SUMMER INTERNSHIP PROGRAM
On
Sales and Marketing Strategies of
Bluebear Technology Private Limited- “Propelld”
INTERNAL GUIDE: SUBMITTED BY:
Prof. NEHA CHOKSI AMAN RAJ
MBA-III ‘A’
SUBMITTED TO: ERP- O221MBA234
Prof. NEHA CHOKSI
Declaration
I hereby declare that this submission is my own work and that, to the best
of my knowledge and belief, it contains no material previously published or
written by another person nor material which has been accepted for the
award of any other degree or diploma of the university or other institute of
higher learning,except where due acknowledgment has been made in the
text.
AMAN RAJ
0221MBA234
MBA III ‘A’
CERTIFICATE OF COMPLETITION
Acknowledgment
I would like to use this chance to offer my sincere gratitude and appreciation to everyone who
helped make my internship a success and the subsequent creation of this report possible.
First and foremost, I want to express my sincere gratitude to Bluebear technology private
limited “PROPELLD” for giving the chance to intern there. I appreciate the management
and every employee for accepting me into their team and creating a supportive learning
atmosphere during my internship. This internship provided me with excellent exposure and
real-world experience that have shaped my career development.
I want to express my sincere gratitude to my mentor, Mr. Navneet Mohan for his leadership,
mentoring, and unwavering support. My comprehension of the field and the development of
my talents have greatly benefited from their knowledge, understanding, and desire to share it.
I appreciate their helpful criticism, which has allowed me to perform better and inspired me
to pursue perfection.
I owe a debt of gratitude to Marketing and Sales’ entire staff for their assistance and for
making me feel like a valuable team member. I have been able to develop a thorough
understanding of the organization's operations and dynamics because to their openness to
include me in a variety of initiatives, assignments, and meetings. I want to say thank you to
all of my co-workers and fellow interns for helping to make my internship rewarding and
special. My whole learning process has been greatly impacted by the supportive team
atmosphere and their ongoing assistance.
In addition, I want to thank my academic institution for its encouragement and support
throughout my internship. The theoretical framework that the curriculum gave them has been
essential in preparing me for the real-world difficulties I encountered.
I would like to conclude by expressing my sincere gratitude to everyone who helped with the
creation of this report and my internship experience. I have no doubt that this experience and
the knowledge I have obtained will influence my future endeavours. I feel privileged to have
been a part of such an amazing organisation, and I have no doubt that the knowledge and
understanding I have gained will be of immeasurable value as I begin my professional career.
Table of Contents
Page
S.No. Details
Number
1 Chapter 1: About the company 06-07
2 Chapter 2: Policy of the company 08-09
3 Chapter 3: Organizational Structure of the company 10-11
4 Chapter 4: Marketing strategies of Propelld 12-13
Chapter 5: Work experience
5 14-16
6 Chapter 6: Description of work responsibilities taken 17-19
Chapter 7: Experience gained and problems
7 20-22
faced
8 Chapter 8: Conclusion, summary and Recommendations 23-24
Chapter 1: About the Company
Bluebear Technology Private Limited “ PROPELLD” is a Private incorporated on
29 January 2016. It is classified as Non-govt company and is registered at
Registrar of Companies, Delhi. Its authorized share capital is Rs. 5,977,000 and its
paid up capital is Rs. 2,076,360. Propelld, an Indian fintech company, aims to
make education financing accessible and affordable for Indian students, regardless
of their financial background. By offering education loans, Propelld empowers
students to achieve their academic and professional goals. Inspired by the works
of the famous economist Milton Friedman, we set out to change how Education
was financed, in early 2017. This was furthered by the sort of backgrounds we
came from - one which valued Education above all else.
Directors of Bluebear Technology Private Limited are Ritesh Banglani,
Vishwanathan Mavila Nair, Brijesh Samantaray, Deepak Ramineedi and Bibhu
Prasad Das. Propelld is a series-B funded fintech company that enables flexible
financing solutions through fully digital journeys for learners pursuing education
programs at vetted partner institutions.
Having vertical expertise in the education segment, Propelld provides tailored
financing solutions for various educational programs and goes beyond traditional
credit parameters to focus on students' learning capabilities and employment
potential to assess their eligibility for a loan, all backed by an agile tech
infrastructure.
From our origin in 2017, we have been driven by the mission of truly
democratizing access to education by revolutionizing the face of financing for the
entire educational ecosystem. On this journey, we've added more than 600
institute partners, with which we're leading in the Ed-tech, Skill-Up, and Job-
focused education segment and now expanding in other education segments.
We're growing, and our strength, backing us, is our team, which encompasses the
potential to create an empire from scratch, performs best on role autonomy, and is
data-driven
Bluebear Technology Private Limited's Corporate Identification Number is (CIN)
U74999DL2016PTC290342 and its registration number is 290342.
CHAPTER 2: POLICY OF THE COMPANY
Propelld is dedicated in maintaining an efficacious and inclusive environment
for all its employees throughout the organisation. The Code of Conducts of this
company sets forth the rules, guidelines and principles that govern the
professional behaviour within as well as outside the company.
Company’s employees must abide by all the applicable laws, regulations,
guidelines and policies which are directly related to their roles and
responsibilities. Everything included within and more is applicable to
everyone like laws regarding harassment, intellectual property,
discrimination, confidentiality and conflicts of interest.
Respect, justice, and decency should be extended to all co-workers,
customers, partners, and stakeholders, regardless of their race,
ethnicity, gender, age, sexual orientation, religion, handicap, or any
other protected trait. Encourage a diverse, welcoming workplace.
Refrain from participating in any form of discrimination, including but
not limited to, harassment, bullying, or offensive behaviour based on
protected characteristics.
Deal with disputes professionally and productively. Seek a solution
within the firm through proper channels such as open communication,
mediation, or other means.
Protect sensitive information that belongs to the company, its partners,
clients, and employees. Without sufficient authorization, do not divulge,
utilise improperly, or remove such information.
Comply with all relevant data protection laws and business
guidelines while processing personal information.
Maintain integrity, honesty, and openness in all business dealings. Avoid
engaging in unethical, dishonest, or fraudulent behaviour.
Assume accountability for your choices and actions. Work to the best of
your ability and strive for perfection in all that you do.
Use firm resources properly and for authorised business needs,
including tools, technology, and information.
Encourage an atmosphere of honest and open conversation.
Engage in active listening, dialogue, and constructive criticism.
Use both verbal and written language to interact with others in a
professional and polite manner. Avoid using vulgar language, rude
criticism, or personal assaults.
CHAPTER 3: ORGANISATIONAL STRUCTURE
OF THE COMPANY
The company has 5 directors and no reported key management personnel.
The longest serving director currently on board is Brijesh Samantaray who was
appointed on 29 January, 2016. Brijesh Samantaray has been on the board for more
than 7 years. The most recently appointed director is Vishwanathan Mavila Nair,
who was appointed on 31 July, 2023.
Ritesh Banglani has the largest number of other directorships with a seat at a total
of 8 companies. In total, the company is connected to 21 other companies through
its directors.
Marketing and sales: The task of creating awareness, interest, and demand for
a company's goods or services falls within the purview of the marketing and
sales staff. They achieve this by developing and carrying out marketing and
sales strategies that speak to the appropriate audience.
The marketing department is in charge of spreading knowledge about a
company's goods or services. They achieve this by creating and
implementing marketing strategies that engage the target market using a
range of platforms, including direct marketing, public relations, social
media, and advertising
Leads must be turned into customers by the sales team. They achieve this
through establishing rapport with potential clients, learning about their
needs, and positioning the business's goods or services as the best option.
I worked under this department as an intern where Mr. NAWNEET MOHAN
(Area sales Manager). I worked on a lot of aspects of marketing and sales
department and had a great deal of learning.
IT: The IT team is in charge of creating and maintaining the company website,
managing the cloud computing resources, gathering, analysing, and reporting
on the data of the company, and safeguarding the company from cybersecurity
risks.
Business Development: The business development team is in charge of
conducting market research, creating new goods or services, and locating
potential partners. They also generate sales leads, nurture leads, and manage
customer relationships. Finally, they assess a lead's likelihood of becoming a
customer.
Human Resources: The Human Resources team is in charge of employee
relations, health and safety, compliance, compensation and benefits,
onboarding, performance management, and compensation and benefits.
Finance: The finance department is in charge of accounting, financial
reporting, analysis, planning, risk management, and tax preparation. Any
company's success is heavily dependent on the performance of the financial
team. The finance team can assist the business in achieving its strategic goals
by efficiently managing the organization's finances.
CHAPTER 4: MARKETING STRATEGIES OF
PROPELLD
Customer-Based Marketing
This type of marketing would be an active type of marketing plan which is
used in NBFC Marketing. In direct customers, marketing would be
involved in various plans which are adopted by the Non-Banking Financial
Company.
Search-Based Marketing
This marketing strategy would utilise SEO (Search Engine Optimisation) or
other forms of digital marketing methods to gain traffic for your specific
website. This type of marketing strategy would be indirect marketing. But,
the use of Search Engine Optimisation would be beneficial in increasing the
organic traffic for Non-Banking Financial Company.
Collaboration-Based Marketing
This type of marketing would include marketing via Fintech collaborators.
For instance, a customer would utilise the services of a specific Fintech.
After using the Fintech services, an ad on or related advertisement would
come to the customer's screen. Through this, information will be passed to
the customer.
Digital Based-Marketing
This type of NBFC Marketing would include marketing over digital,
electronic media and other ways of marketing. Clients who have access to
smartphones or other digital items would have access to this.
Advertisement-Based Marketing
This marketing is in the form of print media, newspaper, digital advertising
mediums such as TV broadcasts, and Youtube.
CHAPTER 5: WORK EXPERIENCE
The experience of working with Propelld was very insightful. The internship
helped me understand more about business development and gain knowledge on
secondary data collection to build a client database. We went through the
orientation and were assigned the first task during the first week. It was a
wonderful opportunity to learn and apply all the concept in the real business
world. We got to understand how different factors such as communication,
research, generating leads, being able to convince, creating pitch and valuable
content, and identifying perfect target are all important for the development of the
business.
During the first day of the orientation, various company policies, rules and
regulations of the organisation were explained to us. We were onboarded to their
system where we had to log in to the system, make a profile and were given a
referral code through which we had to do our sales and where all our progress
would be logged in as well. We were assigned the first task byMr. Nawneet Mohan
, sales and marketing head who elaborated on the business goals and our role in
helping the organization achieve these goals. The objective was to understand
consumer behaviour and customer interaction. Here, we were expected to sell and
promote the company’s product .
Successfully completing the 1st task not only enhanced my skills but also helped
me in understanding the role business development plays in the growth of the
company. In the era ofchatbots like Chatgpt, Bard, and many more, it was difficult
task to promote this business and convert the leads, specially when no leads were
given to us and we had to find the leads and convert them. To find the leads we
went through our contacts, our family and friends and even their connections, we
researched the market through various concepts like STP (Segmentation,
Targeting and Positioning) and I was successfully able to exceed the given target.
Answering queries of our customers like what kind of service we are providing,
what all content is available, how will it benefit us in the future, how to make
payment, how to do the whole process, these were some major questions that were
asked by our leads which we had to answer precisely to convert them into leads.
Joined in the company as an Intern. For the First week of My Internship, I was
Introduced With the company and various personal. My first task was to create a
list of Educational Institutions in Jamshedpur, then I started taking part in the Day
to Day Field Visit of the company as Business Development in the First Week.
In the Week 1 was more of knowing the company’s Marketing Department,
Finance Department and Sales Department Etc. Mr. Nawneet Mohan and Mr.
Rashmi sir provided me with the Great Comfort level and great working
environment. As I went 2-3 days in the Organization, I also Started Feeling
Comfortable with my Work.
Next Target was to Develop my Sales Pitch to Satisfy the Customers, analyzing
Marketing Strategies, learning how to Deal with Customers.my task was to the
Institutions and taking part in the Day to Day Field Visit of the company as
Business Development. Our Manager Nawneet Mohan sir told to maintain an
Excel sheet and update it as per Requirements. I was updated with the
organization policies and tasks to Satisfy the Customers Easily.
As Days Passed the Workload started increasing and expectation from me got
higher these were the days were I struggled to complete my work but my superior
supported me and help in increasing my confidence, they told me to do certain
Entries in Excell sheet. These entries were the list of colleges to visit by end of
this month.
During the internship, we got the chance to apply key marketing principles
including segmentation, targeting, positioning (STP), and the marketing mix
(4Ps) to meet customer wants and boost the company's income. By putting these
ideas into practise, we were able to significantly contribute to accomplishing
organisational objectives and earning money.
We divided the market into separate client segments with unique wants and
preferences by using the STP architecture. This gave us the ability to specifically
target these consumer segments with our marketing tactics and product offerings.
We developed customised marketing strategies by doing in-depth market research
and analysis to get insights into client behaviours, preferences, and market trends.
Additionally, we matched different marketing strategies with organisational goals
by using the 4Ps of marketing (product, pricing, location, and promotion). We
carefully considered Propelld offerings to make sure they satisfied customers and
had a strong market position. In order to ensure profitability while ensuring
competition, we also worked on price methods. In order to efficiently reach our
target customers, we also found the best distribution methods.
To engage potential clients and highlight the distinctive value propositions of
Propelld solutions, we created tailored sales pitches for marketing. We intended
to make a strong case for clients to pick Propelld over rivals by clearly articulating
the advantages and addressing customer problem concerns.
The company's revenue increased as a result of our work in market trend analysis,
marketing strategy alignment, and custom sales pitch creation. We were able to
create focused strategies that appealed to potential customers by comprehending
the demands, preferences, and behaviour of customers. As a result, Propelld saw
an increase in customer acquisition and revenue creation.
The interns used to update the reporting manager on a weekly basis to keep track
of the various activities and tasks mentioned in the assignment. We also had
weekly common meet with the mentors where all the interns give weekly updates.
We were motivated throughout the internship to do better and improve ourselves.
Not only did we learn and implement the key concepts of business development,
sales and marketing, but we also got to improve various others skills such as
communication, our research abilities, being able to convince others to buy a
product like this in the era of chatbots. We even improved upon our negotiation
skills by trying to convince our customers which is the best subscription for them.
Data analysis was a major part our internship where we studied the website of
Mozo Hunt and pitched what was available to us, we even used this skill for the
data base that we made of those 100 companies, we studied their product and
number of users as we had to determine the most and least selling product in their
organisation.
CHAPTER 6: DESCRIPTION OF WORK RESPONSIBILITIES
TAKEN
Background:
Bluebear Technology Private Limited “ PROPELLD” is a Private incorporated on
29 January 2016. Propelld, an Indian fintech company, aims to make education
financing accessible and affordable for Indian students, regardless of their
financial background. By offering education loans, Propelld empowers students to
achieve their academic and professional goals. Inspired by the works of the
famous economist Milton Friedman, we set out to change how Education was
financed, in early 2017.
Every employee has the potential to diversify and expand to exponential
proportions thanks to their superior work ethic and reliable performance. They
uphold an atmosphere of openness, promote the freedom to express one's
opinions, and provide all employees the chance to make challenging but crucial
decisions on the organization's behalf.
They instil the idea that there should be no room for subpar work and have a zero-
tolerance policy for it. They inculcate the policy of “Finding everything under the
same umbrella.”
Business Development
Since its recent establishment in2017, the company is actively seeking to expand
its customer base through business development and marketing. The
management created a thorough company development plan exclusively for the
summer interns since they understood the value of developing new people and
utilising their fresh insights. By giving them the difficult chore of locating
potential clients and promoting our subscription packages, the goal was to give
them hands-on experience in sales and customer acquisition.
The company's main goals were to improve brand recognition within the target
market and the size of its customer base. The interns were given a sales task at the
start of their internship with this objective in mind to Develop my Sales Pitch to
Satisfy the Customers, analyzing Marketing Strategies, learning how to Deal with
Customers.my task was to the Institutions and taking part in the Day to Day
Field Visit of the company as Business Development.The overall Target was to
create new Customers and to convert potential customers into leads.
The interns helped the company expand by taking part in this sales-focused
internship programme, and they also developed vital skills and experience that
will help them in their future professions. They gained a thorough understanding
of market analysis, customer-centric selling, and efficient communication
techniques. Additionally, this experience gave them the sense of responsibility,
fortitude, and capacity to flourish in a dynamic work environment.
Secondary Research:
The next significant duty for the remainder of their internship was given to the
interns after they had successfully met the sales target that had been set for them.
The next task was to do a research study on gathering data about different
competitors of Propelld company. The interns were given the responsibility of
researching about their marketing concepts, data collections etc. The task was to
maintail and gather all the data in Excel sheet. The interns were expected to
analyse about their competitors and create a company profile with the following
dimensions:
1. Number of employees
2. Industry type
3. Name of the HR head
4. Email id to contact
5. Phone number to contact
6. Most selling product
7. Promotional strategy followed by these companies
8. Marketing strategy followed by these companies
9. Pricing strategy followed by these companies
10. Vision of the company
11. Mission of the company
This project's goal was to give the interns research and analytical skills as well as
information about Various competitors running in the market. The management
recognised the value of strategic partnerships in extending the company's market
reach, strengthening its product offerings, and promoting complementary growth
in the sector. By giving the interns this duty, they hoped to take use of their new
perspectives and analytical skills to find possible partners who shared propelld
mission and objectives.
The interns improved their research, analytical, and presentation abilities in
addition to helping propelld with its strategic planning by researching about
competitors company profiles. They established a strategic attitude that is
essential for upcoming commercial endeavours as well as a deeper awareness of
the competitive landscape of the industry.
CHAPTER 7. EXPERIENCED GAINED AND
PROBLEMS FACED
I had the chance to learn a lot during my successful two-month internship at
Propelld and collaborate with a bright group of people. Through this internship,
I gained a thorough understanding of company development and the abilities
necessary for efficient secondary data collection in order to create a
comprehensive client database. Along with learning about important topics like
business growth, sales, and marketing, I also had the chance to develop and
enhance my negotiation, research, and communication skills.
The Propelld internship was an altering experience that gave me the chance to
use the core ideas of business development in a real-world situation. I obtained a
solid grasp of the strategies and techniques used to broaden the customer base
and raise brand awareness by collaborating closely with the sales and marketing
departments. I gained practical experience in identifying potential clients,
modifying my communications to their needs, and persuading them of the
benefits of propelld membership plans.
Data analysis was one of the internship's key components. We thoroughly
investigated the propelld website and competitors , examining its functions,
subscription possibilities, and intended market. This analysis helped us gain a
thorough grasp of the product and its distinguishing characteristics, which in
turn helped us promote and pitch it to potential buyers in an effective manner.
Additionally, the internship gave me a chance to work on my communication
abilities. I was able to improve my capacity to communicate ideas clearly,
convey information persuasion, and engage with many stakeholders through
constant interaction with team members and potential consumers. I developed
the ability to modify my communication style to appeal to various audiences,
resulting in efficient communication and rapport-building.
Throughout the internship, research was crucial. To find prospective
partnership prospects and learn about market trends and competitors, we
carried out a lot of secondary research. Our sales and marketing operations had
a solid foundation thanks to the research, which also improved our ability to
receive and process information quickly.
We had to work through worries, respond to objections, and adjust our services
to meet the demands of potential clients as we engaged them. This needed
quick thinking, active listening, and convincing communication. Through these
encounters, I improved my bargaining techniques and developed my confidence
in handling difficult situations.
Problems faced:
Promoting a company like Propelld presents a particular set of hurdles in the
fast- developing world of chatbots, where automated conversational agents like
ChatGPT and Bard are common. The lack of offered leads was one of the
biggest challenges we faced as interns because it forced us to actively seek out
potential clients and turn them into purchasers. This task was made more
difficult by the fact that Propelld product targeted to a certain type of consumer,
necessitating the identification and involvement of a narrow target
demographic.
With so many organisations using automated solutions to manage customer
assistance and enquiries, chatbot technology has surely changed how
businesses run. Promoting a product that competes with or complements
chatbot services in such a market required careful consideration in order to
target the correct consumers. We had a responsibility as interns to
successfully articulate the value proposition of Propelld product in this
challenging setting.
Finding the precise consumer category that would benefit from Propelld
solution was one of the biggest challenges we faced. We did a lot of research to
understand the needs and problems of potential consumers who might be
looking for chatbot alternatives. We were able to get insight into the particular
requirements of our target audience by examining market trends, reviewing
consumer feedback, and keeping an eye on industry debates.
The next difficulty was to engage and convert the target audience once we had
determined who they were. honing our value proposition, and emphasising the
distinct benefits of Propelld product. In order to effectively express the
advantages of our offering and allay any worries or misunderstandings potential
customers might have about its compatibility with current chatbot solutions.
Once we had identified the target demographic, the next challenge was to
engage and convert them. This required a complex approach that entails
modifying our wording, strengthening our value proposition, and highlighting
the unique advantages of Propelld product. In order to clearly communicate the
benefits of our offering and assuage any concerns or misunderstandings
potential clients may have issues regarding brief description of product.
However, despite our best efforts, it continued to be difficult to turn potential
clients into paying customers. Customers needed to be persuaded to buy a new
product, especially since they could already use banks services, therefore
persuasive messaging was necessary. We improved our sales strategies by
understanding how to effectively emphasise the special qualities and
advantages of Propelld product, highlighting its added value and market
distinctiveness.
We were rejected and met with scepticism throughout this process from
potential clients who were happy with their current life. Resilience,
perseverance, and the capacity to modify our strategy in accordance with
distinct client preferences were essential to overcome these concerns. We
actively sought consumer input to better understand their concerns and adjust
our messaging as a result, showcasing our dedication to attending to their issues
and offering a greater solution.
CHAPTER 8: SUMMARY AND CONCLUSION
Summary
Overall, my Propelld internship was tremendously beneficial and life-changing.
I received the chance to learn how to put important business development, sales,
and marketing principles into practise. I improved my research, negotiating,
data analysis, and communication abilities through a variety of jobs and
responsibilities. Despite the difficulties brought on by the use of chatbot
technology and the requirement to actively create leads, I was still able to
surpass sales goals and support the expansion of the business.
I gained first-hand knowledge of the value of excellent communication and
the capacity for audience adaptation throughout the internship. It used
appealing marketing to draw in new consumers and explain the benefits of
Propelld products. My communication skills improved and I developed
relationships with stakeholders as a result of my regular involvement with
team members and potential clients.
The internship had a big research component because we did a lot of
secondary research to find possible partners and study market trends and
competition. Our sales and marketing initiatives now have a firm foundation
thanks to this research, which also helped us become more adept at gathering
and analysing information fast.
Another area that needed work during the internship was in my negotiating
abilities. It took rapid thinking, attentive listening, and persuasive
communication to override concerns and modify our services to suit the
demands of potential customers. Through these encounters, I improved my
negotiation skills and gained self-assurance in dealing with difficult
circumstances.
A particular challenge of the internship was marketing a product in a market
overrun with chatbot services. We had to actively seek out potential customers
and customise our messaging to a certain audience because we weren't given
any leads. However, by conducting in-depth research and comprehending client
demands, we were able to pinpoint the ideal target audience and successfully
engage and convert them.
We were able to highlight the special features and added value of Propelld
product by actively seeking client feedback and proving our dedication to
resolving their problems.
Conclusion:
In conclusion, my Propelld internship was a tremendously beneficial experience
that helped me build my skills and gave me a deep understanding of business
growth, sales, and marketing ideas. Despite the difficulties presented by chatbot
technology and the requirement to actively generate leads, I surpassed sales
goals and helped the business expand. I improved my research, negotiating, data
analysis, and communication skills over the course of the internship.
It was essential to learn how to communicate effectively and to be flexible
during the internship. I personally experienced the value of effective
communication in luring new clients and communicating the merits of
Propelld products. Regular interaction with the team and prospective clients
helped me improve my communication abilities and establish strong bonds
with stakeholders.
The importance of research in developing sales and marketing strategies was
another theme of the internship. We were able to find possible partners,
examine market trends, and comprehend our competitors by conducting
significant secondary research. This study strengthened the basis for our
objectives and enhanced our capacity for effective data collection and
analysis.
Another skill that I improved throughout the internship was negotiating. Quick
thinking, attentive listening, and compelling communication were necessary for
getting over obstacles and adjusting our services to suit the demands of
potential clients. Through these encounters, I gained confidence in my ability to
deal with difficult circumstances and improved my negotiating abilities.
In subsequent years, I recommend Mozo Hunt to focus on social media
marketing, broaden their range of products, create an easy-to-use website, give
promotional discounts, aggressively network with other companies, and
participate in online communities. They will be able to reach a larger audience,
build their brand, and encourage client loyalty thanks to these initiatives.
Propelld can establish itself as a best Fintech sector and maintain its upward
growth trend with a thorough marketing strategy and a strong internet presence.
