. They need not
26
search for any information in other web sites. All the information will be provided in
the article itself
• Quora
The content head named Abhimanyu Saxena helps people by answering the questions
asked by many of them. This helps the people know more about the colleges and the
company websites gain more viewers which in turn helps the website to increase its
Google ranking
All the information provided by the content team is genuine and are from the original
website. Since the information cannot be fake and cannot be copied and it is also
subjected to copyrights issue when it comes to the NCERT textbook and answers
related thing, so the information provided is genuine. The content team also provides
the information about the entrance exams conducted by the college.
The hierarchy of the content department consists of
• Content manager
• Content team leads
• Content employees
Operations team
Operations team is one of the main wings of the company because operations team is
the one which provides the revenue income for the company. Operations team contains
the greatest number of workers in the organization. They will be contacting the
individual and will be enquiring about their interest in the college and subject. They
27
will be provided with all the information about the college, course, fees and other
things. If they are interested further the admission process will be carried out the
organization itself. From the college the organization gets money if they complete the
admission process. This is how the operations team generates the revenue. The revenue
generation process is listed below.
• Collecting the details of the students

• Contacting the individuals
• Providing the required information
• If interested, then they proceed for the admission
• Admission for the college
• Payment of fees
Co-ordination among the departments and operating procedure
The company needs to have good co-ordination among the departments in order to
achieve common organization goals. All the departments need to work together if one
department does not work then there will be no co-ordination and the objectives cannot
be achieved Hence all the departments should go hand in hand. The operating procedure
and synergy among the departments is shown in the below Diagram
28
• Works on both frontend and backend
Technical
Team
• Maintaines the WEB page and its operation
• Provides all the backend information required

Content Team • Request changes to tech team if required
• Provide services to the clients

Business
Development
• Acquiring new clients
• Generating Revenue
Operations
team
Figure 3.2- Operating procedure [Source: Company Data]
The above diagram shows the operation procedure of how the company generates the
revenue from all the team members. It is not the one single team that generates the
revenue, all the departments of the company work hand in hand in order to achieve the
common goals set by the organization. The Technical team works on the software
which is used by the employees’ company and maintains the web page of the company.
They also trouble shoot problems if there are any in the software and they find the
solution for the same. On the other side the content team provides all the information
provided by the individual about the different colleges in India, courses offered, fee
structure, exams to be taken, eligibility criteria and other information. If the content
team requires any changes in the front end, they request the tech team for the changes
and the tech team does that. This is where the synergy between the teams increase. The
business development team will be in acquiring the new clients. Their main aim is to
get new clients and develop the business. The main season the business team work is
from April to June of every year. Post season they will be planning for the betterment
of the company and will be deciding the measures to be taken from next year. And at
last comes the Operations team which is the main team which literally generates the
revenue for the organization by helping students to get admissions in the respective
colleges they like.
29
1.10. Financial Details
Net Revenue of GetMyUni is INR 47,800,000
Gross Revenue of GetMyUni is INR 28,700,000
Expenditure GetMyUni is INR 19,100,000
Profit Percentage: 61%
30
RESEARCH STUDY
STUDY ON INSIDE SALES AND DIGITAL MARKETING OF
GETMYUNI
THEORITICAL BACKGROUND OF INSIDE SALES:

Does the work of sales counselor effect the business to increase the revenue and
help the company to grow?
Yes, the counselors play a very important role in the company, they directly or
indirectly contact students, understand their needs and demands and help them to
choose the best and analyze the course and college give complete details to students.
They try to attract the interest of the students towards the specified college they are
campaigning, speaking politely and in soft tone.
What is inside sales?
Inside sales is a process of selling the products or services by personnel who reach the
customers through online or phone, rather than contacting them in person. It relies on
the email, phone and the internet to approach the customers. Inside sales unlike outside
sales personnel, traditionally do not travel. They are proactive about approaching the
potential customers and engage in cold calling. They also receive the incoming calls
from the prospective customers and designate it to inside sales.
History of inside sales

The introduction of telephone and its use as a sales tool gave birth to inside sales. This
was the main distinguishing factor between insides sales and outside sales. In 1980’s
the term “inside sales” was created to distinguish telemarketing or tele-sales from
higher-touch phone sales common with B2B and B2C sales practice.
To achieve the greater efficiency sometimes inside sales and outside sales personnel
and practices are paired together. For ex., inside sales personnel may handle the
legwork of creating and organizing sales appointments for outside sales personnel, also
known as lead generation. They are also used to upsell incumbent customers.
31
Inside sales trends
As the people are more comfortable with purchasing goods and services online or
phone, inside sales are growing in numbers, inside sales is one of the fastest growing
segments of sales and lead generation.
Most of the ways inside and outside sales people operate are through converging.
Outside sales people are increasingly making sales remotely, when inside sales people
are occasionally going out in the field. New sales facilitating technologies have been
adopted to change the customer attitudes towards buying and be sold to. This has led to
a name for inside sales “sales in the cloud.”
Online lead generation:
This is also known as “Internet Marketing” which refers to the generation of prospective
consumer interest or inquiry into a business’ products or services through the internet.
Leads can be generated through-
o Social media
o Email Marketing
o Online advertising
o Cost per thousand
o Cost per click
o Cost per acquisition
32
DATA COLLECTION AND ACQUISITION METHODOLOGY OF
THE COMPANY:
ACQUISITION CHANNELS
VOICE METHOD DIGITAL METHOD
VOICE METHOD:
Through this method the sales team of the company directly approach the
prospective leads and ask them for the courses and the location they are interested in.
They accordingly take their data and suggest the best colleges in the preferred
location which they are looking for. The company mainly get the data of the students
through their search records. They track the data of the students and concentrate on
the course which they have searched for. Then the students will be approached by the
calling team to convert them as the potential leads. The company also take leads
through JEE MAINS and students who have attended competitive exams.
33
DIGITAL METHOD:
CHANNELS USED FOR DIGITAL ACQUISITION
PUSH NOTIFICATION
SMS:
E- MAILS:
34
PUSH NOTIFICATIONS:
35
CHAPTER 2
RESEARCH DESIGN
2.1. Statement of problem:
GETMYUNI was established in 2015. Getmyuni is a search engine that allows students
to get fees, placements, admissions, reviews, exams and scholarships information of
various colleges. They generate leads through inside sales activities and digital
marketing activities. “Conversion rate of the prospective into potential leads” is the
main problem of the company. The conversion rate of the company is not up to the
expectation. This objective of this study is to find the reason for the low conversion rate
and give a solution to this problem.
2.2. Literature Review on Inside Sales and Digital Marketing

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

• If the market is becoming more commoditized and customized, align the sales and
marketing teams through repeated, disciplined cross-functional, joint projects.
• By creating a right relationship between sales and marketing the company can reduce
the destructive quarrel, enabling them to boost top and bottom-line growth, together.
Mantrala, M. K., & Albers, S. (2012). The research mainly studies on the evolution of
the sales models from traditional to online technologies. It speaks about the impact of
online technologies on the sales force of B2B companies. Over the last decade, there
had been a significant change or upgradation in the technologies or models of the B2B
sales organization. New digital models like cloud computing, sales 2.0, software as a
service etc. are introduced, which helped the sales agents in their functions and personal
selling activities. This chapter proposes an organizing conceptual framework for a
systematic study of how IOT play a vital role in B2B strategies by reviewing the trends.
36
Boyle, B. A. (1996). Boyle in this research paper stresses the importance of emerging
inside sales position. A case study of a major U.S. tool and die manufacturer was
conducted. This mainly analyze the performance of the company’s inside and field
representatives towards customer satisfaction. Results indicate that the inside
representatives also to possess many similar characteristics and traits as field
representatives. It also says that the effective performance of the firm’s inside sales
force have a greater impact on customer satisfaction than that of field sales force.
Rapp, A., Beitelspacher, L. S., Schillewaert, N., & Baker, T. L. (2012). The authors of
this paper using the sample of 156 sales organization has reviewed how sales force
structure, E-learning and technological tools co-ordinates and increases the level of
customer orientation within an organization. They specifically suggest that this type of
structure having the collaboration of E-learning and technology tools with outside sales
force which leads to the positive outcomes of an outside sales force.
Hirvonen, M. (2017). Are inside sales being effective for a company to be implemented
it in its operations? This was the main cause of this paper. This question was answered
through a case study in Hejco company, which was founded in 1954 in Boras. The
implementation of inside sales and its failure in the company raised the thirst of finding
the reason for the failure. They followed many qualitative and quantitative methods in
this process. The results of both, indicated that an inside sales strategy can be
implemented in the growth strategy of the company provided with some key tools. The
combination of marketing and sales is important for a company to be productive in its
business. Customer Relationship Management (CRM) is the key tool for the effective
working of the inside sales strategy. Without CRM the strategy does not work in a
modern company.
Macrinici, A., & Bilal, M. M. (2011). People from all over the world have been brought
together with the development of the technology. Satellites and fiber cables have
connected each human from different paths of life and remote areas. Every industry, be
it education, health, entertainment or any other, all have used technology in order to
develop, grow and connect.
In developed countries, the idea of reaching the potential customers through the
telephone is not new. But in developing countries, due to infrastructural crisis and other
on-ground conditions tele-marketing is not used in abundance. In recent years these
37
countries are also updating their technology and adapting themselves to the change. The
domestic companies of the developing countries have started to use telemarketing as
one of the key tools to approach the countries.
Its important to study the customer behavior and attitude towards these technologies,
because of some demographic and psychographic differences in the environment of
each country. The authors have conducted research in three countries to understand the
customer behavior and attitude towards the telemarketing. They have mentioned some
important factors that shape up and influence the behavior of the people. The countries
which where chosen for research were Sweden and Moldova and Pakistan.
Ulma, J. (2018). The marketers must cope up with the changes in the new technologies,
to stay tuned with the customer and attract the new ones. After the introduction of
Digital Marketing during 21st century the importance for online marketing have been
drastically increased. In this article the author has given a deeper look in the filed od
Digital Marketing. He suggests the best online platforms which is effective for
marketing activities. The study was done in order find the best B2C Digital marketing
strategy for Chez Marius, a finish kitchenware retailer.
Tiago, M. T. P. M. B., & Veríssimo, J. M. C. (2014). Continuous change in the behavior

of the consumers has led the marketers to rethink their strategies digitally. Currently,
most of the researches are based on the customers than on the business firms. To
compensate this shortcoming, this study has been concentrated from the perspective of
the firm to facilitate in understanding the digital marketing activities and the use of
social media in marketing. According to this research the firms face a lot of internal
and external pressures in adopting a digital presence in social media. Marketers must
build the relationship with their customers in orders to improve their digital marketing
engagement.
38
Parsons, A., Zeisser, M., & Waitman, R. (1998). The occurrence of the interactive
media such as online services and WWW (World Wide Web) and its rapid development
in the market has surprised most of the marketers. Many are wondering that, what
impact does Digital marketing have on consumer marketing and how they adopt to it.
The authors of the research paper have taken about 100 websites of Fortune 500
consumer marketing companies which shows that their applications are uninspiring.
There are also evidence of wide opportunity and a large set of threat for the marketers.
To fill this gap, digital marketing was developed. They have also explained about how
to organize and what elements should be included and for whom it should represent.
Andzulis, J. M., Panagopoulos, N. G., & Rapp, A. (2012). Sales domain has a vast
history in technology-based research, starting from computers and laptops to the use of
internet, CRM and sales force automation applications, and now social media has also
been entered as one of the marketing tools. The main purpose of this paper is to review
the role of social media in the selling process and the sales force of the company.
Authors provide definitions, review the role and importance of the online platforms. A
comparison between the internet usage and the social media in the sales process are
also discussed.
Agnihotri, R., Dingus, R., Hu, M. Y., & Krush, M. T. (2016). The advent of internet
and social media have drastically changed the buyer and seller interaction. It has largely
moved towards online from offline. The main purposes of this paper are mention in
below points. The use of salesperson social media in a B2B sales organization have a
positive influence. Social media also encourages the responsiveness of the salesperson.
If the information provided is appropriate, then the customer is highly satisfied. The
firm should plan the time and effort to be invested by the salespeople towards social
media.
39
Hoffman, D. L., & Fodor, M. (2010). This research paper is mainly concentrated on the
ROI of the social media. When it was searched by the authors as “ROI social media”
there was more than 2.5 million hits. Most of the internet marketing and retailing
conferences provide attention towards ROI. The managers question themselves,
“what’s the ROI of?” the blog posts created, and the case studies and the contents
prepared by the social media gurus, yet the answer is unsatisfying the managers. The
findings of the paper:
• To forget the traditional ROI method and to assess customer motivation to use social
media. Then measure the social media investments customers make engaging with
the marketer’s brand.
• It also reveals the long-term payoff.
Rodriguez, M., Peterson, R. M., & Ajjan, H. (2015). The spread of technology such as
CRM, digital marketing, and social media has created a standard of interacting with the
customers in today’s digital era. The authors mainly examine the impact of these
technology (CRM, Social media) towards the sales performance. Having a wide sample
of 1700 sales professionals, the research finds that it has a positive effect on the
customer orientation activities and on the sales performance.
Moertini, V. S., & Nugroho, C. D. (2012). The Business opportunities are largely
created with the growth of E-commerce and Mobile services. Marketing through mobile
is predicted as a new trend. This research mainly focuses on creating the mobile
application or mobile marketing system in the form of CBIS (computer-based
information system). The criteria is formulated and then they are resolved and translated
into an mobile services. The model is presented in the form of:
• Business model
• System procedures
• Network topology
• Software model of the website
• Mobile application
• Database models
40
Pachoulakis, I. (2005, May). The universal nature of mobile devises benefits the
marketers to reach the customers at any place and any time. They use the applications
like SMS. As the government tries to reduce such aggressive nature of advertising, such
as push-based and pull-based methods. The paper advices that how a marketer can
balance the push and pull methods for the common benefit of both customers and
marketers. The results recommend that the message must be simple, versatile which
can result in the sustainable interactions between them and occasionally expand to
include infrastructure resources, in order to serve contain user tasks.
The gap between these literatures and the topic of my study is that, the above literatures
belongs to countries like US, UK. The research study belongs to India and it is related
mainly about the problem related to the generation of leads, these literatures are limited
only to the extent of the types of inside sales technique and digital marketing
techniques. There are no problem-solving suggestions provided in the above literatures.
2.3. OBJECTIVES OF THE STUDY:
• To understand the strategies used by the marketers to attract the leads.

• To find the reason for the low rate of conversion of prospective customers into
potential leads
2.4. SCOPE AND SIGNIFANCE OF THE STUDY
The scope of the study is to understand the inside sales techniques and digital marketing
techniques used by the company. To find the problem statement in the company. To
suggest the implementation of the other marketing methods needed to be followed by
the company.
2.5. RESEARCH METHODOLOGY OF THE STUDY
Methodology clarifies techniques used for gathering data in this analysis frequencies,
descriptive analysis and hypothesis analysis like chi-square, correlation has been used
to understand the responses. Therefore, it has been used which as following:
41
Research methodology
Descriptive Research Exploratory Research
RESEARCH PLAN
1. Descriptive Research:
descriptive research design has been used. It is evidence-based research design where
quantifiable information is gathered and used for statistical inference (SI) on target
population through data analysis.
2. Exploratory Research:
Exploratory research is concerned with findings general way of the issue and the factors
that are identified with the research study.
2.6. TYPES AND SOURCES OF DATA
For this research study two types of research source are collected and those are:
a. Primary Data- in primary data all the information is collected from the company
employees, mangers, team leader.
b. Secondary Data- In secondary data all the information is collected from the
company websites, company reports.
2.7. SAMPLING.
Sampling Design: Judgmental sampling technique
Sampling Frame: General Public
Time Periods: 10days
Sample size: 158
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2.8. MEASUREMENT TECHNIQUES
QUESTIONNAIRE
It demonstrates the most broadly perceived kind of estimation of information. To such

a degree, as much its capacity is estimation.
The Poll configuration included Open-finished inquiries, Various Decision inquiries,

and Dichotomous questions.
Open-Ended Questions
The inquiries leave the respondents don't hesitate to give the appropriate responses that
appear to be fitting in the light of the inquiries.
A poll was incorporated that directed an open finished inquiry to learn the desires of
respondents in life coverage.
Multiple Choice Questions
Various choices are immediately trailed by a summary of possible from which the
respondents must pick one option.
Dichotomous Question
Dichotomous questions address an absurd sort of the various choice address, allow only
two responses, for instance "Yes or No".
Utilize these kinds of inquiries to see whether the respondents know about Getmyuni
Instructive Administrations Pvt. Ltd. furthermore, the administrations gave by them.
Rating Scales
The utilization of assessment requires a measure to put the attributes of network of the
question being assessed in a specific point along the chain of the required classifications
numerically. Spotlight on the size of assessment, qualities, by and large, towards the
question. Review protest containing the property.
43
Hypothesis Framework:
Null hypothesis (H0): There is no significant relation between awareness of service

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

service and overall satisfaction level.
Dependent variable is overall satisfaction level and independent variable is awareness

of services.
Statistical Tests:
The statistical tests used in this study are percentage Analysis, SPSS. Let’s see the
meaning of the statistical tests and what are the uses of these tests?
Correlation:
Correlation is statistical technique and that is factual method that can demonstrate
whether and how unequivocally combines of factors are connected.
SPSS:
The SPSS stands for Statistical Package for the Social Services. It is the software
package which is used for the logical batched (LB) and non-batched statistical analysis.
2.9. LIMITATIONS OF THE STUDY
1. There was a limited time constraint provided for the study,
2. As the company is private limited, some of the information was kept confidential,
3. Some of the respondents hesitated to provide their opinion,
4. Some of the respondents did not given valid information.
44
CHAPTER 3
DATA ANALYSIS AND INTERPRETATION
TABLE 4.1: Response for awareness of online education consultants

Frequency Percent
Valid Yes 129 81.6
No 29 18.4
Total 158 100.0
(source: field data)

ANALYSIS: From the table it can understood 81.6% of respondents is aware of online
education portal and 18.4% of respondents are unaware.
INTERPRETATION: It can be understood that most of the respondents are aware of

online education portal and it is one of the best platforms for searching colleges.
FIGURE 4.1: Response for awareness of online education consultants
45
TABLE 4.2: Responses for the online education platforms people most aware of
Responses
N Percent
Platforms Shiksha 92 33.0%
collegedunia 78 28.0%
GETMYUNI 68 24.4%
Htcampus.com 41 14.7%
Total 279 100.0%
ANALYSIS: from the above table it can understood that the respondents are most
aware of shiksha which has 33.0% of responses, collegedunia having the second
highest having 28.0% of response, GETMYUNI at the third having 24.4%, and the
least known is Htcampus.com which is having 14.7% of response.
INTERPRETATION: It can be understood that the respondents are most aware of

shiksha and least aware of Htcampus.com. 24.4% of the respondents know
GEMYUNI which is slightly low compared to the competitors.
46
TABLE 4.3: Response for the awareness of GETMYUNI
Frequency Percent
Valid Yes 96 60.8
No 62 39.2
Total 158 100.0
ANALYSIS: From the above table it can be understood that 60.2% of the respondents are
aware of GETMYUNI and the rest 39.8% are unaware.
INTERPRETATION: It can be understood that the awareness of GETMYUNI is good as it
is having 60.8%.
FIGURE 4.2: Response for the awareness of GETMYUNI
47
TABLE 4.4: Response for the modes of awareness
Responses
N Percent
Advertisement 32 19.6%
Friends 76 46.6%
Website 33 20.2%
Tele-caller 22 13.5%
Total 163 100.0%
ANALYSIS:
Table 4.4 says that 46.6% of the respondents have come to know about GETMYUNI
through friends. 20.2% through website, 19.6% through Advertisements, 13.5% through Tele-
caller.
INTERPRETATION:
It can be understood that most of the respondents have come to know about the
company through friends. Here we can say that word of mouth plays a very important role.
48
TABLE 4.5: The percentage of respondents using GETMYUNI portal to search
colleges.
Frequency Percent
Valid Yes 76 48.1
No 82 51.9
Total 158 100.0
ANALYSIS: Table 4.5 indicates the use of GETMYUNI website portal to search
colleges is 48.1% and 51.9% have not used.
INTERPRETATION: It can be understood that though 60% of the respondents
know about the portal they are not using the website to search colleges. This shows
the less reach of the company.
FIGURE 4.3:
49
TABLE 4.6: Responses of rates provide to each factor
Descriptive Statistics
N Minimum Maximum Mean Std. Deviation

16. GETMYUNI education
website on the following 158 1 5 3.08 1.680
factors. [Appearance]
factors. [Ease of search]
website on the following
158 1 5 3.47 1.290
factors. [Detailed information
of the college]
factors. [Reviews]
factors. [Choice of college]
Valid N (listwise) 158
ANALYSIS: Table 4.6 indicates that choice of college is the highly rated having a
mean of 3.57 followed by Ease of search (3.50), Detailed information (3.47), Reviews
(3.47), Appearance (3.08).
INTERPRETATION: it can be understood that choice of college is the factor which
is good, and appearance of the portal having rated very low.
50
TABLE 4.7: Responses of the techniques which can be use by the company.
Frequency Percent
Valid Inside sales techniques 25 15.8
outside sales techniques 15 9.5
can use both marketing
118 74.7
techniques
Total 158 100.0
ANALYSIS: Table 4.7 indicates that the company can use both marketing techniques
having 74.7, followed by 15.8% of respondents suggesting on Inside sales techniques
and 9.5% on Outside sales.
INTERPRETATION: It is can understood that the company should use both the inside
and outside sales techniques to develop and expand their business.
FIGURE 4.4:
51
TABLE 4.8: Responses about the best suited inside sales technique which can be
used by the company.
Frequency Percent
Valid Tele-calling 40 25.3
Push notifications 33 20.9
E-mails 28 17.7
Facebook ads 41 25.9
Instagram ads 16 10.1
Total 158 100.0
ANALYSIS: Table 4.8 indicates facebook ads highest responses having 25.9%,
followed by Tele-calling (25.3), Push notification (20.9), E-mails (17.7), and Instagram
ads (10.).
INTERPRETATION: It can be understood that facebook ads are the most suggested
form of inside sales technique as its reachability is high, followed by tele-call marketing
which connects the students directly. The least rated technique is Instagram ads.
FIGURE 4.5: Responses about the best suited inside sales technique which can be used
by the company.
52
TABLE 4.9: Responses about the best suited inside sales technique which can be
used by the company.
Frequenc
y Percent
Valid Pamphlets 27 17.1
Hoardings 23 14.6
Counselling the
57 36.1
students
Having mobile
51 32.3
applications
Total 158 100.0

ANALYSIS: Table 4.9 indicates that counselling the students is highly rated having
36.1%, followed by, having mobile application (32.3%), pamphlets (17.1), and
hoardings (14.6).
INTERPETATION: It can be understood that most of the respondents have suggested
the method of counselling the students as the best suited outside sales techniques for
the company, they can also use the mobile applications, sharing the pamphlets and
installing Hoarding as secondary preference.
FIGURE 4.6: Responses about the best suited inside sales technique which can be used
by the company.
53
TABLE 4.10: Responses for the type of marketing the company should do more of
Responses
N Percent
$Approaches Social 105 33.2%
Emails 55 17.4%
Print ads 74 23.4%
Campaigns 82 25.9%
Total 316 100.0%
ANALYSIS: Table 4.10 indicates that 33.2% of the respondents are suggesting
‘Social’, 25.9% for ‘campaigns’ and 23.4% for print ads, 17.4% for E-mail marketing.
INTERPRETATION: It indicates that the company must use more of social

marketing to attract the students, followed by campaigning, print ads, and Email
marketing.
54
TABLE 4.11: Responses of the social media platforms best suited for the company to
market.

The social media platforms
which will better suit for the
158 1 5 3.28 1.608
company to increase their
leads. [Twitter]
158 1 5 3.28 1.468
leads. [Linked in]
158 1 5 3.22 1.367
leads. [Youtube]
158 1 5 3.92 1.311
leads. [Facebook ads]
158 1 5 3.59 1.397
leads. [ Instagram ads]
Valid N (listwise) 158
ANALYSIS: Table 4.11 indicates that facebook ads is having the highest mean of 3.92,
Instagram ads having 3.59, linked in having 3.28, twitter having 3.28, Youtube 3.22.
INTERPRETATION: It is understood that the company should use more of facebook

ads as most of the people are present in this platform, and Instagram ads as the second
preferred marketing tool, followed by linked in, Twitter and Youtube.
55
TABLE 4.12: Responses of the effectiveness of the inside sales
Frequency Percent
Valid Surely Disagree 2 1.3
Disagree 31 19.6
Neither agree nor Disagree 52 32.9
Agree 41 25.9
Surely agree 32 20.3
Total 158 100.0
ANALYSIS: Table 4.12 indicates that 32.9% of respondents neither agree or disagree,
25% of them agree, 20.3% of them surely agree, 19.6% of them disagree, 1.3%
of them surely disagree.
INTERPRETATION: It is understood that most of the respondents neither agree nor

disagree with the above statement. Here, it is understood that both the inside sales
outside sales techniques is required for a company.
FIGURE 4.9:
56
TABLE 4.13: Responses of the factors that sales people must concentrate more on.

[Vocal quality] 158 1 5 3.43 1.451
[Rate of speech] 158 1 5 3.49 1.509
[Attitude] 158 1 5 3.23 1.369
[Use of appropriate words] 158 1 5 3.61 1.260
[Pitch of tone] 158 1 5 3.44 1.558
ANALYSIS: Table 4.13 indicates that Use of appropriate words having the mean of
3.61, followed by Rate of speech having 3.49, Pitch of tone having 3.44, Vocal quality
3.43, Attitude having 3.23.
INTERPRETATION: It is understood that most of the respondents says that the

employees must use the appropriate words while conversing with the students. Their
quality of speech must also be good, other aspects such as Pitch of tone, Vocal quality
and Attitude are preferred as secondary factors.
57
TABLE 4.14: Responses about the sustainability of the company having 60% of
permanent employee and 40% of interns and part time employees.
Frequency Percent
Yes 60 38.0
No 98 62.0
Total 158 100.0
ANALYSIS: Table 4.14 indicates that 62% respondents are saying the sustainability
of the company is difficult. 38% of the respondents are saying the company can sustain
having this
ratio.
INTERPRETATION: It is understood that the sustainability of the company is
difficult having this ratio of combination of workers. This may result in low rate of
conversion of leads because of the ineffectiveness of the employees.
FIGURE 4.10:
58
14. If no, mention a reason why it is not effective in the market?
INTEREPRETATION: It is understood that most of the respondents who have given

no, has mentioned that:
• It may affect the continuity of the work, as the employee attrition rate is more.
• The effectiveness of the interns and part time employees is low as they do not have
much experience in the work. This may lead to low efficiency of the workers and
the company.
59
TABLE 4.15: Responses on the time consumption of sales process
Frequency Percent
Calling new leads 49 31.0
Following up the prospects 37 23.4
Preparing Proposals 36 22.8
Customer meetings 36 22.8
Total 158 100.0
ANALYSIS: Table 4.15 indicates that 31% of the responses for calling new leads,
23.4% of the responses for following up the prospects, 22.8% for preparing proposals
and customer meetings.
INTERPRETATION: It is understood that calling new leads is the most time-

consuming process, where the employees must explain the students from scratch. It
may take a longer time for this process.
FIGURE 4.11:
60
TABLE 4.16: Responses on the type of customers the company must focus on
Frequency Percent
Nurturing existing client relationship 11 7.0
Chasing after new clients 24 15.2
Both 123 77.8
Total 158 100.0
ANALYSIS: Table 4.16 indicates that 77.8% of the respondents says the company
must focus on both Nurturing existing clients and Chasing after new clients.15.2% for
Chasing after new clients. 7% for Nurturing existing client’s relationship.
INTERPRETATION: It is understood that the company must focus both on Nurturing
existing client relationship and Chasing after new clients to extend their customers and
client relationship.
FIGURE 4.12:
61
TABLE 4.17: Responses collected on the popularity of the brand.
Frequency Percent
Surely Disagree 8 5.1
Disagree 23 14.6
Agree 45 28.5
Total 158 100.0
ANALYSIS: Table 4.17 indicates that 32.9% of them Neither agree nor Disagree,
28.5% of them agree, 19.0% Surely agree, 14.6% of them disagree, 5.1% of them Surely
disagree.
INTERPRETATION: It is understood that most of the people Neither agree nor

Disagree the statement. This indicates that the presence of the company is not well
known to the respondents. Only 28.5% of the respondents say that it is a popular brand.
62
TABLE 4.18: Responses collected on the team of GETMYUNI
Frequency Percent
Disagree 37 23.4
Agree 43 27.2
Surely agree 14 8.9
Total 158 100.0
ANALYSIS: Table 4.18 indicates 36.1% of them Neither agree nor disagree, 27.2% of
them agree, 23.4% of them disagree, 8.9% surely agree, 4.4% of them surely disagree.

disagree the above statement. 27.2% of them agree that the company do not have the
professional tele-caller.
FIGURE 4.13:
63
TABLE 4.19: Responses collected on the attractiveness of the website.
Frequency Percent
Disagree 41 25.9
Agree 34 21.5
Total 158 100.0
ANALYSIS: Table 4.19 indicates 38% of them Neither agree nor Disagree, 25.9%of
them disagree, 21.5% of them agree, 10.1% of them surely agree, 4.4% of them surely
disagree.

disagree the above statement. Some respondents have said that they disagree with above
statement.
FIGURE 4.14:
64
TABLE 4.20: Responses collected on the appearance of the website at search engine
Frequency Percent
Valid Surely Disagree 6 3.8
Disagree 18 11.4
Agree 23 14.6
Total 158 100.0
ANALYSIS: Table 4.20 Indicates 41.1% of the respondents surely agree, 29.1% of
them niether agree nor disagree, 14.6% of them agree, 11.4% of them disagree, 3.8%
of them surely disagree.
INTERPRETATION: It is understood that most of the respondents Surely agree with

the above statement that the link of the company is not appearing in the search engine.
The company must compulsarily take measure on this aspect which is important for an
education portal.
FIGURE 4.15:
65
20. Overall opinion about Inside sales.
INTERPRETATION: As per the research, most of the respondents have said that
inside sales is one of the important marketing techniques which enriches effectiveness
of the marketing activities. It helps in generating leads to the company and accordingly
getting the appointments and meetings with the customers.
21. Overall opinion about Digital Marketing
INTERPRETATION: As per the research, most of the respondents have understood

the benefits of digital marketing and the respondents feel that products and services can
be offered with the help of digital applications which is convenient to use.
66
TABLE 4.22: Responses on the satisfaction of the customers and their will to
recommend.
Frequency Percent
Will not recommend 3 1.9
Probably will not recommend 34 21.5
May or may not recommend 41 25.9
Probably will recommend 59 37.3
Surely will recommend 21 13.3
Total 158 100.0
ANALYSIS: The above table indicates 37.3% of respondents will probably

recommend, 25.9% of them may or may not recommend, 21.5% of them probably will
not recommend, 13.3% surely will recommend.
INTERPRETATION: It is understood that most of the respondents will recommend

the company to their friends and relatives. The word of mouth plays a very important
role in spreading the name of the company in the market.
FIGURE 4.16:
67
TABLE 4.23:
Correlations
Will you
GETMYUNI do recommend
not have GETMYUNI to
professional your friends and
tele-caller team. relatives?
GETMYUNI do not have Pearson Correlation 1 .433**
professional tele-caller team. Sig. (2-tailed)
.000
N 158 158
Will you recommend Pearson Correlation .433** 1
GETMYUNI to your friends Sig. (2-tailed) .000
and relatives?
N 158 158
**. Correlation is significant at the 0.01 level (2-tailed).
INTERPRETATION: The correlation between the above two aspects is significant.
The response is highly significant having 0.00. Therefore, respondents consider the
aspect of professional tele-caller team as a criterion for recommending it to their
friends.
68
TABLE 4.24:
Correlations
Will you
recommend
GETMYUNI to GETMYUNI
your friends and website is not
relatives? attractive.
Will you recommend Pearson Correlation 1 .526**
and relatives?
N 158 158
GETMYUNI website is not Pearson Correlation .526** 1
attractive. Sig. (2-tailed) .000
N 158 158

The response is highly significant having 0.00. Therefore, the respondents consider the
attractiveness of the website for recommending it to their friends
69
TABLE 2.25:
Correlations
GETMYUNI
website link is
not appearing in Will you
the search recommend
engine, when GETMYUNI to
we search for your friends and
colleges online. relatives?
GETMYUNI website link is Pearson Correlation 1 .388**
not appearing in the search Sig. (2-tailed) .000
engine, when we search for
N 158 158
colleges online.
Will you recommend Pearson Correlation .388** 1
and relatives?
N 158 158

The response is highly significant having 0.00. Therefore, the appearance of the website
link at the top of search engine will directly correlate with the people who are willing
to recommend it to their friends.
70
TABLE 2.26:
Correlations
Will you
recommend
GETMYUNI to
your friends and GETMYUNI is a
relatives? popular brand.
Will you recommend Pearson Correlation 1 -.395**
and relatives?
N 158 158
GETMYUNI is a popular Pearson Correlation -.395** 1
brand. Sig. (2-tailed) .000
N 158 158
INTERPRETATION: The correlation between the above two aspects is negatively

significant. The response is highly significant having 0.00. Therefore, people
consider the popularity of the brand to recommend it to their friends, but here much of
them are not recommending to their friends.
71
CHAPTER 4
SUMMARY OF ANALYSIS:
The research study is about the inside sales and digital marketing of the company. The
company as of now is having only inside sales activities and some digital marketing
activities. These are some of the findings:
• As the company is a start-up. It is not known to many of the respondents

• They must include outside sales techniques in their marketing activities.
• The company must control the employee attrition rate to get the best possible results
from the employees.
• They must improve their digital marketing activities. The website portal of the
company must be visible in the top when the students look for colleges.
• Therefore, these are the aspects which the company must adopt to be a best brand
among the competitors.
72
CHAPTER 5:
SUGGETIONS, RECOMMENDATIONS AND CONCLUSION:
1. The study pointed out most of the customers of GETMYUNI Educational Consultancy
are youth aging from 18-25 years and look for the quality of service as the company
recommends them the colleges which best suits them.
2. From the above study it is observed that Word of Mouth plays a very important role to
an Educational consultancy services.
3. As GETMYUNI Education Consultancy is a start-up, they must improve their
marketing activities and broaden their sales techniques from inside sales to both the
combination of inside and outside sales techniques.
4. The outside sales techniques like:
• Counselling students in colleges.
• Arranging Campaigns.
• Sharing Pamphlets.
The above outside sales techniques can be implemented to reach the students widely.
5. The company do not have the visibility when it is searched online ex: Google search. It
must take measures to present itself at the top 10 searches in the google page and visible
to the students.
73
CONCLUSIONS
The study was an attempt to dissect the process of lead generation by commissioning
various strategies. After the process of analyzing the data and observing some factors
one can conclude that GETMYUNI is in its own style, very efficient in attracting new
customers and maintaining the relationship with existing customer through its customer
interest oriented better services GETMYUNI is successful in retaining its customers. It
also has gained popularity through word of mouth. GETMYUNI’s responses to
challenging market conditions is hard work and increase its efforts in going further to
make its dreams come true for the customers.
GETMYUNI has excellent organization culture that aids every employee to gain
insights about their inner potential and act. Even though the company is lagging in
organizing employee wellness programs, employees have a sense of belongingness
towards the company.
74

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CHAPTER 1

INTRODUCTION TO THE STUDY

1.1. INDUSTRY PROFILE

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

These innovative worldwide data advancements organizations directly or in a

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

1.2. COMPANY PROFILE

Type Private Company

Founders Upneet Grover & Hardik Thakkar

Industry Education Industry

Headquarters Bangalore, Karnataka

Table 2.1- Company Profile [Source: Company Data]

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

Vision and Mission of GetMyUni

Path towards becoming one of the biggest college search platforms:

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

1.3. Area of Operation:

1.4. Organization Structure of GetMyUni:

Figure 2.1- Organization Structure [Source: Company data]

• Human Resource Team-

Product or Service profile:

1.5. Size of the organization:

1.6. Competitors Information:

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

CollegeDekho was launched with an aim to fundamentally changing and improving

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

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

1.7. Future growth and prospects:

1.8. Recent achievements of GetMyUni:

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

• On an average Operations Team generates 4 lakhs revenue per day

• Highest revenue has been generated by Voice Acquisition is 2.4 Lakhs

• Highest revenue generated by Digital Acquisition till date is 3.61 Lakhs

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

• Overall improvement in quality of leads compared to last year

Search Engine Optimization:

• Rating schema is live for all the exams.

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

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

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

• New Clients On boarded: 6

• Boards are now live with the new URL.

• Colleges - Ranking shot up for Courses and Placements Keywords

• Domain Authority for college monk increased to 25

• NCERT Solutions- Added 278 Questions and Answers

• Boards are now live (new category)

• Exams & Colleges- Started new experiments to get featured

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

• The new design is now live for the college monk

• Stats for Content Team

1.9. Overview of the Departments in the Company

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

• Human resource Manager

The business development team consists of

• Business development Lead

The hierarchy of the content department consists of

• Collecting the details of the students

Co-ordination among the departments and operating procedure

• Provides all the backend information required

• Provide services to the clients

Figure 3.2- Operating procedure [Source: Company Data]

THEORITICAL BACKGROUND OF INSIDE SALES:

History of inside sales

VOICE METHOD DIGITAL METHOD