Excellence Through Simplicity ABP 2015

ANNUAL BUSINESS PARTNERS MEET FEBRUARY 2015, MUMBAI

1.1 Jetking Growth Strategy

1.2 Channel Management

1.3 Customer Segmentation

1.4 Sales & Marketing

1 Day - 1

Rapidly changing landscape

3

Where we are today!!

25 years of IT Training Leadership

Over 600,000+ trained

National Network

Established Brand

4

Opportunities

Evolving Customer IT savvy

More Graduates, Low Employability

IT dependant Eco System, More Jobs

Changing Job Profiles, Higher Pay

Govt focus on Skill based Education

Very Little Competition

5

Challenges

More Enquiries or Better Conversion

Enrolment or Drop Outs

Billing or Collection

Costs or Capacity Utilisation

Placements or Employability

Advertising or WOM

6

Business Indicators

7

Leads 100,000+

Enquiry 36,000+

ENR 12K

Collectable of 60 cr

Collection of 50 cr

15% Waste

Simplify to Grow

Efficient Sales Funnel Quality of Leads Higher Conversions

Batch Management & Exams Higher Student Satisfaction Less DO, On Time Collection

Not just Train but make Employable Faster Placement Increased WOM

8

Do More With Less for More

Vishal Sikka CEO, Infosys

9

Growth Framework

10

PLACEMENT TRAINING ENROLMENTS

Technology & Process People

Strong Centers

The Sales Funnel

Database

Leads

Enquires

Enrollments

10

20

30

11

Who, How?

Focus on Ideal Customer Segment Undergraduates

Follow Sales Funnel System for Leads

Lead Management

Training & Tools 12

Web

College

Referrals

40%

40%

20%

Training

Integrated Exam

Practicals

Employability

Faculty Training

13

Placement

Placement Forecasting

Job Bank/HUB

Key Account Management

Recruiter Marketing

14

Technology & Process

Content Synchronised Course Courseware Manuals & Upgrades

ERP End to End Lighter, Cloud Based

JOST Web Based LMS Integrated with Student Learning

15

Cluster Support System

16

Marketing Training Placement Channel Sales Technolog

y Human

Resources Finance

Cluster Placement Manager

Cluster Delivery Manager

Centre Supervisor

Centre Manager

Centre Placement

Officer Centre Sales

Zonal Manager

Cluster

Management Team

CEO

Strategic Initiatives 2015

17

CENTRE

ENROLMENT

Web Leads GAT Test Promotion

TRAINING

Exams Training Employability

Placement

Cluster Training

Technology

Recruitment

30%

Forecast Score Card Job Bank

Success Matrix

18

CAPACITY UTILISATION

GENERATE WOM

EFFICIENT OPERATIONS

QUALITY DELIVERY

Capacity Utilisation

19

Capacity Utilisation 100% 75% 50% 25%Students 448 336 224 112Collections 20,16,000 15,12,000 10,08,000 5,04,000 Variable Costs 3,19,600 2,39,700 1,59,800 79,900

16% 16% 16% 16%Fixed Costs 3,90,000 3,90,000 3,90,000 3,90,000

19% 26% 39% 77%Total Costs 7,09,600 6,29,700 5,49,800 4,69,900 Margin 13,06,400 8,82,300 4,58,200 34,100 % 65% 58% 45% 7%

Less Affiliate Fees 6,04,800 4,53,600 3,02,400 1,51,200

Net Margin to Center 35% 28% 15% -23%

Be Agile

Focus on Leads not just Enquiries Telecalling is a must Conversion comes from House Visits Fill Capacity, Idle center is a waste Conversion is the only reality Innovate

20

Generate WOM

100% Placements Vacancies as per forecast High Employability Guest Faculties Alumni

21

Generate Brand Ambassadors

Quality Delivery

Labs & Practicals Courseware Batches as per schedule Exams & Assessments Student Engagement Program PTMs

22

Efficient Operations

Reduce, not Remove Quick Decision Making Performance is the only Reality Invest in Quality, not Quantity Analyse Operations

23

Growing Together

Be United Remove Cobwebs Be Change Ready Absorb New Ideas Be a Learning

Team Get Action Oriented Go & Win

24

2015 Key Idea

25

2015 Key Idea

26

27

2015 Key Idea

LETS GROW TOGETHER

28

BEST IS YET TO COME

29





1 Day - 1

Today

31

Integrate

32

End to End Responsibility

33

Team work

Difficulty in reaching out to affiliate

Challenges in ownership of region Challenges in communication and

resolution of problems

34

Cluster Distribution

35

East Cluster

South Cluster

West Cluster

North Cluster

New Support Structure

36

Cluster Head

Cluster Delivery Manager Zonal Managers


Cross-Functional Orgt. Matrix

37

Marketing Training Placement OPERATIONS Technology Human

Resources Finance



Centre Supervisor

Centre Manager

Centre Placement

Officer Centre Sales Executive

CEO

Zonal Manager

Cluster

38

Cluster Head

The Cluster head will be responsible for all the operations of his region. (Including own center).

P & L of the region:

Develop & own P&L Budget for the Cluster

Fees which should have been collected Vs. actual collection.

39

Cluster Head

Sales:

Set Center wise revenue targets and drive the sales

Monitor BTL activities of center

Monitor Sales funnel of each center

Implement corrective actions

40

Education Delivery:

Monitoring Students on Roll (SOR)

Ensure the audits and tech support

Adequacy at courseware centers

Monitor and improve the exam appearance

Cluster Head

41

Manpower and training: Ensure optimal manpower at Affiliate centers Identify training needs and implement trainings (Both Tech and Sales) Placements: Ensure 100% placement to eligible students

Cluster Head

42

Zonal Manager

SPOC for all Centers within his Zone

100% Resolution of BPs queries

Create and deliver Enrolment targets for

Zone/Centers/Products as per Revenue Targets

Billing & Collections

Marketing & Business Development

Zonal Manager

Ensure optimal Centre Management

Customer Service & resolution of student

complaints

Analyse product performance & give feedback

Own overall Employability Score for his Zone

Authorize drop outs

43

44


CDM will own the end to end Education Delivery operations:

Creating complete MIS of Education delivery

Training need analysis of Faculties

Monitoring and controlling batch delay

Ensure Zero DropOuts and 100% collection of Monthly Fees

Faculty Testing (FCT/FAT/CAT)

Optimal infrastructure (Tech and General)

Quality Audit of the centers & 100% student satisfaction

Examinations

Courseware

Digitization and Jet Edge

Ensure higher Employability Score/Student


45

Job Bank Manage Key Accounts and create Job Profiles Visit new recruiters and empanel them for recruitment Forecast the no. of students and ensure enough vacancies for them (1:3) Employability Score


46

Training for the center supervisors for streamlining

placements

Maintaining MIS of Placements

Alumni Database and maintain relationships


47

Ownership of Cluster

Cluster Head will be the final authority

All the escalations will go to CH

Zonal Heads will won Sales and Marketing

CDM will own education delivery

CPM will own Placements

They will be respective SPOC of Dept.

48

North Cluster

49

TBA

CH

Afaque Ahmed

CDM

Govind Sharma N1

Manoj Singh N2

ZMs

Amanpreet

CPC

South and East Cluster

50

Debi Prosad

CH

Santosh Patra E

Amit Gupta- S1&S2

CDM

Dibeyendu Pal E

TBA S1 & S2

ZMs

Sreeja - E

CPC

West Cluster

51

Vinod Patil

CH

Abhay Raikar W1,W2

CDM

Deepak Dayma

ZMs

Pradyna

CPM

Sales Support

Sales Trainings Online Leads Corporate Media College connect Refer and win Incentive of HO

52

Training Support

Smartech Training conducted in Mumbai Server Plus Training Network Security Training Ms Private Cloud Training Storage Basics Training Course Synchronisation

53

Placement support

Placements through hub Placement trainings National Placement week Vacancies Generated for Affiliates Placement Maharaja Contest Biannual Awards for Placements

54

Promise FY15-16

Quarterly Sales trainings Recruitment Assistance Quarterly Sales Campaigns Incentive Schemes for Centre Staff

55





1 Day - 1

Marketing Ovierview

57

60k Web Leads

Aggressive Online referral campaign

Webvoice for faster leads

Integrated Email Campaign

Lokmat Corp Excellence Award

National TV Campaign

Referal Scheme Q4

- Incentivise students to bring referrals

- Centrally driven promotion thru web

- Expecting 2000+ enrolments

58

IDEAL CUSTOMER PROFILE

59

Do we need to review ICP?

Yes, to stay relevant to changing market conditions and evolving customers

and Yes, to identify future strategy for Jetking..

60

Is this segment of UG/Grads Big enough?

College going crowd is similar size as

school passing out group

Need for Employment is very high @ 90%

amongst Grads

61

Industry Demands Graduates!!

It is interesting to note that contrary to the popular belief that mostly engineers are hired in the IT industry, only 1/3rd of the people employed in the industry are Engineering graduates. ~50 per cent are graduates other than engineers.

Bulk of Hiring is from Non Tech

Grads

62

So shortlisted segments

63

What is the evaluation Criteria?

Parameters Variables

Educational Background 10+2 VS UG Vs Graduate Enquiry

Location Metro, Mini-metro, Metro Enrollment

Course JCHNE/ P , MNA, SmartGrad Conversion Rate

Age Billing

Placement Drop-outs

Cost of Acquisition

MHI Major Influencers Father Occupation

Based on multiple parameters we evaluated our customer segments

64

Findings of Analysis -1

Undergraduates are the most attractive segment

Highest Enrolments and Best Conversion at 35%

under various courses

50%+ of our students are Undergraduates

More then 80% of UGs opts for Career programs

Across all cities the trend is same

65

50% of students currently studying are undergraduate

193

523

64

232

127

17%

46%

6%

20%

11%

0%

13%

25%

38%

50%

0.

150.

300.

450.

600.

10+2 Undergraduate - Tech Graduate - Tech

Student Percent

Total 1,139

Undergraduate

Survey Monkey

66

Conclusion Hypothesis

1.Undergraduates is the biggest chunk.

2.Placement for undergraduates has a high

number with 25% increased salary. Aligned

courses can increase placement rate by 6 times.

3.Profitability realisation is higher with the right

courses

67

Focus ICP

CAREER Undergraduates

Non Technical Arts/Commerce Located in Tier 1 & 2 cities

CAREER Tech Graduates Other Graduates Any streams Located in Tier 1 & 2 cities

SHORT TERM/CERTIFICATION Address need of Capacity

Filling Improve conversion from this

segment of enquiries Jetking Alumni Working Professionals Located in Metros N+/S+/CCNA/MCITP/RHCPE

68





1 Day - 1

Next Year

Sales and Marketing Plan 2015-16 1. Jetking GAT Test 2. Digital Marketing 3. 2015 Media Plan 4. SALES Training & Team Development

70

Reaching inside colleges

Jetking GAT Test

71

Digital Marketing 15/16

74

3 key areas of focus

- Lead Generation: Increase leads via the digital medium.

- Referral: One referral signup from every current student.

- Social Media Engagement : Facebook, Twitter, Youtube.

75

Targeting

Target potential students based on their online behavior and digital footprint

We can find the target audience here: Mobile apps Song download websites Free messaging sites Free/Easy Recharge websites FB pages: Job openings, Love your bike Make money fast, make money online websites/articles FB apps: Horoscope check, Who viewed your profile Hindi to English translator Ads on SiFi / Cybercafe Management Software

76

What are the channels?

Google Adwords Google Display Google Re-targetting Facebook Ads Affiliate Listing Mass Emailers Content marketing Social Media Marketing Paid SEO

77

Jetlink is National

Referral: One referral signup from every current

student

81

Referral System

Objective: Get one sign up from each current student

Communication: Share the joy of getting a job on your merit with your friends and family

Incentive: Variations of what works from Refer and Win

82

Referral System Strategy

Referral System

Existing Students Past Students

Introduce the referral system through a presentation

Send constant reminders via SMS and email once a month (12 month course)

After passing from JetKing, give the final push via email or print

Reach out to past students via SMS, Whatsapp and email

Send constant reminders via SMS and email, once every two months (4 times)

Also, build a database of testimonials from past students

83

Sales Funnel Process

Database Database

Leads

Enquiry

Enrollment

1,500

150

30

10

10%

20%

33%

A clear sales process will lead to accountability and visibility among the sales steam at the centers

Any deviation in the sales funnel can be addressed immediately 84

Qtr Activity Media Plan

Q1 All India GAT Print Ads

Q2 Conversion with Promotion Print Ads

Q3 All India GAT Print Ads

Q4 Conversion with Promotion Print Ads

85

2015 Media Plan

2015 Media Plan

Media Plan Frequency Schedule Target

Aaj Tak Weekly Prime Time Parents

Zee News Weekly Prime Time Parents

NDTV Hindi Weekly Prime Time Parents

86

Sales Training and Team Development

Training Calendar Training Content Training Manual Training Review Training ERP/LMS Training of Staff

87

Objective

Social Media Engagement : Facebook, Twitter,

Youtube.

88

2.1 Human Resource Management

2.2 Delivery, Employability & Assessment

2.3 Industry Affiliation & Placement

2.4 Technology & Systems

2 Day - 2

The Objective of this presentation is not to

hurt any sentiments or feelings against any

Person or centre.

We are trying to present facts and issues

related to Centre Human Resource

96

Picture This 1

A Counselor informs One of the National Head

that she received her Nov.14 salary on 18th Feb.15

She is a mother of two. Her husband is not too well off.

Her salary is only 10 k

How motivated employee she is?

97

Picture This 2

A placement Executive working with a centre for over 9

yrs, does not have any benefit except salary ! Not even

conveyance.

What do you feel will be his/her contribution to wards

centre growth?

98

Picture This 3

A faculty does not gets any offer/ appointment

letter. And while leaving does not gets his reliving letter

also

Is he an employee or a passer by?

99

Picture This 4

A faculty works with a centre from morning 8 am

to evening 8 pm every day

Conducting 5 batches in a day

What kind of students involvement do you expect in his

batch?

100

Select The Right Resource

101

Human Management

Human Management

Counsel

Monitor Train

Motivate

102

Alignment

103 103

Precautions

Regular Management of Inflow and Out flow

Regular Time and Motion Study

Regular Motivation

Regular Training and Counseling

Involvement and Tracking

104





2 Day - 2

Focus

106 80% of student lifecycle

Quality

Course Content

Faculty Training

Assessment

Employability

Course Content

107

Synchronised Progress Book New Development

Progress Book

Faculty Training

109

International Certification

Pilot Project

Smartech North/West

Improved WoM

Assessment

110

Simpler, Better, Smoother

Ease of operation

Timely Results

Auto ERL

Modular Exam

111

On batch creation Exam Request List will be generated

Examiner will assign exam to the batch

Post exam marks will be automatically updated in

Calibre

Third party assessment will be conducted twice

Final Certificates will be sent from HO

Employability

112

Improved Quality Placements

Pilot Batch FSP

Job Profile

Comm. Skills

Integrated in course

Audit

113

Simplified Audit

Focus

Frequency

NC

E-T-P-C

Quarterly

Close as per deadline

Cluster team to Support





2 Day - 2

Triple Your Cash Collection Every Year Through

Placements

115

Any Thoughts??

116

Discuss

117

Almost 5 years since I am looking at placements

118

Its been a privilege to give jobs to over 3 lakh people

119

How To triple your revenue every year

120

Enrolments= Placements

121

Quality??

122

4 most important factors

123

1) faculty

124

2)Practicals

125

3)lab uptime

126

4)Understand Value

127

Make sure they are enjoying their time at a

level 10

128

Attitude of Gratitude

129

Why placements are not equal to enrolments

130

And How We Can make 100% Enrolments= 100%

placements

131

Once They Are Placed

How Many Of Your Friends Would You Like To Have A Life Like Yours

132

Massive Covert Word Of Mouth Marketing

133

Seed The Referral

134

They Need To Teach About Jetking And Key chapters and

get their feedback forms

135

INDUSTRY DEMAND PLACEMENTS

Industry Segmentation

137

Employment Trends - IT

138

Employment - Education

139

Demand by State

140

Region wise Demand Supply Gaps

141

INDUSTRY EXPECTATIONS PLACEMENTS

An estimated 2 million graduates /

year

Only 25% of graduates are

employable

Huge Opportunity to Reskill

FACT SHEET

143

144

Expectation of Industry Hardware & Mobile Devices Printers & Peripherals Operating Systems Applications/Tools MS Office, Anti Virus, etc Mail : Outlook, Exchange Browsers Networking : IP/MAC, Routers/Switches/cabling, CCNA Servers MS/Linux Security : Access Control, authentication Internet : LAN,WAN, WIFI Remote Trouble shooting Support, Ticketing & Logging Trouble shooting, Training & Demo skills

Expectation of Industry Must be committed, disciplined & self motivated

Exhibit aptitude and willingness to learn

Must be able to work in team and collaborate

Basic knowledge of the work culture & processes.

Basic Presentability, Communication, Technical &

Customer Handling Skills

145

146

Expectation of Industry

The Industry has high expectation for newly hired engineers in the area of : - Attitude - Skills - Knowledge - Capacity to learn

Employability Score

147

JETKING PLACEMENTS

Employability

We need higher focus for better placements 149

150

Student Average Salary

8932 9278

10460

9023

East North South West

Salary Analysis (2014-15)

39%

32%

22%

7%

Salary Mix Salary Range Placed Nos %

10000 & above 2804 39% 8,000 - 9,999 2284 32% 6,000 - 7,999 1574 22% 6,000 & below 495 7%

3023

7901 4322 9536

43% 20%

Placement Nos. Avg. Sal

2013-14 2013-14 2014-15 2014-15

Quality Placement & Average Salary

WOW Factor

YTD JAN TOTAL PM PD PH

Jobs

created 17670 1767 68 8.5

Placed 7150 715 29 3.5

Average Salary 9536

1.14 L (per annum)

ROI 191%

154

39 centre benefited from Hub REGION Placement Nos. NORTH 125 WEST 35 EAST 26

SOUTH 4

2013-14 2014-15

109

237

Placement HUB grew by 117%

155

TOP 10 Placement Leaders

REGION CENTRE

LOCATION PLA B.MRK QP QP % RANK

NORTH SOUTH EXT 277 276 276 100% 1

SOUTH AMEERPETH 345 341 275 80% 2

NORTH LAXMI NAGAR 334 261 261 78% 3

SOUTH RAJAJINAGAR 234 222 222 95% 4

SOUTH SHIVAJINAGAR 217 167 167 77% 5

NORTH CHANDIGARH 284 223 156 55% 6

WEST NAGPUR 154 154 151 98% 7

SOUTH SADASHIVNAGAR 200 142 142 71% 8

WEST VASAI 173 131 130 75% 9

WEST SEWRI 162 128 128 75% 10

Job Fairs Delhi/Kolkata/Mumbai

Delhi/Kolkata/Mumbai

Recruiter Meetings

Placement Focus Areas

Employability Course

Placement Forecasting

Job Bank/HUB Key Account

Management Recruiter Marketing

158





2 Day - 2

ERP Technology & Systems

Process

CENTRE

ADMISSIONS

Web leads GAT Test Promotion

TRAINING

Exams Training Employability

Placement

Place. Forecasting Employability

Score Card Job Banks

Cluster Training Technology Recruitment

161

Achievements

162

Enrollment Sales funnel

Increase conversion ratio Qualify opportunities

Sales Funnel

163

Achievements

164

Enrollment

Collectable generation

Student fee collection Reduce outstanding

Collectable

165

Achievements

166

Enrollment Single receipt generation

Simplicity to record No maintenance of multiple receipts

Single Receipt

167

Achievements

Training

Automation of student attendance Time saving Accuracy

168

Biometric Student Link

169

Student Attendance

170

Achievements

Training

Simplify Exam Process Hassle free ERL generation Track Students for exam appearance

171

ERL

172

Online Exam

173

Exam Tracker

174

Major Transformation

Challenges

Delay in live update Report generation takes time

Resolution Database splitting by10th April Database Compressed for Faster live update

175

Future Plan

176

Sr. No. Feature Process Deployment

1. SMS/Email to Student for outstanding

Enrollment 15th March

2. Course projection Student wise Training 15th March

3. Placement Form submission Entry Placement 15th March

4. Migration on ERP on cloud Technology 1st Quarter 2015-16

5. Central Job Bank Placement 1st Quarter 2015-16

Help us to help you

Input data of all parameters Authenticate data Adhering to new processes Better Communication Help to meet your expectations

177

JOST Technology & Systems

IS ONE WHERE STUDENTS ARE INTRODUCED TO CONTENT AT HOME THROUGH DIGITAL TOOLS AND THEN PRACTICE IT AT SCHOOL UNDER THE GUIDANCE OF A TEACHER. THIS IS THE REVERSE OF THE TRADITIONAL PATTERN.

Flipped Classroom

179

Much more tech savvy. Independent thought process Wants to manage time better. Ready to learn online

Student Today & Tomm

180

3 Challenges of education

ACCESSIBILITY AFFORDABILITY

ACCOUNTABILITY

181

Do we have data on how students are learning?

How much self effort vs teaching? How much value are faculties able

to provide? Is digital content more engaging

than non digital? Do we know how our faculties are

teaching on a daily basis?

Our Challenges

182

Learning Framework

Project

Learning

Doubt Clearing

Contact Sessions

One on One Interaction

Daily & Monthly

Assessment

Mobile Learning

(Tab/Laptop)

Assessment at Entry (Voice & Aptitude)

Employment

Entrepreneurship 184

Student Learning Evolution

Program Progression

Potential Operational Savings

0 Foundation Program Skills Program

100

80

60

40

20

0

FSP Program

Faculty Involvement

Student Engagement

Core Skills

Soft Skills

Tech Skills 50% 30%

20% 20%

40%

40% 50%

Contact Session in %

30%

20%

185

The Golden Triangle of Learning

Quality

The Golden Triangle

Access

Cost

How do we provide better access? -Online Mobile/Mobile Learning -Doubt clearing through online/ phone support -Practical kits for projects

How do we deliver quality outcomes? Daily and Monthly Assessment Industry interactions through webinars Real life Learning through community programs

How do we deliver affordable education to students? Self Learning at home thereby Reducing No. of Contact session Skill Vouchers for practical in centre Maximum Learning happens thru self directed learning 186

Active Learning

21st Century Learning

Passive Learning

20th Century Training Remembering

Understanding

Applying

Analysing

Evaluating

Creating

Blooms Taxonomy

Classroom Consumption

Application

Reproduction

Creation

Current Future

187

Home Page

188

Daily Assessments

189

Assessment report

190

Assignment

191

Student Report

192

Student Report

193

Why Should we do?

IF WE DON'T DO IT SOMEONE ELSE WILL PEOPLE HAVE STARTING STUDYING OUT OF

CLASSROOMS REAL TIME DATA THAT WILL HELP YOU

UNDERSTAND THE QUALITY OF EDUCATION AT YOUR CENTRE

194

Where is education moving

BYOD BLENDED LEARNING - ONLINE & FACE 2 FACE COMMUNAL CONSTRUCTIVISM CONNECTED LEARNING GAME-BASED LEARNING & GAMIFICATION SELF PACED LEARNING TEACHER TO FOCUS MORE ON HUMAN &

EMOTIONALLY COMPLEX INTERACTIONS

195

Thank You !!!

Excellence Through Simplicity ABP 2015

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