SUMMER INTERNSHIP REPORT

“To identify potential prospects for Xoriant Sales team

by doing market research, & mapping with the right offerings”

Project report submitted for Partial Completion of requirements for

Masters of Business Administration

SUBMITTED BY
Adamya Singh
PRN: 18020441016
Marketing- Finance (A-04)
Batch: 2018-2020

Under the guidance of

Project Guide Project Mentor

Ms. Smita Mehendale Mrs. Nikeetaa Mahante
Assistant Professor Pre-Sales Associate
Xoriant Solutions Pvt. Ltd.
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Acknowledgement

I consider it my priviledge to express my gratitude to all those who have been involved in this
project from the onset right till the end. Along with personal efforts, the success of the project is
largely dependent on the continuous encouragement of others.

This projects would not have been possible if not for the contant motivation and guidance of my
manager, Mrs. Nikeetaa mahante, and presales head Mr. Vebhav sumant who provided me with
the impetus to carry on and achieve my goals.

I would like to thank the faculty guide, Ms. Smita Mehendale for her unwavering support,
suggestion and encouragement, which helped in successful completion of this project.

Lastly, this project would have never come into being had I not been given the wonderful
opportunity to be a Xoriant Solution Pvt Ltd. I would like to stretch out my ardent appreciation to
the whole group at Xoriant for giving me a prestigious introduction, exposure and experience that
will surely assume a gigantic role in moulding my professional career.

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Executive Summary
Xoriant gives software item lifecycle the executives, advancement and counselling service. Major
customers of Xoriant Solution Pvt Ltd is from the USA. Being in technically aggressive market
Xorient contribute a great deal on profoundly prepared and skilled specialists. Xoriant utilizes 30
technical products and administrations services including Google Analytics, WordPress, and
Apache Web Server. It is effectively utilizing 80 advances for its site. These incorporate Viewport
Meta, iPhone/Mobile Compatible, and SPF.

Objective

• To identify potential prospects for Xoriant Sales team by doing market research, & mapping
with the right offerings

• To enhance the Knowledge Management Portal of the Presales team by identifying &
indexing case studies and use cases needed by Presales team on daily basis

Project in Xoriant largely revolves around the above 2 agendas which basicaaly helps in building
strategy for trade for increasing the Xoriant’s global reach and also generate additional revenue
through acquiring new contracts.

During the course of the internship, the various aspects of business were work around which
involved lots of research, contacting clients, preparing knowledge collaterals for sales team, online
marketing, preparing sales pitch etc.

Projects in Xoriant requires thorough research with latest figures and data. Xoriant formed a
presales team which is solely responsible for providing research work including pain points of
client, untapped opportunities, tech stack.

During the internship, I was placed in Xoriant Presales team which optimizes customer acquisition
process and maps the business offerings to that of client requirements. Presales procedure is the
particular arrangement of exercises that lay the foundation for their business group captain up to
winning another agreement or gaining another client.

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Contents
1. Introduction ........................................................................................................................................... 6
1.1. About Xoriant ............................................................................................................................ 6
1.2. The Value Xoriant Bring ............................................................................................................ 6
1.3. Locations.................................................................................................................................... 7
1.4. Recognition and Certification ................................................................................................... 7
1.5. Why Xoriant............................................................................................................................... 8
1.6. Practices..................................................................................................................................... 9
1.7. Industries .................................................................................................................................11
2. Research methodology ........................................................................................................................12
2.1. Purpose:...................................................................................................................................12
2.2. Management Team .................................................................................................................12
3. Client onboarding process ...................................................................................................................17
4. Tools Used ...........................................................................................................................................19
4.1. CrunchBase ..............................................................................................................................19
4.2. Owler .......................................................................................................................................20
4.3. BuiltWith .................................................................................................................................21
4.4. LinkedIn ...................................................................................................................................22
4.5. ZoomInfo .................................................................................................................................23
4.6. Draup .......................................................................................................................................24
5. Work Done ...........................................................................................................................................25
5.1. Company Prospecting .............................................................................................................25
5.2. HIMSS 19.................................................................................................................................26
5.3. Sales Prospecting information and data management .....................................................27
5.4. Deck formatting & diagram creation......................................................................................28
5.5. Infographic and Knowledge session .......................................................................................29
6. Conclusion ...........................................................................................................................................30
7. References ...........................................................................................................................................30
8. Annexure-1 ..........................................................................................................................................31
9. Turnitin Report ....................................................................................................................................37
10. Certificate of completion .....................................................................................................................38

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1. Introduction
1.1. About Xoriant
Xoriant is a Silicon Valley based item building, programming improvement and innovation
administrations firm with workplaces in the U.S., Europe and Asia. For both innovation
organizations and endeavors, from new companies to the elite Fortune 100, Xoriant influence
mastery in developing advancements to convey inventive arrangements that quicken our
customers' Digital Transformation activities. Xoriant practices incorporate Product Engineering,
Cloud and Infrastructure, Security, Big Data and Data Management, Analytics and IoT and
Governance. Over all training regions, Xoriant is making noteworthy interests in cutting edge
advancements and answers for assistance convey development to our customers. These
incorporate AI, mixture cloud security and consistence, blockchain, IoT information gathering and
preparing and open source arrangement combination. Xoriant is positioned 459,720 among sites
universally dependent on its 92,286 month to month web guests. Xoriant has 1 enrolled trademark
in the 'Logical and innovative administrations' class.

With a firm confidence in the benefit of prototyping, Xoriant works with nearby customers to
ideate and work cutting edge arrangements dependent on adaptable stages. It coordinates those
arrangements inside our customers' current ecosystem systems to boost innovation speculations
officially made. As an service organization, it needs to gain our customers' business consistently.
Genuine adaptability and trustworthiness and magnificence in execution, even through the
extreme occasions, is the reason clients remain with us for the whole deal.

1.2. The Value Xoriant Bring

Unlike traditional system integrators, Xoriant don’t come in with a clean slate and experiment on
your dime. Xoriant has created structures based on the standard advance technologies, that
advance solution development.

Standard Technology equals Easier Maintainability

Frameworks and Tools Accelerating Development and Mitigating Risk

Iterative Solutioning Crafted with client

Standard Technology equals Easier Maintainability

Standard Technology equals Easier Maintainability

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1.3. Locations

11 Locations

1.4. Recognition and Certification

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1.5. Why Xoriant

Commitment to Clients : Xoriant strength is driven by its employees’ passion for technology
innovation. As much a product engineering company as a technology services firm, Xoriant
employees have equal opportunity to grow in technical roles as in management roles.
Furthermore, it work hard to foster a culture of work/life balance and make Xoriant a fun place to
come to work each day.

Technology at Core : As a software engineering, product development and the advanced

technology services company, technology is truly at it’s core. Employees spend their days building
innovative products for high-tech companies and next-gen software applications for enterprises.
As such, Xoriant is an exciting home for technology innovators and creators seeking the freedom
to experiment, learn and grow.

Next-Generation Technology Expertise : in front of the tech bend, putting resources into the
cutting edge advances that quicken time to market and keep them aggressive . For clients, that
means the opportunity to innovate with exciting cutting-edge technologies.

Product Pedigree
Next Generation
25 years experience developing
Technology Expertise
products for cutting edge start-
Constantly experimenting and
ups and the worlds’ largest
investing in new technologies
technology companies

High Performing Teams Large Enough to Deliver, Small

Experts in recruiting, training, Enough to Care
developing and retaining high Flexible, trustworthy and zealous
performing people - even in about customer satisfaction
niche technology areas

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1.6. Practices

Practices Description Key tools and technologies

Digital Our digital practice is gears

towards providing user
experiences for next
generation products along
with supporting user
engagement analytics
enabling the business to
learn and react.

IOT Our digital practice is gears

towards providing user
experiences for next
generation products along
with supporting user
engagement analytics
enabling the business to
learn and react.

DEVOPS Xoriant implements the

DevOps strategy by
combining the best
DevOps approaches with
existing service delivery
chain, to increase
collaboration and
integration between
various aspects of delivery

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Practices Description Key tools and technologies

Big Data & Xoriant’s Big Data & Analytics

Analytics services and solutions are
designed around
understanding your business
challenge, rapidly prototyping
a solution and then scaling
that solution across your
organization.

Xoriant’s cloud offerings

Cloud
span the entire spectrum of
Infrastructure
services from application to
& security
infrastructure and security.

Data Xoriant offers information the

management board answers for information
& sourcing, information collection,
Governance single substance identifier,
information profiling, alter Xoriant CDi (formerly CreditDimensions)
checks, detailing, information is the Data Management & Governance
stewardship, information practice of Xoriant.
warehousing, distributing and
the sky is the limit from there.

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1.7. Industries
1. High Technology Industry: Xoriant has been working with many technology organizations
in various areas to build up their unique products, test them, give specialized support to
their products, actualize their products in client conditions and incorporate them with
different parts in the client IT environment.

2. Financial Service: .( Xoriant enables digital transformation and product modernization by

innovating solutions that help leading global financial services providers achieve optimal
growth, maximum efficiency and competitive advantage.)

3. Telecom: Xoriant has offered different innovation and area explicit solutions for
telecommunications industry players throughout the years, spreading over from telecom
administrators, hardware suppliers, programming suppliers, content suppliers just as
partnered specialist organizations.

4. Health & Life Science: Xoriant has given programming item designing administrations to
different parts of the human services industry, including hospitals and clinics, insurance
agencies, gadget merchants and vendors and shopper confronting social insurance
entryway administrators.

5. Automotive: Xoriant's work bolsters our automotive customers' key activities in the
territories of versatility, cloud, DevOps and huge information, among others. For instance,
we have worked with customers on one of the most energizing cutting edge advances of
our day: the associated vehicle.

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2. Research methodology
2.1. Purpose:
The main purpose of the research is to identify the potential prospects for Xoriant solution
companies and create opportunities in these prospects.

Objectives:

- Learning the roles and responsibilities of different management team work in the span of
8 working days through knowledge transfer and online sessions.
- Learning multiple research analysing and data repository tools.
- Understanding all the levels of client onboarding process.

Research:

- About companies from emerging verticals like Data Science, Productivity, Finance &
operations, Business intelligence, B2B sales & marketing to which Xoriant can associate in
coming future and can expand its growth.
- About different marketing techniques to attract employees for new Xoriant location:
Chennai
- Identify technological opportunities in clients business framework and recommending with
latest solutions

2.2. Management Team

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Presales Team

Presales team upgrades client procurement procedure and maps the business contributions to that
of customer prerequisites. Presales procedure is the particular arrangement of exercises that lay
the preparation for their business foreman up to winning another agreement or procuring another
client.
Pre-sales is an umbrella term for the majority of the exercises that are done before a client is
gained. They investigate the market, run centre gatherings and art pitches for Sales Consultants to
use in the field. They may go about as deals support for Sales Consultants all through the whole
deals process. The job of Pre Sales Consultant is a clerical position that commonly requires, in any
event, a Bachelor's certificate to get work. Bosses favour applicants with a degree in Business,
Management, Marketing field.
Areas of specialty of Presales include:
1. Discovery – a way to reveal subtleties of business issues that the prospect has. The presales
individual will comprehend and intently investigate the prospects prerequisites.
2. Preparation – fitting a prospect explicit introduction or programming introduction that
correctly addresses the issues of the prospect.
3. Demonstration – A showing of the merchant item that explicitly addresses the possibilities
of business issues. It will be done in a way that features a simple strategy to tackle those
issues utilizing the apparatuses accessible inside the merchants suite of item.
4. Request for Proposal (RFP) – presales have definite learning of the item suite,
notwithstanding its application to business issues. Thusly, presales are much of the time
engaged with specialized subtleties in RFP arrangement.
5. Marketing assistance – Promoting division and presales office adjust intently. Presales
team offer market input with the showcasing group.
6. Proposal assistance – Given presales were associated with the deal since the disclosure of
the prospect business issues, presales frequently complete the business examination and
specialized segment of a business proposition.

Responsibility

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Inside Sales Team

Inside sales team helps in researching, filtering and analyzing clients. This team develops, maintains
and interacts primarily via phone and e-mail with clients.

LinkedIn has been fairly categorized as the go-to social site when you're searching for your next
job. Canny representatives are utilizing LinkedIn increasingly more as an income producing, deals
prospecting apparatus. Indeed, LinkedIn is an ideal apparatus to make lead and deals prospecting
smoother, snappier, and eventually beneficial. To an ever-increasing extent, LinkedIn is being
utilized as a go-to hotspot for producing new leads and unmistakable income. It is an incredibly
savvy instrument for business improvement. Present day deals procedures have changed and
LinkedIn enables you to associate legitimately with and accumulate data on organizations and
prospects, just as creating connections and reaching chiefs straightforwardly.

E-mail Campaign: An email campaign is an organized arrangement of individual email messages

that are sent over a particular timeframe with one explicit reason, for example, download a white
paper, pursue an online course, or make a buy with a gave coupon. Each email requires an elegantly
composed title, centred substance, and a particular invitation to take action to accomplish the
battle's objective. Email battles are regularly sent through email specialist co-ops, similar to
Campaign Monitor.

Responsibility

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Sales Team

Xoriant's sales team is the immediate connection between an organization's product or service
and its customers. Nonetheless, a well-prepared deals division accomplishes more than making
deals. Sales team constructs associations with Its customers. Since deals reps have direct
contact with Clients on a ceaseless reason, they become aware of individual information that
helps make bargains affiliations smoother and for the whole deal. A readied arrangements
capable tailors endeavour to settle the negotiations to the individual customer and learns the
complicated subtleties of their needs.

Objectives

Prospect search: First thing is to find client on the basis of Xoriant’s product and services
offering. Research about the companies is done on the industry basis (High Technology Industry,
Financial Service, Telecom, Health & Life Science)

Sales convertion: A sales department's principle goal is to make deals. Be that as it may, they
should likewise do as such productively and as modestly as could be allowed. It isn't sufficient to
gather charge card data and procedure a request. A business office is constantly worried about
improving its change rate. A transformation rate is the level of clients who complete a deal. So if
your business group addresses 100 potential clients for every day and 20 of those discussions
bring about a deal, at that point, your group has a 20 percent change rate. A well-oiled deals
office is continually searching for approaches to improve its change rate. A superior
transformation implies the business spends less cash changing over every client, bringing about
higher benefits.

Responsibility

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Marketing Team

The marketing team has an immense responsibility of making a dealing/trading reasonable and
gainful. It does this by making mindfulness, connecting with clients, investigating about
contenders, getting ready special material and exercises.

Objectives

Showcasing targets are goals set by a business when advancing its items or administrations to
potential shoppers that ought to be achieved inside a given time period. At the end of the day,
advertising goals are the showcasing technique set so as to accomplish the generally hierarchical
destinations. An industry’s showcasing destinations for a particular item may incorporate
expanding item mindfulness among focused shoppers, sharing data about item highlights and
diminishing buyer protection from buying the product.

The showcasing direction is perhaps the most broadly perceived course used in contemporary
promoting. It is a customer driven procedure that incorporates a firm basing its promoting program
around things that suit new client tastes. Firms getting an exhibiting bearing routinely take an
interest in expansive factual looking over to check purchaser needs, use R&D to develop a thing
touchy to the revealed information, and after that utilization propelled techniques to ensure
buyers think about the thing's quality and the points of interest it can pass on. Scales proposed to
measure an affiliation's general market course have been made and seen to be decently
overwhelming in a grouping of settings.

Responsibilty

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3. Client onboarding process

1. Research: Client research in IT organization is done by keeping project takeover, merger or

acquisition in mind. Client is research on the basis of Industry they represent and how our
company can offer technology to them. For deciding the clients Tech stack, last funding,
rival competiton, IT revenue,IT budget key synergy etc are taken into consideration.
2. Pitch & Approach: E-mail pitch tells the recipient the idea of the product that other
company is selling. E-mail pitch includes what company can benefit their prospects and
show some kind of proof or similar work that they have done in the past.
3. Introduction: Introduction meeting is done by sales team. It can be Face to Face or Voice
call. Indroduction meeting is done with client to explain the product in more detailed
manner. In introduction meeting even Technical expects also join for intricate details.
4. Request for Information ( RFI): This is a normal company method aimed at collecting
written data about different suppliers ' capacities. A format that can be used for comparison
reasons is normally followed. Besides collecting fundamental data, an RFI is often used as
a request sent to a wide base of prospective providers for the purpose of conditioning the
minds of providers, developing strategy,
Request For Proposal (RFP): A Request for Proposal is a form of bid solicitation in which a
business or organization announces that financing is accessible for a specific project or

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program and businesses can place offers to complete the project. A proposal application
typically involves background information about the issuing organization and its business
line. The application lays out requirements that describe the solution it seeks and criteria
for assessment that show how proposals are graded. Requests for suggestions may include
a job declaration describing the activities to be done by the winning bidder, as well as a
timeline for completing the job.
5. Demo & POC: Proof of concept is a term with various interpretations in special areas. POC
in software program improvement describes distinct approaches with one of a kind goals
and participant roles. POC may additionally check with partial answers concerning a small
wide variety of users acting in commercial enterprise roles to set up whether a device
satisfies sure requirements. The universal goal of POC is to find answers to technical
problems, along with how systems can be included or throughput can be executed through
a given configuration.
6. Negotiation: Negotiation is a method that incorporates activities expected to decide
different kinds of inquiries by driving direction between the included social events to
accomplish an agreement. Plans can happen at whatever point inside the endeavor the
officials life cycle and it will in general be either formal or non-formal. A formal trade
incorporates issues concerning agreeing with contracts while information dealings fuse
exchanges to decide a dispute between the team.
7. Closure: A project-based contract agreement or service contract agreement is a legal
document detailing the terms agreed upon in a professional contract. The contract's
purpose is to legally protect the business and the contractor who sign it. Project-based
contract agreements are made between businesses and independent contractors. For their
job with a company, project-based employees generally have a restricted timeframe.

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4. Tools Used

4.1. CrunchBase
Crunchbase is a stage for discovering business data about private and open organizations.
Crunchbase data incorporates ventures and financing data, establishing individuals and people in
initiative positions, mergers and acquisitions, news, and industry patterns.

Crunchbase data incorporates ventures and financing data, establishing individuals and people in
administration positions, mergers and acquisitions, news, and industry patterns. Initially worked
to follow new businesses, the Crunchbase site contains data on open and privately owned
businesses on a worldwide scale.

Crunchbase sources their information in four different ways: the endeavor program, AI, an in-
house information group, and the Crunchbase people group. Individuals from the open can submit
data to the Crunchbase database. These entries are liable to enlistment, social approval, and are
frequently evaluated by an arbitrator before being acknowledged for production.

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4.2. Owler
Owler publicly supports aggressive experiences by giving news cautions, organization profiles, and
surveys and enables individuals to pursue, track, and think-tanks continuously.

Owler gives data dependent on the outline, Competitors, Financials, News, Blog, Press Releases,
Contact, and the rundown.

Owler is a business stage made to give organizations of any size crosswise over different
enterprises solid and exceptionally noteworthy business bits of knowledge on an ordinary and
auspicious premise. The stage extraordinary publicly supporting methodology on social event and
conveying business bits of knowledge to clients has demonstrated to be very compelling, so much
that top organizations and universal brands, for example, Microsoft, Walmart, Apple, Nike, and
Google all utilization Owler to furnish them with dependable business insight about their industry
and their rivals so they remain in front of the pack.

Owler offers exhaustive business profiles of in excess of 15 million organizations. Besides that, the
framework conveys day by day depictions and news itemizing developments, updates, and
occasions in your industry. With Owler, it is definitely not hard to see how your association charges
against the test and give you crisp and direct recognitions to empower you to choose districts of
concern and that is just a hint of something larger.

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4.3. BuiltWith
The objective of BuiltWith is to help web engineers, analysts, and fashioners track what innovations
are being utilized by different sites.

It gives data about Analytics and following, Widgets, Frameworks, Content conveyance arrange,
content administration framework, Server name, JavaScript Libraries and so forth.

BuiltWith is an administration that enables advertisers to figure out what innovation was utilized
to construct a site, so as to give leads, insight, and investigation. The rundown of site pages is made
from the database containing 5,000 web innovations, more than 250 sites, and 2+ million dynamic
eCommerce stores.

Arranged and available information about the profile of a site can be useful for anybody attempting
to increase new clients, especially for appreciating which customers are utilizing contenders'
innovation. Likewise, clients can get entirely profitable data about which web advancements are
expanding or diminishing in utilization on the web, deals volumes of eCommerce sites.

The product is every now and again being utilized as a lead age source, giving clients access to
information from around the globe. They can download and send out the majority of the outcomes,
addresses, phone numbers, titles, names, in view of spend, advances, area.

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4.4. LinkedIn
LinkedIn is a social platform for experts. We use LinkedIn to remove exact data about the no. of
representatives in other organization. It helped us to distinguish contact individual for the focused
organization. Employment opportunity in the customer's organization gives a thought of
prerequisite that Xoriant can target.

Without any confinements on access to client profiles, a large number of experts in each vertical,
and an amazing pursuit work, LinkedIn is the ideal stage for finding and inquiring about potential
purchasers.

It is essential to connect with the general population in your industry and carry on the relationship
which you once made with them face to face. LinkedIn gives you a chance to do only that – make
solid associations, between experts, similarly invested people, thought-pioneers and individuals
whom you share comparative premiums with. You can pose inquiries, share information, get
significant bits of knowledge, voice your conclusions and think about employment opportunities.

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4.5. ZoomInfo
It is a database of data about representatives and organizations to deals, showcasing and enrolling
experts.

ZoomInfo utilized it to concentrate direct telephone no. , HQ telephone no. what's more, E-mail ID
of the contact individual of the customer organization for research and getting ready database.

ZoomInfo is a well known business knowledge programming application that offers the most exact
and noteworthy B2B contact and friends insight to enable associations to quicken development
and productivity through its Growth Acceleration Platform. This stage gives a constantly refreshed
database that empowers deals and showcasing groups to execute increasingly successful
promoting efforts and improve deals prospecting endeavors with access to on-request direct-dial
telephone numbers, email locations, and foundation data. The powerful suite of highlights will
engage clients even to manufacture focused on records make information significant with various
database improvements, without gambling copying records, or losing information in the most
exceedingly awful situation.

With ZoomInfo's Growth Acceleration Platform, clients can without much of a stretch distinguish
and interface with leaders in any industry, work, or even hone their concentration to draw in
explicit records. It likewise gives access to more straightforward dials and email addresses than
some other B2B contact supplier. What's more, Zoom Info is estimated by the statement, implying
that you will pay for the highlights you truly need.

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4.6. Draup
Draup engages deals with groups with a far-reaching record and partner insight to empower
microtargeting. We dissect great many information focuses to help deals groups comprehend
better insights concerning their prospects, for example, purchasing inclinations, innovation
decisions, redistributing bargains, purchasing focuses, vital and speculation needs and so on., while
additionally getting a profound comprehension of the key leaders among your prospects.

Draup for Talent is an AI-driven ability pipeline mining and arranging stage that gives bits of
knowledge to HR pioneers to structure their kin activities. You can get a more profound
comprehension of the ability biological system including examination on basic jobs in an industry,
job advancements, developing aptitudes, industry change sway, request supply attributes, and
development of ability for any activity job in any area. We utilize one of a kind datasets about new
businesses, colleges and friends qualities to touch base at more profound bits of knowledge.

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5. Work Done
5.1. Company Prospecting
Worked with presales team on given infographics and researched for companies whose synergies
will match Xoriant Solutions

As a research analyst we were given a task to identify new startups from verticals like Data Science,
Productivity, Finance & operations, Business intelligence, B2B sales & marketing to which Xoriant
can associate in coming future and can expand its growth.

Our exercise involves filtering companies on the basis of HQ location, Revenue & financing, area of
operation, Teck stack, synergies etc. Reseach also involved gathering information about recent
happenings and tweets.

Researched about 65 companies out of which we shortlisted 17 companies to which sales team
further worked upon.

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5.2. HIMSS 19
Worked with sales team for prospecting healthcare companies with reference from HIMSS 2019
portal/website.

For this assignment we had to do reseach & prospecting about health sector companies based in
USA, preparing E-mail pitch, test E-mail mobile screenshot, preparing infographic, finding contacts
from Zoominfo software and making data repositories in Salesforce software.

Our exercise involves filtering companies on the basis of HQ location: USA , Number of employees:
50+, Revenue: 10 Mn+, Area of operation: health care.

Researched about 210 companies out of which 32 companies were shortlisted. 5 companies were
selected for proposal meeting.

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5.3. Sales Prospecting information and data management

Researched and documented about various future prospects for the sales team. Prepared the given
data base in the salesforce tool with the help of inside sales team. Collected client’s contact from
ZoomInfo tool and connecting them with E-mails & calls.

Before any client meet, it is expected that all the members should be aware about the information
about the client. This inhance the contract convertion rate and build a strong professional relation
connection.For this assignment we were collecting contact details from zoominfo, formatting E-
mail templates,doing E-mail campaign, checking client framework on BuiltWith and analyzing bulk
E-mails. Analysis summary and and Data repository were made for the same.

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5.4. Deck formatting & diagram creation

Editing decks and creating diagram for the Presales team as per Xoriant template. Attended the
process calls of an received from Washington Gas Light Company.

Mentor No. of Client/Practices

decks

Ankit Batra 15 Citibank, Barclays, KPMG, Healthcare, UI/UX, BFSI, Accloud,

Telecom

Rachita Gurung 7 Affinion, Citibank

Nikeetaa Mahante 7 McDermott, Faithlife, KPMG

Vaibhav Sumant 1 Affinion, McDermott

It includes:
Efforts Estimation
- Estimating how much exertion it will take to finish the undertaking
- Various industry standard philosophies are used for the exertion estimation
- Given in man power months
Technocal Solution
- Technical arrangement tending to the customer prerequisite
- Technological Selection
- Technological Architecture
- Technical Stack
- Licensing/ resourse sizing Information
- Hosting/ Infrastructure arrangement
- Compliance to NFR
Functional Solution
Functional arrangements tending to the customer's necessities
- Function Flow
- Compliance for FR
- Fitments of any current systems

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5.5. Infographic and Knowledge session

Being the part of Xoriant we were responsible for making infographic that sales team can show to
potential prospects and educate about Xoriant in better way.

In Pre-sales team we used to take knowledge transfer session. We conducted 4 hours workshop
on excel and product management.

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6. Conclusion
Learning

1. About Xoriant: We got to learn about the practices and industries where xoriant is operating and
with which client we as intern have to deal with. We also get to know about the Xoriant team and
hierarchy.
2. Client approach: Connecting with client in a professional manner via e-mail and Phone.
3. Skills: Inhanced presentation and documentation skills
4. Knowledge session: We were given briefing about all the roles and responsibilities from different
department like Presales, Marketing, sales and inside sales. At the end of the internship we were
capable of giving knowledge session on MS excel and product management.
5. Sales process: Got to learn about various sales stages and different teams involved in each stage
6. Corporate Experience: It was easy to adjust with corporate way of working and life style. We
grasped all the positive learning and worked upon the area where we lacked
7. Xoriant culture: Learned about environment and IT culture.
8. Soft skills: Team work; Problem solving skills; adaptability; Interpersonal skill; time management;
Documentation skills.
9. Networking: Importance of networking with people in office
10. Communication: Professional communication and work delegation

7. References
1. https://www.xoriant.com/about/overview
2. https://www.owler.com/company/freedemographics
3. https://www.crunchbase.com/search-home/organization.companies
4. https://trends.builtwith.com/investor-center
5. https://www.zoominfo.com/business/homepage?utm_expid=.uz4HlT9rSX-
wPQyi6Tgxvg.1&utm_referrer=https%3A%2F%2Fwww.google.com%2F

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8. Annexure-1
Theories
Discussion Points at applied / Tools/sources
Date Learning Point Any other remark
company Books Used
referred
1st April - Verification & · Understanding Presales · Cubical and system Xoriant Portal:
2019 Documentation Objective. Allocation. Xornet
- Briefing about the Company · Role of Presales in the
through an interactive Game. company
- Introduction to Pre-Sales
team.
- Knowledge Transfer from
mentor and other Intern.
2nd April - Learning XORIANT service Applied · Learning Xoriant Preparing Case
2019 facilities. Presales Repository study analysis.
- Learning about Xoriant Concepts
services to clients.
- Scheduling meeting for Pre-
sales briefing.
- Presenting ideas to mentor

3rd April - Knowledge Transfer from Prospecting · Understanding different · Team bonding - LinkedIn
2019 Mentor theory practices and industries exercise/Interaction. - Owler
- Prospecting clients. of company - Crunch Base
- Provided Research Work to
Sales team in UK.
4th April - Preparing Presales · Case study Solution - LinkedIn
2019 Presentation. - Owler
- Task reviewed by Mentor - Crunch Base
- Project Discussion from
Mentor
- Knowledge Transfer from
Marketing Team.
5th April - Presented Prospectus of Prospecting · Presentation skills - MS Excel
2019 client to mentor theory - LinkedIn
- Supported mentors in
presales preparation.
- Discussion on new research
project.

6th April Weekoff

2019
7th April Weekoff
2019
8th April - Allocated work assessment - Learnt about accessing - Marksheet - LinkedIn
2019 and feedback repository Hardcopy - Owler
- Started project on bucket - Xoriant's practices Submission - Crunch Base
repository
- Preparing Snapshots for
companies practices
- Session on Client
hunting/Prospecting

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9th April - Started project on client Methods of - Learnt about -sales force
2019 research in BI and Data research reseaching/prospecting. Portal
Science Vertical - Prerequisites of writing -MS excel
- Bucket repository paper.
assessment and feedback
- Discussion on corporate
paper publication.

10th April - Knowledge Transfer from Methods of - Marketing roles and

2019 Marketing Head research objective
- Learning Xoriant offering - Learnt about
solutions reseaching/prospecting.
- Client reaseach on BI and
Data Science

11th April - Preparing request for RFP - Formal approach of - Team corporate - LinkedIn
2019 Proposal(RFP) questionaires client communication Lunch - Owler
- Bucket repository for and resolving business - Crunch Base
Inforgrapics. query.
12th April - Session on Presales Process - Matching our
2019 in detail by mentor. capabilities to client
- Accessing synergy with needs
reseached clients
13th April Weekoff
2019

14th April Weekoff

2019
15th April - Submitted Data Science, Item - Indepth client
2019 business Intelligence, Response research approach
Productivity, B2B Sale client questionaire - IT company client
research tapping approach
- Preparing questionaire for
WGL client
16th April - Meeting with technical RFP/ RFI - Documentation for
2019 team for Project Bidding answering clients
- Preparing bidding
documents
17th April - Lead Classification of - Learnt about types of - Work Upon
2019 Medical technology Pharma Co. Seattle, WA
Company - Contract Research medical IT
- Infographics for PPT Organisation company
18th April - Knowledge Transfer from - Systematic way to - LinkedIn
2019 Pre-sales approach potential - HIMSS 19
- Client research clients
19th April - Preparing RFP document Methods of - Fromatting RFP - War room set-up - LinkedIn
2019 for WGL client research - MS word, MS excel meeting for WGL - HIMSS 19
- Provided solutions to client
client asked questions
- Lead Classification of
Medical technology
Comany (WA)
20th April Weekoff
2019

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21st April Weekoff
2019
22nd April -Proposal writing -Content Writing for
2019 -Executive summary PreSales
-How to write PreSales
documents
23rd April - Provided solutions to RFP/ RFI - Systematic way to - LinkedIn
2019 client asked questions approach potential - HIMSS 19
- Knowledge Transfer from clients
Pre-sales - Customizing Excel
- Client research" Tool bar
24th April -Cover page -Adobe Photo Shop -MS word,
2019 -Win Theory -MS word, PPT PPT
25th April -Sales process session on Methods of -How to approach -Zoominfo
2019 client tools research client spokes person -LinkedIn
-Marketing Assignment -Client filter parameter -Saleforce
-Tools for client -CRM tool
research
-Sales pitch to filtered
clients
26th April -Prepared presentation for -Quick access to Data - Team corporate
2019 Xoriant capabilities Entery Tool bar Lunch

27th April Weekoff

2019
28st April Weekoff - Office Marathon
2019
29th April - Submitted Data Science, - Item - Indepth client
2019 business Intelligence, Response research approach
Productivity, B2B Sale client questionaire - IT company client
research - Approaches tapping approach
- Preparing questionaire for - Formal approach of
Banking client client communication
- Sitting for calls with the and resolving business
mentor. query.
30th April - Company research for RFP/ RFI - Documentation for
2019 matching them with answering clients
Xoriant synergies. - Matching our
- Meeting with technical capabilities to client
team for Project Bidding needs
- Preparing bidding
documents
1st May Labour Day
2019
2nd May - Creating deck and - Systematic way to Bank Account - LinkedIn
2019 conversions. approach potential Details - HIMSS 19
- Knowledge Transfer from clients Submission
Pre-sales - Deck creation
- Client research

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3rd May -Prepared presentation for -Quick access to Data - Team corporate -MS
2019 Xoriant capabilities Entery Tool bar Lunch powerpoint
-Prepared offerings of
Accloud Support model
4th May Weekoff
2019
5th May Weekoff
2019
6th May Xoriant Product Sales Cycle Sales Cycle - Learnt about - KT from mentor
2019 Presentation to mentor on different Team
learning through out involvement
7th May Indepth reseach about - Basic - Learnt tools to search - Meeting with US - G2
2019 prospect. Getting Contact knowledge and filter prospect sales head - Capterra
details of high mgmt of linkedIn - Analyzing - Gartner
people for sales pitch opportunity from
review
8th May - Project Insight Session - Presentation skill - MS
2019 - Updating Deck & Case powerpoint
Studies
- Advance MS powerpoint
feature & season on Slide
Model
9th May - Preparing Xoriant deck for - LinkedIn - Company technical - Meeting with - LinkedIn
2019 Citi bank client Research & capabilities SIMS deputy - Owler
- Researching USA based Filtering Director - Crunch Base
Biotech companies
10th May - Costing and Billing - MS excel - How to estimate cost - KT from Presales - MS excel
2019 employees per employee Head - MS
- Oracle cloud ERP deck - Company technical - Team Dinner powerpoint
capabilities

11th May Weekoff

2019
12th May Weekoff
2019
13th May - Deck preparation for -Matching our
2019 Clients capabilities to client
- Session with Presales needs
head on project
requirement
14th May -Accessing synergy with -Sales Pitch -Matching our -Team corporate
2019 reseached clients capabilities to client Lunch
-Preparing Sales Pitch mail needs
for Pharma,Biotech -Learnt how to make
company sales pitch email
15th May -RFP preparation and -Formal approach of
2019 formatting client communication
-Assignment from Internal and resolving business
sales team query.

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16th May -Marketing session on Employee engagement -Basic
2019 Employee branding and marketing activities linkedIn
advertisement Features
17th May -Marketing session on -SEO Company's Digital -Team corporate -Google
2019 Xoriant digital marketing -SMO presence and medium Lunch analytics
-SEM
18th May Weekoff
2019
19th May Weekoff
2019
20th May -Accessing synergy with -Sales Pitch -Matching our
2019 reseached clients capabilities to client
-Preparing Sales Pitch mail needs
for Pharma,Biotech -Learnt how to make
company sales pitch email
21st May - Preparing Xoriant deck for -Matching our - LinkedIn
2019 veryme client capabilities to client - Owler
- Researching USA based needs - Crunch Base
Biotech companies
22nd May -Supported with -Sales Pitch -Reseaching -Zoominfo
2019 documents on Mcdormott information about -Salesforce
meeting client using tools
-Used Zoominfo for
research about client
-Prepared Infographic for
pitch
23rd May -Inside sales session on -Sales force -Corporate -Infographic -Zoominfo
2019 sales force and Zoominfo concept presentation assessment -Salesforce
-Mock presentation on -Reseaching
Internship learnings information about
-RFP preparation and client using tools
formatting
-Assignment from Internal
sales team
24th May -Marketing Session on -Digital -Email campaign -team lunch -Zoominfo
2019 email campaign marketing -Salesforce
-Inside sales session on
xoriant pitch call
-session on sales force
25th May Weekoff
2019
26th May Weekoff
2019
27th May -Inside sales session on -Corporate -Zoominfo
2019 sales force and Zoominfo presentation -Salesforce
-Mock presentation on -Reseaching
Internship learnings information about
-RFP preparation and client using tools
formatting
-Assignment from Internal
sales team"

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28th May - Session on product - Product - Product management - Udemy
2020 management management concept
-Inside sales session on
xoriant pitch call
29th May - report and presentation - how to refine
2021 screening documentation and
ppt
30th May - Summer Internship review
2022 - gave session on product
management to presales
team
31th May - Final director review -team lunch
2019

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9. Turnitin Report

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10. Certificate of completion

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