A

Project Report
On
Market Research to generate Sales Opportunities for Wipro InfoTech in
Patna

Submitted To University of Pune

Towards Partial fulfillment of Requirement for the Award of Degree of
MASTERS OF MARKETING MANAGEMENT
BY
NIKITA SHUKLA
MMM (2009-2011)
Under the guidance of
Prof.Chetan Chaudhari

SINHGAD BUSINESS SCHOOL

PUNE – 411041
 DECLARATION

I, the undersigned, hereby declare that the Project report entitled “Market
Research to Generate Sales Opportunities at Wipro InfoTech,Patna “for the
Award of degree of Master in Marketing Management under the Guidance of
Prof. Chetan Chaudhari, is my original work and the conclusion drawn there in are
based on material collected by myself.

Place Name
Date Research Student
 ACKNOWLEDGEMENT

I take this opportunity as privilege to express my deep sense of gratitude to Prof. MN Navale,
Honorable Founder and President of Sinhgad Technical Education Society, Pune and Dr. Daniel
Penkar, Director, Sinhgad Institute of Management. I also take this opportunity as privilege to
express my deep sense of gratitude to Mr. Ravi Ranjan Kumar, Senior Account Manager for his
continuous encouragement, invaluable support, guidance and help for completing the project.

I wish to express a special thanks to my project guide Prof. Chetan Chaudhari for extending
their and encouragement.

NIKITA SHUKLA
 CONTENTS

SR. NO. PARTICULAR PAGE NO

1. EXECUTIVE SUMMARY

2. OBJECTIVE AND SCOPE OF THE PROJECT

3. COMPANY PROFILE

4. RESEARCH METHODOLOGY

5. DATA ANALYSIS

6. FINDINGS
7. SUGGESTIONS

8. LIMITATIONS OF THE PROJECT

9. CONCLUSION

10. BIBLIOGRAPHY

11. ANNEXURE
EXECUTIVE
SUMMARY
 EXECUTIVE SUMMARY

Wipro Limited is a $5 billion conglomerate (NYSE: WIT) providing IT services and solutions to
enterprises across India, US, UK, Japan, Europe, APAC and Middle East. In addition to its
flagship IT Services business, the Group also has diversified business interests in Infrastructure
Engineering and Consumer Products & Lighting in India and abroad.
Wipro InfoTech is the India and Middle East IT business unit of Wipro Limited. It is also one of
the fastest growing companies in the Middle East.
Wipro offers a 360 degree service portfolio spanning the entire IT lifecycle. This includes
Consulting, Business Solutions, System Integration, Infrastructure and Application Management
and Total Outsourcing services where we service al IT needs of a customer, end-to-end.
The main objective of the project was to create market opportunities for WSNT (Wipro System
and Technology) in the various educational institutes, banking sector, PSUs and government
organizations of Patna.
A sample size of 20 was chosen for these organizations of Patna. The survey method chosen was
organization to organization personal interview with the help of a questionnaire.
After this project it has been found that most of the Organizations were using IT infrastructure
and ones who were not using Wipro IT products were even willing to try them.
The project analysis of Patna shows that today Wipro is the market leader in IT market Patna
and Organizations give maximum importance to brand reputation while purchasing IT products
as compared to other factors.
OBJECTIVES AND SCOPE
OF THE PROJECT
OBJECTIVES :
➢ To generate sales Leads for Wipro InfoTech.
➢ To study the awareness level of Wipro IT products.
➢ To find out various types of IT Infrastructure being used by various Organizations.
➢ To find out the requirements in IT Infrastructure of various Organizations.
➢ To compare other IT Companies with Wipro Ltd. on various IT parameters.
➢ To promote the Wipro IT products.

SCOPE OF THE PROJECT :

Product Scope of Wipro InfoTech includes the following:

➢ Desktop
➢ Laptop
➢ Server
➢ Database
➢ Networking
➢ Software

Functional Scope:

➢ Creating Sales Opportunities

➢ Analyzing Market potential
➢ Collection of Information

Geographical Scope :

➢ Bailey Road, Patna

➢ Fraser Road, Patna
➢ Boring Road, Patna
➢ Dakbanglaw Crossing, Patna
➢ Patliputra, Patna

Company Profile
Spirit Of Wipro

➢ Act with Sensitivity

➢ Intensity to Win
➢ Unyielding Integrity

Wipro Advantage
➢ High consulting capabilities and technical expertise across vertical
➢ Over 40 industry-facing Centres of Excellence to test and demonstrate solution capability
➢ Templatized reusable solutions for quick turn around – Faster time-to-market for
customers
➢ Enhanced operational efficiency, productivity improvement Unyielding I.

n GROWTH DURING THE RECENT YEARS :

Segment Consumer care & Growth YoY PBIT
Lighting Rs.Crores

IT Services 5165 2% 1218

IT Products 1011 22% 61

Consumer care & 574 18% 75

Lighting

AAAAAAAAAAAAAAAAAAA

ABOUT WIPRO (Ajim Premji ,chairman of Wipro)

www.wipro.in

Wipro Technologies Limited is a giant information technology services corporation

headquartered in Bangalore, India. According to the 2008–09 revenue, Wipro is one of the
largest IT services company in India and employs more than 112,925 people worldwide as of
June 2010.[4] It has interests varying from information technology, consumer care, lighting,
engineering and healthcare . Azim Premji is the Chairman of the board.

WIPRO HISTORY
Wipro (an acronym of "Western India Products Limited") started as a vegetable oil trading
company in 1947 from an old mill at Amalner, Maharashtra, India founded by Azim Premji's
father.

When his father died in 1966, Azim, a graduate in Electrical Engineering from Stanford
University, took on the leadership of the company at the age 21. He repositioned it and
transformed Wipro (Western India Palm Refined Oil Ltd) into a consumer goods company that
produced hydrogenated cooking oils/fat company, laundry soap, wax and tin containers and later
set up Wipro Fluid Power to manufacture hydraulic and pneumatic cylinders in 1975.

In 1977, when IBM was asked to leave India, Wipro entered the information technology sector.

In 1979, Wipro began developing its own computers, and in 1981 started selling the finished
product. This was the first in a string of products that would make Wipro is one of the India’s
first computer makers. Wipro Technologies hired managers who held their employees to strict
performance standards. In 1980 Wipro moved into software development and started developing
customized software packages for their hardware customers. This expanded their IT business.
Since 1992 Wipro has begun to grow its roots offshore in United States and by 2000 Wipro Ltd
ADRs were listed on the New York Stock Exchange site. The company's revenue grew by 450%
from 2002 to 2007.

A CROSS SECTION OF SOME OF THE KEY CLIENTS OF WIPRO

www.wipro.in
 PRODUCTS RANGE
OF WIPRO

Wipro products
Wipro InfoTech product delivery capabilities are driven by strong alliances with some of the
world's leading technology corporations. Strategic partnerships of Wipro includes IBM, Cisco,
Microsoft and Sun among others, have been in place for more than a decade and this is a
reflection of the constant quality Wipro deliver to the business. It includes from PCs, laptops and
servers to critical software product requirements.
Wipro Computing Products:
Notebooks
Desktops
Enterprise Servers

Wipro Services:
System Integration
Managed Services
Total Outsourcing
Application Development and Portals
Business Transformation Services
Security Governance
Data warehousing and Biz Intelligence

Domains:
Banking and Finance
Telecom
Healthcare
Government
Enterprise

Some of the Wipro Products:

Wipro 7B1610 Wipro 7B1620 Wipro 7B1630

Racer Yellow Wipro E.GO-14"-Winter Blue Wipro E.GO-14"-Autumn Red

Wipro 7710P Wipro EM4700 Wipro 7B3800

RESEARCH
METHODOLOGY
 Meaning of Research

Redman and Mory define research as a “systemized effort to gain new knowledge.” Some
people consider research as a movement, a movement from the known to the unknown

Research is an academic activity and as such the term should be used in a technical sense.
According to Clifford Woody, research comprises defining and redefining problems,
formulating hypothesis or suggested solutions; collecting, organizing and evaluating data;
making deductions and reaching conclusions; and at last carefully testing the conclusions to
determine whether they fit the formulating hypothesis.

Objectives of Research

The purpose of research is to discover answers to questions through the application of scientific
procedures. The main aim of research is to find out the truth which is hidden and which has not
been discovered as yet. Though each research study has its own specific purpose but the
research objectives can be listed into a number of broad categories, as following:-

1. To gain familiarity with a phenomenon or to achieve new insights into it. Studies with this
object in view are termed as exploratory or formulative research studies.

2. To portray accurately the characteristics of a particular individual, situation or a group.

Studies with this object in view are known as descriptive research studies.

3. To determine the frequency with which something occurs or with which it is associated with
something else. Studies with this object in view are known as diagnostic research studies.

4. To test a hypothesis of a causal relationship between variables.

5. Such studies are known as hypothesis-testing research studies.

Significance of Research

“All process is born of inquiry. Doubt is often better than overconfidence, for it leads to inquiry
and inquiry leads to invention.” Is a famous Hudson Maxim in context of which

the significance of research can well be understood. Increased amounts of research make
progress possible.

Research inculcates scientific and inductive thinking and it promotes the development of logical
habits of thinking and organization.

The role of research in several fields of applied economics, whether related to business or to the
economy as a whole, has greatly increased in modern times. The increasing complex nature of
business and government has focused attention on the use of research in solving operational
problems. Research, as an aid to economic policy, has gained added importance, both for
government and business.

Research Methodology

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

understood as a science of studying how research is done scientifically. In it we study the
various steps that are 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 or techniques but also the methodology.

Data Collection Source

Information was collected through primary source.
Primary Data: In some cases the researchers may realize the need for collecting the first hand
information. As in the case of everyday life, if we want to have first-hand information or any
happening or event, we either ask someone who knows about it or we observe it ourselves, we
do the both. Thus, the two methods by which primary data can be collected is observation and
questionnaire.

Secondary Data: Any data, which have been gathered earlier for some other purpose, are
secondary data in the hands of researcher. Those data collected first hand, either by the
researcher or by someone else, especially for the purpose of the study is known as primary data.
The data collected for this project has been taken from the secondary source.

Development of research plan:

Research methodology is the way to systematically solve the research problem. Properly
designed research methodology provides researcher flexibility and helps in achieving required
objectives within the particular time limit.

The following research plan was made:

Study Duration 2 Month

Area Different Part of Patna

Target Respondents Educational institutes, Banks, PSU, government sector

Methodology Descriptive

Sample design:

A sample design is a definite plan for obtaining a sample from a given population. It refers to the
technique or the procedure the researcher would adopt in selecting items for the sample.

Sample population:
The sample population consists of all Educational institutes, Banks, PSU (Public Sector
Undertakings), government sector from Patna.

Sampling plan:

The sampling techniques used for the study were convenience sampling and Random
sampling. This is because the respondents those were approached were selected on the basis of
area and convenience of the researcher.

Sampling Unit:

Target sampling unit consists of Educational institutes, Banks, PSU, government sector in Patna.

Sample size:

Sample size is taken in Patna as following way:

All Organizations Pvt. And Public (IT Users)- 50

 Data
Analysis

Table No.1:- Are you currently using IT Infrastructure?

Respondents using IT Number of Respondents Percentage

Infrastructure
Yes 35 70%
No 15 30%
Interpretation:

➢ From the above Pie Chart, it is interpreted that out of 50 respondents, 70% of the
Organizations are using IT Infrastructure and 30% are not using IT Infrastructure.

Table No.2:- Are you aware of the Wipro IT Products?

Respondents aware of Number of Respondents Percentage

Wipro IT products
Yes 30 60%
No 20 40%
Interpretation :

➢ From the above Pie Chart it is interpreted that out of 50 respondents ,60% of the
respondents were aware of Wipro IT products and 40% were not aware.

Table No.3:- Are you satisfied with the performance of the IT Infrastructure of your
Organization?
Satisfied respondents Number of Respondents Percentage
Yes 30 60%
No 20 40%
Interpretation :

➢ From the above Pie Chart it is interpreted that out of 50 respondents, 60% of the
respondents were satisfied with the performance of IT Infrastructure of what they were
using presently and 40% were not satisfied.

Table No.4:- What kind of Client (Hardware) currently this Organization is using?

Client used by Org. Number of Respondents Percentage

Desktop 15 30%
Laptop 35 70%

Interpretation :

➢ From the above Pie Chart it is interpreted that out of 50 respondents,70% of the
Organizations were using Laptops and 30% were using Desktops.
Table No.5:- What kind of storage (hardware) your organization is using presently?

Storage used by Org. Number of Respondents Percentage

Server 25 50%
Database 25 50%

Interpretation:

➢ From the above Pie Chart it is interpreted that out of 50 respondents,50% of the
Organizations were using server as storage and rest 50% were using database for the
storage of data and information.

Table No.6:- What kind of Networking in IT you are is using?

Networking used by Org. Number of Respondents Percentage

WAN 20 30%
 MAN 15 30%
LAN 15 40%

Interpretation :

➢ From the above Piechart it is interpreted that,out of 50 respondents,40% of the

Organizations were using LAN for networking,30% were using MAN and rest 30%
were using WAN for networking.

Table No .7:-Which brand of IT Infrastructure you prefer using?

Brand of IT preferred Number of Respondents Percentage

HCL 20 40%
Wipro 10 20%
HP 10 20%
Dell 10 20%
Interpretation :

➢ From the above Pie Chart it is interpreted that ,out of 50 respondents,40% Organizations
think HCL is the best.20% prefer using wipro,20% prefer using HP and rest 20% prefer
using Dell.

Table No .8:-What kind of Software application currently you are using?

Software used by Org. Number of Respondents Percentage

SAP 10 20%
ERP 15 30%
Microsoft 20 40%
Oracle 5 10%

Interpretation :

➢ From the above Pie Chart it is interpretd that ,out of 50 respondents ,40% of the
organizations were using Microsoft in software,30% were using ERP ,20% SAP and rest
10% were using Oracle.

Table No.9:- How many IT companies are you aware of?

 Awareness about IT Number of Respondents
1 5
2-4 35
Above 4 10

Interpretation:

➢ From the above bar diagram, it is interpreted that out of 50 respondents 35

Organizations were aware of 2-4 IT companies, 10 Organizations were aware of more
than 4 IT companies and 5 companies were aware of 5 IT companies.

Table No.10:-Which IT companies do you think is the best in the market?

IT Company Preferred Number of Respondents Percentage

HCL 15 30%
Wipro 10 20%
HP 15 30%
Dell 5 10%
Any Other 5 10%
Interpretation :

➢ From the above bar diagram it is interpretd that, out of 50 respondents,15 Organizations
think that HCL is the best,another 50 organizations think that HP is the best,10
respondents think that Wipro is the second best ,rest 5 think that Dell is the best which
comes third in the market and lastly 5 Organizations think that any other brand apart
fron these is the best.

Table No.11:-Would your Organization like to try Wipro IT Products?

Willingness to try Wipro products Number of Respondents Percentage

Yes 30 60%
No 5 10%
May Be 15 30%

Interpretation :

➢ According to the above Pie chart it is interpreted that , out of 50 respondents,60% were
willing to try Wipro IT products,30 % were not sure whether they want to try or not,and
10 % were not willing to try Wipro IT products.
Table No.12:-If yes, then what kind of order you will place in hardware (client)?

Order to be placed in Number of Respondents Percentage

hardware
Desktop 10 33%
Laptop 20 67%

Interpretation :

➢ According to the above bar diagram it is interpreted that out of 30 respondents who were
willing to try Wipro IT products,67% of them gave preference to Laptops and 33% of
them gave preference to desktops while placing order.

Table No.13:- What will be your requirements in networking?

Requirements in Number of Respondents Percentage

networking
WAN 15 50%
MAN 5 17%
LAN 10 33%
Interpretation :

➢ From the above bar diagram it is interpreted that ,out of 30 respondents who were
willing to try wipro IT products,50% respondents gave preference to WAN in their
networking requirements , 16% gave preference to MAN and rest 33% gave preference
to LAN.

Table No.14:- What will be your requirements in software?

Requirement in software Number of Respondents Percentage

SAP 5 17%
ERP 5 17%
Microsoft 10 33%
Oracle 7 23%
Any Other 3 10%

Interpretation :

➢ From the above Pie chart it is interpreted that,in case of requiremnts of software ,33%%
gave preference Microsoft,17%% gave preference toSAP,17 % gave preference to ERP ,
23% gave preference to Oracle and rest 10% gave preference to any other.
Table No.15:- What is your budget of the above discussed project?

Budget Number of Respondents Percentage

Below 1 crore 20 67%

Above 1 crore 10 33%

Interpretation :

➢ From the above bar diagram it is interpreted that out of 30 respondents who were willing
to try Wipro IT products , budget of 67 % of the respondents was less than 1 crore and
budget of more than 33 % was more than 1 crore.

Table No.16:- What will be the order size of laptops?

Order Number of Respondents Percentage

size(numbers)
50 5 17%
50-100 6 20%
 100-150 10 33%
above 150 9 30%

Interpretation :

➢ From the above bar diagram it is interpreted that,33% of the respondents were willing to
place order between 100- 150 laptops and desktops , 20% of them were willing to place
order between 50 -150 laptops and desktops ,17% respondents placed order for 50
laptops and rest 30%were willing to give order above 150 laptops and desktops.

Table No.17:- How immediately do you expect to place the order?

Expected Time Number of Respondents Percentage

Next week 5 17%
Next month 10 33%
6 Months 10 33%
In a year 5 17%

Interpretation :

➢ From the above Piechart it is interpreted that out of 30 respondents ,33% % of the
respondents were willing to place order next month,33 % were willing to place order
 within 6 months,17% % were willing to place order for IT products next week and rest
17% % were willing to place order in a year.

Table No.18:- What is your time limit for the delivery of placed order?

Time limit for order Number of Respondents

Within 1 month 5
Within 2-3 months 10
Within 4 months 10
Within 6 months 5

Interpretation :

➢ From the above bar diagram it is interpreted that ,the time limit according to them for
the delivery of placed order should be 2-3 months in case of 10 respondents, 4 months in
case of 10 respondents, 6 months in case of 5 respondents and 1 month in case of 5
respondents.

Table No.19:-,Do you think Wipro would fulfill the IT requirements of your organizations?

Fulfillment of requirement Number of Respondents Percentage

Yes 20 67%
May Be 10 33%
Interpretation:

➢ From the above Pie chart it is interpreted that out of 30 respondents 67% were sure that
Wipro would fulfill the IT requirements of their organizations and rest 33% were not
sure that Wipro would fulfill their requirements or not.

FINDINGS
➢ It was found that most of the Organizations are using IT Infrastructure.

➢ It was found that most of the Organizations were aware of the IT products of Wipro.

➢ Most of the Organizations were satisfied with the performance of the current IT products
they were using.

➢ It was found that maximum numbers of Organizations were using Laptops as compared
to Desktops.

➢ It was found that equal importance has been to server and database in case of storage of
data and information.

➢ Highest preference was given to HCL in the market and lowest was given to Dell in case
of bulk purchase by the Organizations.
➢ It was found that maximum Organizations were using Microsoft as software as compared
to other software.

➢ Least preference was given to Oracle in software by these Organizations.

➢ It was found that maximum number of companies Organizations were aware of the IT
companies in the market.

➢ Most of the Organizations were willing to try Wipro IT products.

➢ Some of them were not sure they want to try or not these Wipro IT products.

➢ It was found that maximum preference was given to laptops as compared to desktops
while placing order for Wipro products.

➢ It was found that requirements in networking was more for WAN and LAN and very less
for MAN.

➢ It was found that requirements in software was the highest for Microsoft and less for
SAP and ERP.

➢ It was found that expected budget of maximum organizations was less than 1 crore

➢ It was found that the order size of maximum respondents was between 100-150.

➢ It was found that maximum respondents were expected to place the order next month or
within six months.
 SUGGESTIONS

➢ Company should come up with activities towards increasing the awareness level of their

IT products.

➢ Company should focus on coming up with more types of software.

➢ Company should come up with more offers and schemes on the purchase of product.
 ➢ Company should sell its products at reasonable price.

LIMITATION

In the research conducted all the due efforts are made with full effort and diligence but still there
is some error due to the following reasons:-
 The information derived after this research project is not accurate.
 This research is conducted on a very small sample size, so the information given by such
respondents did not match with the response of the entire universe.

 There was a time constraint while conducting the report.

 The answers given by the respondents are partially biasness.

 Some of the respondents were not willing to reply the questions.

 Sometimes concerned person to whom questions are to be asked dint have appropriate
knowledge to answer them.

 Sometimes the concerned person did not have the authority to answer some questions.

CONCLUSION
In this project research analysis of IT use and requirements has been done in various educational
institutes, banks and government sector, which shows that Wipro is the market leader of IT
market in Patna as compared to other IT companies.

The project analysis of the Patna market is shown very clear picture that today Wipro is the
market leader in IT market Patna for better market creditability in comparison to other IT
companies. Organizations give maximum importance to brand reputation while purchasing IT
products as compared to other factors. Another fact which is concluded is that Organizations
give more preference to Laptops while purchasing as compared to Desktops. Organizations
prefer more Wipro and HCL IT products as compared to Dell and Sony in case of bulk purchase.
 BIBLIOGRAPHY

 www.wipro.in

 www.google.com

 Marketing management by Phillip Kotler

 Marketing research by C.R. Kothari

 Business Standard
 ANNEXURE

“Market Reasearch to generate Sales Opportunities for Wipro Products.”

1) Name of the Organization?

2) Are you currently using IT Infrastructure?

• YES
• NO
3) Are you aware of the Wipro IT Products?

• YES
• NO
4) Are you satisfied with the performance of the IT Infrastructure of your Organization?

• YES
• NO
5) What kind of Client (Hardware) currently this Organization is using?

• Desktop
• Laptop
6) What kind of storage (hardware) your organization is using presently?

• Server
• Database
7) What kind of Networking in IT you are is using?

• LAN
• MAN
• WAN
8) Which brand of IT Infrastructure you prefer using?

• HCL
• Wipro

• HP
• Dell
9) What kind of Software application currently you are using?

• SAP
• ERP
• Microsoft
• Oracle
10) How many IT companies are you aware of?

• 1
• 2-4
• Above 4
11) Which IT company do you think is the best in the market?

• HCL
• Wipro
• Dell
• HP
• Any other
12) Would your Organization like to try Wipro IT Products?

• YES
• NO
• MAY BE
13) If yes, then what kind of order you will place in hardware (client)?

• Desktop
 • Laptop

14) What will be your requirements in networking?

• LAN
• MAN
• WAN
15) What will be your requirements in software?

• SAP

• Oracle
• Microsoft
• ERP
• Any other
16) What is your budget of the above discussed project?

• Below 1 crore
• Above 1 crore
17) What will be the order size?

• 50
• 50-100
• 100-150
• above 150
18) How immediately do you expect to place the order?

• Next week
• Next month
• 6 Months
• In a year
19) What is your time limit for the delivery of placed order?

• Within 1 month
• Within 2-3 months
• Within 4 months
 • Within 6 months
20) Do you think Wipro would fulfill the IT requirements of your organizations?

• YES
• May Be