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

1

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

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Dissertation submitted in partial fulfilment of the requirement for the award of the degree of

MASTER OF BUSINESS ADMINISTRATION
OF
BANGALORE UNIVERSITY

By
Faisal hussain
16YACMD058

Under the guidance of
Mr Kishan K P
Assistant Professor
PRESIDENCY COLLEGE
BANGALORE UNIVERSITY
2017-2018

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GUIDE CERTIFICATE

This is to certify that Faisal Hussain student of Presidency College, Bangalore,
has completed this research project titled
” A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING
STRATEGIES IN JustZaap”
Under my guidance from in partial fulfilment of the Masters of Business
Administration degree.

Mr KISHAN KP
ASSISTANT PROFESSOR,
CENTER FOR MANAGEMENT STUDIES, PRESIDENCY COLLEGE,
BANGALORE.

3

INTERNSHIP CERTIFICATE

(Under the seal and signature)

This is to certify that Mr Faisal Hussain of Presidency College, has undertaken
dissertation in our organization on the topic “A MODEL ON

MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND

MARKETING STRATEGIES IN JustZaap” between 23/04/2018 to
05/06/2018 and his conduct and work is satisfactory.

Nadeem Khan
Head – Sales & Marketing

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CERTIFICATE BY CO-GUIDE

(Under the seal and signature)

This is to certify that Mr Faisal Hussain of Presidency College, has undertaken
dissertation in our organization on the topic “A MODEL ON

MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING
STRATEGIES IN JustZaap”. Between 23/04/2018 to

05/06/2018 and his conduct and work is satisfactory.

Signature

Seal

5

DECLARATION BY THE STUDENT

I hereby declare that “A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES
AND MARKETING STRATEGIES IN JustZaap” is the result of the project work carried out by me
under the guidance of Assistant Professor Mr Kishan KP in the partial fulfilment for the award of
MASTER’S DEGREE IN BUSINESS ADMINISTRATION by Bangalore University.
I also declare that this project is the outcome of my own efforts and I have not provided it to any other
University or Institute for the award of any other degree or Diploma or Certificate.

Place: Bengaluru Name: FAISAL HUSSAIN
Date: 12/6/2018 Registration Number:
16YACMD058

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ACKNOWLEDGEMENT

As the student of Presidency College, I would take immense pleasure in thanking my college, our
Director Ma’am, Mrs. Radha Padmanaban for having permitted me to carry out this project work.
And I wish to express my deep sense of gratitude to my project guide, Mr Kishan KP for his deep
sense of guidance and useful suggestions, which helped me in completion of my project work, in time.
And I would like to thank him for his assistance and encouragement throughout the project, also his
mentoring and suggestions during the preparatory phase of my project.

I would also like to thank Mr. Nadeem Khan my co guide in the organization, for giving all the required
information.

Finally, yet importantly, I would like to express my heartfelt thanks to my beloved parents for their
blessings and the financial support, my friends/classmates for their help and wishes for the successful
completion of this project.

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ABSTRACT

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

Submitted by

FAISAL HUSSAIN (16YACMD058)-MBA ‘B’ section

The SAAS industry has grown tremendously in recent years and the competition is cut-throat. As there
are various brands in the market, hence their marketing strategies are unique. It is very important to
understand as to what are the strategies the SAAS producers used to attract the customers like their
advertisements, what is the extent to which there sales strategy is able to convince people etc.
This survey research tries to understand the B2B consumer behaviour to SAAS sales and strategies
adopted by JustZaap to attract the customers and what are the expectations of the customers from the
organization. The comparisons will be analysed and the results will be obtained. Suggestions will be
made if any so as to what strategies the organization can employ to get the better results and to
increase the sales.
This research may also bring to light on what basis a customer chooses a particular brand when it
comes to SAAS.
This survey will be conducted in Bangalore city. Customers of the organization will be interviewed by
preparing the structures questionnaire and the finding will be tabulated and analysed.

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CHAPTERWISE PRESENTATION

CHAPTER 1:- INTRODUCTION
1.1 Industry profile
1.2 Theoretical background of the study
1.3 Importance of the topic
1.4 Need to study the topic

CHAPTER 2:- Review of Literature and Research design.
2.1 Literature review
2.2 Statement of Problem
2.3 Scope of the study
2.4 Objectives of the study
2.5 Sampling
2.6 Tools for data collection
2.7 Data analysis
2.8 Limitation of the study

CHAPTER 3:- COMPANY PROFILE
3.1 JustZaap limited
3.2 Corporate profile
3.3 Problem Statement
3.4 Product range

CHAPTER 4:- Data Analysis and Interpretation

CHAPTER 5:- FINDINGS, CONCLUSION AND RECOMMENDATIONS,

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Table of Contents.

Sl.
no
Particulars Page
no.
1 Certificate 2
2 Declaration 5
3 Acknowledgement 6
4 Introduction 12-26
5 Research Methodology 27-35
6 Company profile 36-56
7 Data Analysis 57-96
8 Findings, conclusion and recommendation, 97-99
9 Annexure 100-107
10 Bibliography 108

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List of Tables and Graphs.

Sl.
no
Particulars Page
no.
1 Table showing the gender of respondents 58
2 Table showing the job role of respondents 59
3 Table showing response for percentage of current use 60
4 Table showing response for Preference for solution 62
5 Table showing response for Response for need and
importance
63
6 Table showing response for solutions done in an admin
functions
65
7 Table showing response for ratings as per importance 66
8 Table showing response for need determination 68
9 Table showing response for features 69
10 Table showing response for awareness 71
11 Table showing response for importance of parameters 72
12 Table showing response for satisfactory level 73
13 Table showing response for concern for buying 74
14 Table showing response for average visitors 76

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Sl.
no
Particulars Page
no.
15 Table showing response for attendance record
maintenance
77
16 Table showing response for tools used in recording
attendance
78
17 Table showing response for satisfactory level 79
18 Table showing response for satisfactory level 81
19 Table showing response for % of current attendance
marking
82
20 Table showing response for tools used in AM 83
21 Table showing response for existing remote location
feature
85
22 Table showing response for satisfactory level 86
23 Table showing response for satisfactory level 87
24 Table showing response for demand for travel and
expense mgmt…
89
25 Table showing response for demand for canteen
mgmt.…
90
26 Table showing response for willingness to adopt new
solution
91
27 Table showing response for willingness to buy 93
28 Table showing response for feedback to solution 94

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1.1 Industry Profile:
OVERVIEW
Since last 30 years SaaS industry is continuously growing in its business. The rise of the SaaS industry
has continued to captivate the business community at large given the impressive growth rate it has
sustained over the past three decades. We are now entering a new era where thousands of SaaS
companies both new and old are creating solutions to address every conceivable business need. The
industry’s strong momentum into an even brighter future is hard to refute; and SaaS executives and
investors are keen to play bigger and bolder roles as the industry evolves.
SaaS, which stands for Software as a Service, differs from traditional software in that it is deployed and
made accessible to users over the internet (or in the “cloud”). Traditional software in comparison is
deployed “on-premises” meaning the software is implemented on the premises of a business client on
their own servers whereby employees access the software through a desktop interface connected to a
local network.
Helping to fuel the industry’s growth is a wide range of investors including venture capital, growth
equity, private equity, asset managers, and hedge funds as well as individual investors among
others. Those who are familiar with the sector and who understand its potential are participating based
on their own unique investment methodology. What they have in common, however, is their
commitment to reaping the rewards the industry has to offer.

CHAPTER 1
INTRODUCTION

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SaaS Market Size:
Currently the traditional enterprise application software industry is estimated at generating
approximately $300 billion annually. By comparison, the emerging SaaS industry, a subset of the
overall “Cloud Services” market, generates $46 billion annually and is expected to grow to $76 billion
by 2020, (Gartner Says Worldwide Public Cloud Services Market to Grow 18 Percent in 2017). Usage
of traditional enterprise software, on the other hand, is anticipated to decline as companies experience
the many benefits of SaaS including its lower relative cost compared to traditional software, its
continuous and seamless platform technology upgrades, and the increasing trust in security protocols
offered by cloud providers.

Worldwide Public Cloud Services Forecast (Millions of Dollars)
Particulars 2016 2017 2018 2019 2020
Cloud Business Process Services (BPAAS) 40,812 43,772 47,556 51,652 56,176
Cloud Application Infrastructure Services
(PAAS)
7,169 8,851 10,616 12,580 14,798
Cloud Application Services (SaaS) 38,567 46,331 55,143 64,870 75,734
Cloud Management and Security Services 7,150 8,768 10,427 12,159 14,004
Cloud System Infrastructure Services (IAAS) 25,290 34,603 45,559 57,897 71,552
Cloud Advertising 90,257 104,516 118,520 133,566 151,091
Total Market 209,244 246,841 287,820 332,723 383,355
Source: Gartner (February 2017)

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Cost Comparison of SaaS vs. Software
The below chart compares the cost of traditional (on-premises) software versus a SaaS (cloud
computing) solution. Note the total cost of ownership of traditional software can be more than twice as
much as SaaS, driven by the need for the company to purchase, install and maintain their own hardware
as well as hire their own technology staff to implement, customize and maintain the software. Over
time, the cost incurred to support operating traditional software far surpasses the actual cost of the
software license.
Top Three SaaS Companies
Salesforce is perhaps the most notable pioneer of the SaaS model. Founder Marc Benioff famously
declared “the end of software” as he began building his customer relationship management company
(CRM) in the late 90s. Salesforce went public in 2004 and today has a market capitalization of $76
billion and generates over $10 billion in annual revenue. Service Now and Workday are a couple other
notable SaaS companies with market capitalizations of $21 billion and $22 billion, respectively.
Marc Benioff’s Grand Vision on The End of Software; The Rise of Salesforce
Salesforce’s Growing Addressable Market (Investor Day Presentation October 2016)

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SaaS vs. Software Revenue Models
SaaS and software can be compared in more detail by their revenue models – how they charge their
customers. A SaaS revenue model entails a monthly or annual user fee where the user’s cost of entry to
gain access to the software is materially lower compared to purchasing an on-premises license. SaaS
contracts can also include an up-front implementation fee depending on the customer’s desire for
customization and business specific needs. SaaS contracts can be set for certain time frames such as
one year, two year, or three year terms and include automatic renewals. The main characteristic of the
SaaS revenue model is that the software is managed by the provider in the cloud and its customers are
granted access during the term of their contract.
Traditional software, on the other hand, is offered on a license and maintenance agreement whereby the
customer purchases a license to the software and in addition pays an ongoing maintenance fee ranging
from 15 to 20% of the license cost in order to receive software updates or have access to service
assistance form the software provider. The customer is responsible for its own hardware/servers and
employing its own staff to ensure the software is operating appropriately at all times. In most cases, the
up-front cost of a license represents a significant budget decision by a prospective customer and entails
executive or key person involvement. In contrast, a monthly SaaS fee frequently falls below the budget
threshold of a prospective client and is easier for an organization to approve and adopt.
SaaS in the Cloud
SaaS is a subset of the overall “Cloud” market and perhaps another way to understand the difference
between on-premises and SaaS as well as the other cloud solutions in between is with the chart
below. Note that the term “Cloud” encompasses the three columns to the right of “On-Premises”
describing Infrastructure as a Service, Platform as a Service and Software as a Service.

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

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2. Workday: Provides financial and human capital management solutions to businesses
o Market Cap: $22 billion
o IPO Year: 2012
o Annual Share Price Appreciation Since IPO: 31%
3. Service Now: Provides a suite of IT management solutions to businesses
o Market Cap: $20 billion
o IPO Year: 2012
o Annual Share Price Appreciation Since IPO: 45%
4. Shop if: Provides an ecommerce platform for businesses to sell products online, on social media
or in person
o Market Cap: $11 billion
o IPO Year: 2015
o Annual Share Price Appreciation Since IPO: 155%
5. S Plunk: Provides solutions that enable businesses to gain real time operational intelligence
o Market Cap: $9 billion
o IPO Year: 2012
o Annual Share Price Appreciation Since IPO: 32%
In total, there are over 50 publicly traded SaaS companies representing over $225 billion in
aggregate market capitalization. As of August 31, 2017, the median enterprise value / 2017 revenue
multiple is 5.7x. Median revenue growth rate is 17%, gross margin is 73% and median retention rate
is 97%. The majority of publicly traded SaaS companies now generate free cash flow, however, the
metric is not materially weighted for valuation purposes given the heavier emphasis placed on
revenue growth and customer retention.

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SaaS Companies – 25 Largest By Market Capitalization
Count Company Ticker Market Capital ($ in billon)
1 Salesforce CRM $69.0
2 Workday WDAY $22.6
3 ServiceNow NOW $19.6
4 Shopify SHOP $10.9
5 Splunk SPLK $9.4
6 Veeva VEEV $8.3
7 Atlassian Corporation TEAM $7.6
8 LogMeIn LOGM $6.3
9 The Ultimate Software Group ULTI $5.9
10 Athenahealth ATHN $5.6
11 Tableau Software DATA $5.7
12 Guidewire Software GWRE $5.6
13 Medidata Solutions MDSO $4.4
14 Proofpoint PFPT $4.1

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PRIVATE SAAS COMPANIES
There are an estimated 10,000 private SaaS companies, the vast majority of which are early stage
generating less than $3 million in annual revenue. Entrepreneurs, both technical and non-technical
seek to automate the wide variety of still manual or inefficient activities of a business. Moreover, the
lure of high-profile SaaS success stories such as those of the public companies listed above, is hard
to resist. The cost of starting a SaaS company continues to decline while the speed of product
development and pace of continuous product improvement has increased markedly. SaaS
entrepreneurs can now spend more time on business tactics such as sales and marketing execution
and customer retention.
15 Xero XRO $3.7
16 RealPage RP $3.6
17 Wix WIX $2.9
18 RingCentral RNG $3.2
19 Twilio TWLO $2.7
20 Box BOX $2.5
21 Ellie Mae ELLI $2.9
22 HubSpot HUBS $2.7
23 Zendesk ZEN $2.8
24 MuleSoft MULE $2.8
25 New Relic NEWR $2.6

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Horizontal V/s. Vertical SaaS
SaaS companies address a range of different needs for businesses around the world. SaaS solutions
can be either horizontal or vertical. Simply put, a horizontal offering is one that can be used by
businesses across sectors – healthcare, retail, consumer products, financial services, technology,
among others. Some examples of the most common horizontal SaaS applications include:
? Customer Relationship Management
? Human Resources
? Finance and Accounting
? Customer Service and Engagement
? Workforce Collaboration
? Business Intelligence
? Data Analytics
? Budgeting, Reporting and Planning
? Procurement, Spending and Sourcing
? Software Development
? Governance, Risk and Compliance
? Ecommerce
In contrast, vertical SaaS solutions address specific sectors and aim to provide a suite of tools for
businesses in those sectors. Examples include:
? Construction
? Hospitality
? Real Estate
? Insurance
? Manufacturing
? Legal
? Transportation

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PRIVATE CAPITAL FUELS THE SAAS INDUSTRY
Meanwhile, private capital firms (venture capital, growth equity, and private equity) play a critical
role in the development of the SaaS Industry. They are flush with capital actively seeking
investment opportunities in proven SaaS companies that are growing quickly and likely to represent
attractive acquisition targets for larger software corporations or other private equity firms in the next
several years.
Venture capital firms such as Bessemer Venture Partners and Andreessen Horowitz invest in early
stage SaaS companies that have high growth rates and the potential to be break out successes. It is
not uncommon for venture capital firms to have in their portfolio two successful investment for
every eight failures. The returns made from those two investments more than compensate for the
eight failures.
Growth equity firms such as Summit Partners or TA Associates invest in later stage or growth stage
SaaS companies that have a proven track record and more predictable path ahead. Each investment
in the portfolio of a growth equity fund is expected to return anywhere from 3x to 5x capital
invested. Capital is typically used to fund sales and marketing expenses and in some cases provide
liquidity to founders and early shareholders.
Private equity firms such as Vista Equity Partners or Francisco Partners invest in more mature SaaS
companies that have achieved large scale and have sustained growth, typically while operating
profitably. Their goals are typically to further improve margins through operational improvements
or acquire companies that bring revenue and/or cost synergies. Each investment in the portfolio of a
private equity firm is anticipated to make a return which yields an IRR of 20 to 30%.

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SaaS Company Valuation
Valuing a private SaaS company includes analysing the following key metrics.
? Revenue
? Revenue Growth Rate
? Customer Retention
? Gross Margins
? EBITDA
? Size of Addressable Market
? Capital Efficiency
Each of these key metrics could be described and explained in the context of SaaS in great
detail. By and large, there are certain thresholds on each metric that investors consider to
determine the attractiveness of the SaaS Company. Revenue size and growth rate in combination
with customer retention and margins are perhaps the most indicative of future potential.

1.2 Theoretical background of the study:
This is a very impressive and unexpected fact or truth that our daily life is growing towards
technology and software oriented products. But the fastest acceptance of technology is seen in the
commercial field.

The SaaS Sales Landscape
Firstly, it is worth understanding the sales landscape for B2B SaaS startups. When the product
feature set matures, and you start versioning your application, sales will typically evolve into hybrid
models where entry level solutions are low touch, and enterprise offerings are more high touch.
However, at the start, your application will be anchored at a particular price point / or range.
At the bottom end, you have entry-level SaaS applications priced at circa $10/month, up to
enterprise solutions at circa $10,000+/ month with many other price points along the way.
Depending on where you sit on this pricing continuum, your primary approach to sales will vary
greatly.

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Entry Level Application
If your average order value is ; $5,000 / year, your application ideally needs to be a ‘self-service’
model i.e. one where the user signs up themselves with ‘zero touch’ from the company. Hence, at
this level, your customer acquisition strategy needs to primarily be an organic one, based on
inbound marketing i.e. creating quality content that educates the market and attracts prospects to
your site. Once on your site you need to have a clear strategy on how to capture these visitors as
leads. At this level, you need to ensure you keep your cost of customer acquisition (CAC) down so
face-to-face sales meetings need to be avoided once you have achieved product-market fit.

Activation
Once on the site, the main call to action for visitors needs to be a ‘register’, ‘sign up’ or ‘get started’
one, which enables the prospect to sign up easily, to on-board successfully, and to gain utility from
the application straight away, without the need for much in the way of human intervention.
“The best products reward users as quickly as possible after installation and account creation. But
it’s easy to forget about this and as a result, watch conversion rates from download/install-to-active
fall.” Tom Tunguz

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

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

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The Art of Selling
Many early stage founders acting as sales people lack the necessary training and are undermining
their ability to convert these initial prospects. However, by following a simple sales methodology
they can increase their odds of a positive engagement dramatically.

A Simple Sales Methodology
The following represents a simple sales methodology that can be used as a basis to create one that
works specifically for your SaaS start-up.

1. Research Some Basic Sales Methodologies
Historically our relationship with sales training has been pretty poor. One rarely encounters
entrepreneurs with sales qualifications or sees sales training listed on university curricula.
Nonetheless, some basic training can ensure that you are equipped to engage with prospects in
confidence. At the very least, it is worth reading up on SPIN selling and the Sandler sales system
as these are popular sales methodologies among software companies and will help you structure
your approach.
2. Create a Marketing Persona
Secondly, you should create some marketing personas to represent the characteristics of the ideal
prospect.
“A marketing persona is a composite sketch of a key segment of your audience. For content marketing
purposes, you need personas to help you deliver content that will be most relevant and useful to your
audience.” Ardath Albee

When thinking about personas it is useful to think about elements like:
? Location
? Title
? Industry Sector
? Demographics (Sex/ Age Range)
? Seniority

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Once you have clarity as to some basic personas it can help ensure that your initial engagements are
aligned with those you perceive as being representative buyers rather than the public at large (as
shaped by your network). This will help ensure that any face to face meetings are focused on those
most likely to have a need that the solution addresses. It will also help ensure that any initial
marketing budget can be focused in areas where your target personas are likely to be represented.

? Meet Some Friendlies
At the very start, you are essentially seeking to validate assumptions you’ve made about the market
appetite for your solution. If your application truly meets the needs of the persona group you are
already on the sales path but that should not be the key purpose of these initial meetings. Right at the
start, many introductions are warm ones, as entrepreneurs rightly leverage their immediate contacts
as a means to get in front of people. It is important that these friendlies represent the target persona
market you have outlined, as otherwise, the feedback loop is likely to be weak, and these contacts
are not likely to offer constructive criticism given they may not even relate to the pain you are
seeking to address. Worse still, they may be keen not to hurt your feelings so the feedback you get
contains inherent biases.
? Iterate the Application
It is important to use these initial interactions as a means to gain insights that can be fed back to
product development to improve your solution. While some of these initial conversations may
translate into genuine sales prospects, you will be better served in the long run if these are viewed
more as collaborators. Offering free access to some of these early contacts in return for social proof
(case studies/ testimonials/ logos) is a useful way to get people using the application so future
development decisions can be based on observed data rather than hypotheses.
? Put a Basic Sales Process in Place
The cost of CRM systems have collapsed and there is now a host of entry level systems you can use
to manage your pipeline. Choose one, ensuring it can easily connect to any data sources you have
(be that lead generation forms, or existing data sets) and also ensure that it can integrate with any
outbound marketing tools you may have like Mail Chimp. Once in place, you need to then embark
on a lead generation initiative to fill the pipeline. It is also important to define a basic sales process
i.e. what the various stages in your pipeline are, and how to move a prospect along the pipeline.

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1.3 Importance of the Topic:
S t a r t-u p s t yp i c a l l y r u n a l a r g e e c o s ys t e m o f S a a S s o l u t i o n s a n d S a l e s f o r c e
o f t e n b e c o m e s t h e ” h u b ” o f s u c h n e t w o r k s . E v e n t h o u gh p a r t n e r i n g w i t h S a l e s f o r c e
is a d v i s a b l e , t h e a p p s t o r e o n S a l e s f o r c e i s a c r o w d e d m a r k e t .
T h e r e s e a r c h t e a m i n t e r v i e w e d s e v e r a l o f o u r o w n c l i e n t s , a n d o n e o f t h e q u e s t i o n s
t h e y a s k e d w a s a b o u t w h a t w o u l d b e t h e t r i g g e r f o r t h e m t o a d o p t a S a a S p r o d u c t .
F o r e x a m p l e , T a 3 s M a n a gi n g D i r e c t o r S u m u k h a R a o s a i d t h a t h i s o r g a n i z a t i o n w i l l
s w i t c h t o S a l e s f o r c e t o m e e t g r o w t h , a n d a d d e d t h a t a n y S a a S p r o d u c t h e o p t s f o r w i l l
n e e d t o b e v a l i d a t e d a c r o s s c o u n t r i e s a n d b e f u l l y i n t e gr a t e d w i th S a l e s f o r c e .
S a n d e e p S a n gl i , f o u n d e r a n d C E O o f E a s t e r E g g , l i k e w i s e n o t e d t h a t h e w i l l n e e d
S a a S p r o d u c t s a s h i s c o m p a n y e x p a n d s t o o t h e r c i t i e s . H e s a ys t h a t h a v i n g c l a r i t y i n t o
t h e s a l e s p i p e l i n e a n d h a v i n g c o n t r o l o v e r i n f o r m a t i o n b e i n g e x c h a n g e d b e t we e n
o f f i c e s b e c o m e s m o r e i m p o r t a n t . S a n gl i m e n t i o n e d t h a t t h i s i s t h e v a l u e t h a t S a a S
w o u l d b r i n g t o h i m . H e w i l l s o o n b e p a yi n g f o r S a l e s f o r c e t o h e l p h i s b u s i n e s s s c a l e .
A r t P a z d a n , C u s t o m e r S u c c e s s D i r e c t o r o f 1 3 0-p e r s o n S a a S C o m p a n y M o o v w e b , s a i d
t h a t s m a l l b u s i n e s s e s n e e d t o b e w a r y b e c a u s e c o s t o f v a r i o u s t o o l s a d d s u p a n d S M B s
d o n o t h a v e l a r g e b u d g e t s . P a z d a n a d d e d t h a t i n t e g r a t i o n a n d e a s e o f s e t u p a r e
e s s e n t i a l f o r a S a a S t o o l , a n d S a l e s f o r c e i s u s e d b y e v e r yo n e ; t h e r e f o r e , i n t e g r a t i o n i s
k e y.
C o mp a n i e s i n t h e U . S . , e v e n a t t h e e a r l y s t a g e o f 1 0 e m p l o ye e s , a d o p t m a n y o f t h e
s a m e t e c h n o l o g y s o f t w a r e t h a t t h e l a r g e r c o m p a n i e s u s e . F o r e x a m p l e , G i t p r i m e , a 1 0-
p e r s o n s t a r t-u p , s p e n d s $ 5 0 0 p e r m o n t h / p e r s o n o n t o o l s , o u t o f w h i c h
$ 1 2 5 / m o n t h / p e r s o n i s f o r S a l e s f o r c e E n t e r p r i s e .
S o i f yo u w a n t a l l t h e s e c o m p a n i e s a n d o t h e r s w h o u s e S a l e s f o r c e a s t h e i r C R M
p l a t f o r m t o c o n s i d e r yo u r B 2 B S a a S t o o l , t h e n g e t s t a r t e d o n p r o v i d i n g t h e r e q u i r e d
i n t e g r a t i o n w i t h S a l e s f o r c e .

1.4 Need to study the Topic:
To study the market for Employee Management across multiple segments and understand the
selling propositions for the specific segment. Which includes cold call, setup meetings, and Pitch
propositions, follow-up with clients so that will gain an understanding of sales cycles in selling a
SaaS solution to organizations.

27

2.1 literature review

Introduction
Literature review provides a theoretical framework of this research. It critically analyses the research
topic and is the key process of any process any research project as it allows the research to be placed in
the context. The data was collected from various sources such as textbooks, journals, magazines and
websites. This chapter is divided into four main sections as given below:
? Consumer buying behaviour
? Sales Promotion
? Impulse purchase
? Relation between sales promotion and impulse purchase
Consumer buying behaviour:
The decision making process
Consumer behaviour is a field of study that focuses on consumer activities. This has been a topic of
vast interest for the marketers all over the world. The marketing managers always study these
consumer behavioural changes and make continuous changes in products and services. According to
Blackwell et al. (2006), consumer behaviour is defined as the activities that people undertake when
obtaining, consuming and disposing of products and services that they expect will satisfy their
personal needs. Blackwell et al. (2006) mentions that a customer follows a sequence before buying a
product or service. They are as follows:
CHAPTER 2
REVIEW OF
LITRATURE

28

1. Need Recognition:
Looking at the needs, there could be various things that influence the need to buy a
product or service. Environmental influences such as situation, culture, family etc might
be a few of them. There are also individual differences such as knowledge, attitude and
lifestyles.

2. Information Search:
Once the customer thinks that they need to buy something, then the search for
information begins. There are two types of search, internal or external. Internal search is
retrieving the knowledge from the memory. External search is influenced by the
environmental factors.

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

4. Purchase of the product:
Once all the options are evaluated, the consumer decides to buy a product. Purchase is
the next step. A customer might have choice for purchase influenced by the in store
choices, sales persons etc. One thing that could happen differently from a pre-planned
purchase is the impulse purchase. One might choose to buy something else because of
the sales promotion that is going on at that particular store. The customer could also find
another product that is better value for money than the one he indented to buy. The
consumption of the product happens at the point when the consumers use the products.

29

5. Post consumption evaluation:
The next stage is the post consumption evaluation when a customer is satisfied or
dissatisfied with the product. Customers are satisfied if the expectations are matched by
the performance and opposite if otherwise. If it is a satisfied customer, there are chances
that the product might be bought again. This leads to the consumer loyalty of the
customer. The last stage of the consumer buying process is the divestment where
consumer has options to dispose or remarket the product after the usage.

6. Factors that affect consumer behaviour:
There are several factors that affect consumer behaviour. The market is an ever-changing
place and it's significant to understand what factors influence the consumer behaviour.
According to Kotler and Armstrong, (2007), the consumer behaviour is influenced by the
four main factors namely: Cultural factors, Social factors, personal factors and
physiological factors.

7. Cultural factors:
Cultural factors integrate rules and traditions of the members of the society, shared
religion. A particular group of people usually have a unique culture (Luna & Gupta, 2001)
Consumer culture decides the relationship between consumers and different activities or
products and also decides the success or failure of specific products and services.
(Solomon, 2002) The culture exists in every organization or society and it affects the
purchase behaviour differently in different countries. Group of people are identified by
social classes. Typically, people in the same class exhibit similar buying behaviour.

8. Social Factors:
The main social factors that influence consumer buying are groups, family, roles and
status.

30

9. Groups:
Groups are group of people that work together to achieve their individual goals By
knowing the reference group, a person's buying behaviour, attitude, product decisions
and brand choices can be easily understood.

10. Family:
Family members can strongly influence buying behaviour. A family's values and beliefs
can determine the preferences. Children may also strongly influence the family (Kotler
and Armstrong, 2007)

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

12. Personal Factors:
The personal factors that influence the consumer behaviour are age and life cycle stage,
occupation, economic situation, lifestyle and self-concept.

13. Age and Life cycle stage:
Age is a very important factor in terms of purchasing. The needs for the people in
different age groups are different. Even if the individuals are of the same age, the
consumption will differ due to their level and occupation the behaviour of buying is
formed in the different stages of a consumer's life cycle (Kotler & Armstrong, 2007).

31

14. Occupation:
Consumers with different occupation buy different goods and it has a good influence in
the buying behaviour. E.g., a businessperson buys business suits where as a plumber buys
casual clothes.

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

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

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

18. Psychological factors:
Individuals have different psychological reasons to purchase goods. There are four main
psychological factors that affect the consumer buying behaviour. They are motivation,
perception, learning and beliefs & attitudes.

32

19. Motivation:
Different consumers have different motivation to satisfy their needs. Some may be
instant or some may be delayed. An individual's buying decisions are influenced by
conscious motives, which is a need to make the person satisfied.

20. Perception:
This is the process of understanding the reality including selection, processing and
interpretation of information from the environment to make them meaningful and
purposeful.

21. Learning:
When people improve their experience, they change their buying behaviour. These are
shown through interaction of drives, responses, stimuli and reinforcement.

22. Beliefs and attitudes:
Belief represents an individual's attitude, opinion and knowledge. Attitudes depict the
opinions, expectations and orientation towards products and services are difficult to
change.

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

There are three research perspectives on consumer behaviour.

33

Sales Promotion in retail environment:
Sales promotions have become increasingly important element of commercial marketing space. It
has matured since 1970's when the advertising agencies started giving attention to this subject.
During 1990's more attention was paid for the effectiveness of sales promotion and adopted more
integrated approach to promotional activities. The main objective of the sales promotion is to
increase the short-term sales volume, maintaining customer loyalty, emphasizing novelty and to
complement other promotion tools. One of the main reasons for using sales promotion is because of
the competition.

2.2 Statement of Problem

Employee management is a very important tool in an organization to manage selling proposition and
sales cycle. And for this dissertation, the research issue is related to “A detail mapping of business
to business consumer behaviour to SaaS industry at JustZaap Pvt ltd”. This study will help to
understand the consumer behaviour and marketing strategies in order to increase sales.

2.3 Scope of the study

? It helps the company to which marketing strategy attracts the customers.
? It helps the customers to know which company or brand offers better products.
? It helps the customers to know which company or brand offers better after sale
services.
? It helps the customers to know which company or brand provides value for money
products.
? It helps the company to determine the market demand.
? It helps the company to determine the market competency.
? It helps to overcome the drawbacks of a particular segment.
? Company and dealers will also know the future changes which will be required to
satisfy customer needs and wants.

Thus this survey research will not only benefit the company’s point of view, but also
the dealers, retailers and most important the customers.

34

2.4 Objectives of the study

? To record a detail road map of consumer preposition.
? To understand the market for employee management across the multiple segments.
? To understand the selling proposition for the specific segment.
? To know about the sales cycle in selling a SaaS solution to the organization.

2.5 Sampling

A sample is taken representative and adequate which gives proper information. In this study the
sample unit is considered from the place of Bangalore city and specifically the clients of JustZaap.
Here the sample size fixed for the study is 100 respondents. The procedure for sampling used is
convenience sampling. Convenience sampling procedure is a non-probability sampling and it
involves purposive or deliberate selection of particular units of the universe for constituting a
sample which represents the universe.

2.5 Tools for data collection

Primary data:

? Cold calling
? Interview
? Questionnaire
Secondary data:
? Internet
? Journals
? News papers
? Published reports
? Articles

35

2.6 Data analysis
This data will be tabulated that can be analysed with the help of charts and graphs. Percentages are
calculated as simple to analyse data and will be represented through charts and graphs, separate
analysis will be done for each type of target respondents. Cross tabulation will be done where ever

Tools for Analysis
The 2 different tools used in the study for analysis are as follows.

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

RESEARCH DESIGN
Exploratory research
Conducted in order to determine the nature of the problem, this type of research is not intended to
provide conclusive evidence, but helps us to have a better understanding of the problem. When
conducting exploratory research, the researcher ought to be willing to change his/her direction as a
result of revelation of new data and new insights. Exploratory research is the initial research, which
forms the basis of more conclusive research. It can even help in determining the research design,
sampling methodology and data collection method.

36

3.1 JustZaap limited

JustZaap was born out of frustration of using decade old employee software’s that suck. We
always wondered why as an employee we were made to use multiple portals to avail different
services. Also they were not smart enough to understand the context thus making it worse for
the user. We decided to change this by creating a solution which would provide all employee
services through one app, be smart enough to understand the context and most importantly
mobile. We created JustZaap, a powerful tool for employees to access and avail all services
on their fingertips.
COMPANY
PROFILE
Justzaap

Simplify your organization.

CHAPTER 3

37

Features:
A new way to engage and reach out employees when providing employee services. The importance
of context is well known while offering services. That is why all our offerings are contextual. After
all what we offer should make sense to the end user.
? Mobile is your key
Why to carry access cards when you have your mobile always with you? JustZaap makes your
mobile your official access card for seamless door access.
? Attendance & Leave
Non-intrusive attendance system which marks attendance automatically when an employee arrives.
Remote attendance for work from home & travelling employees
? Visitor Management
Impress your visitors by providing them with temporary door access and Wi-Fi. Save them from
lengthy security checks. Get notified once your guest arrives.
? Corporate Phonebook
You need more details about your co-workers than just phone numbers. Our phonebook provide
extra information such as in time, current location etc. so that you can easily locate them.
? Expense Claim
No need to keep a record of physical bills anymore. Just capture your bills from mobile and get the
reimbursement on the go.
? Cab Booking
Your employees can book a business ride for themselves. Just define the business policy for it and do
away with arranging cabs for your employees.

38

? Food Ordering
Your employees can order food for business purpose for themselves. Just define the business policy
for it and simplify your food facility management.
? Corporate Offers
Handy corporate offers at one place. Smart notification when your employee is at a location where it
is applicable so that they don’t miss out on it.

? Announcements
Send notifications, announcements and important notices to your employees with just few clicks.
You can reach out to your employees anytime.

Why JustZaap?
There are plenty of reasons why you should use our product, here are some of them!

? Employee Convenience

A single app for door access, expenses, inviting visitors, locating or contacting co-workers and
availing other services. Convenience comes by enabling.

? Save Time

Save time by automating your facility management with JustZaap. We offer all services on mobile
for quick decisions and actions.

39

? Save Money

Save up to 50% on cost of corporate cab booking alone. Manage your growing employee services
without adding more people to your team. Refer our pricing to get a pleasant surprise.

? Impress Visitor

Provide your visitors temporary door access and Wi-Fi and impress them. Also save them from
lengthy security checks.

? Easy Audit

JustZaap records everything digitally. It becomes easier to audit your visitor log and expense claims
with handy searchable digital records.

? Security

You will always be in better control of security as you can configure access restrictions, monitor
reports remotely, detect suspicious activities and get real time employee headcount.

? Employee Retention

Improve employee satisfaction by giving them control and information when they need it. Happy
employees results in better retention.

? Save Paper

With JustZaap go digital for all your employee services. Get rid of all your paper bills ; processes.
Go paperless and help save environment.

? Future Ready
Be ready to scale as you grow. Show off your tech savviness to your employees and visitors

40

3.2 Corporate Profile:

Pavan Mulik
(F o u n d e r)

Pavan is a passionate designer with a drive to solve problems which exist in everyday life. He
has more than 10 years of industry experience which includes working as UX design head for
Talentica Software’s. He has successfully designed & delivered several start up products over
last few years. Pavan holds a Master’s degree from India’s premier design institute, National
Institute of Design and a BE from Mumbai university.

Sushant Pradhan
(F o u n d e r)

Sushant has more than 10 years of industry experience including working as Sr. Principal
Engineer for Talentica Software. A hard core programmer who loves to experiment, innovate
and build contextual Information Systems. Sushant did his B.Tech from National Institute of
Technology, Calicut. When not working he is found either playing cricket or debating on any
topic under the sun.

41

Anurag Gupta
(F o u n d e r)

Anurag is a technophile who loves to convert ideas to viable business models. He has gained
more than 8 years of start-up experience working with Talentica Software and Do plexus. He
is an electronics engineer from Indian Institute of Technology (BHU), Varanasi. Anurag is a
sports aficionado and plays tennis.

Nadeem Khan
(Sales director)

8 years of industry experience in software development & B2B sales with IBM Labs and
HCL Technologies. MBA from Indian Institute of Foreign Trade and B.Tech from NIT
Calicut.

42

3.3 Problem statement
Current organizations procure disparate & multi-layered systems for various organizational needs.
Most of these solutions are outdated with today’s pace of technology.

Pain Points:
• High procurement and usage cost
• High cost of automation/integration of cross-functional business processes
• Employee productivity takes a hit

43

44

3.4 Product range
Solution: All-in-one mobile platform!
An intelligent platform that enables context based services for employees.

Advantages
• Lower total cost of ownership
• Automated flow of information across systems
• End to End bot enabled automation of business processes
• Improved SLA
• What's our secret sauce?
• Nearby tech and machine learning is the basis behind establishing context for employee needs ;
automating actions.

45

1. Visitor Management

Welcome Visitor!
YourLogo
CHECK-IN CHECK-OUT
DELIVERY
Self-service kiosk
For visitors
Superfast check-In
and check-out
Visitor photograph
As self-ie or webcam
Mobile Verification
Using OTP
Employee approval
Via official email
SMS ; Email
Notifications

46

2. Attendance Management

Print Visitor Badge
Automatically
Employees ; Visitors
Can plan visits
Schedule visitors
By uploading excel
list
Multi-location
Settings for privileges
Employee policy
)RUZRUNLQJKRXUV
Company calendar
)RUKROLGDV OHDYHV
Workplace Wi-Fi
5HFRJQLWLRQ
Mark attendance
:LWKRQHWDS

47

How does it work?

System Requirements
On Premise: A corporate Wi-Fi network deployed at company’s premises is setup by administration. This
network will act as gateway for employees to access employee services provided by organization.
Remote: For employees working remotely, like field agents, JustZaap only needs location & camera
permission to ensure attendance marked by the employee.

JustZaap Mobile App (Android & IOS)
Using a valid phone number and a corporate email ID, an employee can download app & register. Post
validation of user credentials, a company specific configuration is pushed to user’s application instance.

Once registered from a mobile device, user cannot install or login to his account from any other device. On
exceptions such as (device loss or change of device), user shall go through a process for ‘change of device’.

Remote attendance
With location
Leave application
; approval
Manager approvals
For remote work ;
leaves
Attendance analytics
Daily, weekly, monthly
Corporate phonebook
WRILQG FKDW
HRMS integration
IRUHLVWLQJVVWHPV

48

JustZaap Web Services are backend https rest services called by mobile app. Installed on Google cloud, it
can be deployed and managed completely by JustZaap. These are contextual web services and work for
corresponding corporate Wi-Fi in cases where user’s presence in office is mandatory (for e.g. attendance
service, cab & food services etc.) and otherwise (for e.g. phone-book, offers etc.)

Feature Configurations
Requirements/Prerequisites
• Internet
? User to keep internet on
• User Permissions
? Location: Read
? Wi-Fi State: Read
? Camera: Access
? Contacts: Read & write
User Registration
• Self-Registration
• Mobile & Email Validation
• Unique Application ID attached to user account
• Account De-activation

49

Attendance & Leave Management
• Browse, search & configure company policies and holidays
• Auto recognition of office Wi-Fi
• Remote check-in: location capture as mandatory
• Face ID check while marking attendance
• Reminders on missed check-ins
• Leave application with approval workflow
• Real time headcount
• Slice & dice leave and attendance reports
o personal – for users
o company wide – for admins

Corporate Phonebook
? Browse /search colleagues contacts
? current office location
? mobile number
? vehicle number
? Check in status
? Privacy Configuration

50

51

52

53

54

55

56

57

Market survey

Market research depicts the social occasion and examination of market information, for example,
shopper inclinations, slants in market costs and the nearness of contending items. A market review
can depict any investigation that assembles data specifically from buyers by posing those inquiries
about their inclinations, propensities and encounters. The motivation behind a market study is to
furnish business chiefs with understanding about their objective clients, for example, how much cash
they spend on specific sorts of items, regardless of whether they utilize contending items and the
premium level for new items. Market survey is the first step which is done by every company who
are entered into the business for getting profit. So Seven seas global express is conducting the market
survey about the current situation of the companies who are needed the export and import of
materials/ goods from one place to another. Through looking in market survey the company got a
picture about the current status, overview, products details which one is needed to export/ import,
financial situation etc… about the companies. For doing the survey company appointed 3to 4
executives in different zones in India and abroad. Sales meeting also included in this step with the
companies executives.

CHAPTER 4
Data Analysis

58

4.1 Table showing the gender of respondents

Sl.
No
Particulars Respondents Percentage
1 Male 73 73%
2 Female 27 27%
3 Total 100 100%

INTERPRETATION:

From the above table and graph there are 100 respondents where 73 respondents are from male
category and constituting 73% and those who are from female category consists 100 respondents
and constitutes 27%.

73%, 73%
27%, 27%
re s p o n d e nt s
malefemale

59

4.2 Table showing the job role of respondents

Sl.
No
Particulars Respondents Percentage
1 Admin 23 23%
2 Manager 17 17%
3 Store manager 43 43%
4 Acquisition
Specialist
8 8%
5 HR 9 9%
6 Total 100 100%

23, 23%
17, 17%
43, 43%
8, 8%
9, 9%
respondents
Admin
Manager
Store manager
Acquisition Specialist
hr

60

INTERPRETATION:

From the above table and graph there are 100 respondents where 43 respondents are store managers
category and constituting 43% and 17 respondents are managers and constitutes 17%. And
23respondents are Admins and constituting 23% respectively.

4.3 Table showing response for
Does your company utilizes any smart phone based solution to manage
administration functions?

SL.
No
Particulars Respondents Percentage
1 Yes 14 14%
2 No 86 86%
3 Total 100 100%

61

INTERPRETATION:

From the above table and graph there are 100 respondents where 86 respondents Do not use smart
phone based solution and constituting 86% and 14 respondents do use and constitutes 14%.

14
86
0
20
40
60
80
100
120
yesno
NO OF RESPONDENTS
RESPONSE
Pe rc e nta g e o f c u r re nt u s a g e
Series 1Series 2

62

4.4 Table showing response for
Do you prefer smart phone based solution over manual solution to
manage you admin functions?

SL.
No
Particulars Respondents Percentage
1 Yes 14 14%
2 No 76 76%
3 May be 10 10%
4 Total 100 100%

INTERPRETATION:

From the above table and graph there are 100 respondents where 76 respondents want to use smart
phone based solution and constituting 76% and 14 respondents do not and constitutes 14%. And 10
respondents are not sure and constitutes 10%
0
10
20
30
40
50
60
70
80
yesnomay be
NO OF RESPONDENTS
CATOGARY
P r i f re n c e fo r s o l u t i o n
Series 1Series 2

63

4.5 Table showing response for
How would you rate the need and importance of smart phone
based solution to manage admin functions?

SL.
No
Particulars Respondents Percentage
1 Rate 1 15 15%
2 Rate 2 01 1%
3 Rate 3 23 23%
4 Rate 4 38 38%
5 Rate 5 23 23%
6 Total 100 100%

64

INTERPRETATION:

From the above table and graph there are 100 respondents where 15 respondents have rated it as 1
and constituting 15% and 1 respondents have rated it as 2 and constitutes 1%. And 23 respondents
have rated it as 3 and constitutes 23%. And 38 have rated it as 4 and constitutes 38%. And 23 have
rated it as 5 and constitutes 23%.

15, 15%
1, 1%
23, 23%
38, 38%
23, 23%
Response for need and importence
rete 1
rate 2
rate 3
rate4
rate5

65

4.6 Table showing response for
How would you rate your current manual solutions? (Showing 5 as the
greatest)

SL.
No
Particulars Respondents Percentage
1 Rate 1 8 15%
2 Rate 2 23 1%
3 Rate 3 15 23%
4 Rate 4 54 38%
5 Rate 5 00 23%
6 Total 100 100%

8
23
15
54
00
10
20
30
40
50
60
rate1rate2rate3rate4rate5
NO OF RESPONDENTS
RATINGS WHERE 5 IS THE GREATER
C u r re nt ra t i n g o f m a n u a l s o l u t i o n

66

INTERPRETATION:

From the above table and graph there are 100 respondents where 8 respondents have rated it as 1 and
constituting 8% and 23 respondents have rated it as 2 and constitutes 23%. And 15 respondents have
rated it as 3 and constitutes 15%. And 54 have rated it as 4 and constitutes 54%. And none have rated
it as 5 and constitutes 0%.

4.7 Table showing response for
Please rate the following parts of smart phone based solution as per
their importance (Showing 5 as the greatest)

SL
.
No
Componen
ts
Responden
ts Rate 1
Responden
ts Rate 2
Responden
ts Rate 3
Responden
ts Rate 4
Responden
ts Rate 5
1 Ease of
usage
7 12 15 26 40
2
Security
9 16 27 18 30
3
Saves time
17 22 28 17 16
4 Provide
verity of
features
16 19 18 24 23
5 Cost
effective
17 14 32 5 32

67

INTERPRETATION:

From the above table and graph there are 100 respondents, and 5 different categories such as
? Ease of usage
? Security
? Saves time
? Provide verity of features
? Cost effective
And the respondents were instructed to rate these features from 1 to 5 (where 5 as the greater) and all
the five categories are mostly rated as 5.

79
171617
12
16
2219
1415
2728
18
32
26
1817
24
5
40
30
16
23
32
0
5
10
15
20
25
30
35
40
45
ease of usesecuritysaves timeveritycost effective
NO OF RESPONDENTS
CATEGORIES
ra t i n g s a s p e r i m p o r te n c e
rate 1rate2rate3rate4rate5

68

4.8 Table showing response for
Please read the following statements related to smart phone based
solutions done in an admin functions and tick the appropriate option

Sl.
NO
Particulars Never Rarely Sometimes Frequently Always
1 Do you feel a need for
Attendance and leave
management.
00 00 00 00 100
2 Do you feel a need for
Travel and expense
management?
17 22 28 16 17
3 Do you feel a need for
Employee’s location, Wi-
Fi recognition and face
id.
19 18 24 23 16
4 Do you feel a need for
Visitor management?
14 32 5 17 32

01719140
2218
32
0
2824
50162317
100
1716
32
NEED FOR ATTENDENCENEED FOR TRAVELNEED FOR LOCATIONVISITOR MGT
no of respondents
Axis Title
determining the market need
rate1rate2rate3rate4rate5

69

INTERPRETATION:

From the above table and graph there are 100 respondents, and 4 different categories such as
? Do you feel the need for attendance and leave mgt.
? Do you feel the need for travel and expense mgt.?
? Do you feel the need for Employee’s location, Wi-Fi recognition and face id.
? Do you feel the need for visitor’s mgmt.?
And the respondents were instructed to rate these features from 1 to 5 (where 5 as the greater) and all
the five categories are mostly rated as 5.

4.9 Table showing response for
If offered which feature of smart phone based solution for admin
functions is the most appealing to you?

SL.
No
Particulars Respondents Percentage
1 Attendance and leave
management.
17 17%
2 Employee location, Wi-Fi
recognition and face id.
1 1%
3 Visitor management. 5 5%
4 Travel and expense
management.
4 4%
5 All the above. 73 73%
6 Total 100 100%

70

INTERPRETATION:

From the above table and graph there are 100 respondents where 73 respondents have preferred all
the features and constituting 73% and 17respondents have preferred attendance mgmt. and
constitutes 17%.

17, 17%
1, 1%5, 5%
4, 4%
73, 73%
response
attendence
location
visitor
travel
all the above

71

4.10 Table showing response for
What are the different solutions for managing admin functions you are
aware of?

SL.
No
Particulars Respondents Percentage
1 Manual note book

54 54%
2 Smart phone based.

16 16%
3 Desktop based.

10 10%
4 Others

20 20%
5 Total 100 100%

manual, 54, 54%
smart phone, 16, 16%
desktop, 10, 10%
others, 20, 20%
awareness
manualsmart phonedesktopothers

72

INTERPRETATION:

From the above table and graph there are 100 respondents, where 54 respondents were aware
of manual solution and constituting 54% and 16respondents were aware of smart phone
solution. And constitutes 16%.

4.11 Table showing response for
Which Parameter of smart phone based solution is the most important
as per you?

SL.
No
Particulars Respondents Percentage
1 E a s e o f u s a g e 16 16%
2 S e c u r i t y 27 27%
3 T i m e s a v i n g 13 13%
4 C o s t s a v i n g 20 20%
5 E f f i c i e n c y 24 24%
6 Total 100 100%

16
27
13
20
24
0
5
10
15
20
25
30
ease of usesecuritytimecostefficiency
NO OF RESPONDENTS
CATEGORIEG
i m p o r te n c e o f p a ra m e te r

73

INTERPRETATION:

From the above table and graph there are 100 respondents, where 27 respondents selected
Security and constituting 27% and 24 respondents selected efficiency. And constitutes 24%.

4.12 Table showing response for
Rate the satisfaction level of your current solution for admin functions.

SL.
No
Particulars Respondents Percentage
1 V e r y s a t i s f i e d . 6 6%
2 S a t i s f i e d . 7 7%
3 N e u t r a l . 0 0%
4 U n s a t i s f i e d . 40 40%
5 V e r y u n s a t i s f i e d 47 47%
6 Total 100 100%

6%7%0%
40%
47%
satisfactory level
VS
S
N
U
VU

74

INTERPRETATION:

From the above table and graph there are 100 respondents, where 47 respondents are very
unsatisfied and constituting 47%, and 40 respondents are unsatisfied. And constitutes 40%.
And none of the respondents are neutral. And constitutes 0%. And 6 respondents are very
satisfied. And constitutes 6%. And 7 respondents are satisfied. And constitutes 7%.

4.13 Table showing response for
What is the biggest concern for using smart phone based solution for
admin functions.

SL.
No
Particulars Respondents Percentage
1 S e c u r i t y 26 26%
2 D a t a s t o r a g e 27 27%
3 A d d i t i o n a l c o s t 0 0%
4 T e c h n i c a l b r e a k d o w n 24 24%
5 A c c e p t a n c e o f n e w t e c h 23 23%
6 Total 100 100%

75

INTERPRETATION:

From the above table and graph there are 100 respondents, where 47 respondents are concerned of
technical break down and acceptance of new tech and constituting 47%, and 27 respondents are
concerned about data storage And constitutes 27%. And none of the respondents are concerned about
cost. And constitutes 0%. And 28 respondents are very concerned about security. And constitutes 28%.

26, 26%
27, 27%
0, 0%
24, 24%
23, 23%
47, 47%
consern
security
data storage
additional cost
technical breakdown
acceptance of new tech

76

4.14 Table showing response for
On an average how many visitors do you get in a month?

SL.
No
Particulars Respondents Percentage
1 less then10 0 0%
2 10-20 5 5%
3 20-30 25 25%
4 30-40 30 30%
5 40-above 40 40%
6 Total 100 100%

0, 0%5, 5%
25, 25%
30, 30%
40, 40%
70, 70%
No of visitors per month
0 to 10
10 to 20
20 to 30
30 to 40
above 40

77

INTERPRETATION:

From the above table and graph there are 100 respondents, where 47 respondents are concerned of
technical break down and acceptance of new tech and constituting 47%, and 27 respondents are
concerned about data storage And constitutes 27%. And none of the respondents are concerned about
cost. And constitutes 0%. And 28 respondents are very concerned about security. And constitutes
28%.

4.15 Table showing response for
Do you maintain a record of your visitors?

SL.
No
Particulars Respondents Percentage
1 Yes 92 14%
2 No 8 76%
3 Total 100 100%

92%, 92%
8%, 8%
a tte n d a n c e re c o rd m a i nta i n e n c e
yesNo

78

INTERPRETATION:

From the above table and graph there are 100 respondents where 92 respondents maintain attendance
record and constituting 92% and those who do not maintain a record consists 8 respondents and
constitutes 8%.

4.16 Table showing response for
H o w d o y o u r e c o r d t h e d e t a i l s o f y o u r v i s i t o r ?

SL.
No
Particulars Respondents Percentage
1 D o n o t r e c o r d i t . 8 8%
2 M a n u a l n o t e b o o k 67 67%
3 E x c e l s h e e t 15 15%
4 Others

10 10%
5 Total 100 100%

8, 8%
67, 67%
15, 15%
10, 10%
Tools used in recording attendance
do not record
manual note
excel
others

79

INTERPRETATION:

From the above table and graph there are 100 respondents where 67 respondents maintain attendance
record in a manual note book and constituting 67% and those who do not maintain a record consists
8 respondents and constitutes 8%. And 15 respondents use excel. And 10 use other tools.

4.17 Table showing response for
H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t a l l t h e d e t a i l s o f
y o u r vi s i t o r s w i l l a u t o m a t i c a l l y r e c o r d e d a n d y o u c a n a c c e s s
t h e r e p o r t a n y t i m e a n y w h e r e .

SL.
No
Particulars Respondents Percentage
1 V e r y s a t i s f i e d 84 84%
2 Sa t i s f i e d 20 20%
3 N e u t r a l 0 0%
4 U n s a t i s f i e d 2 2%
5 V e r y u n s a t i s f i e d 0 0
6 Total 100 100%

80

INTERPRETATION:

From the above table and graph there are 100 respondents, where 84 respondents are very satisfied
and constituting 84%, and 20 respondents are satisfied. And constitutes 20%.
And none of the respondents are neutral. And constitutes 0%. And 2 respondents are unsatisfied. And
constitutes 2%. And 0 respondents are very unsatisfied. And constitutes 0%.

84, 79%
20, 19%
0, 0%2, 2%
S a t i s fa c t o r y l e v e l
VSSNUVU

81

4.18 Table showing response for
H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t y o u r v i s i t o r s
c a n s e l f-c h e c k i n , v e r i fy t h e i r p h o n e n u m b e r s a n d c a p t u r e
p h o t o g r a p h s f o r s e c u r i t y .

SL.
No
Particulars Respondents Percentage
1 V e r y s a t i s f i e d 84 84%
2 Sa t i s f i e d 20 20%
3 N e u t r a l 0 0%
4 U n s a t i s f i e d 2 2%
5 V e r y u n s a t i s f i e d 0 0
6 Total 100 100%

84, 79%
20, 19%
0, 0%2, 2%
S a t i s fa c to r y l e v e l
VSSNUVU

82

INTERPRETATION:

From the above table and graph there are 100 respondents, where 84 respondents are very satisfied
and constituting 84%, and 20 respondents are satisfied. And constitutes 20%.
And none of the respondents are neutral. And constitutes 0%. And 2 respondents are unsatisfied. And
constitutes 2%. And 0 respondents are very unsatisfied. And constitutes 0%.

4.19 Table showing response for
D o y o u h a v e a t t e n d a n c e m a r k i n g f o r y o u r e m p l o y e e s ?

SL.
No
Particulars Respondents Percentage
1 Yes 92 92%
2 No 8 8%
3 Total 100 100%

92
80
10
20
30
40
50
60
70
80
90
100
yesNo
NO OF RESPONDENTS
RESPONSE
Pe rc e nta g e o f c u r re nt a tte n d a n c e m a r k i n g
Percentage of current attendance marking

83

INTERPRETATION:

From the above table and graph there are 100 respondents where 92 respondents Do mark attendance
of their employees and constituting 92% and 8 respondents do not and constitutes 8%.

4.20 Table showing response for
H o w d o y o u r e m p l o y e e s m a r k a t t e n d a n c e ?

SL.
No
Particulars Respondents Percentage
1 Manual register

74 74%
2 Bio matric 16 16%
3 Sm a r t p h o n e 0 0%
4 Others

10 10%
5 Total 100 100%

84

INTERPRETATION:

From the above table and graph there are 100 respondents, where 74 respondents mark attendance
using manual registers and constituting 74%, and 16 respondents use bio matric. And constitutes
16%. And none of the respondents use smart phones. And constitutes 0%. And 10 respondents use
other tools. And constitutes 10%.

85

4.21 Table showing response for
D o e s y o u r e x i s t i n g a t t e n d a n c e s y s t e m h a s r e m o t e l o c a t i o n
f e a t u r e ?

SL.
No
Particulars Respondents Percentage
1 Yes 0 0%
2 No 100 100%
3 Total 100 100%

INTERPRETATION:

From the above table and graph there are 100 respondents where 100 respondents do not have remote
location in there system and constituting 100%.

0
20
40
60
80
100
yesno
0
100
NO OF RESPONDENTS
RESPONSE
E xe s t i n g re m o te l o c a t i o n fe a t u re
yesno

86

4.22 Table showing response for
H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t a l l t h e d e t a i l s o f
y o u r e m p l o y e e s a t t e n d a n c e w i l l a u t o m a t i c a l l y r e c o r d e d a n d
y o u c a n a c c e s s t h e r e p o r t a n y t i m e a n y w h e r e .

SL.
No
Particulars Respondents Percentage
1 V e r y s a t i s f i e d 74 74%
2 Sa t i s f i e d 30 30%
3 N e u t r a l 0 0%
4 U n s a t i s f i e d 2 2%
5 V e r y u n s a t i s f i e d 0 0
6 Total 100 100%

74
30
0200
10
20
30
40
50
60
70
80
VSSNuVU
NO OF RESPONDENTS
L e v e l o f s a t i sfa c t i o n
Level of satisfaction

87

INTERPRETATION:

From the above table and graph there are 100 respondents, where 74 respondents are very satisfied
and constituting 74%, and 30 respondents are satisfied. And constitutes 30%.
And none of the respondents are neutral. And constitutes 0%. And 2 respondents are unsatisfied. And
constitutes 2%. And 0 respondents are very unsatisfied. And constitutes 0%.

4.23 Table showing response for
H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t y o u r e m p l o y e e s
c a n m a rk t h e r e a t t e n d a n c e t h r o u g h t h e i r s m a r t p h o n e s , v e r i f y
t h e i r r e m o t e l o c a t i o n a n d c a n c h e c k t h e i r a t t e n d a n c e r e p o r t
a n y t i m e a n y w h e r e .

SL.
No
Particulars Respondents Percentage
1 V e r y s a t i s f i e d 54 54%
2 Sa t i s f i e d 30 30%
3 N e u t r a l 10 10%
4 U n s a t i s f i ed 6 6%
5 V e r y u n s a t i s f i e d 0 0
6 Total 100 100%

88

INTERPRETATION:

From the above table and graph there are 100 respondents, where 54 respondents are very satisfied
and constituting 554%, and 30 respondents are satisfied. And constitutes 30%.
And 10 of the respondents are neutral. And constitutes 10%. And 6 respondents are unsatisfied. And
constitutes 6%. And 0 respondents are very unsatisfied. And constitutes 0%.

54
30
10600
10
20
30
40
50
60
VSSNuVU
NO OF RESPONDENTS
L e v e l o f s a t i s fa c t i o n
Level of satisfaction

89

4.24 Table showing response for
D o y o u f e e l y o u s h o ul d h a v e t r a v e l a n d e x p e n s e m a n a g e m e n t
s o l u t i o n i n y o u r s m a r t p h o n e ?

SL.
No
Particulars Respondents Percentage
1 Yes 67 67%
2 No 33 33%
3 Total 100 100%

0
10
20
30
40
50
60
70
yesno
67
33NO OF RESPONDENTS
RESPONSE
D e m a n d fo r t rav e l a n d ex p e n c e m g m t
yesno

90

INTERPRETATION:

From the above table and graph there are 100 respondents where 67 respondents demand to have
travel and expense management in there system and constituting 67%. And 33 respondents do not
demand to have travel and expense management in there system. And constituting 33%.

4.25 Table showing response for
D o y o u f e e l y o u s h o u l d h a v e c a n t e e n m a n a g e m e n t s o l u t i o n i n
y o u r s m a r t p h o n e ?

SL.
No
Particulars Respondents Percentage
1 Yes 62 62%
2 No 38 38%
3 Total 100 100%

0
10
20
30
40
50
60
70
yesno
62
38NO OF RESPONDENTS
RESPONSE
D e m a n d fo r C a nte e n m g m t s o l u t i o n
yesno

91

INTERPRETATION:

From the above table and graph there are 100 respondents where 62 respondents demand to have
canteen management in there system and constituting 62%. And 38 respondents do not demand to
have canteen management in there system. And constituting 38%.

4.26 Table showing response for
Do you feel shifting to smart phone based solution if you get all the 4
features at one place?

SL.
No
Particulars Respondents Percentage
1 Always

74 74%
2 Mostly 16 16%
3 Sometimes 0 0%
4 Rarely

10 10%
5 Total 100 100%

92

INTERPRETATION:

From the above table and graph there are 100 respondents, where 74 respondents are willing to adopt
our solution and constituting 74%, and 16 respondents are satisfied. And constitutes 16%.
And 10 of the respondents are neutral. And constitutes 10%. And 0 respondents are very unsatisfied.
And constitutes 0%.

74, 74%
16, 16%
0, 0%10, 10%
Willingness to adopt our solution
always
aostly
sometimes
rarely

93

4.27 Table showing response for
Would you buy our solution with all the 4 features if it fits into your
budget?

SL.
No
Particulars Respondents Percentage
1 Yes 62 62%
2 No 38 38%
3 Total 100 100%

62, 62%
38, 38%
willingness to buy
yes
no

94

INTERPRETATION:

From the above table and graph there are 100 respondents where 62 respondents are willing to buy
our product and constituting 62%. And 38 respondents do not. And constituting 38%.

4.28 Table showing response for
How do you feel about solution?

Sl.
No
Particulars respondents percentage
1 Good 39 39%
2 Helpful 19 19%
3 Innovative 22 22%
4 Time saving 2 2%
5 Secure 4 4%
6 Durable 14 14%
7 Total 100 100%

95

INTERPRETATION:

From the above table and graph there are 100 respondents, and 5 different categories such as
? Good
? Helpful
? Innovative
? Secure
? Durable
And the respondents were instructed to select and all the five categories are mostly selected.
Hence it is a very good feedback.

391922214
GOODHELPFULINNOVATIVESECUREDURABLE
no of respondents
Feedback to solution
goodhelpfulinnovativesecuredurable

96

Expectations from clients.

When asked to customers about their expectations from the service provided they
replied that they need delivery on time, good service, giving detailed data around those
services preceding purchasing, great then afterward bargains service, and so forth
throughout this way, observing and stock arrangement of all instrumentation may be
enhance.
At required should clients something like their desires starting with dealers they replied
that they require conveyance around time, handy service, providing for point by point
information around the individuals auto first purchasing, incredible that point
subsequently bargains service, thus All around this way, watching and stock plan for
the greater part defiant might make upgrade.

97

FINDINGS OF THE RESEARCH
From the research survey we have arrived at some results, which are as follows.

? The research has recorded a detail road map of consumer proposition.
? The research has a deep understanding of the market for employee management
across the multiple segments.
? The research has also understood the selling proposition for the specific segment.
? The research has given a road map to the sales cycle in selling a SaaS solution to
the organization.
? It was found that most of the Admin’s and Store Managers are showing interest
towards our product hence they are our target group. Or target segment.
? The research has found that more than 86 percent market scope is there for our
product.
? The research has found that all the clients are not fully satisfied with their existing
solution hence there is a wider scope for us in the market.
? And majority of the respondents are willing to buy the product.

CHAPTER 5
FINDINGS, CONCLUSION
AND RECOMMENDATION

98

Conclusion
After a long survey and working with JustZaap, I would like to put some inputs to the SAAS
industry. The growth and demand for the SAAS products has grown tremendously in recent
years and the competition is cut-throat. As there are various brands in the market, hence their
marketing strategies must be unique and innovative to attract the clients towards them. It is very
important to understand as to what are the strategies the SAAS producers used to attract the
customers like their advertisements, what is the extent to which there sales strategy is able to
convince people etc. because B to B market is not as other markets, hence there is a very
tough path to cross.
This survey research tries to understand the B2B consumer behaviour to SAAS sales and
strategies adopted by JustZaap to attract the customers, and I can say that they are half way
down the line. Hence to attract the clients first they need to make sure that clients understand
the product, and what are the expectations of the customers from the organization.
This research has also brought light on what basis a customer chooses a particular brand when
it comes to SAAS. And they are,
? Brand awareness
? Goodwill
? Pricing
? After sales service
? CRM
Hence we can say that the company has to focus on all these 5 aspect when it comes to sales.

99

Recommendations
To Costumers:-

? Using a smart phone based solution for your admin functions will remove all
the unwanted manual effort of your staff.
? The products of JustZaap Lower total cost of ownership.
? They also help in automation flow of information across systems.
? It also provide End to End bot enabled automation of business processes.
? And Improved SLA.
? Improves your goodwill and brand image.

To Company:-

? Company needs to focus on advertisements.
? Need to focus on brand awareness.
? Provide complete information through cold calls, e-mails and digital
marketing.
? Need to promote personal selling.
? Research should be made for market acceptance.
? Focus on large market and work in depth.

100

Annexure

QUESTIONNAIRE
Declaration
I am Faisal hussain final year student of Presidency College Bangalore. The topic of my dissertation study is
“A MODEL ON MAPPING B2B CONSUMER BEHAVIOUR TO SAAS SALES AND MARKETING
STRATEGIES IN JustZaap”. I am collecting this data purely for the use of my dissertation project.

1. Does your company utilizes any smart phone based solution to manage administration
functions?
a. Yes
b. No

2. Do you prefer smart phone based solution over manual solution to manage you admin
functions?

a. Yes
b. No

3. How would you rate the need and importance of smart phone based solution to manage admin
functions?

a. 1 d. 4
b. 2 e. 5
c. 3

? Name ___________________________
? Job role: ___________________________
? Company name: ___________________________
? Company type:____________________________

101

4. How would you rate your current manual solutions?
a. 1
b. 2
c. 3
d. 4
e. 5
5. Please rate the following parts of smart phone based solution as per their importance

1 2 3 4 5
Ease of usage
Security
Saves time
Provide verity
of features

Cost effective

6. Please read the following statements related to smart phone based solutions done in a admin
functions and tick the appropriate option

Never Rarely Sometimes Frequently Always
Do you feel a need for
Attendance and leave
management.

Do you feel a need for Travel
and expense management?

Do you feel a need for
Employee’s location, WiJFi
recognition and face id.

Do you feel a need for Visitor
management?

102

7. If offered which feature of smart phone based solution for admin functions is the most appealing to
you?
a. Attendance and leave management.
b. Travel and expense management.
c. Visitor management.
d. Employee location, Wi-Fi recognition and face id.
e. All the above.

8. What are the different solutions for managing admin functions you are aware of?
a. Manual note book
b. Smart phone based.
c. Desktop based.
d. Others
9. Which Parameter of smart phone based solution is the most important as per you?
a. E a s e o f u s a g e
b. S e c u r i t y
c. T i m e s a v i n g
d. C o s t s a v i n g
e. E f f i c i e n c y
10. Rate the satisfaction level of your current solution for admin functions.
a. V e r y s a t i s f i e d .
b. S a t i s f i e d .
c. N e u t r a l .
d. U n s a t i s f i e d .
e. V e r y u n s a t i s f i e d .
11. What is the biggest concern for using smart phone based solution for admin functions.
a. S e c u r i t y
b. D a t a s t o r a g e
c. A d d i t i o n a l c o s t
d. T e c h n i c a l b r e a k d o w n
e. A c c e p t a n c e o f n e w t e c h

103

12. On an average how many visitors do you get in a month?
a. less then10
b. 10-20
c. 20-30
d. 30-40
e. 40-above

13. Do you maintain a record of your visitors?
a. Yes.
b. No

14. H o w d o y o u r e c o r d t h e d e t a i l s o f y o u r v i s i t o r ?
a. D o n o t r e c o r d i t .
b. M a n u a l n o t e b o o k .
c. E x c e l s h e e t .
d. O t h e r s .

15.H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t a l l t h e d e t a i l s o f y o u r v i s i t or s w i l l
a u t o m a t i c a l l y r e c o r d e d a n d y o u c a n a c c e s s t h e r e p o r t a n y t i m e a n y w h e r e .
a. V e r y s a t i s f i e d .
b. S a t i s f i e d .
c. N e u t r a l .
d. U n s a t i s f i e d .
e. V e r y u n s a t i s f i e d .

16.H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t y o u r v i s i t o r s c a n s e l f-c h e c k i n ,
v e r i f y t h e i r p h o n e n um b e r s a n d c a p t u r e p h o t o g r a p h s f o r s e c u r i t y .
a. V e r y s a t i s f i e d .
b. S a t i s f i e d .
c. N e u t r a l .
d. U n s a t i s f i e d .
e. V e r y u n s a t i s f i e d .

104

17.D o y o u h a v e a t t e n d a n c e m a r k i n g f o r y o u r e m p l o y e e s ?
a. Y e s
b. N o

18.H o w d o y o u r e m p l o y e e s m a r k a t t e n d a n c e ?
a. M a n u a l r e g i s t e r
b. B i o m a t r i c
c. S m a r t p h o n e
d. O t h e r s

19.D o e s y o u r e x i s t i n g a t t e n d a n c e s y s t e m h a s r e m o t e l o c a t i o n f e a t u r e ?
a. Y e s
b. No

20.H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t a l l t h e d e t a i l s o f y o u r e m p l o y e e s
a t t e n d a n c e w i l l a u t o m a t i c a l l y r e c o r d e d a n d y o u c a n a c c e s s t h e r e p o r t a n y t i m e
a n y wh e r e .
a. V e r y s a t i s f i e d .
b. S a t i s f i e d .
c. N e u t r a l .
d. U n s a t i s f i e d .
e. V e r y u n s a t i s f i e d .

21.H o w s a t i s f i e d y o u w o u l d b e i f w e t e l l y o u t h a t y o u r e m p l o y e e s c a n m a r k t h e r e
a t t e n d a n c e t h r o u g h t h e i r s m a r t p h o n e s , v e r i f y t h e i r r e m o t e l o c a t i o n a n d c a n c h e c k
t h e i r a t t e n d a n c e r e p o r t a n y t i m e a n y w h e r e .
a. V e r y s a t i s f i e d .
b. S a t i s f i e d .
c. N e u t r a l .
d. U n s a t i s f i e d .
e. V e r y u n s a t i s f i e d

105

22.D o y o u f e e l y o u s h o u l d h a v e t r a v e l a n d e x p e n s e m a n a g e m e n t s o l u t i o n i n y o u r
s m a r t p h o n e ?
a. Y e s
b. N o

23.D o y o u f e e l y o u s h o u l d h a v e c a n t e e n m a n a g e m e n t s o l u t i on i n y o u r s m a r t p h o n e ?
a. Y e s
b. No

24.Do you feel shifting to smart phone based solution if you get all the 4 features at one place?
a. Always
b. Mostly
c. Sometimes
d. Rarely

25. Would you buy our solution with all the 4 features if it fits into your budget?
a. Yes
b. No

26. How do you feel about solution?
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________

106

PRESIDENCY COLLEGE– 4th SEMESTER • MBA Dissertation

BU– 1STPROGRESS REPORT

Sl.no Particulars Details
1 Name of the Student Faisal Hussain
2 Registration Number 16YACMD058
3 Name of College Guide Assistant Professor Mr Kishan K P
4 Name and contact number of the
Co-Guide/ External Guide (Corporate).
Mr Nadeem Khan
+919739491867
5 Title of the Dissertation.

“A MODEL ON MAPPING B2B
CONSUMER BEHAVIOUR TO SAAS
SALES AND MARKETING STRATEGIES
IN JustZaap”.
6 Name and Address of the
Company/Organization where project is
undertaken with Date of starting
Dissertation.
JustZaap
3rd Floor, Novel Tech Park
Google
Maps – https://goo.gl/maps/MHUkeATcNdK2.

7 Progress report: A brief note reflecting:
Number of meeting with Guides, places
visited. Libraries website, books referred,
meeting with persons. Activities taken up,
preparations done for collection of
information and facts etc…)
Number of meetings: 1 (on 30/4/2018.)
Places visited: Company’s office at Bangalore.
Regular interaction with guide through e-mail
and social media. And continuously working
with the external guide since 15 days. , review
of literature is in process and chapter wise
scheme will be implemented according to the
university guidelines
References: www.Justzaap.com

DATE: 14aaaa/5/2018

Signature of the Candidate Signature of the College Guide

107

PRESIDENCY COLLEGE– 4th SEMESTER • MBA Dissertation

BU– 2STPROGRESS REPORT
Sl.no Particulars Details
1 Name of the Student Faisal Hussain
2 Registration Number 16YACMD058
3 Name of College Guide Assistant Professor Mr Kishan K P
4 Name and contact number of the
Co-Guide/ External Guide (Corporate).
Mr Nadeem Khan
+919739491867
5 Title of the Dissertation.

“A MODEL ON MAPPING B2B
CONSUMER BEHAVIOUR TO SAAS
SALES AND MARKETING STRATEGIES
IN JustZaap”.
6 Name and Address of the
Company/Organization where project is
undertaken with Date of starting
Dissertation.
JustZaap
3rd Floor, Novel Tech Park
Google
Maps – https://goo.gl/maps/MHUkeATcNdK2.

7 Progress report: A brief note reflecting:
Number of meeting with Guides, places
visited. Libraries website, books referred,
meeting with persons. Activities taken up,
preparations done for collection of
information and facts etc…)
Number of meetings: 1 (on 30/4/2018.)
Places visited: Company’s office at Bangalore.
Regular interaction with guide through e-mail
and social media. And continuously working
with the external guide since 30 days. ,
preparation of questionnaire is done. Data
collection and interpretation is in progress.
And report writing is 60% completed.
References: www.Justzaap.com

DATE: 31/5/2018

Signature of the Candidate Signature of the College Guide

108

Bibliography

Books

? Marketing
o Author- Dr.N.Rajan Nair
Sanjith R Nair
o Publications- Sultan chand and Sons
? Marketing Management
o Author- Philip Kotler
o Publications- Prentice Hall of India Pvt ltd.
? Research and methodology
o Author – Deepak cavalla
Neena sondhi

Magazines
? Business Today
? Forbes India
? Business World
? Business India
? Silicon India
? Outlook Business

Websites
? www.wikipidia.com
? www.Justzaap.com
? www.google.com

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