Executive Summary

The project given to us was related to the generation of new leads for the
various products of HCL & its associates companies. Each day our task was
to visit at least 4-5 companies or schools for the generation of new leads,
also with an aim to know what the customer wanted & perceived hcl as a
brand. The various aspects of customer relationship were explained with the
introduction of various products.
I have tried to find out through questionnaire where HCL stand as brand.
I have mentioned about company’s background, mission, and vision.
Also the current market share enjoyed by HCL. The competition brands like
HP, Dell, Acer their market share has been covered. Training on servers
helped me to understand the product that in turns helped to understand
customer. Steps which I used to follow while for meeting the client have
been mentioned in detail. The problems which I faced while promoting the
brand and meeting the client have been mentioned in detail in the
report.The remarks they gave about HCL are mentioned in Daily Call Report.
I have tried to conclude from my work & probable future of business in India
for HCl. The growth of business in laptop and desktop has been declining.
And number of competitors has been increasing. The range of products
which HCL have.
The KRA allotted to me have also been mentioned.
I have put my view on the same.
The questionnaire’s answer has been analyzed.
At the very last I have shown graphically.

3
Activities

1. Identify the list of Educational institutes and Parma Companies located in

Mumbai territory (Borivali to Anderi)
2. Planning visit to Principle in colleges, workers in Administration and
Purchase, HR persons in Parma companies.
3. Minimum 6-7 visits per day
4. Lead generation for Desktop and mobile computing (Mileap and Leaptop)
from above visit
5. Giving demo and closure of mobile computing

Reporting

1. Journey Plan- Journey planning for the week & its compliance-daily
reporting
2. V- series Demo to customer -daily/Weekly reporting
3-Cuctomer's feedback on HCL NB & Mileap – daily reporting
4.Leads generation in the given format

4
Introduction to HCL

HCL Corpora tion (originally Hindustan Computers Limited), also known

as HCL Enterprise, is one of India's largest electronics, computing and
information technology company. Based in Noida, near Delhi, the company
comprises two publicly listed Indian companies, HCL Technologies and HCL
Infosystems.

HCL was founded in 1976 by Shiv Nadar, Arjun Malhotra, Subhash Arora, Ajai
Chowdhry, DS Puri & Yogesh Vaidya. HCL was focused on addressing the IT
hardware market in India for the first two decades of its existence with some
sporadic activity in the global market. In 1981, HCL seeded a company
focused on addressing the computer training industry, NIIT, though it has
currently divested its stake in the company. In 1991, HP took minority stake
in the company (26%) and the company was known as HCL HP for the five
years of the joint venture. On termination of the joint venture in 1996, HCL
became an enterprise which comprises HCL Technologies (to address the
global IT services market) and HCL Infosystems (to address the Indian and
APAC IT hardware market). HCL has since then operated as a holding
company.
In 1976, Shiv Nadar, quit an executive job with Delhi Cloth Mills (DCM) along
with five of his friends (Arjun Malhotra, Subhash Arora, Ajai Chowdhry, DS
Puri & Yogesh Vaidya) to start a new company, Microcomp Limited. The focus
of the company was design and manufacturing of scientific calculators. The
venture provided its founders money to start a company that focused on
manufacturing computers. The company was renamed as Hindustan

5
Computers Limited (HCL) and received support from the Uttar Pradesh
government to setup their manufacturing in Noida. The founders put
together Rs 2 million in the venture. In 1981, NIIT was started to cater to the
increasing demand in computer education. By early 2000s, Nadar divested
his stake in this venture.[2][3]
Government policy shaped HCL, as was the case with all Indian companies of
those eras. In 1977, due to the policies of Indian industries minister George
Fernandes , global giants like IBM left India creating a major void in the
computers industry (even Coca-Cola left India during this timeframe as it
opposed those policies ). HCL designed and shipped microcomputers to
address this gap (around the same time Apple Inc. introduced personal
computers in USA). HCL had many more accomplishments in the next half
decade like introducing 16 bit processor computer in 1981 and relational
data based management system, networking operating system and client
server architecture solutions by 1983. In the last days of Indira Gandhi
government, a radical policy shift changed the landscape of the computer
industry by permitting the import of technology. HCL utilized the opportunity
to launch its first brand of personal computers - Busybee. By 1986, HCL
became the largest IT company in India. When Manmohan Singh opened the
Indian economy in 1991 as the Finance minister, HCL entered into a
partnership with HP to form HCL HP Limited. HP picked up 26% stake in the
company to leverage on HCL's sales and distribution channels to sell its
products in India as well as utilize the R&D team of HCL to customize its
products to the Indian environment. In 1994, HCL HP looked beyond PCs and
tied up with Nokia for mobile phone distribution and Ericsson for telephone
switch distribution.[3]
HCL had always tried to address the global market and initially with mixed
results. In 1979, the company set up a subsidiary in Singapore - Far East
Computers focused on selling its computer products in the APAC region. In
1989, on the basis of a joint study with McKinsey, HCL ventured into the US
computer market after roping in SCI as its manufacturing partner. HCL

6
America was born, but in the words of the founder, "the project fell flat on its
face". HCL had failed to follow a very crucial step necessary to enter the US
market, the computers didn't get environmental clearances. By 1996, Nadar
realized that fellow Indian companies, TCS, Wipro and Infosys, had
successfully entered the global software services market. When the
partnership of HCL and HP ended in 1996, HCL became an enterprise which
comprises two companies listed in India, HCL Technologies
(www.hcltech.com) and HCL Infosystems (www.hclinfosystems.com).HCL
Technologies was created from the R&D division of erstwhile HCL HP and
focused on providing third party engineering and software services to global
companies while HCL Infosystems focused on manufacture and sale of
computer hardware in the Indian market.[3]
In July 2009, Shiv Nadar's daughter Roshni Nadar was appointed CEO and
executive director at HCL Corp, the HCL group's holding company.[1]

HCL is a leading global Technology and IT Enterprise with annual revenues of

US$ 5 billion. The HCL Enterprise comprises two companies listed in India,
HCL Technologies ( www.hcltech.com ) and HCL Infosystems
(www.hclinfosystems.in)
The 3 decade old enterprise, founded in 1976, is one of India's original IT
garage start ups. Its range of offerings span R&D and Technology Services,
Enterprise and Applications Consulting, Remote Infrastructure Management,
BPO services, IT Hardware, Systems Integration and Distribution of
Technology and Telecom products in India. The HCL team comprises 60,000
professionals of diverse nationalities, operating across 23 countries including
500 points of presence in India. HCL has global partnerships with several
leading Fortune 1000 firms, including several IT and Technology majors.

7
8
9
 HCL
VISION STATEMENT
"Together we create the enterprises of tomorrow"

MISSION STATEMENT
"To provide world-class information technology solutions and services to
enable our customers to serve their customers better"

QUALITY POLICY
"We shall deliver defect-free products, services and solutions to meet the
requirements of our external and internal customers, the first time, every
time"

OBJECTIVES

MANAGEMENT OBJECTIVES
To fuel initiative and foster activity by allowing individuals freedom of action
and innovation in attaining defined objectives.

PEOPLE OBJECTIVES
To help people in HCL Infosystems Ltd. share in the company's successes,
which they make possible; to provide job security based on their
performance; to recognize their individual achievements; and help them gain
a sense of satisfaction and accomplishment from their work.

CORE VALUES

10
We shall uphold the dignity of the individual.
We shall honour all commitments.
We shall be committed to Quality, Innovation and Growth in every
endeavour.
We shall be responsible corporate citizens.

Alliance & Partnership

To provide world-class solutions and services to all our customers, we have

formed Alliances and Partnerships with leading IT companies worldwide.

HCL Infosystems has alliances with global technology leaders like Intel, AMD,
Microsoft, IBM, Bull, Toshiba, Nokia, Sun Microsystems, Ericsson, NVIDIA,
SAP, Scansoft, SCO, EMC, Veritas, Citrix, CISCO, Oracle, Computer
Associates, RedHat, Infocus, Duplo, Samsung and Novell,fujitsu.
These alliances on one hand give us access to best technology & products as
well enhancing our understanding of the latest in technology. On the other
hand they enhance our product portfolio, and enable us to be one stop shop
for our customers.
Corporate:
This site provides comprehensive information on HCL Infosystems - one of
the premier IT Products and Services Company, was incorporated in 1976.

HCL Infosystems Ltd. is single-window-shop for products & Infrastructure

Solutions in the areas of IT, Communication, Office Automation, Enterprise
Networking & VPN Services. HCL Infosystems products are backed by HCL's
service support infrastructure – the largest in India.

HCL Infosystems has bagged a number of awards and accolades in

its name, like :

11
 Ranked among the top Fast 500 Asia Pacific 2006 program by Deloitte
Technology, Media & Telecommunications.
 Received 3 Channels Choice 2007 awards for Relationship Management,
After Sales Support & Commercial Terms from DQ Channels, based on an IDC
channel satisfaction survey.
 Presented with the ‘Top Organization – 2006’ award by Institute of
Marketing Management (IMM) in recognition of its innovation in marketing
management.
 Won the Amity Corporate Excellence Award in the Computer hardware
category.
 AWARDS & REC Activities:
HCL Infosystems products and services portfolio includes -
 Products & Services - Portfolio of products & services covers the entire
spectrum of IT.
 Support Services – Through HCL service center.
 Customer Satisfaction - Strive to exceed previous standards.
 Quality – Incorporated new and better quality standards.
 Manufacturing - State of the art manufacturing plant at Pondichery.
Products and Solutions portfolio includes -
 Desktops and Notebooks - Business PCs, Home PCs and Infiniti Powerlite
Notebooks.
 Workstations - Infiniti Challenger Workstationsa and SUN Workstations.
 Servers - Intel Servers, Infiniti Entry Level Servers, Infiniti True Enterprise
Servers, Infiniti Blades Servers, Infiniti Itanium Servers, Infiniti Solutions and
Infiniti Xcel Line Servers.
 Chipsets - Infiniti Xcel Line 1200 PR with nVIDIA geforce 6150 chipset,
Infiniti Xcel Line 2200 YA with nVIDIA MCP 55 Pro chipset, Infiniti Xcel Line
2200AT with AMD 8131/8111 chipset, Infiniti Xcel Line 2200SY with Nvidia
nForce Proffesional 2200 chipset and Infiniti Xcel Line 4200TL with AMD
8131/8111 chipset

12
HCL Products :-

Computing Products:-

Consumer / Home & Home Office

Home PCs
Home Notebooks

Small and Medium Business & Education

Business Desktops

Business Leaptops

13
Atom PC

Workstations

Servers

Fujitsu

14
Enterprise Business / Public Sector, Health & Education
Business PCs
Business Notebooks
Business Workstations
Servers
Thin Clients

HCL Peripherals

Keyboards, display products, Technology products,

Networking products & Racks and Kiosks

Office Automation Imaging & Printing Solutions

Presentation product Solution
Projectors

Plasma/LCD

Interactive Presentation Systems

15
Visual Presenters
Documentation Product and Solution

Digital Duplicators
Konica Minolta Laser Printers
Konica Minolta Production Printers
Kyocera Mita-Wide Format MFDs
Toshiba MFDs
Storage Solutions

HCL Storage Solutions

HCL FDA 1500
HCL NAS 2700 SO
HCL ECO Stor SCSI-SATA RAID Array
HCL Infostor SCSI JBOD

Quantum Storage Solutions

Library
PX 502 Tape Library
Scalar 24
Scalar i500
PX720
Autoloader
Superloader3
Standalone Drivers
LTO Gen III

16
LTO Gen II
Qlogic Storage Solutions(HBA Cards)
QLA 2460
QLE 2460
QLA 2462
Ingrasys NAS Storage Solutions
8420 R
4420 R
Brocade Switches
200 E
4100
EMC Storage Solutions

Networking Products

HCL Passive Products

HCL Cat 5e Cable and Accessories
HCL Cat 6 Cable and Accessories
HCL Cat 6e Cable Box
HCL Optical Cable and Accessories
Software Licenses
To provide end-to-end solutions to the customers, HCL has partnered with
many leading companies to provide software licenses like:
Adobe
BroadVision
Citrix
Computer Associates
IBM
Linux/SCO
McAfee Antivirus and Antispam

17
Microsoft
Novell
Oracle
SAP
Veritas

POS, KIOSK, Customer Service

Counter Products

POS Product

HUTS and TERMINALS

18
 KIOSKS

Digital Lifestyle Products & Solutions

The range of HCL digital lifestyle products encompass:

1. Apple
3. HCL IT Peripherals
5. Kingston
7. Kodak
9. Nintendo
11. Nokia
13. Plantronics
15. Sandisk

Software Solutions
BancMate - India's first & only bi-lingual banking software
BancMate is based on the concept that Customer orientedness heightens
with communication in his language. BancMate works in the language of the
user and account holder and meets the mandatory requirements of Official
Languages Act, 1963. Brochure | more...
BancMate CBS

19
BancMate CBS India's first and only multi-lingual web based Core Banking
Solution that communicates with users and account holders in their local
language and meets all requirements of the mandatory Official Language
Act, 1963. Brochure | more...
OfficeMate
OfficeMate is India's first multilingual office documentation software in
conformity to The Official Language Act 1963 and RTI Act 2005...
Brochure | more...
BancScan
BancScan is an end to end Business Intelligence solution in Banking right
from data extraction, integration to delivering actionable, collaborative and
web based reports to multiple business users across the whole enterprise.
more...
HRMate
HRMate is bilingual web based solution that cater the need of Human
Resource and Payroll Department of any organization for maintaing the
personal information of an employee, processing of payroll, for maintaing
Leave, Attendance.. more...
Proposal Tracking System
Proposal Tracking System, is a full featured, web based proposal
management system to ease the difficulty faced by the banks to track a
particular credit proposal and arrive at the time spent for clearance of a
proposal. more...
Easiest
Provide on line (Centralized) transmission of data & funds in respect of
Excise & service Tax collections by the authorized branches of various banks
as it might be the appreciate. more...
BancR
Inter Branch Reconciliation System helps Bank Head office to detect those
remittance documents that are fraud in nature i.e. those remittance

20
documents that are either not issued by any branch, or not paid by any
branch, and many more reconciliation like this. more...
We were given training on Servers and on surveillance

Training On Servers:

A server is any combination of hardware or software designed to provide

services to clients. When used alone, the term typically refers to a computer
which may be running a server operating system, but is commonly used to
refer to any software or dedicated hardware capable of providing services.

Components of a Server Computer

The hardware components that a typical server computer comprises are
similar to the components used in less expensive client computers. However,
server computers are usually built from higher-grade components than client
computers. The following paragraphs describe the typical components of a
server computer.

Motherboard
The motherboard is the computer's main electronic circuit board to which all
the other components of your computer are connected. More than any other
component, the motherboard is the computer. All other components attach
to the motherboard.
The major components on the motherboard include the processor (or CPU),
supporting circuitry called the chipset, memory, expansion slots, a standard
IDE hard drive controller, and input/output (I/O) ports for devices such as
keyboards, mice, and printers. Some motherboards also include additional

21
built-in features such as a graphics adapter, SCSI disk controller, or a
network interface.

Processor
The processor, or CPU, is the brain of the computer. Although the processor
isn't the only component that affects overall system performance, it is the
one that most people think of first when deciding what type of server to
purchase. At the time of this writing, Intel had four processor models
designed for use in server computers:
Itanium 2: 1.60GHz clock speed; 1–2 processor cores
Xeon: 1.83–2.33GHz clock speed; 1–4 processor cores
Pentium D: 2.66-3.6GHz clock speed; 2 processor cores
Pentium 4: 2.4-3.6GHz clock speed; 1 processor core
Each motherboard is designed to support a particular type of processor.
CPUs come in two basic mounting styles: slot or socket. However, you can
choose from several types of slots and sockets, so you have to make sure
that the motherboard supports the specific slot or socket style used by the
CPU. Some server motherboards have two or more slots or sockets to hold
two or more CPUs.
The term clock speed refers to how fast the basic clock that drives the
processor's operation ticks. In theory, the faster the clock speed, the faster
the processor. However, clock speed alone is reliable only for comparing
processors within the same family. In fact, the Itanium processors are faster
than Xeon processors at the same clock speed. The same holds true for Xeon
processors compared with Pentium D processors. That's because the newer
processor models contain more advanced circuitry than the older models, so
they can accomplish more work with each tick of the clock.
The number of processor cores also has a dramatic effect on performance.
Each processor core acts as if it's a separate processor. Most server
computers use dual-core (two processor cores) or quad-core (four cores)
chips.

22
Level 1 (Primary) Cache:

Level 1 or primary cache is the fastest memory on the PC and is referred to

as 'internal' cache. It is built directly into the processor itself. This cache is
very small, ranging from 8 KB to 64 KB, but it is extremely fast; it runs at the
same speed as the processor. If the processor requests information and can
find it in the level 1 caches that is the best case, because the information is
there immediately and the system does not have to wait.

Level 2(Secondary) Cache:

The level 2 caches is a secondary cache to the level 1 cache, is referred to as

'external' cache and is larger and slightly slower. It is used to catch recent
accesses that is not caught by level 1 cache, and is usually 64 KB to 2 MB in
size. A level 2 caches is usually found either on the motherboard or a
daughter board that inserts into the motherboard. Pentium Pro processors
actually have the level 2 cache in the same package as the processor itself
(it isn't in the same circuit where the processor and level 1 cache are) which
means it runs much faster than level 2 cache that is separate and residues

on the motherboard.

Memory

Don't scrimp on memory. People rarely complain about servers having too
much memory. Many different types of memory are available, so you have to

23
pick the right type of memory to match the memory supported by your
motherboard. The total memory capacity of the server depends on the
motherboard. Most new servers can support at least 12GB of memory, and
some can handle up to 32GB.
Hard drives

Most desktop computers use inexpensive hard drives called IDE drives
(sometimes also called ATA). These drives are adequate for individual users,
but because performance is more important for servers, another type of
drive known as SCSI is usually used instead. For the best performance, use
the SCSI drives along with a high-performance SCSI controller card.
Recently, a new type of inexpensive drive called SATA has been appearing in
desktop computers. SATA drives are also being used more and more in
server computers as well due to their reliability and performance.

Model Number : HDC-300 Hot swappable hard

disk.
Features:-
Full aluminum alloy construction
Fits into standard 2 x 5.25" drive space
3-slots SATA hot-swap plug & play backplane design
80 mm rear exhaust cooling fan
Built-in fan failure and overheat detection
Data transfer rate of 150 MB/sec
Patented shock absorption rail provides excellent protection and stability

24
Network connection
The network connection is one of the most important parts of any server.
Many servers have network adapters built into the motherboard. If your
server isn't equipped as such, you'll need to add a separate network adapter
card.
Video
Fancy graphics aren't that important for a server computer. You can equip
your servers with inexpensive generic video cards and monitors without
affecting network performance. (This is one of the few areas where it's
acceptable to cut costs on a server.)
Power supply
Because a server usually has more devices than a typical desktop computer,
it requires a larger power supply (300 watts is typical). If the server houses a
large number of hard drives, it may require an even larger power supply.
Chipset
In computing, the term chipset is commonly used to refer to a set of
specialized chips on a computer's motherboard or an expansion card. .

In computing, the term chipset is commonly used to refer to a set of

specialized chips on a computer's motherboard or an expansion card. In
personal computers the first chipset for the IBM PC AT was the NEAT chipset
by Chips and Technologies for the Intel 80286 CPU. Based on Intel Pentium-
class microprocessors, the term chipset often refers to a specific pair of chips
on the motherboard: the northbridge and the southbridge. The northbridge
links the CPU to very high-speed devices, especially main memory and
graphics controllers, and the southbridge connects to lower-speed peripheral
buses (such as PCI or ISA). In many modern chipsets, the southbridge
actually contains some on-chip integrated peripherals, such as Ethernet,
USB, and audio devices. A chipset is usually designed to work with a specific
family of microprocessors. Because it controls communications between the

25
processor and external devices, the chipset plays a crucial role in
determining system performance
The manufacturer of a chipset often is independent from the manufacturer of
the motherboard. Current manufacturers of chipsets for PC-compatible
motherboards include NVIDIA, AMD, VIA Technologies, SiS, Intel and
Broadcom. Apple computers and Unix workstations from Sun, NeXT, SGI, and
others have traditionally used custom-designed chipsets; now that Sun and
Apple both have x86 processors in at least some of their lines of products,
they have begun to use standard PC chipsets in some of their computers.
Some server manufacturers also develop custom chipsets for their products.
Chipset used on servers 3XXX,5XXX applicaion softare like SAP , DB2,VB,
SQL can be used.
To be more specific
3120 and 3220 1cpu
5002 and 5000 requires 2 CPU.
8420 requires 4 CPU

SMPS

Switched-mode power supply (also switching-mode power supply,

SMPS, or simply switcher) is an electronic power supply unit (PSU) that
incorporates a switching regulator in order to provide the required dc output
voltage.

26
Cabinet

Pedestal

Pedestal Server
Back
Servers that can span from Entry Basic to Entry Performance

With the latest Intel® Xeon™

Dual/Quad Core CPU support up to
1333 MHz FSB and 6 SATA ports
(value) (performance + value) with
dual processor capability, HCL Net
Manager 2700 SO Server is the
best suited and an ideal server
HCL Net Manager
giving high-end performance and
2700 SO Sever
flexibility at a lower cost.
(SATA/SAS Models)

With easy setup and manageability

Value XeonT 5000
features, HCL Net Manager 2700
Sequence Dual/Quad
SO is an ideal platform providing
Core Server
ideal solution for building
managing, supporting and running

27
departmental security, enterprise
class computing and small
databases.
Supports up to Two Intel® Xeon™
Dual/Quad Core 5000 Sequence
CPU (Bensely Series) at up to 3.73
GHz with 12MB L2 Cache
Intel® 5000V Chipset
Fast Throughput up to 1333 MHz
FSB
Up to 16GB of DDR2 667 FBDIMM
Memory on 8 FBDIMM Slots
5 I/O Slots including PCI-e slots
SATA Controller with HOST RAID
0,1,10 & optional SAS Controller
Support
IPMI Compliant with on-board BMC
(Baseboard Management
Controller) which seamlessly
interacts with Management
software to give timely status
reporting & health monitoring.
Virtualization Support – Intel® VT
Click to Download Brochure

With the latest Intel® Xeon™

Dual/Quad Core CPU support up to
1333 MHz FSB and 4 Ports SAS with
dual processor capability, HCL Net
Manager 2700 ST Server is a
mainstream server with high-end

28
HCL Net Manager features as advanced memory
2700 ST Server protection & KVM over IP remote
manageability features.
Performance XeonT 5000
Sequence Dual/Quad With easy setup and remote
Core Server manageability features, , HCL Net
Manager 2700 ST Server is an ideal
platform providing ideal solution for
building managing, supporting and
running departmental security,
reliable enterprise class computing
and databases.
Supports up to Two Intel® Xeon™
Dual/Quad Core 5000 Sequence
CPU, supports complete range of
5300 Series Quad Core Xeon
processors
Intel® 5000P Chipset
Fast Throughput up to 1333 MHz
FSB
Up to 32GB of DDR2 667 FBDIMM
Memory on 8 FBDIMM Slots
6 I/O Slots including PCI-e slots
6 SATA Ports with HOST RAID &
optional SAS Controller Support
Advanced memory protections
features as Memory Mirroring &
Sparing supported
IPMI Compliant with Remote
manageability features – KVM over
IP, Media redirection, etc. through

29
 add-on options.
Available in Pedestal, 5U & 2U form
factors.
Virtualization Support – Intel® VT
Click to Download Brochure

Withthe latest Intel® Xeon™

Dual/Quad Core CPU support up to
1600 MHz FSB and 6 Ports SATA
with dual processor capability, HCL
Net Manager 2700 JA Sever is a
mainstream Workstation with high-
end features as advanced memory
HCL Net Manager protection & KVM over IP remote
2700 JA Server manageability features and can be
positioned for HPC Segment where
Performance Xeon™ high graphics capacity is required.
5000 Sequence
Dual/Quad Core 45nm With an easy setup and remote
arch. CPU based Server manageability features, HCL Net
Manager 2700 JA Sever is an ideal
platform providing ideal solution for
building managing, supporting and
running departmental security,
reliable enterprise class graphical
computing
Supports up to Two Intel® Xeon™
Dual/Quad Core 5000 Sequence
CPU, supports complete range of
5400 Series Quad Core Xeon
processors graphics capacity is

30
required.
Intel®® 5400 Chipset
Fast Throughput up to 1600 MHz
FSB
Up to 32GB of DDR2 667 FBDIMM
Memory on 8 FBDIMM Slots
6 I/O Slots including PCI-e slots
6 SATA Ports with HOST RAID
Advanced memory protections
features as Memory Mirroring &
Sparing supported
IPMI Compliant with Remote
manageability features – KVM over
IP, Media redirection, etc. through
add-on options
Available in Pedestal & 5U form
factors
Virtualization Support – Intel® VT
HD Audio & optional Firewire
support

31
Rack

Back
With the latest Intel® Xeon™ Dual/Quad Core
CPU technology, 1333 MHz FSB and SATA
Controller, Infiniti Global Line 2700 CA is the
best suited for dense environments and an
ideal server giving high-end performance in a
dense form factor.
Supports up to Dual Intel® Xeon™ Multi-core
CPU at frequencies up to 3.3 GHz with 12 MB
L2 cache
Fast Throughput up to 1333 MHz FSB
HCL Net Manager 2700 CA
Up to 12GB of DDR2 667 FBDIMM Memory with
6 DIMM slots
Value 1U Optimized Dense
Two I/O Slots including PCI-e slots
Dual
Two NHS SATA Ports
XeonT Multi Core CPU Support
Inbuilt Management Features
Available in 1U Dense Rack Optimized Form
factor
Click to Download Brochure

With the latest Intel® Xeon™ Dual / Quad Core

CPU technology, 1333 MHz FSB and SATA /
SAS Controller, Infiniti Global Line 2700 AO is
the best suited for Businesses that require I/O
flexibility and performance in a dense IT
environment or when footprint really matters.
HCL Net Manager 2700 AO

IGL 2700 AO is an affordable and reliable

32
 family of Rack-Optimized, Highly Integrated
Server Systems Designed for Flexible, High-
Density Server Solutions.
Supports up to Dual Intel® Xeon™ Multi-core
CPU at frequencies up to 3.16 GHz with 12MB
L2 Cache
1U/2U Rack Optimized Dual Fast Throughput 1333 MHz FSB
XeonT Up to 32GB of DDR2 667 FBDIMM Memory
Multi Core Server Five I/O Slots including PCI-e slots
Six SATA Ports
Memory Mirroring & Sparing supported
IPMI Compliant with Remote manageability
features – KVM over IP, Media redirection, etc.
through add-on options
Available in 1U/2U Rack Optimized Form factor
Any pedestal server can be converted to rack.

This type of server cabinet is available in 600mm & 800mm width and
900mm & 1000mm depth. Each server cabinet features a lockable and
removable side panel, lockable front and rear doors (front glass) with vented
top cover and 4x 19" adjustable profiles. Comms-Express offers a high-
quality server cabinet range which comes in highly functional designs

Application of racks
A 23-inch rack is used for housing telephone (primarily), computer, audio
and other equipment though is less common than the 19-inch rack. The size
notes the width of the faceplate for the installed equipment. The rack unit is
a measure of vertical spacing and is common to both the 19 and 23-inch
(580 mm) racks.
Hole spacing is the same as for 19-inch (480 mm) racks.
Another name for this type of racks is "ETSI rack", relating to a standards
body in telecommunications.

33
Rack:-

1U

2U

3U

4U

34
35
Scope of Project

A. Creating awareness of the brand HCL.

B. Marketing and selling Of HCL products.

Future Of Desktops And Laptops:-

PC Sales in India has jumped 20% since last year and the sales figure
currently stands at 6.5 million (5.4 million in 2006)
Notebook PC sales surged to 1.8 million, from 980,000, as prices that fell
below 20,000 rupees (500 dollars) made laptops the favored choice of young
first-time buyers.
Sales of notebook PCs grew the most, by 81% as compared to 7% growth in
the desktop PC segment.
Consumer PC sales grew by 23% in 2007, outpacing commercial client PC
sales, which expanded by 19%.
HP is the market leader (23%), while HCL (13%) and Lenovo follow (10%)
Servers registered a growth of 50 percent over the first half of last fiscal
year.
Growth of white box sales (assembled PCs) is almost stagnant, growing at 1-
2 per cent y-o-y
The customized PC market is growing and consumers are shifting from CRT
to TFT or LCD monitors
Market for printers actually shrank, with 82 percent decline for line printers,
24 percent for dot matrix, 9 percent for lasers and 2 percent for inkjets.

36
The falling laptop prices is a major catalyst in the soaring sales and
notebook/laptops sales is expected to grow further- and corner 40 % of
the overall client PC sales in India by 2010.
What’s really interesting to note is the dent laptops have caused in the
peripheral market. This will directly impact the third party who sell bundled
products, while OEMs will still rake moolahs.
India PC market shipments flat in CY 2008 at 7.98 million units
Over 1.56 million PCs shipped in 4Q 2008, a 22.7% year-on-year
drop
Home and SMB sectors hold out a ‘ray of hope’ for hardware industry
Government and Public Sector to remain ‘bright spots’ in the
commercial PC market
Mumbai, March 26, 2009 – The overall India Client PC market shipments
remained flat at 7.98 million during January-December 2008 against 8.06
million in 2007. For CY 2008, desktop PC shipments dropped 10.1%* while
notebook PC shipments recorded a growth of 31.5%* on a year-on-year
basis.
Table 1: India PC Shipments and Growth by Form Factor: CY 2008
over CY 2007*

Form Factor CY 2007 in ’000s CY 2008 in ’000s Growth 2008

over CY 2007
Desktop PCs 6,303 5,664 -10.1%
Notebook PCs 1,760 2,315 +31.5%
Total Client PC 8,063 7,979 -1.0%
*According to IDC’s India Quarterly PC Tracker 2008, 4Q 2008, March 2009
release
During the October-December 2008 quarter (4Q 2008) the overall
India Client PC shipments were 1.56 million units, a drop of 22.7%*
over the same period previous year. The desktop PC shipments dropped
24.7%*, while notebook PC shipments recorded a 17.4%* degrowth (4Q 2008
over 4Q 2007).

37
Table 2: India PC Shipments and Growth by Form Factor: 4Q 2008
vs. 4Q 2007*

Form Factor 4Q 2007 in ’000s 4Q 2008 in ’000s Growth (4Q ’08

over 4Q ’07)
Desktop PCs 1,473 1,109 -24.7%
Notebook PCs 549 454 -17.4%
Total Client PC 2,023 1,563 -22.7%
*According to IDC’s India Quarterly PC Tracker 2008, 4Q 2008, March 2009
release
During the fourth quarter Hewlett-Packard retained the top spot in the
overall India Client PC (Notebooks and Desktops combined) market
with a market share* of 15.6% by unit shipments. Dell dislodged HCL from
the second spot with an 10.9% share, while HCL was third with 9.6% of total
PC shipments.

In terms of desktop PC shipments during 4Q 2008, HP and HCL were tied

at first position with a market share* of 10.6% each, while Dell ranked third.
In terms of notebook PC shipments during 4Q 2008, HP retained the top
spot with a reduced market share* of 27.6% followed by Dell at the second
spot while Acer came in third.
Table 3: India Client PC (Desktop + Notebook) Shipments: Top 3
Vendor Market Shares (% of units), 4Q 2008 vs. 4Q 2007*

4Q ’07 Client PC Shipments 4Q ’08 Client PC Shipments

(Notebook PCs + Desktop PCs) (Notebook PCs + Desktop PCs)
Vendor Market Share Vendor Market Share
Hewlett-Packard 17.6% Hewlett-Packard 15.6%
HCL 10.8% Dell 10.9%
Lenovo 8.9% HCL 9.6%
*According to IDC’s India Quarterly PC Tracker 2008, 4Q 2008 quarter, March
2009 release

38
“The Home and SMB segments recorded the lowest drop (in percentage
terms) in CY 2008 vis-à-vis CY 2007. The measures announced by the RBI to
free up credit are expected to revive demand from these segments and a
moderate recovery in shipments may result during the second half of CY
2009,” said Sumanta Mukherjee, Lead Analyst, Computing Products
Research, IDC India.

“The industry is also resting its hopes on the infrastructure, public sector
spending and e-Governance and development projects,” Sumanta added.

“Despite these measures, CY 2009 could still see a drop in overall India
Client PC shipments. Judicious inventory management, coupled with
marketing initiatives to explore the hitherto untapped ‘long tail’ of customers
in the Indian heartland could be the key to survival in a tough year,” opined
Kapil Dev Singh, Country Manager, IDC India.

In a subdued India PC market, Hewlett-Packard (HP) held the largest share,

HCL Infosystems grew and Dell saw a decline in its share during 1Q 2009
(January–March 2009), according to technology research firm IDC India’s
latest study*..

HP maintained its lead and gained share in PCs (desktops and notebooks) to
capture 18.2% of the India PC market in terms of unit shipments. HCL
Infosystems with a market share of 9.8% of overall PC shipments regained
the second spot. Dell, which jumped to second position for the first time in
the Oct-Dec 2008 quarter, slipped back to the third spot in 1Q 2009.

While Acer’s market share dipped marginally (7.7% in 4Q 2008 to 7.3% in 1Q

2009), Lenovo’s share showed a more pronounced drop of 1.9 points (6.6%
in 4Q 2008 to 4.7% in 1Q 2009), says the IDC India study*.

39
Table 1: India PC Shipments: Top 5 Vendor Shares (% of units),
1Q 2009 vs. 4Q 2008*

2008 PC Shipments 2009 PC Shipments

(Desktop PCs + Notebook PCs) (Desktop PCs + Notebook PCs)
Vendor Market Share Vendor Market Share
Hewlett-Packard 15.6% Hewlett-Packard 18.2%
Dell 11.0% HCL Infosystems 9.8%
HCL Infosystems 9.6% Dell 9.7%
Acer 7.7% Acer 7.3%
Lenovo 6.6% Lenovo 4.7%
*According to IDC’s Asia/Pacific Quarterly PC Tracker 2009, 1Q 2009
quarter, May 2009 release
HP has been numero uno in the India PC market consistently every quarter
over the last four years (2005, 2006, 2007 and 2008). At the global level as
well, HP dethroned Dell to claim the No. 1 spot in the US PC market, while
Dell faced a tough quarter across the board according to IDC’s Worldwide
Quarterly PC Tracker, April 15, 2009 release)

“Moving forward, hardware in general and PC shipments in

particular will continue to remain under pressure. Winners would
gain market share and improve profitability through the right
price/volume mix and optimal exploitation of supply chain
efficiencies, stated Kapil Dev Singh, Country Manager, IDC India.

“With the twin forces of market de-growth and loss of share, those
vendors who do not occupy a clear niche in customers’ minds would
be under pressure”, Kapil added.

In the short term, over the next two quarters, vendor positions in the India
PC market would be largely determined by how well they are able to exploit
the opportunities presented by the Consumer, Education and Government

40
segments, the IDC India report added.

The India PC market witnessed a 7% quarter-on-quarter (QoQ) growth in

shipments in 1Q 2009 (first quarter of calendar year 2009) over 4Q 2008
(fourth quarter of calendar 2008), according to IDC’s Asia/Pacific Quarterly
PC Tracker, May 2009 release.

A total of 16,79,000 units of Client PCs (desktops and notebooks) were

shipped during the January-March quarter of 2009. Desktop PC shipments of
12,13,000 units registered a sequential growth* of 9% QoQ while notebook
PC shipments of 4,66,000 units recorded a growth* of 3% QoQ.

Table 2: India PC Shipments and Growth by Form Factor: 1Q 2009

over 1Q 2008*

Growth 1Q Growth 1Q
Form
1Q 2008 4Q 2008 1Q 2009 2009 over 2009 over
Factor
1Q 2008 4Q 2008
14,81,00 11,09,00 12,13,00
Desktop PCs -18% 9%
0 0 0
Notebook
5,90,000 4,54,000 4,66,000 -21% 3%
PCs
Total Client 20,72,00 15,63,00 16,79,00
-19% 7%
PC 0 0 0
*According to IDC’s Asia/Pacific Quarterly PC Tracker 2009, 1Q 2009,
May 2009 release
In spite of the overall subdued market, the total installed base of PCs in India
surged past the 36 million units mark.

41
The marketing process

Task allotted

1. Identify the list of Management institutes and Parma Companies located in

Mumbai territory (Borivali to anderi)
2. Plan visit to those accounts meeting Students/ faculty members in
Management colleges and Admin, Mktg, Purchase and HR persons in Parma
companies.
3. Minimum 6-7 visits per day
4. Lead generation for Desktop and mobile computing (Mileap and Leaptop)
from above visit
5. Giving demo and closure of mobile computing

42
Marketing Strategy

Initially from 7th of may to 24th of may joint call were made with senior
buddies.
Approximately 110 calls were done in span of two months. Some of the calls
were joint calls and most of them were individual calls.
I was required to collect following information about company visited
Name of purchase manager:-
Email Id:-
Telephone No:-
Requirement about Laptops/desktop:-
If the company is using HCl product are they having any problem.

Overall Experience in HCl

1. We were on our own from identifying which companies to visit, getting

data like name of purchase manager, telephone number etc.
2. Our day used to start early morning searching just dial site for
information regarding the schools & colleges in the area which our
reporting used to tell us .
3. After the search was complete we used to send a sms to our reporting
sales person for the days plan after which we went for our calls.
4. The very first visit to every school or institution or any company was
called a cold call.

43
5. The very first problem was getting through the security guard. Asking
him the name of purchase person, getting the board line number.
Though it was tough but in most of the cases I managed to know
purchase person name but having an appointment with them was
really tough.
6. If I could get that then I used to call on board line number and talk to
person and ask for appointment.
7. In that also many would deny giving appointment.
8. If person is not showing interest I used to tell them that HCL is doing
survey for it customers, if they have any problem they can share with
me through this meeting.
9. Also they use to wait us for hours if we wanted to meet the concerned
person & the common reason given was that he /she is busy in a
meeting.
10. Now it was very crucial on our part to protease what to do
whether to wait for person who even might take 2 to 3 hours to meet
us or to attend another call.
11. If I got to meet the person I used to explain different products of
HCL and get filled a questionnaire to know what they feel about HCL as
a brand.
12. After the day ended we used to send a daily call report in excel
which included all the details of where we went & where there any
requirements from their side.
13. One thing which I learned through this was we have to be very
organized & consistent in our work with the ability to grasp what the
company we are visiting require from us as we had hardly got 2-3 min
of client precious time to convince him about our product.
14. The questionnaire is so designed that it would reflect awareness
of HCL as a brand.

44
Learning’s from Industry:-

1. With HCL major share comes from selling desktop computers and
share from laptop is less. As mentioned that market for desktop is
declining therefore laptops should be promoted by HCL.
2. The competition for market has increased in india as players like Dell
has come. In a very short span of time dell has achieved 11% share of
total desktop and notebook market in india in 2008. Dell’s branding
and advertising has been amazing.
3. The market for notebook computers is on boom.
4. When asked on personal basis the following question

What brand of laptop would you purchase if given an opportunity?

62% of the people preferred HP as their notebook.

Learning’s about company As brand :-

45
1. During my visit to companies & schools I found most of them using
desktops of HCl which presented strong hold of the company in public
sector.
2. The wide range of products of HCL in the private sector and small and
medium business was less.
3. Customers really used to wonder when I used to put range of products
HCL has in front of them. People are not aware of all the brand of the
products of HCL.
4. Some of the really small sector companies were really obliged by that
fact that company like HCl wanted to do business with them &
responded really well to the questionnaire.
5. Customers would really appreciate the fact that someone from HCL has
come to just listen to their problems (with an hidden agenda of
creating leads).
6) The visit created the kind of impact of concern for its customers which
is apart from rest of the brands.

46
Study and its Merits

1. The study gave an insight into how actually sales job is done in
practice.
2. It also teaches what are the various hierarchy & steps which are
involved in purchase of a product in bulk quantity in companies
3. Through the in-depth interview with the help of questionnaire , it was
possible to analyze the challenges faced by HCL as a brand and their
expectations towards the products.
4. It also gave an insight into the working of an organization like HCL
which was my first kind of experience.
5. With the various training sessions which were held every Saturdays it
was indeed a vast learning experience for me & benefited to add our
knowledge of understanding of various product of HCL well.
6. We where luck enough to attend a month end day in the company
which also gave us an insight on how company fulfils its goals & set
new goals for the coming month.

For understanding customer and knowing more about HCL as a brand I had
prepared the following questionnaire.

I used to ask customer the following questionnaire.

Name of Institute/Company:-

Name of the concern person:-

47
 Questionnaire

1)What is the first thing that you look for in your computer
(for commercial use) ?
A) price (i.e it should be as cheap as possible)
B) Quality
C) value for money
D) brand
E)Appearance
F)Technology used
G)Variety of models available for a configuration
H)After sales service
I)specify if any other

2)How do u purchase a computer for your organization?

A)through sales persons
B)contract given to some agencies
C) management dells with it(i.e in case of schools)
D)you have your purchase manager

3) Do u find your type of quality which should be there in an computer in

HCl?
A)Yes B) No

4) if Yes pls tell which one?

48
5) Which brand of desktop / laptop you are using in the institute or in your
company?
A) HCl B) HP C) Dell D) specify if any other

6) Why are you using the above brand?

A)Service B)Quality C)Price D)Management Decision E)
specify if any other

7) Will u like to use the same brand to your personal use?

A) Yes B) no

8)If No than for what resones?

9)would u like to deal with us instead of your earlier contact sales person ?
A) yes B) No

10) Number of desktops using right now (approximately)?

A) >25 B)<25

11) Is their any requirement of desktop/laptop in near future in institute?

A) Yes B)No

12) What brand of laptop/desktops would you purchase if given an

opportunity for personal use ?
A) HCL B) HP C) Dell D) specify if any other

13) Rank the following from 1 to 5 1 being top priority. Things which you
look for before buying equipment?

49
 1)Price
2)After sales service
3)Looks of equipment
4)Featutes
5)Life of equipment
6)Specify if any other.

14) Are you satisfied with brand you are using right now in institute or in
your company?
A) Yes B)No

15) What extra qualities you are looking in now?

A) value for money B) service provided C) quality of the product D) Specify if
any other

16) Will you shift the brand to HCL if the above mentioned qualities are
provided to you?
A) Yes B) No

17)How do you see HCl as a brand doing in the market?

A) very good B)good C)average D) bad

18)Are you aware of the fact that HCL is currently ranked No.1 in commercial
business ?
A)yes B)no

19)have u purchased any hcl product in the past?

A) yes B) No

20)if yes are u satisfied with the HCL product you purchased?
A) yes b) no

50
21) if yes which product?

22) if no than which product?

23) if NO then tell us the area where in you think it lacked behind in HCL
than in others?
A) value for money B) service provided C) quality of the product
24)were u aware of the various products which HCl offer which I
mentioned ?

A)yes B) No

25)Pls as an geniune advice what would u say to Hcl to improve further in

future?

Graphs
Q1) What is the first thing that you want in your computer
(for commercial use) ?
A) price (i.e it should be as cheap as possible)
B) Quality
C) value for money
D) brand
E)Appearance
F)Technology used
G)Variety of models available for a configuration
H)After sales service
I)specify if any other

51
 22% 31% quality
price
brand
appearance
Tecnology
21% after sales service
15%
4% 7%

2)How do u purchase a computer for your organization?

A)through sales persons

B)contract given to some agencies
C) management dells with it(i.e in case of schools)
D)you have your purchase manager

21%
32% through sales persons

contract given to some

agencies
management dells with it(i.e
17% in case of schools
you have your purchase
manager

30%

52
3) Which brand of desktop / laptop you are using in the institute or in your
company?
A) HCl B) HP C) Dell D) specify if any other

hcl

dell
Bar 1
hp

others

0 5 10 15 20 25 30 35

4) Are you satisfied with brand you are using right now in institute or in your
company?
A) Yes B)No

45
40
35
30
25
20 bar-1
15
10
5
0
yes no

53
5) if yes are u satisfied with the HCL product you purchased?
A) yes b) no

60

50

40

30 bar-1
20

10

0
yes no

6)Will you shift the brand to HCL if the above mentioned qualities are prvided
to you ?
A)Yes B)No

54
60

50

40

30 bar-1
20

10

0
yes no

55