Quantitative Predictive Analysis of Lead Qualification for

a more Sustainable Business at OYO Hyderabad

Submitted By - Setu Patel

ID No.: 17A1HP275

For The Institute of Management Technology – Hyderabad

1
 Frontispiece

Travelling is the need of almost every other growing organisation in the country. To cater to that OYO has
started with its offline team for catering to the needs of the corporate.

The Hyderabad Hub is divided in five micro market, they combined account for more than 750 Companies
which are already tied up with OYO.

Where as in Hyderabad there are more than 4500 business houses. This certainly shows the vast underlying
opportunity for a hospitality company like OYO which is omnipresent across the nation to expand their
business further and come out as market leaders in hospitality industry.

This project shows how that gap between two numbers can be bridged. How can we maximize the amount
of corporate houses tied up with us. The project highlights all the phases of on boarding or acquiring an
entire new account, what all are the aspects to be studied deeper in order we pitch to the right potential
clients and serve to their requirements with reducing considerable amount of time.

2
 A Report on

Quantitative Predictive Analysis of Lead Qualification for

a more Sustainable Business.

Submitted by Setu Patel

ID: 17A1HP275

Faculty Mentor Company Mentor

Mrs. Romina Mathew Mr. Abhishek Nayak

Examination Controller MMCEO-Gachibowli

A report submitted in partial fulfilment of the

requirements of PGDM course for

The Institute of Management Technology Hyderabad

3
 Copyright Notice

Copyright @ 2018 by Setu Patel

All rights reserved

No part of this report may be reproduced in any form or by any means without written

Permission form the publisher.

4
 Forwarding Letter

This report has been made by Setu Patel, student of IMT Hyderabad, as a part of Summer Internship Project.
This program is being developed by him in the position of an intern at OYO Rooms, Hyderabad, in the area
of Corporate Sales and position of Demand Manager. This project has been undertaken for academic
purpose and the program hence developed will also be used by the company as its product in future, if
considered appropriate.

Setu Patel

17A1HP275

5
 Preface

The successful completion of two months project on “Quantitative Predictive Analysis of Led Qualification
for More Sustainable Business” has proved to be fruitful to me in many ways. The experience gained over
here has given me clarity of what actually goes into corporate sales division of an established start up
company like OYO. I came to know what are the various challenges that come in way, how to tackle such
challenges and still provide the organisation with better results. The organisation also provided me with a
platform of applying practically what I actually learned in my college till now. This project will help me to
know the corporate world closely and would surely have a great impact in my career.

6
 Acknowledgements

“Gratitude is the hardest of emotions to express and one often does not find adequate words to convey what
one feels.”

Through my entire tenure I came across many people who helped me out or rather showed me the right path.
I would like to show my utmost gratitude to Mrs. Romina Mathew, my faculty guide who always made sure
that the entire internship tenure goes smooth; she was there to give me right advice at right time.

Mr. Abhishek Nayak, my company mentor who taught me not only how to go about the project, the work,
but also trusted me enough that I can take up on tasks on myself and complete them responsibly, he also
encouraged me to push my limits further.

I will also thank Institute of Management Technology to provide me with this platform which would help
me get the taste of corporate world.

Apart from these I would also like to thank some people who helped me out in my tenure selflessly - Dhruv,
Ajay, Nishith, Mangal, Kirti sir, Rahul sir and the entire Gachibowli Team for showing their utmost support
at any given hour and being there for me always.

Last but not the least I will thank my parents and my elder sister who have showed me the right path always
and been a support throughout my life.

Setu Patel

17A1HP275

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 TABLE OF CONTENTS

Forwarding Letter …………………..................................................................................... 05

Preface …………………..................................................................................... 06

Acknowledgements …………………..................................................................................... 07

1. Introduction ………………......................................................................................... 09

1.1 Business Model of OYO .................................................................................... 09

1.2 Revenue Model of OYO .................................................................................... 10

2. Scope of the Study .................................................................................... 11

3. Problem Statement .................................................................................... 11

4. Services Provided .................................................................................... 12

5. Role at oyo ................................................................................... 13

6. Deriving at the Project. .................................................................................... 15

7. Objectives of the Project. ................................................................................... 15

8. Literature Review .................................................................................... 16

9. Project Phases .................................................................................... 17

10. Methodology .................................................................................... 18

11. Key Findings ………....……………………………………………………………………….. 23

12. Learnings and Take Aways From The Internship Project And Work Performed……………… 23

13. Conclusion ......................................……………………………… 25

14. Recommendations ......................................……………………………… 25

15. Key Learnings ....................................................................................... 25

16. Resources ....................................................................................... 25

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 INTRODUCTION

On Your Own (OYO) - Journey

Oravel Stays Private Limited or OYO Rooms was established by Mr. Ritesh Agarwal in 2013 with a single
property in Gurgaon, while on this day OYO is present across 5 countries, in more than 235 cities having
8500+ properties. This itself says a lot about the growth of OYO as a start up. OYO provides standardised
rooms and facilities across all its properties at budget rates.

Such tremendous growth turned around lot of eyes in the hospitality industry to this brand.

Business Model of OYO:

The business model of OYO has features of an aggregator business model but with some addition in it. The
firm organizes the unorganized businesses (hotels) operating under the same domain, make them work as
their partners by signing a contract, and sell their products under its own brand. The main focus, in these
types of business models is the quality of the service provided. Hence, to maintain the name, they make the
partners provide services at predetermined standards while they make them more visible to their user-base.
OYO is not merely an aggregator but can be well termed as an Hotelier in itself.

Travel Aggregators Hoteliers

Make My Trip OYO

Goibibo Taj

Yatra.com Westin

Points of differentiation between Aggregator and Hotelier:

 OYO holds its own inventory across all its hotels.
 They have their own operations line in place
 24-7 assistance from OYO team (Designated cluster managers)
 Control over pricing of all the properties.

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Revenue Model of OYO
To facilitate its customers for ease in booking OYO came up with the online application which provided
with all the properties of OYO available for booking at the given price without any hassle through its app.

OYO also started its offline team to support the rising demand and strengthen its grip in the market further.
The offline team mainly looks after two main sectors i.e. corporate houses and travel agents. All bookings
(sales) of the offline team are made through another portal called MM Rocket (MM Demand), this portal can
be used solely by OYO employees.

All the room nights sold by OYO in turn generates some revenue for the Hotel itself, on which OYO places
their take rate (commission) on it.

Demand Creation

Online Demand Offline Demand (Micro-Markets)

Online Application

Corporate Travel Agents

Micro Markets are the OYO teams spread across the country that looks after the offline demands of various
corporate houses and travel agents. The micro markets ties up with the travel agents and the corporate
companies having travel requirements for their employees.

This Project would mainly concentrate on how the micro markets could get in touch with corporate houses,
pitch them the offerings of OYO and tie up with them to generate more revenue for OYO in future.

The business development team and the micro markets works in a cycle i.e. the business development team
ties up with various hotels to get more properties live (Generating room nights / supply) and micro markets
attempts to sell those room nights to the customer in need.

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 SCOPE OF THE STUDY

This project is undertaken to know the various underlying parameters that have a substantial effect on a lead.
Know the importance of each factors of a lead in determining its potential and the amount of business they
may give in future.

The purpose to carry out such a study is mainly to screen out leads which might not be as fruitful as others,
this will ensure that a demand manager concentrates more on such leads which shows certain characteristics
and has higher success rate compared to others.

In this process the demand manager would able to know the potential of a company well in advance before
he decides to invest time behind that prospect and know what to expect out of the company.

Problem Statement:

When OYO introduced its app for public to book their room nights in various hotels they saw a need to
come up with its offline team as well to capture the untapped market then. With the help of its offline team
OYO is now able to cater to various new needs of new section of the market such as corporate houses,
Travel Agents, Event organisers. They aim to cater all the needs of such clients end to end.

Clients Services
Corporate OYO For Business- Handpicked properties for corporate
Houses clients with additional benefits.

Travel Agents Packages - Fixed Departures and customised end to end

packages.

Event
Organisers MICE - Meetings, Interviews, Conferences, Exhibitions.

The main objective of the offline team is to bridge the gap between the clients and their requirements. In
order to achieve this it is important that we know the requirements of the clients well and pitch them the
products accordingly.

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Services Provided

To boost the overall revenue of OYO apart from basic room nights there are three basic services that OYO
drives through their offline team; that is OYO for Business, MICE and Packages.

OYO for Business:

OYO for Business is a different offline segment of OYO properties which are specially designed to meet the
requirements of corporate clients. These properties have special features in addition to normal properties
which OYO does provide on their online portal. These special features include:

 Handpicked Properties for corporate clients.

 Waving off early check in and late checkout charges.
 Dedicated Account Manager, who looks after all the bookings made by the client.
 Hassle free GST Invoicing, One GST number across the state.
 Single pricing, no seasonality effect on the prices of the property.
 VIP Points, Zeta Card.
 Assured discounted prices upto 10%

All of these special features contribute and could potentially save upto 30%-35% of total cost of the client
which they would incur otherwise.

To onboard any new account or in other words to make a tie up with them to serve for their travel purpose
OYO takes up few simple steps. A client is asked for some of their details about the company to make their
account in OYO’s Centralised Reservation System (CRS). These details include:

 GST number of the firm.

 PAN number of the firm.
 Legal name of the firm.
 Admin’s contact details and email id.
 Address of the firm.

Once the company is officially on boarded with OYO they are given all the facilities mentioned above.
Along with that the admin is also provided with a special OYO for Business Corporate Portal which by
default shows all those handpicked properties of OYO which are designed for corporate clients. They are

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also given a toggle option in their app in order to switch between using the OYO app for personal reason or
for company’s requirements.

OYO MICE (Meetings, Interviews, Conferences, Exhibitions):

To cater to the needs to clients needing banquet halls for various occasions such as meetings, birthday
parties, get together, conferences, exhibitions, etc, OYO started providing banquet spaces. In this the client
would reach out to their account manager with their queries and the account manager would look for best
viable options across their banquet spaces to facilitate them conduct any event of such kind. To facilitate this
entire query OYO came up with their mice teams of respected Hubs. OYO MICE is one of the good revenue
reaper in all the services which OYO provides.

NON OYO MICE:

After coming up with MICE the most basic difficulty the account manager faced was not getting the desired
number of banquets to cater the needs of clients or the team was not able to provide specific banquet halls as
per the client’s requirement as there were only handful of OYO properties which could provide with banquet
spaces with limited number of people.

Hence OYO came up with Non-OYO MICE. In this OYO is now able to contact those banquet spaces and
those properties which are not OYO properties but are willing to accommodate the events which the client
wants to do. In this the OYO account manager contacts the banquet halls gets the best rates after the
bargaining with them and assuring them a good volume and business in future. On whatever rates the
account manager gets they charge the minimum required take rate on and quote it back to the client.

This has boosted the number of MICE queries each team are receiving and also given client a better options
to go through at best promised rates. Though also the account managers needs to keep in consideration that
Non OYO MICE can only be availed by the corporates which are on boarded with OYO.

OYO Packages:
To further tap in the market of tourism, OYO started with their destination Packages to various locations in
India as well as Abroad recently. OYO started providing the entire travel package from end to end to the
clients who wish to venture out from their homes during vacations or holidays.

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This being a peak season when people do tend to travel various places for leisure, OYO wanted to assure
they get the best facilities at the best rates. For this OYO’s Packages has been classified under two main
categories: Fixed Destinations and Customised Packages. For this OYO has a centralised as well as Hub-
wise package team to assist the demand managers and the clients with the same.

Fixed Departures:
OYO knew that in summers mainly people would wish to travel to cooler parts of the country and to serve
the same OYO set its 3 main Hot spots or destinations with highest volumes in summer i.e.:

 Leh-Ladakh
 North-east (Darjeeling-Gangtok)
 Himachal (Shimla-Manali)

OYO booked the flight tickets almost a year back to assure the minimal prices for these fixed destinations,
they provide all the amenities in the package end to end as the entire itinerary is planned out by OYO
package team and is an OYO exclusive product. These OYO Summer Fixed Destinations are available from
April to the end of September 2018.

Package Inclusions:

 OYO Hotel Stay

 Meal Plans (CP, MAP, AP)
 Flights
 Sightseeing
 Transfers
 Volvo Buses

Also any minor customization to these packages can be availed, such as separate SUVs, Bullet Bike Trips,
etc.

Customised Packages:

Apart from the fixed departures OYO also serves the customizable packages to almost every place in India
be it how obscure. The package team comes up with the quotation to the queries of the client which would
include sightseeing, meal plans and almost everything what the client wishes to do to have their best time.
The package team bargains with their vendors located at that destination and provide best rate. Here are
some hot destinations the clients wish to visit this season:
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Goa (North-South), Ooty, Kodaikanal, Tirupati, Coorg, Wayanad, Nepal, Bhutan, Udaipur, Vizag, Gokarna,
Rishikesh, Dehradun, Haridwar, Srinagar, McLeodganj, Kovalam, etc.

Role at OYO:
The entire offline sales team is divided into various micro markets and each micro market is headed by an
MMCEO under whom a team of demand managers work. Appointed as an intern I am given a role of
demand manager in Gachibowli micro market.

A demand manager typically tries to get new clients and make new tie ups with various existing companies
and travel agents. To tie up with more and more corporate houses and travel agents it is important to
generate new leads and study them closely in order to judge the potential business they could give to OYO.
A demand manager is given targets according to their respective cohorts to be achieved. By accomplishing
these cohort targets based on number of on boards, number of active accounts and the total NRV (Revenue)
generated by them, the entire team tries to achieve their respected team target.

Deriving at the Project:

To generate leads and invest time in them attracts substantial efforts from the demand managers. To reduce
the efforts made behind a particular lead and to assess its potential before investing time we need to evaluate
a lead across various parameters giving the right amount of weight to each parameter.

This project will contain various leads generated from me for the team and the success rate in on boarding
them. The parameters will help to evaluate the chances of a lead to get converted and actually getting
business through them.

Objectives of the Project:

 Determining the efficiency of various channels in lead conversion.

 Converting potential leads into meetings and increasing number of accounts on boarded.
 To know what parameters to be given more importance while qualifying a potential lead.
 Developing an algorithm to determine the potential lead and automating the success rate.

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 LITERATURE REVIEW
Ideally, a number of marketing and sales qualified leads must coincide. If a sales department rejects lots of
leads, you most likely need to correct your marketing qualification criteria or to add a new criterion. Of
course, sometimes it happens that the criteria are correct, but a sales department determines, through reasons
of its own, why a client has no potential.

A question about lead qualification is a matter of leads’ quality. According to Global Benchmark Report on
Lead Generation Strategy and Tactics for 2015-16, 48% of the respondents have indicated that only half of
the leads were of good quality and are taken into sales or lead nurturing. 25% of the respondents said that
3/4 of the leads were of a good quality, which for the most part is taken into sales or lead nurturing.

There is so much to improve here to save your sales team time and let them concentrate on qualified leads.

While determining the criteria for your target audience, please be aware of one important thing: there is
always a balance between the desired quantity and quality of contacts you want to get. You can use more
strict criteria for leads and have fewer of them, which enables you to focus on highly prospective customers.
Or you can take broader criteria and thus increase their number, as well as sales work. But perhaps, as a
result of your efforts, cold opportunities will warm up faster. Finding a balance between the desired number
of leads and their appropriate quality is a matter of testing, correction, and testing again.

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 Project Phases
The entire work performed by me in the organisation for on boarding an entire new account can be
differentiated on the basis three different phases:

 Lead Generation
 Lead Qualification
 Lead Conversion

Lead Generation:

First to on board new accounts one needs to generate new leads or new potential clients which might be
interested in using the services of OYO. To get such leads there are 5 basic channels one could rely upon:

 Online Database – Getting leads from companies listed on various websites.

 Walk ins – Going directly to a company and getting to know their requirements and admins.
 Social/LinkedIn – Getting a lead through some social media advertising or Linkedin network.
 References – Getting a lead through a personal contact who is looking for such services.
 Central Leads – Some leads are passed on to us from the central OYO team.

Lead Qualification:

After generating enough leads it is important for us to meet them, screen out the potential leads that could
generate us good business in future. For this we have taken certain parameters into consideration in the
methodology part of the project. If the leads aren’t qualified or screened out, we may end up wasting time on
some leads which may not reap any or very little business to us in the future. Hence this proves to be the
most crucial phase of the entire process.

Lead Conversion:

Once we are done qualifying a lead we know what is expected out of that client, accordingly we now must
take steps to on board the account into our CRS. This needs few steps:

 Legal Name of the Company

 Address of the Company
 Name and contact details of the admin
 GST number of the company
 PAN number of the company

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 METHODOLOGY

To proceed with project I generated various leads of corporate houses, these leads were generated from
different sources such as through online databases, walk ins made into various companies, through social
media such as linkedin, facebook, etc some are also leads generated through personal references and some
are handed to us from the central team in Gurgaon.

These various channels do play a great role in determining the possibility of lead getting converted. The
channel of the leads in order of their effectiveness is given below.

Central Leads

References

Walk ins

Social media

Website Databases

The sources or channels are one of few parameters which play an important role in the lead qualification
stage.

Some of the other parameters which I will take into consideration in my project would be as follows:

 Type of Industry
 Size of the Company
 Number of employees travelling
 Number of offices
 Number of times they travel in a month

I have arrived at these parameters while examining a company closely when we meet the admin of the
company or while talking to the gatekeepers as well. These are some of most prominent parameters which
surfaced the most of the times while discussing upon the proposition of OYO with a potential client. These
parameters come really handy while deciding upon what all are the companies to be chased and in behind
what all companies we should not invest the time.

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These parameters are then further given a scale (1 to 5) on which each lead will be assigned their respective
scores for that parameter. How we have derived at the scales for various industries (independent variable) is
explained below:

The pie chart above shows the various industries that are identified by the OYO’s employee portal and each
of them is given the following scores based on the average revenue they generate for OYO Hyderabad Hub.
5 being the highest and 1 being the least.

Industry Score
Manufacturing 3
Pharma and Healthcare 3
Construction and Real Estate 2
Retail 1
IT & Tech 5
Consulting 2
Telecom and Media 2
Education Training & Learning Development 5
Start-ups 4
Others 2

To arrive at these scores of the industries I had taken an average of all the top 5 revenue generating
companies in each of the industries from the Hyderabad hub, after taking an average of all these 5
companies of respective industries we came to a conclusion that not all industries were able to generate

19
same average revenue (Top 5 companies), hence various scores are given to different industries on the basis
of revenue they can reap.

Revenue Range Scores

50k-1L 1
1L-1.5L 2
1.5L-2L 3
2L-4L 4
>4L 5
Not all the parameters are to be given equal importance, as some parameters can be proven to be really
crucial ones and some can be marginally let gone.

The parameters taken into consideration along with their respective scores are given below:

Size-Reach Score
PSU 1
MNC 2
Large enterprise 3
Bootstrap 4
SME 5

In this PSU’s are given score of one as they are hard to crack and getting them on boarded takes ample
amount of time and efforts from a DM, similarly MNC have their network already lined up and its very hard
to disrupt their ongoing flow. Large enterprises have their grounds rooted and to crack them the admin needs
all the permissions from top level management. In case of Bootstraps and SME they are easy to crack as the
interaction can be made directly with decision maker and in many cases they are already looking for such
services.

No. Of offices Score

One 1
Two 2
Three - Four 3
Four - Six 4
> Six 5

As the number of offices increases there is a good chance that the employees would also travel to various
cities for work. The volume of travel is directly proportional to number of offices.

No of Travelling employees Score

1 to 3 1
4 to 7 2
8 to 11 3
12 to 15 4
>15 5

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The number of employees travelling determines the overall volume of travel expense a company
would make.

Channel of Lead Score

Website Database 1
Social/Linkedin 2
Walk ins 3
References 4
Central Lead 5
The channel of lead is also a determining factor whether a company will on board or not. Website
Database and walk ins are hard to get a meeting and tough to crack, whereas social media can
show us that the company is already in need. References and central leads proves to be the best
channels in terms of conversion.

Travel in a month Score

Once 1
Twice 2
Thrice 3
Four to Five 4
Above Five 5

Hence to find out various weights of all the parameters I chose to take help of SPSS in which I could fix a
variable as independent (industries) and rest all other parameters dependent on it. After normalising the data
once in SPSS I ran the data through factor analysis to find how much each dependent parameter correlates to
the independent one, the entire correlation matrix gives how much each of the variable should be given
weights.

21
After getting the various weights of each parameter I went on to put that into my algorithm excel sheet in
columns of the respective parameters. Then along with the normalised data I took out the sum product of
each Lead I had in my lead sheet to know whether that particular lead should be accepted (to further work
upon as the lead has good potential), Proceed with Caution (there is no guarantee whether the lead will
successfully get on boarded and give decent business, the DM must proceed after reflecting well on the lead
again) or Rejected (to discard the lead out of the lead sheet as the lead has very little to no potential to get
converted and give business).

Lead Score Action

0>1.5 Reject

1.51>2.25 Proceed with Caution

2.25>5 Accept

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Key Findings:

Below are the key findings that I derived from the internship project:

 Getting an automated algorithm in which we could put some details of the company and know
whether they have enough potential or not.
 Knowing the nature of the algorithm and in what conditions to use it to get the best results.
 Apart from the quantitative aspects of the algorithm, one also needs to take care about the qualitative
aspects while approaching a lead.
 Know what services are being offered by OYO and mean to find a suitable customer for it.
 Understood how to go about a lead and in which direction the efforts needs to be made.
 Knowing the right customer for our business that could maximize the revenue.

Learnings and Take Aways From The Internship Project And Work Performed:
The entire journey of 14 weeks at OYO has proved to be enough fruitful to us in terms of things we learned
and the connections, contacts we made. There is lot to reflect back on and lot of things to take away as we
move out of this organisation. I would like to discuss a few aspects which were my biggest learnings at
OYO.

1. Improvisation is key to success:

Every effort made gets better when you keep on doing it rigorously and it gets better when you do it
constantly. The Sales pitch of OYO is an integral part of all its Demand Managers, only after
continuous repetition in front of clients you get good at it.

2. Sales requires Patience:

One needs to understand that one cannot achieve success in very beginning. You may not get
meetings for clients initially so easily but there is a need to not give upon it. A very typical case in
which i could recall I chased down the client since almost a month for his wedding, eventually he did
make bookings and revenue was generated.

3. Persistence is must:
One may not make a difference by doing something great just once, but regularly doing something
good may fetch you amazing results. The key is always being in as persistent as one can be.
The above three have been my go to factors during this entire internship, only these 3 factors were
almost enough to push me forward and give my 100% everyday. There is no need for taking a big
leap everyday but just one step ahead each day would be fruitful enough.

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 Conclusion

Sr. No.: Action Result

1 Accept On Boarded
2 Accept Lost
3 Accept On Boarded
4 Accept On Boarded
5 Accept On Boarded
6 Accept On Boarded
7 Accept On Boarded
8 Accept On Boarded
9 Accept On Boarded
10 Accept On Boarded
11 Accept On Boarded
12 Accept On Boarded
13 Accept On Boarded
14 Accept Lost
15 Accept On Boarded
16 Accept Lost
17 Accept On Boarded
18 Accept On Boarded
19 Accept On Boarded
20 Accept On Boarded
21 Accept On Boarded
22 Accept On Boarded
23 Accept Lost
24 Accept On Boarded
25 Accept On Boarded
26 Accept On Boarded
27 Accept On Boarded
28 Accept On Boarded
29 Accept On Boarded
30 Accept On Boarded
31 Accept On Boarded
32 Accept Lost
33 Accept On Boarded
34 Accept On Boarded
35 Accept On Boarded
36 Accept Lost
37 Accept On Boarded
38 Accept On Boarded
39 Accept On Boarded
40 Accept On Boarded
41 Accept On Boarded
42 Accept On Boarded

24
 The Success Rate:
Once we get to know all the leads that can be accepted by the algorithm we look for those accounts which
already on boarded through us. We came to know that out of 42 leads that are acceptable by the algorithm
36 have been on boarded and rest 6 are lost by the team. Through this we can conclude that the success rate
would come to 85.715%.

Recommendations:
 The Company should maintain a transparency among its employees of the various leads and accounts that
are being approached by one, as it brings a bad name when serval people approach at the same time.
 The MM-Ceos should develop a Territory for the Demand Managers so that they do not miss any valuable
lead/Account they travel for a meeting.
 Territory would also help Demand Managers to have an Idea about the places to hunt and once it gets
saturated he can move to a different area.
 OYO should come up with a more Premium Section of Hotels providing services to 5 star and 4 star needy
Consumers.

Key Learnings:

 Develop an understanding of the Company & its target customers.

 Workings and Operations of various industries during the study of their travel.
 Measure and Contextualize Results.
 Recognize the extent that automation offers and also identify its limits.
 Real transparency is the key tool to be used in building consumer and societal trust.
 Understood the decision maker's motives.
 Understood how ensemble models improve predictions

Resources:
The adequate data base formed by using various portals like FundooData, LinkedIn, Just Dial, VSC Data. Apart from
these the leads will also be generated from customers using the OYO Consumer App, and also a few leads are shared
from the Pre-Sales Teams (Central Leads) Gurugram office. The Project will also be benefited by the companies
Central Reservation System (CRS) and Lead Management System (LMS- Beta App).
 MM- Rocket App
 https://www.smartinsights.com
 www.decisionanalyst.com

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 www.blog.oyorooms.com
 www.feedough.com
 www.oyorooms.com/business
 www.blog.ncrypted.net
 SPSS Software
 Business Research Methodology
 Proactive Data Toggles formed by Amit Bhatnagar and Ayush Gupta

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