A Project Report on ASSESMENT OF THE AWARENESS, POTENTIAL AND LEADS GENERATION FOR TECHFOCUZ DIGITAL

ASSESMENT OF THE AWARENESS, POTENTIAL AND LEADS GENERATION FOR TECHFOCUZ DIGITAL LIBRARY (VERSION

3.01) IN NORTH KARNATAKA

TABLE OF CONTENTS

EXECUTIVE SUMMARY

1. INTRODUCTION…………………………………………………..1

2. COMPANY OVERVIEW…………………………………………..2

3. PROJECT SYNOPSIS……………………………………………..17

4. OVERVIEW OF CD/MIRROR SERVERS………………………23

5. IDENTIFYING THE PROSPECTS………………………………29

6. ANALYSIS AND FINDINGS……………………………………..38

7. RECOMMENDATIONS…………………………………………..52

8. LEARNINGS……………………………………………………….53

BIBLIOGRAPHY

ANNEXURES

Babasabpatilfreepptmba.com Page 1



EXECUTIVE SUMMARY

ORGANISATION: FOCUZ INFOTECH.

TITLE OF STUDY: ASSESMENT OF THE AWARENESS, POTENTIAL AND

LEADS GENERATION FOR TECHFOCUZ DIGITAL LIBRARY (VERSION


Focuz Infotech (formerly Benz Infotech) is an ever-expanding IT Consultancy Company

promoted by Benz Group, Rs. 2500 million multifaceted corporate focused to Information

Technology.

This project was done for a period of two months. This report includes "Assessment of the

awareness and generating leads", as my main objective was to find the awareness level of the

company’s products and introduce those products to the identified prospects. To accomplish the

objective I undertook actual sales activity also.

In this regard I gathered information about CD Mirror Servers and similar products and the

advantages of using a CD Mirror Server as an investment tool to upgrade the existing

conventional libraries and also digital libraries in the organizations.

The findings from the report were such as lack of awareness about CD Mirror Servers and the

competitive edge of using CD Mirror Server.

It also includes recommendations such as promoting more awareness programs, giving live

demonstrations and enabling prospects to learn more about the company’s products and services.

1. INTRODUCTION

Purpose

The purpose of this project is to:




1) Create awareness about Techfocuz Digital Library (Version 3.01)

2) Generate leads to Focuz Infotech

across different vertical segments like Academic Institutions, Research Organizations,

Health Care and Medicine, and Medias.

2. OVERVIEW OF FOCUZ GROUP

The following slides provide a brief overview about the parent company Focuz Group

and Focuz Infotech.

Focuz Group, a leading corporate in India. The group, comprising of Focuz Automobiles,

Focuz Motors, Focuz Bi-wheelers, Focuz Computers, Focuz Infotech, Focuz Animation,

Focuz Technology Enabled Services, is headquartered at and operates from the Focuz

Towers, Edapally, Kochi, and Kerala. All its ventures are either the leaders or the largest

venture in its category, in India. Led by experienced promoters who are thorough




professionals with farsighted vision, and propelled by an infusion of young blood, group

aims to become national leaders in many of its areas and a world player in IT and ITES.

It also aims to break new grounds in standards of exemplary service leading to highly

satisfied customers.

HISTORY

Kochi, the industrial capital of Kerala state, witnessed the birth of a small Automobile

Spare Parts Shop two decades ago which was later to became India's Largest Automobile

Spares Parts Retailer.

The following Promoters started Focuz Automobiles in 1978 at Kochi, Kerala, South

India:

P T Jose

Ignatius Alven

Late P A Rappai

N V Devassy

M F Jose

From the humble beginning this organization grew from strength to strength and

is now become an important business house in India with diversified business

activities like Vehicle dealerships, Computer Hardware business, Software

Development, Animation, BPO, Travel and Tourism.

With 35 years of experience in the Automobile Spares Parts trade, the founder

directors played a vital role in spearheading the company into India’s largest

Automobile Spare Parts retailing Company.




FOCUZ DIVISIONS

Focuz Automobiles

Focuz Motors

Focuz Biwheelers

Focuz Computers

Focuz Infotech

Focuz Animation




Focuz Holiday

Focuz Travel

Focuz Technology Enabled Services

THE COMPANY

Focuz Infotech (formerly Benz Infotech) is an ever-expanding IT Consultancy Company

promoted by Benz Group, Rs. 2500 million multifaceted corporate focused to

Information Technology, Automobiles and Tourism having business excellence for more

than 25 years. Focuz Infotech started its IT initiatives in the year 1995, initially




concentrating on Oracle based solutions and further to Unix and Linux Technologies in a

big way.

THE INFRASTRUCTUREFocuz Infotech owns world-class 24/7 capable 15000 sq. Ft. Linux Research and Development unit in Kochi, a beautiful Island in Kerala, the God's own country.

QUALITY AND SATISFACTIONWe have a TQM approach to all our activities, especially the product life cycles and after-sales support. Focuz Infotech is currently following business to customer (B2C) policy to ensure maximum customer satisfaction.

THE FUTURE

Focuz Infotech aims at extending its Linux based products and services to the

customers across the globe. Soon Focuz Infotech, will be starting its operations to

US and European countries.




MISSION

Provide excellence in all spheres of activity, and gain customer

satisfaction.

Consolidate our position as leaders in the service area of the automobile

industry.

Respond quickly to market opportunities and gain fundamental

competitive advantage in all our activity.

LATEST PROJECTS

Focuz Infotech is global broad-based technology services integrator that helps

companies implement intelligent solutions that solve business and operational

issues. Focuz Infotech suite of services aim to meet the unique requirements of

organization, from business consulting, developing custom solutions (Software

Engineering), implementing packaged solutions (Application Implementation), to

outsourcing and managing applications.




SOLUTION OVERVIEW

Focuz Infotech expertise lies in being a broad-based technology services integrator

that has formed strategic partnerships to deliver premium solutions to their clients.

Through their unique service offerings, Focuz Infotech is able to provide clients the

flexibility of selecting the best delivery model for each solution Â– they can own the

application or outsource the management of it; and select the type of solution which

best meets their needs Â– pre-packaged solution or custom build.

The changing landscape of viable technologies, scope of change, and complexity of

solutions create the need for intelligent solutions with quality execution. The able

execution of such solutions is the core of success, and pulling it together for clients is

a task that only the best can accomplish.

The challenge of receiving the right advise and guidance, assessing technologies,

allocating the right resources, building a solution that fits, then integrating and

maintaining an enterprise solution has become an huge task; one that many

companies cannot afford in today's environment, where organizations need to focus

on their core competencies.

Organizations need a flexible service provider that can meet the needs of clients

through a broad set of offerings. Focuz Infotech solution offerings have been

segmented into Intra-enterprise (Solutions that facilitate operations within an

organization) and Extra enterprise (Solutions that facilitate operations between an

enterprise and its suppliers, clients, and partners) solutions that can be delivered

through four key service offerings.




SOLUTION OFFERINGS

The following are the solution offered by Focuz Infotech:

Business Consulting

Solution scooping, architecture design, and technology roadmaps, Networking,

Hardware supply.

Software Engineering

Design and build customized solutions through both an onsite and offshore

model.

Application Implementation

Implement packaged solutions for Customers.

Outsourcing

Maintenance and Support (Service Level Agreements (SLA), Application

Management, Managed Services) Quality Assurance & Testing, Eng-user

training and support.




PRODUCTS

Techfocuz Digital Library 3.01

The Techfocuz Digital Library frees you from the hassles of managing hundreds of

CD/DVDs. If fast access to CD/DVDs is what you want, the digital library is for you.

The Techfocuz Digital Library is a CD/DVD server which can server from 500 CD

images to Â ‘n' number of images based on the storage and Network capability. The

Digital contents are shared over a network to any number of clients whether it is an

Internet or intranet environment.

The original copies of CD/DVDs may be stored safely, once you created the image of the

specific media to your Techfocuz Digital Library.

Techfocuz Digital Library 3.01 is a perfect solution to store, manage and retrieve the

information from the massive CD/DVD digital data you are currently having. Using its

beautiful server interface, you can create categories and sub categories in order to store

your CDs in a very logical way. You have options to create users and can give category

wise permissions to them for accessing the digital data residing in your Techfocuz Digital

Library.




Techfocuz Communicator

The Techfocuz Communicator aimed at enterprise uses as an integrated Communicator 2.6 package.

It is designed for fast, flexible growth, scaling to millions of users at extremely high

levels of concurrency-quickly, cost-effectively, and without degradation in performance,

usability, or manageability. Techfocuz Communicator 2.6 heterogeneous messaging

environments (including groupware applications) and enables rapid assimilation of new

technologies, networks, and user bases.

Finally Techfocuz Communicator 2.6 provides Reliable, highly available mailbox

services with industrial strength message stores and access serves, running on hardened

LINUX Operating system.

Techfocuz Communicator 2.6 components are modular and encourage scalable, available

redundant architecture. These Internet standard architecture support centralized user

management through a mail-centric LDAP directory while the user community accesses

mail from POP, IMAP or web mail clients.




All of these capabilities are backed by Techfocuz Mailing Solution's experience,

Techfocuz Communicator 2.6 is designed for systems with large service providers, for

security-conscious small businesses, the most divers global enterprises.

Techfocuz Web server

A well configured high performance web server for Internet needs. Now unleash the

power of WebPages to your clients from your own server.

Lets reach your website worldwide through Techfocuz web server. An Integrated web

server with superb control panel for easy administration. The web server that understands

our language. The Techfocuz Web server delivers unmatched performance of Appache

web server.

Main Features:

Superb GUI based Installation

Remote configuration utility

Host Multiple Sites




Define your own levels of security

Techfocuz Firewall

The Techfocuz firewall will hide all the ports to make your server invisible to port

scanners, would protect your system from all the attacks

Make your server safe from intruders; it is always advisable to have strong firewall if

your server is connected to the Internet. It keeps the hackers out and personal data in. It

hides your machine from hackers, blocks suspicious incoming connections, request, stops

malicious programs from spying into your system and prevents confidential information

from being sent out without your knowledge. The Techfocuz firewall would track all

potential and actual threats and would ensure nothing unauthorized entered or left your

server.

Techfocuz Backup server




Techfocuz Backup Solution is a server based software solution that is integrated with

open source Linux platform.

Its remote operation methodology allows the Backup server to poll and synchronize files

to be backed up in a real time environment. The polled files are stored with the

appropriate directory structure and organized according to the pre-determined backup

policy. The system is then capable of handling full or incremental backup as per the

policy specifications. A web interface allows the administrator to manage the backup sets

and perform restoration from anywhere in the network.

Techfocuz Backup solution provides a perfect and sensible alternative to all these issues.

It works on the open source Linux platform eliminating the need for a costlier operating

system. Because of the optimized architecture of Linux it always works lesser resources

such as mediocre hardware configurations.

SERVICES

REMOTE SERVER ADMINISTRATION (LINUX)

Linux being adopted successfully by thousands of companies have a need for Linux

Server administration but cannot justify the high cost of a full-time Linux System

Administrator.

To ensure maximum uptime, you have to proactively monitor your systems around the

clock to detect any anomalies that might indicate an imminent problem. You also have to

do routine upgrades, system tweaking and maintenance. Not every company has the

luxury of IT staff they can dedicate to these tasks. And those that do would prefer to have

their IT professionals doing more productive work like application development.




The owners of small to medium enterprises have to pay heavy charges to the Server

admini8strator for jobs like installing, upgrading any application/package. Unavailability

of such administrator when required is a common scenario.

Focuz Infotech helps you overcome these problems; you only pay for the service you

avail.

Server administration does not have to be done on the spot; an online connection to the

server is sufficient enough for administrative jobs to be done.

Focuz Infotech’s remote Linux Remote server administration service plans offer a cost

effective alternative to a Linux System Administrator. Focuz Infotech provides

comprehensive monitoring and administration service that can save your money, increase

your efficiency, and most important, keep your systems humming along. Because we

utilize sophisticated monitoring techniques, Focuz Infotech can offer world-class remote

Linux System Administrator support at affordable prices.

Focuz Infotech remote Linux Remote server administration service plans includes the

Remote Server's Installations of packages, Enhancing the performance of the running

servers by fine tuning the running services and software applications. Deployment of

Java environments, Mailing servers, Web Servers, Web Administration Interface

installations, Automation of redundant periodic tasks.

Focuz Infotech offers the following remote server administration services:

Domain Name Service (DNS) administration

Operating system and Internet server software upgrades

Operating system performance tuning

Mail Server (adding/deleting users, mail forwards, auto Â–responders)




Web Server and FTP Server management (access control, adding domains, basic

password security, server module support)

Operating System Troubleshooting

Server reboots as and when necessary

Systems administrators track software releases and test and install relevant

service packs as they become available.

VPN configuration

Kernel rebuilds

Perl/Shell/CGI/System scripting

Backup plan & implementation

File & Directory services, NFS, etc.

Network Management

Disaster recovery

Software installations and configuration

Security Management

Installation of current Recommended and Security patches

Installation and management of Anti-virus software

Complete firewall systems to port filtering, we provide a number of more

advanced security solutions to protect sensitive data and run mission critical

applications

SSH/ OpenSSH/ OpenSSL




TCP Wrapper & Port Sentry

Security Auditing & Updating

Traffic Analysis

Web log analysis usage reports

Round trip web performance Reporting

Custom specified traffic analysis

Application Deployment and Maintenance

Focuz Infotech’s Network Administration team has the experience to install and

support Database Servers, Application Servers and e-commerce applications.

Standard or customer-specific application software installation

POP and SMTP mail server configuration

Distributed application/server support. We currently supports Linux operating

environments Customer must provide specific setup and configuration

instructions

Data Backup and Storage

Backing up important files and database information protects companies and their

customers in the unlikely event that data is lost or destroyed. We provide retrieval

solutions such as disk-to-disk backup and ftp backup services and File system

backup.




TECHNOLOGY

Focuz Infotech provides total solution and streamlines support to its customers in the

Linux platform. Focuz Infotech is developing all their products under the

GNU/Linux platform seeing its scalability, reliability and security.

The company concentrates on developing Innovative IT products such as Storage

solutions, Mission Critical Solutions, Distributed Computing Solutions, Network

Security Solutions, Corporate Communication Solutions, Connectivity Solutions,

Network Backup

Solutions, Multimedia Management Solutions, Linux Thin Clients, Clustering

Solutions, Linux Migration Assistance, Remote Server Support, Linux Embedded

Solutions etc. for IT, IT enabled services. Focuz Infotech has their own strong arms

in the Hardware Industry, Networking, Training, Animation and BPO Services,

which make them an ideal consultant for all kinds of IT requirements.




3. PROJECT SYNOPSIS

Objective

The objective of this project is to

1) Creating awareness about Techfocuz Digital Library (Version 3.01)

2) Generate leads to Focuz Infotech

across different vertical segments like Academic Institutions, Research Organizations,

Health Care and Medicine, and Medias in

the region of North Karnataka covering

the cities Belgaum, Hubli and Dharwad.

Project Methodology




The project was carried out in exploratory research mode, with both internal as well as

external data sources.

The convenient sample selection was carried out based on availability, proximity, time,

cost of data collection etc.

Both primary as well as secondary data sources were explored and the required inputs

were gathered.

Primary data was collected from a set of chosen prospects by personal interviews and/or

feedback form. The sample size is 15, which include Academic Institutions, Media

Agencies and Health Care & Medicine Canters.

The reason for the sample size being 15 is that, the product Tech Focuz Digital Library

(Version 3.01) itself being one that of a high value. The prospects in all would count to

somewhere around 60. If they are filtered, then the possible prospects selected, keeping

in mind the variables like utility, scalability, funds, etc., the number narrows down.

Hence, a sample size of 15 is fairly representative of the population.

The secondary data was basically collected from the available newspapers and trade

magazines and the information highway i.e., Intranet and Internet websites.

Project Shortcomings:

Since, I was supposed to be giving presentations about the product, it would have

helped in giving a much more better picture of the product if I would have been

provided with a live demo of the product. This would have made my training

experience more sound one.

Inhibitions of a few respondents to provide certain information like availability

of their funds, etc.




3.2.1 PROJECT FLOW

Define and Establish Study Objective




Establish the information needs

Select methodology for information collection

Compile and collate information

Critically analyze the information

Tabulate the findings

Recommendations

3.2.2 INFORMATION NEEDS

1. To find out whether the firm/organization/institution has an idea about

CD/DVD Mirror Servers?

2. To find out whether the firm/organization/institution uses CD Server/Juke Box?




3. To find out whether the firm/organization/institution use any similar kind of

product?

4. To find out whether the firm/organization/institution has heard about Tech

Focuz Digital Library before?

5. To find out whether the firm/organization/institution is having a digitalized

library, if yes – the number of computers available?




3.2.3 DATA COLLECTION METHODOLOGY

Compile Information about Techfocuz Digital Library (Version

3.01) and CD/DVD Mirror Servers.

Identify the prospects.

Creating awareness about Techfocuz Digital Library (Version

3.01) by disseminating the information to the prospects.

Design feedback form addressing the objectives.

Receive the filled feedback form from all the identified

prospects.




3.2.4 DATA COLLECTION SOURCES

Primary Data

Librarians of Academic Institutions

IT personnel of Media Agencies

IT personnel of Heath Care & Medicine firms.

Secondary Data

Internet / World Wide Web

Trade Magazines

Internal Available Data Base.




4. OVERVIEW OF CD/MIRROR SERVERS.

This section captures the relevant information from a basic understanding point of view

required to carry out this research. This information is provided in a lucid Question and

Answer form, which also answers the queries of the prospects.

4.1 What is a CD/DVD Server?

A CD and/or DVD Server are a specially designed device to share information stored on

CD-ROMs or DVD-ROMs with others in your organization. These devices connect

directly to your network saving the cost of a separate server and network software

license. Each unit comes with software to facilitate adding, replacing, updating,

managing and deleting titles easily. The software copies the disc to the hard drive as a

disc image for storage. The original CD or DVD can be put in a safe place. The hard

drive storage not only provides capacity for many more discs (current models range into

the thousands of CDs), but also delivers faster retrieval and better support for multiple

users. The cost per disc of these caching (hard drive) devices is considerably lower than

with a tower.




4.2 How does a CD/DVD Server differ from a tower?

We refer to a Tower as a device that has only optical reader drives (CD-ROM and/or

DVD-ROM), with no hard drive. These non-caching systems have as much capacity as

the unit has drives. So a unit with seven CD-ROM readers in it would be capable of

putting seven discs online at one time. A benefit of towers is to update a disc; you merely

open the drive and swap the new disk for the old one.

4.3 Why to buy a CD/DVD Server or Tower?

Everyone's situation is slightly different, but in general, you can expect to reap the

following benefits by using either a CD/DVD Server or Tower:

Eliminate the time and frustration spent searching for lost or borrowed CD/DVDs

Eliminate the cost and time spent to replace damaged or lost CD/DVDs

By their nature, Servers back-up your CD/DVDs

Put all your CD/DVDs online at once, rather than having to swap CD/DVDs in

and out

Multiple users can access multiple CD/DVDs simultaneously - no waiting

Have the information available wherever you are - another desk, another floor,

another building, another city, another country




Centralize the management and control of your valuable software/data

Maximize your investment in the software and data stored on those titles by

making it easily available to those who need it when they need it

It is easy and cost effective

4.4 Why not just copy the CD/DVDs to a file server?

The most compelling reasons for storing your CD images on a CD server vs. copying

them to your file server are:

1) Saving Money and Getting More Value from existing Production Servers. For

customers in an enterprise using high-end servers with RAID arrays, it makes sense to

move seldom-used data to a CD server. That frees up valuable space on their production

servers, keeps the data online and potentially provides a CD based backup for off site

storage.

Enterprises have found that dedicating application-specific storage resources ensures that

they will maximize the ROI of their storage expenditures. In addition, when a file server

is used for multiple tasks, an increase in data requests to one application may greatly

impact the performance of all other applications hosted on the server. That's why only the

smallest organizations can afford to make the performance trade-off involved with

running multiple services on their servers.

2) Saving Money and Getting More Value from the IT staff. On a general purpose

(NT/2000/OS X/Netware) file server, an administrator must take the following steps to

make a CD available:




1. Find a location on the server where there is space to store CD data

2. Sit at the server and insert the CD to a file server

3. Open the CD

4. Select the contents of the CD

5. Drag the contents of the CD to the appropriate location on the server

6. Wait or pass the time doing something else

7. Walk up to the monitor to see if the copy has completed (repeat steps 6 and 7

as needed)

8. Create a share for the CD contents

9. Assign permissions to that share

10. Eject CD

There's nothing difficult about any of the above steps, but repeat it 20, 30 or 100 times and

you have just lost a member of the IT staff to CD management. Now compare that to:

1. Go to the CD/DVD server and insert the CD in its reader, or insert it into your PC if

loading remotely

2. Wait or pass the time doing something else

3. Look to see if the copy has completed and CD has been ejected (repeat steps 6 and 7

as needed)

If you have to replace a CD in a set, that also entails repeating most of the steps in the first

example. But with the CD server, you just instruct the server to replace the old CD with the

new CD as it loads.

If you want to create multiple CD groupings or sets, that is easy to do on the CD server and

harder to maintain on the file server. It gets even more complex if the same CD needs to go

into two different groupings. In a CD server, the same disc can exist in multiple shares

without any duplication.




Copying CDs to the file server and creating shares, etc. needs to be overseen by an IT-savvy

person with admin rights to the file server. Copying CDs to a server can be accomplished by

end-users who can have the unit sitting next to their desks.

Mirroring CDs to the CD server saves management headaches because it preserves the

structure and integrity of the CD data. The file structure created by the CD publisher is

maintained and you know you have the whole CD You have the option of sharing the CD as

part of a group, or singly.

CD Emulation: The fact that just creating images doesn't solve the problem of CDs those

want to be in the local drive. Most software doesn't care if it is run from a CD, a network

share, a hard drive or even a USB flash drive. The exceptions to this rule are usually PC-

based education and game CDs. To overcome these limitations, a Windows utility is provided

that allows a networked CD to emulate a local, physical CD-ROM drive to the operating

system and applications. This CD emulation feature is the only viable solution for sharing

discs that require being in a local reader to run.

4.5 What if there are licensing restrictions on sharing the information on CDs?

There are various types of licensing restrictions in use. Administrative tools are provided

to control access or limit the number of simultaneous accesses, making it straightforward

to comply with the terms of the license.

Some discs, such as "Hollywood" Movie DVDs, are usually encrypted to limit copying or

sharing. These discs cannot be loaded into a Server.

4.6 How do your CD/DVD Servers differ from Jukeboxes?

Essentially, CD/DVD servers are Virtual Jukeboxes. They perform the same function as a

CD/DVD Jukebox, but with higher performance and more capacity.




A jukebox holds many CDs in a tray, or carousel. When a CD is requested, a robotic

mechanism physically locates the disc and mechanically loads it into an optical reader.

This process requires great precision and repeated maintenance sometimes giving

jukeboxes the reputation of being slow and unreliable.

In contrast, a CD/DVD Server makes an exact image copy of each CD or DVD and stores

it on its hard disk. Current hard drive technology provides unparalleled speed and

reliability. Combined with redundancy features such as RAID or mirroring, no other

storage technology is as effective a means of providing rapid network access to data.

Differences Between CD/DVD Servers and Jukeboxes:

Capacity: Even though a jukebox can hold quite a few CDs, their capacity is

small relative to what a large CD/DVD server can hold. (Hundreds vs. thousands)

Access Speed: Accessing data from the server's hard drive can be up to ten times

faster than from an optical drive. Add to that slow optical drive access the

lengthy time it takes a jukebox to load the CD into a reader and the server user

might be done with his tasks by the time a jukebox user is getting his data!

Simultaneous Users: Multiple users accessing the same CDs will find response

time much faster with the server.




Multiple CD/DVD Access: With its one or perhaps two optical readers, the

jukebox will only allow that many titles to be viewed at one time. Whereas in the

server, a single user or multiple users can access multiple titles simultaneously

Reliability: CD Servers have fewer mechanical parts and are very reliable

Cost: CD Servers deliver superior value to the jukebox.

5. IDENTIFYING THE PROSPECTS

The product would find its true value where:

Large digital data collection in the form of CDs and DVDs are managed,

Where there are a fair number of Computer systems and they are networked,




Where digital information is shared among many users.

Taking such Kind of a utility into consideration, Tech Focuz Digital Library (Version

3.01) would be ideal for:

Libraries

Colleges

Universities

Research Institutes

Media

Hospitals

The above-mentioned prospects would mainly display organizational buying

behaviors. So, such organizations establish the need for purchased products and

services and identify, evaluate and choose among alternatives.

Typical characteristics in organizational buying can be observed which are several

buying influences and multiple sales calls. Many people typically influence

business-buying decisions. Buying committee consists of technical experts and even

senior management is common in the purchase of major goods. Since, more people

are involved in the selling process, it takes multiple calls to win most business orders.

We can also study the buying behaviors of these organizations by looking at the below

exhibit:




HIGH INVOLVEMENT LOW

INVOLVEMENT

SIGNIFICANT DIFFERENCE COMPLEX VARIETY-

SEEKING

BETWEEN BRANDS BUYING BEHAVOIR BUYING

BEHAVIOR

FEW DIFFERENCES DISSONANCE REDUCING HABITUAL

BETWEEN BRANDS BUYING BEHAVIOR BUYING

BEHAVIOR

Looking at the above table we can safely infer that the organizations, which have been

identified as the prospects, would exhibit a Complex buying behavior. The reason being,

Techfocuz Digital Library (Version 3.01) is a high value product and such kinds of

products are procured infrequently. There would be a high – involvement of the buyer

(i.e., the organization) and would have a tendency to think about the purchase being a

risky one.

These factors should be under scrutiny by the marketers.




5. Techfocuz Digital Library (Version 3.01)

5.1 Introduction

Techfocuz Digital Library (Version 3.01) from Focuz Infotech is a high performance,

highly sophisticated CD/DVD mirror server -digital library solution designed to allow

multiple users on a network to share medium/huge storage of CD-ROM /DVD based

digital information. The mirror images of the CDs/DVDs are stored centrally on the

network inside Techfocuz Digital library storage system instead of on individual PCs. All

the physical CDs are kept safe since the mirror images are available on Techfocuz Digital

library. This product provides users faster and smarter access to its contents using content

search exactly like google search makes this product so different from other CD/DVD

mirror servers available in the world. At once, 255 users can access a single CD image

from different locations. More than 50,000 users can login to digital library at a time.

Techfocuz digital library ver 3.01 enjoys a large number of satisfied customers, including

some of the most prominent technical institutions in India.




5.2 Functional description

CDs can be viewed by dozens of users simultaneously

No need to physically hang out CDs

Eliminate the problems of lost, scratched and damaged disks

Smarter faster access to video rich multimedia contents

Smarter content delivery to users

Information at finger tips advantage

Photo gallery facility to manage images

Secure simple to use web based interface for users

Pre - configured highly efficient web servers

Pre - configured firewall

Plug and play storage model

Available in NAS/SAN/DAS storage models

3 year free product updates against new product releases

Virus free Linux platform

Remote support facility for the product through modem

5.2 Competitive advantage




Content search, Digital Image Management, Linux operating system, supported

by IBM servers and storages. Free product updating for 3 years, against new

releases. Easy user interfaces for administrator as well as clients, free CD

emulation software.

5.3 Business problem

Managing large digital data collection in the form of CDs and DVD s in a

headache for all organizations. Data is considered to be good as gold.

Information should be received at the right time on demand for a user.

This is a virtual library where in information can be retrieved within a click.

5.4 Business opportunity

Ideal for Libraries, Research Institutes, Health Care and Medicine, Education and

Training, Business Corporates, media's etc., across the globe.

A very promising product required for all the above massive segments.

5.5 Return on investment

By adopting this product, the organization will be adopting a changed

management; in the total management of its digital data assets, it is already




possessing. This will make the organization a perfect organization, in terms of

digital data management.

Since information demand is a great concept, return of investment will be very

fast by adopting Techfocuz Digital Library.

5.6.1 Tech Focuz Digital Library (Version 3.01) Overview

Techfocuz Digital Library (Version 3.01) is different from a conventional file server

because, while a regular file server might contain the contents of a number of CD-ROMs,

the CD Server contains an ISO 9660,UDF, VCD, DVD, Audio CD, Multi - session CD,

Bootable CDs, Software CDs, magazine CDs, image of the CD-ROMs. When we’re

done, it will serve both the images and the contents of the images efficiently {on a file-

by-file basis} at the same time. Additionally, the original CD-ROM disks can be stored

away where they wont get lost. Where as traditional CD servers are limited by the

amount of CD-ROM drives they contain. Hard drives are an order of magnitude cheaper

than CD-ROM towers, and they scale better. One 40GB hard drive occupies one spot on

an IDE or SCSI controller. It can contain the equivalent of 87 full-sized CD-ROMs (at




400MB each). If we use traditional CD Server to get the equivalent functionality it is a

practical impossibility.

5.6.2 Purpose of Techfocuz Digital Library (Version 3.01) - CD Server

The main purpose of Techfocuz Digital Library (Version 3.01) - CD Server is to

facilitate multiple accessibility of single CDs, locally and globally, it is an

integrated system and deals with CD & Image administration, local & global

access by users. Multiple accessibility of CDs, centralized data ware housing,

easy retrievals, administrator managed options are the important advantages of the

system. Core application areas are:

CD Mirror Server Applications

Network Storage Solutions

Digital Photo Library

CD Mirror Server Applications

Techfocuz Digital Library (Version 3.01) is based on 3 tier Architecture and

designed to access UDF CD, VCD, CD, DVD, Multi - session CD, software CD.

With the following features:

Create Category




This option in the software is to create separate categories of the CDs like

songs, movies, Entertainments, etc. The images can create only in a

particular category. So, it is mandatory to create category first, then CD

images. While create the category the list of the category is available and

the same can be altered or deleted.

Create CD

Creation of CD stands for creation of images. You can create UDF CD, VCD,

DVD, Multi - session CD, magazine CD, Software CD. While create CD, image

system will check the availability of target hard disc then proceed. Images or CD

can create only in existing category.

Delete & Rename CD

Used to delete an existing CD image, similarly Rename the CD

List CD

This option lists the available CD on the screen.

User manager

User manager option facilitates the administrator to award or alter

the rights and ownership associated with users.

Access by client

This will allow different users to access the images created. Users can

search the categories; access the images locally or through web.

Content Search: The users are allowed to search the entire CD server by content,

keyword, and category.

Network storage solution




Techfocuz Digital Library (Version 3.01) is not only meant for CD mirror applications

but also very effective for network storage solution which will facilitate through archive

facility. The potential area of this facility is

a) Backups for systems

b) Data ware – housing

c) Centralized storage facility

Digital Photo Library

This module has been incorporated with the following features

a) Add/Edit/Delete/Recorder photos

b) Album creation and its management.

c) View –properties of album, photos

d) Add-comments

e) Slide show

The potential areas of these features are in digital studios, research centers, image application cites

Exclusive features of Tech Focuz Digital Library (Version 3.01)

Techfocuz Digital Library (Version 3.01) has the following exclusive features:

a) Content search for quick retrieval of data.

b) Web based client interface with login facilities

c) Java based admin control panel

d) Web based image gallery

e) Backup management using archiving facility

f) Category – wise permission allocation for users

g) File archiving facility from the client side as CD images upon administrators

permission

h) Compatible with Microsoft, Sun Solaris, Unix

i) Pre - configured firewall for data server

j) Support all industry standard network protocol

k) Three year product development life cycle




Deliverables

a) Pre- installed Techfocuz Digital Library Software with the hardware as per the

specification mutually agreed upon with the customer

b) User Manual

c) Hardware Warranty




6. ANALYSIS AND FINDINGS

The data collected from the feedback is shown in the appendices. Below is the

analysis of the data:

Question 1:

Findings:

From the feedback, we can make out that only 13% of the respondents have an exposure to

CD/DVD Mirror Servers. This is a very meager number. This shows that the package would

be a new kind of a product to the prospects.

Recommendations:

The prospects should be supplied with enough information to enlighten them about the

CD/DVD Mirror servers.

This can be done by supplying the prospects, either through e - mail or through snail mail,

some literature about CD/DVD Mirror Servers.




Question 2:

Findings:

From the feedback obtained, it is observed that only 7% of the respondents have actually used

such kind of a system within their organization. So, again the non – availability of the

information of such kind of systems can be accounted for such low usage.

Recommendations:

Again, disseminating information showcasing the advantages of CD/DVD Mirror Servers

would play a major role to promote the usage of such kind of CD/DVD Mirrors.




Question 3

Findings:

Only 27% of the respondents have an idea about Techfocuz Digital Library before this

feedback was taken. Contrast this with the knowledge about CD/DVD Mirror servers and this

number appears large. This goes on to prove that even though some respondents have heard

about Techfocuz Digital Library, they do not know what it is all about.

Recommendations:

Creating awareness about CD/DVD Mirrors alone would not suffice the requirements, but

also creating awareness that Techfocuz Digital Library is a CD/DVD Mirror Server with

extra features that makes it a unique solution to the prospects requirements is the need of the

hour.




Question 4

Findings:

The findings show that the number of organizations having digitalized library and the number

of organizations running conventional libraries is almost even – stevens. But the thing to be

noted is that the trend’s shifting gradually and these numbers would change since, many

organizations are gearing themselves for a modern digitalized library.

Recommendations:

The organizations running conventional libraries should not be neglected, given they have

sufficient funds with them, and should also be targeted as likely prospects.




Question 5

Findings:The findings show that nearly the entire population got a clear idea about what Techfocuz Digital Library is all about after the presentation that was made to them highlighting the advantages of owning a CD/DVD Mirror Server in the organization.

Recommendations:

Promoting more awareness programs would definitely generate more leads to Focuz Infotech,

which can be successfully converted, into sales.




Question 6

Findings:87% of the respondents were convinced about the superiority that Techfocuz Digital Library

has over other similar products.

Recommendations:

Once a prospect is convinced about the product it should not be taken as a green signal for

making a sale. The prospects issues about making purchases like financial aspects, technical

requirements, etc., should also be looked into so that the prospect gets more involved with the

sales force and hopefully should procure the product.




Question 7

Findings:Almost all the respondents were satisfied with the presentation they had been subjected to and did not have much queries. Most of the queries posed were technical and financial and were forwarded to the company to help out the prospect with their queries.

Recommendations:

Even though only few respondents had queries, thinking that they are now well versed with the product would be a folly. It should be tried to make out what kind of data the prospect should be provided with, so that it would make him completely aware about the product.




Question 8

Findings:

All the respondents were satisfied with information provided to them about Focuz

Infotech. It was observed that they were eager to know the background of the company

and what are its prime business areas.

Recommendations:




The prospects should be frequently enlightened about the happenings in the company and

new product releases if any to keep their interest alive about the company.

Question 9

Findings:

The findings show that all the respondents found the presentation to be informative. This

shows that there is a hunger among organizations to know more, and this fact should be

considered to help refine promotion strategies.

Recommendations:

The prospects should be updated frequently by providing knowledge that would relate

this product and ultimately provide him with a cue to go for the product.




Question 10

Findings:The findings again show that organizations do keep a lookout for solutions that would

meet their needs.

Recommendations:




The prospects should also be provided with the information about the companies’ other

products, which may sometimes be what they were actually seeking for. This would open

an avenue to prove the reliability of the parent company and may ultimately help in

building the brand image of the company.

Question 11

Findings:

We can observe that it is split opinion when asked for a demo. When tried to get the reason

for not opting for a demo, it was found that most respondents would wait for the permission

from the higher authorities before requesting the company for a demo.

Recommendation:




The company should make it a point to contact the higher authorities once they get the lead

so that they can provide the organization with a demo which would help them big time in

creating a positive impression.

Question 12

Findings:

The findings show that more than half of the respondents would like to get more

information from the company’s executives. The respondents were interested in getting

the hardware configurations details and cost details.

Recommendations:




The respondents interested in getting more information should be immediately attended

by the company’s executives to help clear their doubts. This would also make the

respondents to get a feel about the company’s promptness in attending to problems

thereby enhancing the company’s reputation.

Question 13

Findings:

Almost all the respondents were interested in receiving more information by either e –

mail or post. This shows that the respondents wanted to know more and wanted to have

documented literature.




Recommendations:

The respondents should be provided with the literature that should go on to suffice their

requirements. Only providing information by e – mail/post would not be recommended.

They should also be followed by telephonic calls, to incorporate that vital human touch

experience.

Question 14

Findings:

The findings show that only a meager 7% of the population agreed to procure this

product. It was not that the product failed to create an impression on the respondents, but




it was the fact that many people would be involved in making the purchase decision,

which made the respondents feel that it is too early to give a positive response.

Recommendations:

Since many people would be involved in making the purchase decision, the company

should be on the lookout to know about which all persons would be the prime influencers

and find means to communicate to these people the prowess of the product. Possible

means would be conducting awareness programs, giving presentations, inviting for a

demo, etc.

7. RECOMMENDATIONS:

I. The prospects should be supplied with enough information to enlighten them about

the CD/DVD Mirror servers and their advantages over conventional CD Towers to

promote their usage. This can be done by supplying the prospects, either through e -

mail or through snail mail, the literature about CD/DVD Mirror Servers.

II. Creating awareness about CD/DVD Mirrors alone would not suffice the

requirements, but also creating awareness that Techfocuz Digital Library is a

CD/DVD Mirror Server with extra features that makes it a unique solution to the

prospects requirements is the need of the hour.

III. Many organizations running conventional libraries are moving towards a modern

digitalized library. Hence, organizations running conventional libraries with good

funds reserve should also be targeted.

IV. The respondents interested in getting more information should be immediately

attended by the company’s executives to help clear their doubts. This would also

make the respondents to get a feel about the company’s promptness in attending to

problems thereby enhancing the company’s reputation.




V. The respondents should be provided with the literature that should go on to suffice

their requirements. Only providing information by e – mail/post would not be

recommended. They should also be followed by telephonic calls frequently, to

incorporate that vital human touch experience.

VI. The prospects should also be provided with the information about the companies’

other products, which may sometimes be what they were actually seeking for. This

would open an avenue to prove the reliability of the parent company and may

ultimately help in building the brand image of the company.

VII. The prospects should be frequently enlightened about the happenings in the company

and new product releases if any to keep their interest alive about the company.

VIII. Since many people would be involved in making the purchase decision, the company

should be on the lookout to know about which all persons would be the prime

influencers and find means to communicate to these people the prowess of the

product. Possible means would be conducting awareness programs, giving

presentations, inviting for a demo, etc.

8. LEARNINGS

o Got a real and practical exposure.

o Got a feel of the actual market place.

o Implementing the theoretical knowledge into practice.

o Understanding the customer psychology.

o Knowing the methods to understand the needs and requirements of the customer.

o Sharpening the communication skills.




BILIOGRAPHY

Magazines referred:

1. benefit Magazine.

2. digit Magazine.

Websites referred:

www.focuzinfotech.com

www.ibm.com

and others.

Name of the OrganizationIndustry


Feedback Form AID No.: PID No.:

http://www.ibm.com/

http://www.focuzinfotech.com/



AddressDesignationContact Phone NumberMobile: E-mail

Have you used CD server/juke box before?Does the organization presently using any similar kind of products? If, yes name of the products/indicative price?

Your satisfaction levelHave you heard about Techfocuz Digital Library before you met this student? Is your Library digitalized if yes –number of computers available in your library?

Have you got an exact idea about Techfocuz digital library? Did you get a clear picture on how this product wins the other products in terms of features and the support policies?

Do you have any doubts to clarify? Did you get a good idea about focus InfoTech?

RATING ABOUT THE ENTIRE PRESENTATION?1) Personal Introduction Excellent V.Good Good Fair Poor

2) Company introduction Excellent V.Good Good Fair Poor

3) Product introductionExcellent V.Good Good Fair Poor

Was this introduction informative? Are you interested to know more about our products Yes NoIf yes Convenient time: Date: Contact Person: Phone number:

Do you want demo of this product? Yes NoDo you want more details of the product from our executives? Yes NoDo you want details of the product in email/post? Yes No

Do you want to procure this product? Yes NoProvide references of organization interested in this product?Decision makers for a product purchase: Names:

Designations:

Signature of the official

StampDate


A Project Report on ASSESMENT OF THE AWARENESS, POTENTIAL AND LEADS GENERATION FOR TECHFOCUZ DIGITAL

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