SUMMER INTERNSHIP PROJECT REPORT

On

“HCL (Hindustan Computers Limited)”

Submitted in the partial fulfilment of the requirement for the award of

POST GRADUATE DIPLOMA IN MANAGEMENT
Noida Institute of Engineering & Technology, Greater Noida
ACADEMIC SESSION
(2021 – 2023)

Under the Guidance of: Submitted By:

Prof.Parul Puri Harshit Kumar
PGDM: 4th Trimester
Roll No: 0211PGD143
Designation:
Marketing Executive
Company Name: HCL
Location: Noida
Date: 31th July 2022

1
 Date: 31th July 2022

TO WHOMSOEVER IT MAY CONCERN

This is to certify that Harshit Kumar a student of Post Graduate Diploma in Management
from Noida Institute of Engineering & Technology (Batch 2021-2023), Roll
No:0211PGD143 has undergone his/her internship on the topic MARKETING STRATEGY
OF HCL INFORMATION SYSTEM under my guidance and supervision from 01/06/2022
To 31/07/2022.

Signature of Internship Guide

Swati Gupta
HR
HCL

2
 Date:31th July 2022

CERTIFICATE

This is to certify that Mr./Ms. HARSHIT KUMAR Roll No: 0211PGD143 is a student of
Noida Institute of Engineering & Technology and has done his/her internship titled
MARKETING STRATEGY OF HCL INFORMATION SYSTEM at NOIDA from
01/06/2022 to 31/07/2022.

The work embodied in the report is original and is of the standard expected of a Post
Graduate Diploma in Management (PGDM) student and has not been submitted in part or
full, to this or any other Institution, for the award of any Degree or Diploma. He/she has
completed all requirements for Internship and the report work is fit for evaluation.

Signature of Head of Institution:

Dr. Atul Sharma

Director

3
 Declaration

I, HARSHIT KUMAR hereby declare that the Internship work title “MARKETING
STRATEGY OF HCL INFORMATION SYSTEM” completed & submitted in partial
fulfilment of the award of the degree of “Post-graduate Diploma in Management” by Noida
Institute of Engineering & Technology and the work was carried out with the help and under
guidance of “SWATI GUPTA” and staff of the “HCL, NOIDA.

I further declare this Internship report has not formed the basis for the award of any other
Degree/Diploma of any other University/Institution.

Date: 31 July 2022

Name: Harshit Kumar

Roll No: 0211PGD143
PGDM (2021-23)

4
 Acknowledgement
The internship opportunity I had with HCL was a great chance for learning and professional
development. Therefore, I consider myself as a very lucky individual as I was provided with
an opportunity to be a part of it. I am also grateful for having a chance to meet so many
wonderful people and professionals who led me though this internship period.

I am using this opportunity to express my deepest gratitude and special thanks to “SWATI
GUPTA” “HR” [HCL & NOIDA] who in spite of being extraordinarily busy with “her/his”
duties, took time out to hear, guide and keep me on the correct path and allowing me to carry
out my internship at their esteemed organization.

I express my deepest thanks to [Shivangi Sharma], [Senior Marketing Strategy] for taking
part in useful decision & giving necessary advices and guidance and arranged all facilities to
make life easier. I choose this moment to acknowledge his/her contribution gratefully.

It is my radiant sentiment to place on record my best regards, deepest sense of gratitude to

Dr. Atul Sharma [Director], Noida Institute of Engineering & Technology for his careful and
precious guidance which were extremely valuable for my study both theoretically and
practically.

I further want to thanks Prof. Parul Puri Sunstone, who helped me to better understand
concepts of professionalism and become a better person and employee in my life. I sincerely
want to thank Prof. Parul Puri for being our programme coordinator and helping me at every
stage of my internship and studies.

I would also like to thank my parents and friends who helped me a lot during my life and this
internship period. I perceive this opportunity as a big milestone in my career development. I
will strive to use gained skills and knowledge in the best possible way, and I will continue to
work on their improvement, in order to attain desired career objectives. Hope to continue
cooperation with all of you in the future.

Sincerely,

Harshit Kumar.

5
 Contents Table

S. No. Item Page No.

1. Executive Summary 7-12
2. Objective of Summer Internship 13
Part-01
3. Introduction to the Industry 14-31
4. Introduction to Company 32-45
Part-02
5. My Job Profile 46-47
6. Description of work 48
7. Method, you applied 49-51
8. What did you do to achieve daily Target? 52
9. 53
Any training given to you
10. 54
CONCLUSION
11. Limitation / Problem Faced 55
12. Recommendation 56
13. Bibliography 57
14. Appendix 58-60

6
 EXECUTIVE SUMMARY

INFORMATION TECHNOLOGY

In business too, computers and information systems occupy a special place. How do such
complex information systems come into existence? This process essentially what systems
development is all about? The components that make up systems may actually be other
smaller systems; that is, systems may be made up of levels of systems, or subsystems.
Organizations consist of many business systems, each having the features of the general
system. The purposes of information systems are to process input, maintain files of data
about the organization, and produce information, reports, and other output. An Information
System can be defined as a subsystem of the business.

Categories of Information Systems

Systems analysts develop different types of information systems to meet a variety of
business needs.

INDIAN IT SOFTWARE AND SERVICES INDUSTRY

India’s own competitive advantage in the software business is well-known: cost-

effectiveness, world-class quality, high reliability, and rapid delivery, all of it powered by
state-of-the-art technologies.

IT Software & Services Industry in India grows by 63% in 2009-2010: NASSCOM Report

 NASSCOM Survey puts Indian software industry at Rs 24,350 crore during 2009-
2010

 Software exports gross USD 4 billion

 Domestic Software market fetches Rs 7,200 crore

The IT software and services industry in India grossed an annual revenue of Rs 24,350 crore
(US$ 5.7 billion) during 2009-2010, according to the annual industry survey released on 3
July 2010, by the National Association of Software and Service Companies (NASSCOM),
the apex body of software, dotcom and IT services industry in India.

7
HCL Infosystems was founded in 1976.With a legacy of over two decades in service
delivery, HCL Infosystems has developed and established its expertise and resources in key
areas such as Business Solutions Group, Offshore Development Centres, etc. Today’s

Customers face a growing range of choice in the products & services they buy. Customers
buy those products which they perceive to build satisfaction through quality, service and
value. Toshiba being ranked at number 3 in notebook PCs market with 20% market share
intends to enhance its market share by making sales in Corporates.

 Core expertise and extensive experience in delivering IT services gained large

corporate client base.

Business strategies adopted by the company to tap newer market segments showed
encouraging results.

HCL Technologies has and the services it has to offer in the Quality Assurance domain.

Like custom software, other software services also face limits to off-shoring.

By building targeted industry solutions that combine elements of HCL products and services
as well as applications from independent software vendor (ISV) partners, HCL believes it
will “be selling the way customers want to buy.” In HCL India's revenue is up 45% from a
year ago, largely contributable to a strategic approach and highly penetrative marketing
strategy, and it keeps winning its share of large deals, such as a 10-year, $750 million
contract it signed in 2010 with Bharti Tele-Ventures, India's No. 1 telecom company, to
manage its data centres and develop new billing, sales, and data-warehousing systems. But
it's not just about trading high-priced jobs for low-priced ones; Indian operations also help
win U.S. business. The HCL Global service India's India presence was a factor in its ability
to win a $500 million piece of $7.5 billion in IT contracts that General Motors let. It's
seductive to compare the growth in Indian Global Services head count and the U.S. reduction
for the economists. But think all economic experts believe India as an emerging market.

The present study has been carried out with the objectives of studying the marketing

strategies currently adopted by HCL global services India private limited and to critically
8
analyze the marketing strategy in this highly competitive Indian scenario and also its

competitive product portfolio. The study has been carried out using both the primary as well

as the secondary sources of information. I don’t hesitate to conclude that maintaining high

quality standards, innovative approach, highly skilled labour forces, etc. are the key factors

which make this organization a huge success rate, among other competitors in the Indian

market.

Shiv Nadar

Chairman & Chief Strategy Officer, HCL Technology

At a time when India had a total of 250 computers, Shiv Nadar led a young team which
passionately believed in and bet on the growth of the IT industry. That vision in 1976, born
out of a Delhi "barsaati" (akin to a garage start up), has resulted 3 decades later in creating a
$5 billion global Enterprise. From designing India's first PC at the same time as global IT
peers in 1978; to working on the Boeing Dreamliner's Flight Management Systems today,
HCL has stayed a true Pioneer of Modern Computing. HCL now employs over 59,000
professionals, with a global presence in 20 countries and a pan India presence across over
500 locations. HCL's business spans IT Hardware manufacturing & distribution, System
Integration, Technology & Software services, Business Process Outsourcing, and
Infrastructure Management.

9
Acknowledged as a visionary by the IT industry and his peers, Shiv Nadar has often made
daring forays based on his conviction of the future. At a time when hardware was the name
of the game, Nadar foresaw the huge potential in the area of IT education & learning from
which NIIT was born. Albeit a more recent entrant in the software services space, since its
listing in 2000, HCL is already among top Indian IT software majors and a force to reckon
with for global technology giants. Shiv Nadar firmly believes that, "If you want to empower
people, give them the tools. There's enough entrepreneurship in this country to take care of
the rest." He is quick to grasp new opportunities, select a team to transform his ideas into
reality and delegate the

project to competent professionals.

In January 2005 Shiv Nadar received the CNBC Business Excellence award from the Prime
Minister of India. In February 2005 he was listed by "India Today" in the Power List of
India's leaders from all walks of life, for building a global IT Enterprise from scratch in 3
decades, creating valuable JVs with marquee partners such as Deutsche Bank, and creating
jobs in Belfast when India was being criticized for just the opposite. More recently, Shiv
Nadar received the Ernst & Young Entrepreneur of the Year Award 2007 in the 'Services'
category for being "a doyen of the Indian IT industry and perhaps its chief architect". The
University of Madras awarded him an Honorary Doctorate Degree in Science in November
2007, for his contribution to not just the IT industry in India, but also for his "transformation
of technological culture globally".
Shiv Nadar has been conferred the Padma Bhushan Award - the third highest civilian honour
conferred by the President of India - in January 2008, in recognition of not just his
contribution to trade & industry in India but also his deep commitment to public good.
Determined to give back to the society that nurtured him, Shiv Nadar has been quietly
supporting many critical social causes through the Shiv Nadar Foundation. The Foundation
is committed to provide the means to empower individuals to bridge the socio-economic
divide and to contribute to the creation of a more equitable, meritocracy-based society, and
aims to achieve this primarily through outstanding educational institutions of higher
learning. It has established the not-for-profit SSN College of Engineering in Chennai, which
is today among the top ten private engineering colleges in India. Shiv Nadar is also building
"VidyaGyan" public schools in Uttar Pradesh that will provide free, world class education to
rural children from economically disadvantaged backgrounds.
He is an active member of the Executive Board of the Indian School of Business (ISB),
Hyderabad. Concerned with the public health issues in India, Shiv Nadar is involved with the
Public Health Foundation of India (PHFI) - working to establish standards in public health
education and to create a network of innovative world class India-relevant institutes of public
health. He is a Global Charter Member of The Indus Entrepreneurs (TiE), which works to

10
promote entrepreneurs and entrepreneurship globally. He also supports initiatives for the girl
child and the empowerment of women.

AJAICHOWDHRY
Chairman & CEO

An engineer by training, Ajai Chowdhry is one of the six founder members of HCL and
took over the reins of HCL Infosystems, the flagship company of the group, as President and
CEO in 1994. He was appointed the Chairman of HCL Infosystems in November 1999. In
recognition of his contribution in championing the cause of the domestic Indian IT industry,
Ajai has been conferred the DATAQUEST ‘IT Man of the Year 2007’ Award amongst other
awards.

J V RAMAMURTHY
Chief Operating Officer

J V Ramamurthy is Chief Operating Officer, HCL Infosystems Ltd. He brings 3 decades of

diverse Industry experience and leadership to the company. A technocrat and a man of broad
vision, he has spearheaded company’s entry into number of new verticals and partnerships.

11
 SANDEEP KANWAR
CFO & EVP

Sandeep Kanwar joined HCL in 1988 and in a span of eight years progressed to the position
of Chief Financial Officer at the young age of 35. He is well respected amongst colleagues &
customers for his financial acumen and management skills.

12
 Objective Of Summer Internship: -

 To provide innovative, professional and personalized services to clients, associates and

employees.
 To study the marketing strategies currently adopted by HCL infosystems services India
private limited.

 To critically analyze the marketing strategy in this highly competitive Indian scenario and
also its competitive product portfolio.

 To study the various factors that affect decision make and decision-making strategies in
HCL.

 To come to a conclusion about the decision-making strategies in HCL.

13
INTRODUCTION

OF
INDUSTRY

14
 INTRODUCTION

INFORMATION TECHNOLOGY

We use the computer technology in many ways, from visible to invisible, spectacular to
routine, video games and special effects for films and television to microwave ovens,
electronic cameras, and automobile ignition systems. In business too, computers and
information systems occupy a special place. Computers make possible the smooth and
efficient operation of airline reservations, hospital record departments, accounting and
payroll functions, electronic banking, telephone switching systems and countless other
operations both large and small.
How do such complex information systems come into existence? Obviously through people.
Technology has developed at a very fast rate, but the most important aspect of any system is
the human know-how and the use of ideas to gear the computer so that it performs the
require task. This process essentially what systems development is all about.

To be of any use, a computer-based information system must function properly, be easy to

use, and suit the organization for which it has been designed. If it helps people do their jobs
better and more efficiently, they will use it. If it is not helpful, they will surely avoid it.

What are Systems?

Systems are, in fact, all around us. For example, we experience physical sensations by means
of a complex nervous system which consists of parts, including the brain, spinal cord,
nerves, and special sensitive cells that work together to make a person’s feel hot, cold etc.
A person communicates by means of language, a highly developed system of words and
symbols that convey meaning to each other. We all live according to an economic system in
which goods and services are exchanged for other goods and services of comparable value
and by which the participants to the exchange are benefited.

A system is simply a set of components that interact to accomplish some purpose.

15
A System can also be defined as:
“A system is an orderly grouping of interdependent components linked together
according to plan to achieve a specific objective”.
The components that make up systems may actually be other smaller systems; that is,
systems may be made up of levels of systems, or subsystems. Organizations consist of many
business systems, each having the features of the general system.

The purposes of information systems are to process input, maintain files of data about the
organization, and produce information, reports, and other output.
Information systems perform three vital roles in any type of organization. These are:

 Support of business operations.

 Support of managerial decision making.
 Support of strategic competitive advantage.

Support of
strategic
competitive
advantage

Support of managerial decision making

Support of business operations.

Gaining a strategic advantage over competitors requires innovative use of Information

Technology. For example, a bank might take a decision to install computerized touch-screen
catalog system in its ATMs to provide customers with information about the services
offered. This might lead to a positive disposition about the bank in its customers. However,
the same touch-screen if also installed in a superstore like Wal-Mart can actually fetch new
clients for the bank.

16
Categories of Information Systems
Systems analysts develop different types of information systems to meet a variety of
business needs. The types of Information systems and a brief description of each are
listed below: -
1. Data Processing Systems
Process large amount of data for routine business transactions, these systems run a series
of programs on an automatic basis at regular intervals.

2. Management Information Systems [MIS]

Provide periodic reports for planning, control and decision making. Users of MIS use a
shared database. MIS generates information that is used in decision making.
3. Decision Support Systems [DSS]
DSS supports decision-makers by providing information on demand. DSS is similar to
MIS, in that, they both depend on a database as a source of data. DSS differs from MIS in
that it emphasis the support of decision making in all of its phases. Though, the actual
decision is still in the hands of the decision-maker.
4. Expert Systems
Expert systems capture expertise of decision-maker in solving problems. They are a very
special class of information systems made available for business, with the recent and
widespread availability of hardware and software, such as, microcomputers and expert
systems shells. e.g., medical system, judicial system.
Increasing Value of Information Technology
Today’s managers need all the help they can get. Their firms are being buffered on all
sides by strong, frequently shifting winds of change. Organizations’ strategic objectives
(chosen markets, products strategy, expected outcomes) and their business processes
(such as research and development, production, cash-flow management, and order
fulfilment) are undergoing significant and volatile changes, placing great pressure on
firms and their managers.
Competitive Advantage with IT
Using information technology for globalization and business process reengineering
frequently results in the development of information systems that help give company a

17
 competitive advantage in the marketplace. These strategic information systems use
information technology to develop products, services, processes and capabilities that give
business a strategic advantage over the competitive forces it faces in its industry. These
forces include not only a firm’s competitors but also its customers and suppliers, potential
new entrants into its industry and companies offering substitutes for products and
services. Information technology can play a major role in implementing such strategies.
This might include: -
i. Cost strategies: Using IT, a business firm can become a low-cost producer, lower his
customers’ or suppliers’ costs or increase the costs that the competitors must pay to
remain in the industry.
ii. Differentiation strategies: Developing ways to use IT to differentiate the company’s
products or services from the competitors.
iii. Innovative strategies: Introduction of unique products or service that include IT
components. Using IT to make radical changes in business processes that cause
fundamental changes in the way business is conducted in the industry.

INTRODUCTION TO E-COMMERCE
One possible definition of electronic commerce would be “any form of business transaction
in which the parties interact electronically rather than by physical exchanges or direct
physical contact”. However, while accurate, such a definition hardly captures the spirit of
electronic commerce, which in practice is far better viewed as one of those rare cases where
changing needs and new technologies come together to revolutionize the way in which
business is conducted.
Ever-increasing supply capabilities, ever-increasing global competition, and ever-increasing
customer expectations characterize Modern business. In response, business throughout the
world is changing both their organization sand their operations.

Electronic commerce is a means of enabling and supporting such changes on a global scale.
It enables companies to be more efficient and flexible in their internal operations, to work
more closely with their suppliers, and to be more responsive to the needs and expectations of

18
their customers. It allows companies to select the best suppliers regardless of their
geographical location and to sell to a global market.

Electronic commerce is technology for change. Companies that choose to regard it only as an
“add on” to their existing ways of doing business will gain only limited benefit. The major
benefits will accrue to those companies that are willing to change their organizations and
business processes to fully exploit the opportunities offered by electronic commerce.

Information gathering, processing, manipulating and distributing is common to trade and

commerce, no matter what the commodity or service that is being exchanged. Today, it is the
velocity of information processing and dissemination, which determine the sped of real
commerce. Computers and networks, by virtue of their sheer speeds, are creating electronic
marketing with the potential to be more efficient in finding and interacting with customers,
communicating with trading partners and developing new products and markets. On the one
had, Local Area Networks (LANs), enterprise-wide intro-networks have resulted in a rising
expectation for data access communications and productivity throughout the business world.
On the other, low-cost high speed open networks interconnected as a network, commonly
known as the Internet, have kept pace with the requirements through the establishment of
National Information Infrastructures, with high-speed National Information Highways being
their main backbones.

The Internet is an international network. It is a worldwide information highway. It also

signifies information resources on innumerable servers on the Net. The internet allows
millions of computers to be linked together offering a global network that connects
universities, individuals, government agencies, and more and more corporate and private
enterprises. Through originally established as a private channel for research activities and
academics, the Internet is now being exploited by the business for a wide range of
commercial services. In early 1994, the Internet connected 128+ countries, over 24,000
domains, over 1.6 million computer hosts, and 14.000+ Internet Protocol connections. The
Growth of Internet was projected to be 30% for commercial organizations, while the research
institutions were expected to grow by 47%. The trend is unmistakable. The Internet will
become a force to reckon with as a comparatively cheap carrier for EC transactions. More
and more commercial organizations are getting connected to the Internet. Even the Fortune
19
500 companies are getting connected. Internet and related EC tools, a few examples of
commerce conducted over the Internet are described in the next section. Electronic
Commerce, as noted earlier, is a much broader term encompassing not only EDI but also
other forms of communication, such as E-mail and the Electronic Bulletin Boards. There are
two ways in which EC is being conducted over the Internet. The first is EDI in its present
from over the Internet; the Net is used as a free or cheap network for business
communication instead of using the more expensive private Vans. The other is the World
Wide WEB (WWW) as a marketplace where vendors can offer goods, information and
services for sale and the purchases can browse, see and feel the goods through browsing
tools, and buy. The Web was designed as a mean of distributing public information. It has
indeed been successful in its goals. The underlying philosophy of Web is openness, built
around the Internet. With standard way of storing documents and easy-to-use browsers to
select the desired information from a vast maze of services with dissemination of catalogues
of products, services and prices, Tim Berners-Lee developed the Web to serve users of High
Energy Physics Lab CERN, Geneva. The Web was designed as a means or physicists from
around the world share information regardless of the hardware platforms being used by
them. The Web consists of two components Web Server and Web Browser. Web Servers run
on any hardware platform and operating system and store documents in Hypertext Markup
Language (HTML), which is more of a page description language, than a programming
language. All Web Servers and browsers communicate through a common protocol, the
Hypertext Transfer Protocol (HTTP). HTML contains tags, which enable the web browser to
format text and graphics on the user’s screens. With HTML and HTTP, a user nearly points
and clicks to navigate himself through the vast maze of information of the Internet. This is
the key to successful transition of the Web from the academic to the commercial
environment. Today, many corporations use it to distribute information to their own units,
and to their trading partners on the Internet. It is a grand success in such a short time
considering the fact that Netscape launched the first commerce Web server only in
November 1994. Netscape is the originator of the first commercial browser called Mosaics.

This data is from 116 companies operating in India. 57% of the companies said that e-
commerce helps in improved productivity. 51% claimed that it has contributed to improved

20
product quality, 50% of the companies have improved customer service by using e-
commerce. 39% companies have got help in developing new products and 36% have
improved their cash flow by implementing e-commerce solution.

E-commerce is not just about online shopping. It’s also about using technology to streamline
your organization structure, cut costs and increase efficiency. It’s about accelerating
productivity and enhancing relationships with your customers, suppliers and partners.

Basically, e-commerce is of four types:

 Business – to-Consumer

 Business –to- Business

 Consumer-to Business

 Consumer – to –Consumer

Business -To -Consumer

Businesses are utilising the Internet to offer twenty-four hours a day, seven-days-a-week
sales and service around the world. This has translated into sales leapfrogging across the
sales chart and loyal customers adding by the minute. The immediate reach has also led to
direct access to customer preferences and buying trends. Businesses are suing these
consumer insights to make marketing strategies and to offer customers what they want, when
they want it. What’s more, the costs associated with intermediaries and congenital customer
acquisition like, storefronts, service centers, and mass marketing campaigns are also
dramatically reduced.

FedEx has understood for years the power of serving customers through technology. FedEx
com has over 8000 pages, 315,000 packages a day going to 209 countries to track on-site,
and a programme called internet Ship help business customers handled all the shipping needs
without ever packing up the phone.

Business-to-Business
You can establish links with dealers, warehouse and manufacturing online, reducing
paperwork, and cycle time dramatically. You can set up an Extranet that links directly to

21
suppliers, cutting inventory carrying costs and lag time. You can streamline your financial
transactions with customers and suppliers by Web-enabling billing and payment systems.

Network Solutions of Bangalore is a role model of business-to-business e-commerce in

India. They have moved the entire HR data on the Intranet, from personnel records to
medical benefits and employee handbook to leave travel allowance. The employee and top
management can thus avail of up-to-the-minute records and it becomes very easy to keep
track of this crucial HR function. It is also the first company to have web-enabled Tally in
India. The Intranet finance application linked to the banks and accounts department enables
Managing Director Sudhir Sharma to check the balance in the company’s corporate account
prior to singing a cheque, or look at the outstanding payments to be collected for the market-
with just a click of the mouse. Thanks to the Intranet, their productivity has gone up by
400%. They have little or no paperwork and more than anything else they have no meetings.

Consumer-to-Business
This is a unique way of how e-commerce empowers customers and changes the way we do
business. Price line allows prospective airline travellers to visit the Web site and name their
price for travel between any pair of cities. If an airline is willing to issue a ticket at the
requested price, the passenger is obligated is to buy. Priceline.com issue thousand ticket a
day, and the number is growing every day.

Consumer-to-Consumer
A virtual marketplace where a consumer can bid for a product which another consumer is
interested in selling.

eBay.com the world’s largest personal online trading community. eBay is an electronic
marketplace that provides efficient, one-to-one trained in an auction format on the Web.
Individuals use eBay to buy and sell items in more than 1,000 categories. There are over a
million auctions happening on eBay every day, and the website receives 14 crore hits every
week.

The Web has fundamentally changed customer expectations about convenience, speed,
comparability, price and service. To meet the otherwise unattainable goals, e-business model
is the only survival kit. And the Internet is no lean thing. It has made business structures,
22
business processes and economic models to go a full circle. The various functions of
marketing, production, finance and sales have too undergone dramatic changes. In the
process of transforming their businesses into e-businesses, companies are connecting up
through networks such as LAN’s, WAN’s, the Internet, VPN’s (Virtual Private Networks);
and VAN’s (Value Added Networks).

CONSUMER ORIENTED ELECTRONIC COMMERCE

Consumer oriented Electronic Commerce covers a wide range of activities that occurs
between business and consumers. McKeown and Watson (1997) use a customer service life
cycle approach to classify these activities into four phases. Then they provide examples of
how EC enhances these phases. The four phases are

 Requirements, helping the customer to determine needs (such as photographs of a

product, video presentation, textural descriptions, articles or reviews, sound bites of a
CD, and downloadable demonstration files).

 Acquisition, helping the customer to acquire a product or service (such as online order
entry, negotiations, closing of sale, downloadable software and delivery) Retirement,
helping the client to dispose of the service of product (via online resale or
classified ads).

INDIAN IT SOFTWARE AND SERVICES INDUSTRY

India, the world’s largest democracy and home to nearly one billion people, is quietly but
quickly emerging as a leader in the field of software engineering and web-based services.
India’s own competitive advantage in the software business is well-known: cost-
effectiveness, world-class quality, high reliability, and rapid delivery, all of it powered by
state-of-the-art technologies. It is a nation where more and more multinational companies are
outsourcing their software requirements to retain competitive advantage.

IT Software & Services Industry in India grows by 63% in 2010-2011: NASSCOM Report

 NASSCOM Survey puts Indian software industry at Rs 24,350 crore during 2009-
2010

 Software exports gross US$ 4 billion

23
  Domestic Software market fetches Rs 7,200 crore

The IT software and services industry in India grossed an annual revenue of Rs 24,350 crore
(US$ 5.7 billion) during 2010-2011, according to the annual industry survey released on 3
July 2008, by the National Association of Software and Service Companies (NASSCOM),
the apex body of software, dotcom and IT services industry in India.

NASSCOM’s survey indicates that the industry registered an overall growth of 53% during
2010-2011, up from Rs 15,890 crore (US$ 3.9 billion) in 2010-2011. Out of the total revenue
of Rs 24,350 crore (US$ 5.7 billion) during 2011-2012, software exports grossed a total of
Rs 17,150 crore (US$ 4 billion) and the domestic software market fetched a total of Rs 7,200
crore (US$ 1.7 billion).

The interesting highlight of 2009-2010 was that more than 185 of Fortune 500 companies,
i.e., almost two out of every five global giants, outsourced their software requirements to
India. This clearly establishes that more and more global companies are outsourcing their
software requirements to India and are gaining competitive advantage.

Another interesting finding of the NASSCOM survey was the phenomenal rise in market cap
of Indian software industry during 2012-2013. As of 30 June 2012, the market cap of listed
software companies in India was estimated at US$ 55 billion.

The survey revealed that as on June 2012, the market cap of Indian software industry on
Indian Stock Exchange was a mere US$ 4 billion. It had peaked to US$ 195 billion in end
February 2013. Later the meltdown on NASDAQ and Dow Jones affected the Indian stock
exchanges. After a debacle, the software industry market cap has resumed a bullish path and
has reached US$ 155 billion by end of June 2013. This is a clear indication of growing
confidence of the investors in Indian software export industry.

According to NASSCOM survey, Research & Development (R&D) spending in the software
industry in India increased from 2.5% of total spending in 2011-12 to about 3.4% during
2013-2014. Also, in software exports, R&D outsourcing orders from overseas companies
fetched about Rs 950 crore.

Software Exports Grows by 57 percent

24
During the year 2011-2012, software exports earned foreign exchange worth Rs.17,150 crore
or US $ 4 billion. This is a growth of over 57 percent in rupee terms and 51 percent in dollar
terms over last year’s software exports of Rs 10,940 crore or US $ 2.65 billion.

One of the most interesting highlights of 2009-2010 was that Indian software exports
accounted for 10.5% of India’s total exports during 2009-2010. Five years back, software
exports from India accounted for only 2.5% of total exports.

One of the highlights of 2011-2012was the first ever listing of an Indian internet / ISP
company at NASDAQ. It was a moment of great pride for the Indian software industry and
its professionals that during 2010-2011, the second Indian InfoTech company - Satyam Info
way was listed on NASDAQ - which is the dream exchange of hi-tech companies. Later
Rediff.com has also been listed on NASDAQ and recently silver line Technologies got listed
on NYSE. The first Indian software company to be listed on NASDAQ was Infosys
Technologies on 11 March, 2011.

Quality

According to NASSCOM survey, the Indian software industry continued to get international
recognition for its quality in software development. Out of top 300 companies, more than
170 have already acquired ISO 900 certification. However, as far as SEI CMM (Software
Engineering Institute Capability Maturity Model) Level 5 is concerned, Indian software
industry emerged as the real winner. Out of 23 worldwide companies having SEI CMM
Level 5, fifteen are located in India. The NASSCOM member companies located in India
and have acquired SEI CMM Level 5 include Motorola, Wipro, Zensar, HCL, Infosys, CBSI,
DCM ASIC, NIIT, CG Smith, Satyam, TCS, COSL, HCL Perot, I-Flex and NeST.

Offshore Software Development

One of the interesting findings of NASSCOM’s survey has been that during 2011-2012, off-
shore services strengthened its dominance in the software exports sector. The offshore
services increased to more than 42% of total exports, whereas on-site services contributed to

25
about 58% of export revenues. In 2010-2011, the percentage share of offshore services was a
mere 5% and on-site services dominated with 95% of total software exports.

Welcoming this trend, NASSCOM survey complemented VSNL and STPI for providing
high speed (64 Kbps, 2 Mpbs) data communication links to the industry. As of 30 June 2008,
there are more than 1200 leased lines from Indian software companies providing 64 Kbps
and higher speed data communication links for offshore software development. In 2006,
there were only 10 such links.

Domestic Market

Till a couple of years back although the domestic software market was registering a healthy
growth rate, but could not catch up with the revenues of the software export markets.
However, the proliferation of internet and growth in the SOHO market has resulted in good
growth rates in the domestic market. The domestic software market continued with better
performance than many other industry sectors. The domestic software market aggregated
revenues of Rs 7200 crore in 2009-20010, over its performance of Rs 4950 crore in 2003-
2007.

NASSCOM’s survey attributes that in spite of sluggish market, the domestic software market
achieving growth of over 45 percent is mainly due to increased government computerization,
increase in spending, elimination of import duty on software; increased enforcement of anti-
piracy laws as well as increased maturity in end-user organizations.

According to NASSCOM Survey, Y2K software solutions in the domestic market fetched Rs
680 crore. The ERP segment grew by 23%. At the same time, CAD/CAM market grew by
about 41%. Software for banking segment recorded a 70% growth over previous year. The
real growth in domestic market apart from government spending could be attributed to
emergence of the SOHO market. Software purchases by the SOHO market witnessed a high
growth rate of 70%.

26
According to NASSCOM Survey, the turnkey projects segment in the domestic market grew
by about 41% and spending for Y2K software solutions reported an all-time high growth rate
of 140% over the previous year.

History

In 1976, Shiv Nadar, quit an executive job with Delhi Cloth Mills (DCM) along with five of
his friends (Arjun Malhotra, Subhash Arora, Ajai Chowdhry, DS Puri & Yogesh Vaidya) to
start a new company, Microcomb Limited. The focus of the company was design and
manufacturing of scientific calculators. The venture provided its founders money to start a
company that focused on manufacturing computers. The company was renamed as
Hindustan Computers Limited (HCL) and received support from the Uttar Pradesh
government to setup their manufacturing in Noida. The founders put together Rs 2 million in
the venture. In 1981, NIIT was started to cater to the increasing demand in computer
education. By early 2000s, Nadar divested his stake in this venture.

Government policy shaped HCL, as was the case with all Indian companies of those eras. In
1977, due to the policies of Indian industries minister George Fernandes , global giants like
IBM left India creating a major void in the computers industry (even Coca-Cola left India
during this timeframe as it opposed those policies ). HCL designed and shipped
microcomputers to address this gap (around the same time Apple Inc. introduced personal
computers in USA). HCL had many more accomplishments in the next half decade like
introducing 16-bit processor computer in 1981 and relational data-based management
system, networking operating system and client server architecture solutions by 1983.

HCL Technologies

HCL Technologies is India’s fourth largest Indian IT Services companies, providing

software-led IT solutions, remote infrastructure management services and BPO. Having
made a foray into the global IT landscape in 1999 after its IPO, HCL Technologies focuses
on Transformational Outsourcing, working with clients in areas that impact and re-define the
core of their business. The company leverages an extensive global offshore infrastructure
and its global network of offices in 16 countries to deliver solutions across select verticals
27
including Financial Services, Retail & Consumer, Life Sciences Aerospace, Automotive,
Semiconductors, Telecom and MPE (Media Publishing & Entertainment). For the quarter
ending 31 December 2007, HCL Technologies, along with its subsidiaries had revenue
(TTM) of US $ 2 billion and employed more than 47,000 professionals.[4]

HCL Infosystems Ltd.

HCL Infosystems Ltd., a listed subsidiary of HCL, is an India-based hardware and systems
integrator. It claims a presence in 270 locations and 400 service centres. Its manufacturing
facilities are based in Chennai, Pondicherry and Uttarakhand .Its headquarters is in Noida.

PERFORMANCE SUMMARY OF THE SOFTWARE INDUSTRY

Parameter Unit 2021 2020 2019 2018 2017 2016 2015

P/E Multiple Times 160 56.6 23.7 9.5 10 19.5 21.1

EBIDTA Multiple Times 111.5 34.9 13.1 5.3 5.9 11.8 12.1

Sales Multiple Times 33.4 9 3.1 1.2 1.2 2.4 2.9

Market to Book Times 42.5 13.9 6.6 2.5 2.8 5 4.5

Value Multiple

Operating Profit % 29.7 26.5 23.9 21.8 20.9 20.6 21.1

Margin

Net Profit Margin % 19.9 16.4 13.3 12 11.8 11.8 9.8

% 32.1 32.7 33.4 30.3 33.8 32.3 22

Gross Return on % 30.3 30.4 29.2 28.2 29.4 28.5 21.5

Investment

Interest Cover Ratio Times 17.8 9.3 6.5 4.2 4.9 5.8 4.1
28
Dividend to Op. % 8.2 7.5 9.7 11.7 13.4 16.5 19.3

Cash Flow

Growth in % 2381 1385 752 493 390 247 100

Profitability

Growth in Sales % 1199 862 569 419 326 209 100

Turnover

Return on Net Worth & Gross Return on Investment

Year Return on Net Year Gross Return on

Worth Investment %

2021 32.1 2021 30.3

2020 32.7 2020 30.4

2019 33.4 2019 29.2

2018 30.3 2018 28.2

2017 33.8 2017 29.4

2016 32.3 2016 28.5

29
 2015 22 2015 21.5

Operating Profit Margin & Net Profit Margin

Year Operating Profit Year Net Profit

Margin Margin

2021 29.7 2021 19.9

2020 26.5 2020 16.4

2019 23.9 2019 13.3

2018 21.8 2018 12

2017 20.9 2017 11.8

2016 20.6 2016 11.8

2015 21.1 2015 9.8

Percentage of operating profits to sales. Percentage of net profit to

total income.

Growth in Profitability & Growth in Sales Turnover

Year Growth in Year Growth in Sales

Profitability

  Rs.Cr. % Rs.Cr. %

2021 1976 2381 2021 9581 1199

2020 1150 1385 2020 6890 862

2019 624 752 2019 4550 569

30
 2018 409 493 2018 3351 419

2017 324 390 2017 2608 326

2016 205 247 2016 1666 209

2015 83 100 2015 799 100

Change in net profit over base year. Change in sales over base year.

31
INTRODUCTION
OF
COMPANY

32
 INTRODUCTION TO HCL INFOSYSTEMS

ABOUT HCL

In the early 70s, a group of young, enthusiastic and ambitious technocrats embarked upon a
venture that would make their vision of IT revolution in India a reality. Shiv Nadar and five
of his colleagues got together and in 1975, set up a new company called micro comp. to start
with decided to capitalize on their marketing skills. Micro comp marketed calculators and
within a few months of starting operations, company was outselling its major competitors.
In 1976, micro comp approached UPSEC (utter Pradesh state electronic corporation) for help
to set up a computer company. Impressed by their technical and marketing competence,
UPSEC agreed to set up a joint venture.

On the 11th of August 1976 Hindustan Computers Limited was incorporated as a joint
venture between the entrepreneurs and UPSEC and with an initial equity of Rs.1.83 lakhs.

HCL Infosystems Limited (HCL Infosystems) has now become India’s one of the big
technology integration companies. Over the years, HCL Infosystems has positioned its
business operation to fulfil its vision statement: ‘together we create enterprise of tomorrow’.
The overarching theme for the company’s swift progression into the software and services
arena, in India and globally, is evolving. Signifying a state of constant growth, the evolve
theme is visible in the many ways that HCL Infosystems has undergone a metamorphosis
into becoming a complete IT solution company.

The menu of HCL Infosystems global services broadly covers IT consulting and professional
Services in the area of vertical application, technology integration, ERP implementation and
software development. This also includes a complete portfolio of systems and network
services for development. This also includes a complete portfolio of systems and network
services for services for facilities management, Helpdesk, Systems support and network and
Internet Implementation. HCL Infosystems’ global customer include Samsung, Government
of Singapore, and AMAL insurance Jurong port in Singapore and Malaysian’s BSN
commercial bank, SIA, DBS bank, Maybank life assurance charted semiconductors, Asia
Matsushita and shell Malaysia some of its global customer in the government sector is Inland
Revenue authority of Singapore, civil aviation authority of Singapore, Singapore

33
power ,ministry of education, health and national development, telecom authority of
Singapore and Penang state govt.

HCL Infosystems’ chosen platform of total technology integration lends itself to some very
significant alliances with the global leaders. Among its partner are HP for high end
AISCE/UNIX service and workstation and HP open view network management solution;
Intel for PC server building blocks; Microsoft, novel and SCO AG solutions; Red hat; Linux;
Samsung; Pivota for CRM solution and ORACLE Sybase and Informix for RDBMS
platform.

In 2006, HCL Technologies WAS ranked 1 among the” Best performance IT Services
Firms” in India while the company’s infrastructure Services Division was awarded the 2
ranks worldwide. These ranking were awarded on the basic of a survey –Global Services
100- conducted by Global Services magazine in association with NeoIT, an outsourcing
advisory firm Technologies is Indi’s fifth largest software exporter, with contracts World-
wide. HCL, s success in spite of a strengthened rupee comes from exploding business
outside the US: while US sales dropped from 58% to 54%, sales in Australia and New
Zealand doubled. The company plans to spend $150 million in the current financial year to
set up new centers and expand capacity, according to company president Vineet Nayar.

Highlights for the year (INR)

Revenue at Rs. 6033.6 cr, up 37.5% YoY

Net Income at Rs. 1354.9cr, up 75.1% YoY

Highlights for the Quarter (US$)

Revenue at US$ 395.7mn; up 45.3% YoY and 9.2% sequentially

Net Income at US$ 119.5mn; up 136.1% YoY and 56.7% sequentially

Final dividend of 100%, 18th consecutive Quarterly dividend

1868 net additions in headcount

Highlights for the Quarter (INR)

Revenue at Rs.1612.0 cr; up 28.6% YoY and 2.2% sequentially

34
Net Income at Rs.486.7 cr; up 108.9% YoY and 46.7% sequentially

The Transformation journey that HCL spearheaded in mid-2005 has borne fruit by creating a
leadership position in winning multi-million dollar, multi service deals; and winning
accolades and recognition by analysts and industry experts. The impressive sequential QoQ
revenue growth that we have had in the last for quarters of 10.3%, 10.2%, and 9.5%
continues in this quarter with a robust sequential growth of 9.2%.

“HCL has a time tasted ability to anticipate change and the most recent transformation that
began in 2005 is paying off. Our emphasis on value centricity delivered with our multi
service capability, linked to business benefit linked outcomes, premised on trust,
Transparency and flexibility in dealing with customer has resulted in growing our large
existing relationship besides new transformational deals. We have managed to face the
challenges in the financial environment well, through our foresight and prudent treasury
management measures. The future looks bright and we are poised well for success “, says
Shiv Nadar Chairman and CEO, HCLTechnologies.

Commenting on the results, Vineet Nayar, President, HCLTechnologies says, “The past
year has been spectacular for us for three reasons. Firstly, for four consecutive quarters, we
have grown sequentially over 9% Secondly, thanks to our unique Employee First focus, we
have not only been able to manage our attrition, but more importantly, we have been able to
attract leadership talent in key positions. Thirdly, we have put India on the map by leading
the way in total It Outsourcing deals, similar to what we did with Remote Infrastructure
Management (RIM). This combined with our dominant leadership in winning and executing
large transformational multi-million-dollar deals, puts us in a unique position in the
industry.”

HCL Infosystems Ltd is one of the pioneers in the Indian IT market, with its origins in 1976.
For over quarter of a century, we have developed and implemented solutions for multiple
market segments, across a range of technologies

in India. We have been in the forefront in introducing new technologies and solutions. The
highlights of the HCL saga are summarised below:

35
 HCL INFOSYSTEMS LTD.

HCL Infosystems is India's premier information enabling company. Leveraging its 28 years
of expertise in total technology solutions, HCL Infosystems offers value-added services in
key areas such as system integration, networking consultancy and a wide range of support
services.

 HCL Infosystems is among the leading players in all the segments comprising the
domestic IT products, solutions and related services, which includes PCs, servers,
networking products, imaging & communication products.

 Continuously meeting the ever-increasing customer expectations and applications, its

focus on integrated enterprise solutions has strengthened the HCL Infosystems'
capabilities in supporting installation types ranging from single to large, multi-
location, multi-vendor & multi-platform spread across India. HCL Infosystems, today
has a direct support force of over 2004+ members, is operational at 300+ locations
across the country and is the largest such human resource of its kind in the IT
business. A majority of the team members have been specially trained in a variety of
supporting solutions, the company's key focus area.

 HCL Infosystems' manufacturing facilities are ISO 9001 - 2004 & ISO 14001
certified and adhere to stringent quality standards and global processes. With the
largest installed PC base in the country, four indigenously developed and
manufactured PC brands - 'Infiniti', 'Busy bee' 'Beanstalk' and 'Eze bee' - and its
robust manufacturing facilities; HCL Infosystems aims to further leverage its
dominance in the PC market. It has been consistently rated as Top player in PC
industry by IDC. The 'Infiniti' line of business computing products is incorporated
with leading edge products from world leaders such as Intel. A fully integrated and

36
 business-ready family of servers and workstations, the 'Infiniti Global Line' is
targeted at medium and large companies to help them to manage their enterprise-
related applications. It has considerable dominance in verticals like Finance,
Government, and Education & Research.

 HCL has closely seen the IT industry rise from scratch, and has actively participated in
its progress. During the twenty-eight-year journey, it has picked up valuable lessons
in serving the IT needs of the Indian customer and gathered domain expertise to
successfully service various businesses.

 As a leading information enabler, HCL Infosystems has long standing relationships

with world technology leaders such as SUN for enterprise computing solutions, Intel
and AMD for PCs & PC Servers; Microsoft, Novell and SCO for operating systems
and software solutions; Toshiba Corp. for business automation equipment; SAP AG
for specialist ERP solutions; and Oracle, Sybase and Informix for RDBMS platform,
EMC, Veritas for storage solutions. The aim is to straddle the entire landscape of
information enabling technology far more comprehensively, effectively and
competitively. Indeed, a vision to create enterprises of tomorrow.

PRODUCTS AND SERVICE GALLERY OF HCL

HCL Infosystems' portfolio of products covers the entire spectrum of the information
technology needs of its customers.

 By virtue of the immense diversity of markets and customers that it addresses, HCL
Infosystems' products offerings include everything from high end enterprise level
servers for mission critical applications to multimedia home computers.

 You may be a large multi-location company exploring solutions to e-enable your

organization or you may be a new born rising star looking for someone for IT
Planning or setting up your IT Infrastructure, HCL Infosystems has a solution tailor-
made for you.

 HCL Infosystems' portfolio of products covers the entire spectrum of the information
technology needs of its customers.

37
PRODUCTS & SOLUTIONS

DESKTOPS & NOTEBOOKS

 Business PCs

 Home PCs

 HCL laptops

Intel WORKSTATIONS

 Infiniti Challenger Workstations

 SUN Workstations

AMD WORKSTATIONS

 Infiniti Xcel Line 2200NL

 Infiniti Xcel Line 2200SY

38
SERVERS

 Overview

Intel Servers

 Infiniti Global Line Servers

 IGL Entry Level Servers

 IGL True Enterprise Servers

 IGL Blades Servers

 IGL Itanium Servers

 Infiniti Solutions

AMD Opteron Servers

 Infiniti Xcel Line 2200AT

 Infiniti Xcel Line 2200MI

 Infiniti Xcel Line 2200AZ

 Infiniti Xcel Line 4200TL

Other Servers

 SUN Servers

 HP Risk Servers & Workstations

THIN CLIENTS

 Win bee Thin Clients

 SUN Thin Clients

DISPLAY PRODUCTS

 SUN Thin Clients

39
NETWORKING PRODUCTS

 Overview

 Win Smart Switch

 SNMP Managed Switch

SECURITY PRODUCTS

 HCL Info Wall

 HCL InfoSec Access

 HCL InfoVPNe

 HCL InfoSec Mon

 HCL InfoNetMon

 HCL Info Surveillance

 HCL InfoSec Desk - Biometric Logon

 HCL InfoSec Desk - Smartcard Logon

 HCL Info Smartcard

 HCL InfoLoadBalancer

 HCL Info SMS

 HCL Info Dashboard

 HCL Info Attendance - BN model

 HCL Info Attendance - SN model

STORAGE SOLUTIONS

HCL Storage Solutions

 HCL Infiniti SAN ARRAY 2502FC

 HCL IGL NAS Servers

 IGL NAS 1400 BT

40
  IGL NAS 2700 SP

 IGL NAS 2700 BD

 SUN Storage Solutions

 EMC Storage Solutions

TOSHIBA NOTEBOOKS

 Product Line-up

SOLUTIONS

 Infostructure Services

 Networking Services

 Security Services

 Facilities Management Services

 Domestic Hardware Services

SOFTWARE LICENSES

 Overview

THE SERVICES INFOSTRUCTURE SERVICES

In the emerging net economy, IT infrastructure Plays the role of a Powerful business
enabler to improve your business processes, to help you focus on your goals and
strategies and more importantly, to help you serve your customers better. IT
Infrastructure demands constant change latest technology, reliable operations and
high availability. Leaders like you, in the process of selecting the best of breed in
technology, require integrating different solutions from various vendors. Thus, a
situation where you need a strong reliable and trusted partner committed to deliver

41
beyond just services.

HCL ADVANTAGE
Staying competitive in today’s dynamic business environment means finding new
ways to reduce costs while maximizing the value of your technology and personal
resources. More than ever, your ability to "do more with less" determines how
successful your organization will be. That’s why HCL Insys helps you achieve. By
channelling our in-depth expertise gained from over 28 years of IT Domain
experience. We provide a full bandwidth of services specifically designed to meet
your complete IT needs.
 SOLUTIONS:
The one stop shop solution center for all your IT needs, customized to
meet and scale with your unique Business Needs.

 SERVICES:
A range of value-added services in IT infrastructure operations and management.

 SUPPORT:
Pan-India footprint of support and logistics locations. Over 260 Direct service
support locations. Technically sound workforce of over 1700 certified professionals.

 STANDARDS:
World Class Quality standards maintained for PPP (People, Processes
&Performance). Alliance with global technology leaders.

 SAVINGS:
We help you find new ways to reduce costs & "do more with less" by
maximizing the value of your technology and personal resources, thereby
reducing your total cost of ownership (TCO).

 SATISFACTION:
Complete Satisfaction for the customers through the HCL 6S offering that
42
enables one to maximize system uptime through rapid response and
resolution services, thereby optimizing your IT investments.

 Networks are multiplying day by day in every organization. Systems

are becoming more & more dependent on the availability of data
resources of various departments / divisions / locations of an
organization and thereby increasing the load and requirements of
Networks. The well-known networked applications such as Email,
Internet / Intranet, GroupWare solution, Relational Databases render
the users completely in-effective services, in the event of network
shutdowns.
 Network Management involves Network Monitoring of Bandwidth
Utilization, Network Errors / Collisions, Network Troubleshooting,
Day-to-day Network Operations, Network performance monitoring,
Tuning Network Operating System and advise action plan.

SERVICE OFFERINGS
 Liaison with networking hardware support provider for all hardware
related problems.

 Use the NMS (Network Management Software) tool available with

the customer (if not, then to be made available) to monitor the
functioning of Network.

 Use the special device/software tool for monitoring the port/network

traffic and take appropriate action or recommend preventive actions.
(Device / Software tool to be made available by the customer.)

 Co-ordinate with cabling warranty providers for repair of faulty

points / cables and other related issues.

 Setup Network File System - NFS - Configuration of files and

43
 folders for sharing across the network.

 Setup Network Information Service - NIS

 Setup Domain Name Service - DNS

 Setup Heterogeneous Networking

 Setup Dynamic Host Configuration Protocol - DHCP

 Provide detail documentation for all the above-

mentioned activities.

 SERVICES -- Facilities Management

Today IT assets have become widely distributed and less visible. Many
organizations are spending a very high portion of their technology budget on "soft
costs" like purchasing, installing, managing, administration, troubleshooting,
training, recruitment, etc for supporting the IT Hardware and Software. So, if your
systems are critical to the operation of your business, downtime can have a
disastrous impact on production, customer satisfaction and revenues.
We are in the business of helping customers to use their equipment better. Our
Facilities Management Services are a comprehensive set of services that helps
customers to fully utilize their IT investments by improving availability, reliability
and performance. We achieve this by offering a complete portfolio of customized

services and expertise, from planning and design to procurement, installation,

integration, migration assistance to system management, telephone support and on-
site hardware and software fixes.
Through our Total Facilities Management Solution, we offer a range of service
options, customized to the specific requirements of yours. These include:
- 365x24x7 Support for mission critical sites
- Value added Support Services
- System Administration
- Helpdesk Services
- Network Consulting
- Network Implementation and Management
- Asset Management etc.

44
All this helps customer in deriving maximum value from the investment in IT
hardware and software.
Our longstanding association with Global leaders like Intel, Microsoft, Hewlett-
Packard, Cisco, Lucent, Novell, Oracle, SAP etc. has helped us gain immense
technical knowledge allowing us to offer direct support to large installation across
diverse platforms, through its committed professionals, even in the remotest of
locations.

My Job Profile (What were you supposed to do?)

Job Description
Company Description: -
HCLTech (formerly Hindustan Computers Limited or HCL Technologies) is an
Indian multinational information technology (IT) services and consulting company
headquartered in Noida, Uttar Pradesh. It is a subsidiary of HCL Enterprise. Originally
a research and development division of HCL, it emerged as an independent company in
1991 when HCL entered into the software services business. The company has offices
in 52 countries and over 210,966 employees.
Website:
https://www.hcltech.com 

Start month: June 2022

Designation: Intern (Marketing Executive)
location: Noida
Internship salary: 5k

45
 Working from home: No
Preplacement talk: No
Bond: No
Additional instructions:
Eligibility: PGDM Pursuing

Job title: Intern (Marketing)

Duration: 2 months

Job domain: Sales and Marketing

Job responsibilities:
 help in creating identify and track sales leads
 generate sales reporting
 help in evaluating success, trends and failures of sales campaigns
 assisting with sales forecasting
Mode of interview: Virtual

Mode of joining: Physical (work from office)

**the candidate should be able to meet the official at the opted location

Note: candidates need to buy a 2.5 lakh accidental insurance plan which will be
valid for pan India (for 2.5 lac cover candidates has to pay Rs 150 as total annual
premium)

 Location/Territory: Patna

 Daily Target: you have to call 20 to 30 outlets.

46
 Description of Work (What did you do?)

When I talk about my description of work, here I have done Four types of work
in 2 Month internship period.

1) Enrol Loyalty Program for Retailers: In first two weeks I did enrolled
outlets in loyalty program. First of all, we will know what is Loyalty
Program, it is basically one types of gifts which is given by the company.
When we buy the product of HCL that time company will give some
points for shopping.

2) Field work for find out competitor (collect the poster of different
company) of The HCL Company: After I did the loyalty program then
another two weeks, I did office work for the company in Noida. In this
work I had gone to Office.
3) Point Redemption for retailers: When I did the Sales work in weeks after
that another for two weeks, company provide another work for points
47
 redemption for retailers. In this work I did work for retailers like when
they were bought the product of HCL that time, they had got some points
from company. So, when points are increased then they will buy some
products from HCL gallery. Like if you have 10,000 points means you
have Rs 10,000. Then you will buy the products of equal to Rs10,000. In
products gallery there are many products like Electronics, Home and
Furniture, Travel and Holiday, Fashion and automobiles.

4) Find Growth Rate (GR) Target for MGR/Retailers: After I completed the
point redemption for retailer company gave me another work for last two
weeks. In this work I have provided some data for retailers and MGR.

Method, you applied

RESEARCH DESIGN

The research design is the basic framework, which provides guidelines for the rest of the
research process. The present research can be said to be exploratory. The research design
determines the direction of the study throughout and the procedures to be followed. It
determines the data collection method, sampling method, the fieldwork and so on.

NATURE OF DATA
PRIMARY DATA: Primary data is basically fresh data collected directly from the target
respondents; it could be collected through Questionnaire Surveys, Interviews, Focus Group
Discussions Etc.
SECONDARY DATA: Secondary data that is already available and published .it could be
internal and external source of data. Internal source: which originates from the specific field or
area where research is carried out e.g., publish broachers, official reports etc.
External source: This originates outside the field of study like books, periodicals, journals,
newspapers and the Internet.

48
DATA COLLECTION
Primary data: Primary data was selected from the sample by a self-administrated
questionnaire in presence of the interviewer.

SAMPLE SIZE:

The survey is conducted among 100 respondents

Sample Area: NCR Delhi

Sample unit: Officials and Employees of HCL Global services in addition to the officials of
other companies like HP, HCL, Satyam etc. in regard to the current research study

SECONDARY DATA: Secondary data has been used which is collected through
 Articles,
 Reports,
 Journals,
 Magazines,
 Newspapers and
 Internet
SAMPLING TECHNIQUE

Random sampling technique has been employed to extract the fruitful results.This includes the
overall design, the sampling procedure, the data collection methods, the field methods and the
analysis procedures

SAMPLING PROCEDURE ACTUALLY EMPLOYED:

The process employed to select the sample was simple random sampling. Simple random
sampling refers to that sampling technique in which each and every unit of the population has an
equal and same opportunity of being on the sample. In simple random sampling, which item gets
selected is just a matter of chance.

ANALYTICAL TOOLS:

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Simple statistical tools have been used in the present study to analyze and interpret the data
collected from the field. The study has used percentiles method and the data are presented in the
form of tables and diagrams.

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 SAMPLING METHODOLOGY

Research methodology is a way to systematically solve the research problems. It may be

understood as a science of studying how research is done scientifically. In it we study the
various steps that area generally adopted by a researcher in studying his research problem along
with the logic behind them. It is necessary for the researcher to know not only the research
methods / techniques but also the methodology. Researchers not only need to know how to
develop certain indices and tests, how to calculate the mean, the mode, the median or the
standard deviation or the chi square, how to apply particular research techniques, but they also
need to know, which of these methods or techniques, are relevant and which are not, and what
would they mean and indicate and why. Researchers also need to understand the assumptions
underlying various techniques and they need to know the criteria by which they can decide that
certain techniques and procedures will be applicable to certain problems and others will not. All
this means that it is necessary for the researcher to design his methodology for his problem as
the same may differ from problem to problem. For example, an architect while designing a
building, has to consciously evaluate the best of his decision, i.e., he has to evaluate why and on
what basis he selects particular size, number and locations of doors, windows and ventilators,
uses particular materials and not others and the like.

I have carried out research which is both qualitative and quantitative in its support. The
qualitative approach applies to both, descriptive and inductive forms of research. While as in
case of quantitative approach, an extensive use has been made of the literature available to carry
out detail research on the nature of the problem. I have chosen HCL Global as the target
company for my research study.

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 What did you do to achieve daily Target?
Yes, I had given daily target. Here I am using some technique for achieving daily
target.
 Write down on paper: If you write your target on paper it is fixed your
mind so it will be easy for accomplishing. This simple act has a way of
making your target stick in your mind and gets your brain working on the
details of making.

 Ignore less important tasks: when you ignore your unimportant task and
try to doing your work and you have to focus on your task. It will be
helpful for your target.

 Build a success mindset: A positive mindset is a success mindset,

meaning you’re confident in yourself but also able to learn from mistakes.
When you are built success mindset your half work already done.

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 Any training given to you? If yes, describe

Yes, I have given training. First of all, I would like to say how training is
important in corporate life, Training process is the essential part of every
employee. Without training, employee cannot come to know the procedure of
work, rules and regulation of the firm. Sometimes when new technologies are
introduced, it is also responsibility of a firm to train its employee.

My trainer was told us focus on the consumers and not the organization. training
should present the broader market context. A marketing course will frequently
focus exclusively on market segments or product categories.

In my training I have learned how to do Loyalty Program, Point Redemption, GR

Target. I had given website to do the work. And time to time my trainer gave
training to doing work. So, my work efficiency is good. I achieved my target use
to training technique.

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 CONCLUSION

 HCL Info systems has been the leading light among IT players in India. It
has steadily improved its markets share quarter by quarter. Its revenue
from the computer systems segment in the last third quarter of 2009-
2010was Rs 337.2 crores as against Rs 267.0 crores in the corresponding
quarter of the previous year, a growth of 26 per cent. HCL Infosystems has
been able to bag large System Integration and hardware orders from
Vidyavahini, Canara Bank, SBI, AP Transco, NIC and DACNET.
Implemented a prestigious order for the Government of Mizoram. It also
displaced HP from the number one slot in the commercial PC market
during the July-Sept quarter last year registering a market share of 8 per
cent as per IDC report of November 02. Business strategies adopted by the
company to tap newer market segments showed encouraging results. Its
initiatives helped make inroads into B and C class towns, with focus on
faster product delivery and facilitating affordability through the consumer
finance route in more than 100 towns.

 HCL is a brand name and it has marked its presence in the market for
more than two-decades. HCL is an Indian product and it has the consumer
ethnocentrism attached with it. It has tapped the opportunities availing in
the Indian market by launching its IT product with a variety of range of
price and technology. But now with the entry of various foreign brands in
the market, the competition has become tougher.

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 Limitations/Problems faced:

 Research was limited to only IT education industry.

 Research was restricted to Greater Noida only.
 Since it is limited only to IT education industry so the entire customer satisfaction
level while and after purchasing a product cannot be projected on this research.
 Sometimes it was very difficult to get the necessary information as filling the
questionnaire required time.
 Research could have been wider if along with consumer behaviour pattern was also
studied.
 When I am asking OTP for point redemption program that time
retailors do not share OTP and they told me, this is fraud call I don’t
do this.

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 Recommendation

After studying the corporate business strategy of HCL Infosys and analysing the OD
interventions introduced therein, we have come to the following conclusions: -

a) Although they have a quarterly basis of appraisals, HCL should include customer
satisfaction achieved as one of the most important parameters. This will be in synergy
with their core competency of high-quality standards.

b) Since they have a detailed competency profiting and competency mapping done for each
designation. The same competencies can be incorporated to develop a more dynamic
compensation package. In this, the fixed component should have grades subject to
competencies required & intergrade levels depending upon the complexities of these
competencies. This will result in linking of compensation with job requirement, which is
the latest trend in HR practices.

c) ESOP should be offered to a larger no. of employees in order to have a much larger
acceptability as well as benefits to the employees. At present there is a strong resentment
amongst those who have not been offered ESOP.

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 BIBLIOGRAPHY

BOOKS
Marketing Research by Green, Tull

Marketing Research by Aaker, Dey

Network Concept by Andrew S Tannenbaum

Mageen
Business World

The Economics Times

Computers Today

Journals, Catalogues by HCL-HP

“Research Methodology “by C.R. Kothari

“Marketing Management” by Philip Kotler

“Successful Sales Management”: Dunn and Bradstreet

WEB SITES:

1) www.hcl.in

2) www.hclinfosystems.com

3)www.sahara computer .com

4)www.indiainfolin.com

5)www.khoj.com

6)www.ibm.com

7)www.hp.com

8)www.altavista.com

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 APPENDIX

QUESTIONNAIRE
This survey is being carried out to gather information about the marketing strategies of HCL

infosystems’s IT services. The information is being used by management students for academic

purpose only

1. Since how long you are associated with IT industry In India?

 0-5 Years  6-10 Years  More than 10 Years

2. According to you which is the most consumer-oriented brand?

 HCL  Compaq Ibm

Wipro  Others

3. What is the market potential of HCL Global India?

 Excellent  High  Medium

 Low  Can’t Say

4. How would you rate consumer’s preference for HCL Global India?

 Excellent  High  Medium

 Low  Can’t Say

5. What is effect of Product and Poster Display?

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  Excellent  Very Good  Good

 Average  Poor  None

6. How would you rate the effect of Catalogue?

 Very Good  Good  Average

 Poor  None

7. Please rank promotional activities on the scale of effectiveness (Rank 1-6)

 Canopy  Ads in Newspapers

 Direct Marketing  Insertions

 EPP  Can’t Say

8. How would you rank the in-shop promotional activities of Channel Partner?

 Excellent  Very Good  Good

 Average  Poor  None

9. Who are the major consumers of HCL India’s products and services?

 23 percent -------------------- domestic market

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  27 percent ---------------------foreign market

 44 per cent -------------------- both domestic and foreign market

 06 percent --------------------- Do not know /Cannot say

10. Major Weakness of HCL India’s Marketing strategy.

 Branding ------------------------------------ 07 per cent

 Publicity ----------------------------------------- 09 percent

 Infrastructure assessment

 and Development ---- -----------------------------26 percent

 Lack of effective distribution channels—51 per cent

 Do not know / Cannot say ----------------- 07 per cent

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