A Desk Research Project Report

On

‘’Study on B2C lead generation for Digital

Education Library Platform’’

Submitted in partial fulfilment of the requirements for the degree of

Master Of Business Administration (Marketing)
By
Pratiksha Amritkar
Roll No. A2M-33

Under the guidance of

Dr. Abhijit Bobde.

A Study Conducted

At
Indira School of Business Studies,
Tathawade, Pune 411033
(2020-2022)

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 Acknowledgment

I would like to express profound gratitude to my mentor Dr. Abhijit Bobde for his invaluable
support, encouragement, supervision and useful suggestions throughout this research work. His
moral support and continuous guidance enabled me to complete my internship successfully.

I am grateful to the cooperation from my college mentor. Dr. Abhijit Bobde who helped me
during the entire process, without their help it would have never been possible to complete the
Internship.

I also would like to thank the Dean of my college Dr. Manmohan Vyas for allowing me to work
in the company and helping us with his knowledge and experiences.

I would like to express my sincere thanks to Tenhard India for this wonderful opportunity and
Last but not the least, I am thankful and indebted to all those who helped me directly or indirectly
in completion of this research.

Name of Student- Ms. Pratiksha Amritkar.

Roll No.- A2M-33

MBA (Marketing)

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Certificate From ISBS

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 Executive Summary

The unpredictable and unexpected nature of the world means we can never guarantee a
company's longevity, and thus the strategy makers have to keep certain points in mind as they
make their decisions. Very few businesses likely have had a plan in place for such an unexpected
disaster as the COVID-19 pandemic.

As a result of the pandemic, the Ed-Tech and Reading industry also experienced heavy
fluctuations, and since schools and colleges were closed, the sector had an excellent chance to
capture the market. A great example of this is Tenhard India.

This project focuses on Lead generation for B2C E-learning Subscription products of Tenhard
India company. This project is completed under the guidance of Dr. Abhijit Bobde.

While doing the project, I came across different learnings that helped me to understand the
market better. As a researcher I gained better understanding of the different research
methodologies and tactics undertaken at different stages of the process of exploration, analysis and
market forecasting along with acquaintance to different keywords that signify the different process.

In this research I have used the primary source of data obtained through questionnaire and
analysis of the customers perception towards the e-learning and reading. I have also referred to the
secondary source of data such as websites, research paper etc. with respect to this my findings were
the effect of Covid-19 contributed a lot towards spreading awareness of the organization and its
products through majority of the population are still in doubt whether e-learning and reading can
be better as compared to traditional method of education, however even after a lot of competition
within the sector the industry has seen a boom within couple of years and there have been many big
players in the sector. My recommendation through this research are the company should focus more
on the content they create also they should do various promotional activities, also keep an eye on
the competitors and the various options and courses offered by them

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 Table Of Contents

Sr. No. Contents Page No.

1. Introduction 9-12

2. Sector Analysis 13-31

3. Company Analysis 32-35

4. News Analysis 36-39

5. Theoretical Background 40-42

6. Objectives 43-44

7. Research Methodology 45-50

8. Data Analysis, Results & Interpretation 51-61

9. Conclusions 62-63

10. Limitations of the project 64-65

11. Recommendations/Learnings 66-67

12. Bibliography 68-69

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 List of Tables

Page
Sr. No. Tables
No.

1. Reading preference 52

2. Level of satisfaction with online reading 53

Factors contributing to dissatisfaction with online

3. 54
reading
ROI comparison between E-media and Traditional
4. 56
media

5. E-learning survey 57

6. Visual quality of interface 58

7. Important factors for selecting E-learning 59

8. Subscription selection 60

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 List of Figures

Sr. No. Tables Page No.

1. PORTER’S 5 Forces 19
2. PESTEL Analysis 22
3. Major Local Players (Competitors) 27-28
4. Social Media Landscape 30
5. SWOT Analysis 34
6. Reading preference 53
7. Level of satisfaction with online reading 54
Factors contributing to dissatisfaction with
8. 55
online reading
ROI comparison between E-media and
9. 56
Traditional media
10. E-learning Activities 57
11. Visual quality 58
12. Important factors for selecting E-learning 59
13. Subscription selection 61

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 CHAPTER 1

INTRODUCTION

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1.1 Introduction and Rationale of The Study
Key objective of project is Analysing B2C market scope for the company Tenhard India, the services
provided by company are mainly for consumers groups. As company have subscription-based services
like website development, SEO of client website, providing genuine leads to clients. cold calling the
potential customer and briefing about the product and services, taking follow up from the interested
customer and converting them into sales. This project aims at developing a functional and practical business-
to-consumer (B2C) marketing for various customers and exploring the state of B2C marketing as a direct
marketing channel. The current state of B2C marketing through cold calling was found to be extremely healthy,
widely used and as a viable option among other direct marketing channels due to COVID-19.

Tenhard India offers a complete package of B2C solutions and services. Also, they provide Exclusive
Business Website, Dedicated Account Manager, Domain & hosting services, Dedicated Catalogue page,
etc. in their subscription package. The project company in this project is a medium-sized Information
Technology company. The company provides software solutions and services to both the corporate and
public sectors. Their focus is on business-to-consumer (B2C) markets.

Lead generation was the primary objective of the internship and formulating marketing strategies for the
clients and its execution. It included preparing database, approach the client in systematic way, pitching
the services of company, helping the client to increase the market presence, and reaching the bottom line
by using company products and services

1.2 Significance of The Study

The study includes market analysis, Customer relationship management, Lead generation and Sales.
Marketing Strategy and planning is a road map of any successful business at Tenhard India. Tenhard India
have extensive experience empowering businesses to achieve and exceed their customers’ goals through
rational strategic planning. There is no faster way to reach your business goal than with strategy for your
successes. Also, to understand the customer relationship management which indeed will help the
organization to better position the product and increase the market share with higher footprints as well as
retain the existing customers.
The Study of market and finding the potential customer has been consistent practice in business for
expansion and generating the revenue. As leads are generated through cold calling which basically needs

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good pitching strategy. Thus, by making suitable pitching strategy and delivering it on cold calling helps
me to gain confidence while selling and marketing the services and products.

The project includes market analysis, Customer relationship management, and lead generation through
cold calling and Sales in B2C marketing. Project also identifies the strategies adopted by Tenhard India
for marketing. As a summer trainee, I have gained better understanding of the B2C marketing, lead
generation, product pitching and customer relationship management.

I worked on following during the internship:

➢ Identify market segments and estimate market demand and New Client Acquisition.
➢ Demand Generation, Lead Generation, Contact Discovery
➢ Business development activities which include lead generation through calling by analysing from
internet sources & generating business.
1.3 Purpose And Objectives of The Project

1) Sales Generating Strategies for Tenhard India using Corporate Promotional Activities & Online
Internet Marketing.

2) Maintaining CRM By Studying Consumer Buying Behaviour of Tenhard magazine.

3) To Study the Potential of Social Networking Sites in Order to Increase subscribers of Tenhard India.

4) Role of E-commerce and CRM, Survey of Customer Perception and viability of E-magazine.

5) Importance of Customer Relationship Management in digital Magazine Industry.

6) A Study on CRM, Role of E-Commerce, and Related Marketing Strategies.

1.4 Scope of The Project

Tenhard India is new in industry, but Tenhard India have a team of dedicated, equipped with latest
technology, highly skilled, motivated young and fresh brains with vision of making client satisfied. As
competition in this sector is intense but with that there are many projects in markets as well. Which means
there are lot of potential customers The project helped in understand how to acquire customer, how to
engage them, understanding them by providing quality services through cold calling. As COVID-19 made
situation worse for many companies and firms so transforming them digitally is basic need of this time.

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So, this project helping these companies and organisation to operate amidst of this pandemic. Having
digital presence is essential not for this situation but it is need of hour. Apart from that to stay competitive
in the market, the Company needs to offer various services and products which are in trend. Tenhard India
is well ahead of this thing they give a value to price.

Tenhard India has gained a lot in terms of increasing reach and generating leads through this project.

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 CHAPTER 2

SECTOR ANALYSIS

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2.1 Overview of E-learning Sector

Introduction

The education system in India has experienced a noticeable revolution over the last decade. The
conventional mode of learning had been used in India and has retained a sustainable position for long.
Indian learning system has made metamorphic change, and the concept of e-learning has significantly
gained momentum in the country. With the growing impetus and unprecedented rise in internet
penetration, e-learning segment has paved its way within the country’s learning ecosystem.

The latest research by RNCOS titled, “India E-Learning Market Outlook to 2022” unfolds the market
dynamics of the e–learning market in India. The report showcases the demographic outlook and portrays
how rising young generation has fuelled the education sector of the country. The report shows education
sector in India being segmented into pre-schools, K-12, and college and universities. Furthermore,
geographical penetrations and number of enrolments of respective segments have also been highlighted
in the report.

The education industry has witnessed significant developments and investments in terms of rising
number of pre-schools, K-12, and burgeoning number of colleges and universities, which has led to
growing number of school enrolments in India. The report provides statistical data and analysis of the
ongoing and future market trends to facilitate a deep market understanding.

Followed by this, the report emphasizes e-learning market that covers the market sizing and growth
potential till 2022. The report also covers the market performance of e-learning products and solutions,
which have showcased tremendous growth over the years.

It covers the performance of e-learning market on the basis of end-user namely pre- schools, K-12,
colleges and universities, and corporate wherein the product and solutions offered by them have been
identified. E-learning is rapidly gaining acceptance among pre-schools, K-12, colleges and universities,
and corporate sector. We anticipate that the sector will post a CAGR of around 15% during 2015-2022.

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Our industry analysts studied all the facets of the e-learning market to portray a crystal clear picture of
the current as well as the expected market outlook. Major drivers and trends have been identified that are
set to act as catalysts towards boosting the industry’s growth, along with roadblocks hindering the
market’s growth. The report also identifies and highlights the opportunity for growth of major players in
the e-learning market.

Additionally, the report highlights the competitive landscape of the Indian e-learning market, describing
the business, presence, product, and solutions offering, and strengths and weaknesses of major industry
players. Holistically, the research provides all the prerequisite information for clients looking to make a
debut in this industry and facilitates them to formulate schemes while going for an
investment/partnership in the Indian e-learning industry.

Government initiatives

The Coronavirus pandemic has shaken the entire nation and the education sector is one of the worst hit
during this impending crisis. Colleges and universities have been shut for almost one year now to curb
the spread of the virus. This is a major setback for students and teachers who can no longer access
learning resources through the traditional model of education.

To overcome this crisis, the Government of India has taken several ICT (Information Communication
Technology) initiatives through the Ministry of Education and UGC (University Grant Commission) to
launch free electronic learning or e-learning platforms for students.

These online platforms are available for students, researchers, learners, and teachers where they can
interact with each other in a classroom setting. These courses are available for both undergraduate and
postgraduate students and contain live online lectures, course contents, quizzes, online tests, and
multimedia presentations to make them more interesting for students.

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Top 8 Government eLearning Platforms

1. SWAYAM (Study Webs of Active Learning for Young Aspiring Minds)

SWAYAM was launched on 9th July 2017 by the Ministry of Education. It is an initiative under the
“Digital India” campaign undertaken by the Government of India in 2015. The platform has been
designed to impart quality education to school students, undergraduate, as well as post-graduate students
in India. The portal offers free printable and downloadable study materials, video lectures, discussion
forums, and online tests from over 1600 courses. After successful completion of the course, students can
get a certificate in exchange for a token fee.

Students can access the web version at https://swayam.gov.in or download the mobile application from
Google Play Store or AppStore. Registration at Swayam is quite simple. You can simply register
through a valid email ID or Facebook or Google plus account. The Swayam portal is accredited by:
AICTE, IGNOU, NCERT, UGC, NIOS, CEC, NITTTR, IIMB.

2. DIKSHA
DIKSHA, an initiative taken by the Ministry of Education was launched in September 2017 to facilitate
advanced digital learning for teachers from classes 1 to 12. The digital portal has been mainly designed
for teacher education but is also available for students who want to connect to the teacher’s community.
DIKSHA offers training courses, worksheets, lesson videos, curriculum, and assessment tests for
teachers.

One of the unique features of this platform is the QR code which can be scanned to gain access to a
plethora of learning materials and eBooks. More than 80,000 eBooks are available for class 12th
students in multiple languages. Android and the iOS users can download the application from the
Google Play Store and iOS app store. Web users can visit and register at the official website at
disha.gov.in.

3. e-PG Pathshala
e-PG Pathshala is an online portal for postgraduate courses started by the Ministry of Education under
NME-ICT (National Mission on Education through ICT) and the UGC. Under this initiative, over 700 e-
books in over 68 postgraduate courses will be available for free for students.

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The online portal is loaded with high-quality text contents, illustrations, videos, tutorials, documents,
PDFs, etc. There are three quadrants under e-PG Pathshala module namely:

• e-Adhyayan consists of e-books and video contents.

• MOOC (Massive Open Online Courses) UGC courses offered under the SWAYAM portal.

• e-Pathya offers offline and distance- learning courses for postgraduation students.

4. Swayam Prabha
Swayam Prabha was conceptualized by the Ministry of Education that consists of a collection of 32
DTH channels that will telecast educational contents 24x7 for students across India. Each day, the
channel will telecast a new content of 4-hours duration. The content will be shown 5 times a day so that
students can select the time and watch the programs at their convenience.

Contents are available for class 12th, UG, and PG students. Detailed courses are offered through
SWAYAM on multiple disciplines as well as MOOCs courses. Students can
visit www.swayamprabha.gov.in for details regarding the free installation of a set-top box and other
information.

5. National Digital Library of India (NDLI)

The National Digital Library (NDLI) developed under NME-ICT by the Ministry of Education through
NME-ICT is a virtual repository consisting of academic contents in multiple disciplines from school to
post graduation level. It is an all-purpose platform designed for students of all ages, teachers, learners,
researchers, librarians, professionals, and other users.

The online platform is available 24x7 in more than 70 Indian languages. A wide variety of learning
resources are available including eBooks, videos, thesis, manuscripts, documents, and many more. For
the web version, users can visit https://ndl.iitkgp.ac.in/ and also download the android application from
Google Play Store.

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6. E-ShodhSindhu
e-ShodhSindhu jointly planned by the Ministry of Education and the Government of India is a digital
library providing access to e-resources like journals, eBooks, factual, bibliographies, citations, etc. for
higher education.

All academic institutions like central and state universities and colleges can avail of the services. For
registration, simply log on to https://ess.inflibnet.ac.in/oes or you can also email
at eshodhsindhu@inflibnet.ac.in.

7. National Programme on Technology Enhanced Learning (NPTEL)

NPTEL is another project funded by the Government of India and Ministry of Education. It was a
collective initiative taken by the Institute of Science, Bangalore, and 7 other IIT institutes (Delhi,
Bombay, Kanpur, Kharagpur, Guwahati, Roorkee, Madras).

The online repository offers various courses in engineering, science, social sciences, and humanities.
There are no course fees, however, certification exams will cost an INR 1000 per candidate. For further
details, you can visit the online web portal at http://nptel.ac.in.

8. Virtual Labs
Virtual Labs is a digital consortium founded by the Government of India in association with the Ministry
of Education under the NME-ICT initiation. The main idea is to provide remote access to virtual
laboratories for students from science and engineering streams from both undergraduate and
postgraduate levels.

This consortium is conducted by IIT Delhi and has around 12 participating institutes. The project
consists of more than 700 web experiments and lab facilities under the supervision of experienced
faculties.

eLearning is expanding its horizon and provides a unique opportunity for students, teachers, researchers,
and knowledge aspirants to collaborate and share their knowledge and learning resources under a
common platform

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 2.2 PORTER’S 5 FORCES

Force 1: Buyer Power, the Bargaining power of customer

Customers have several options of productions to choose from by various suppliers. Online degrees are
offered through many colleges as well as private companies such as University of Phoenix owned
by Apollo Groups, Inc. There are also many options to purchase online software to help with learning
like those offered by Rosetta Stone. Consumers of the products in this industry also tend to be the most

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price sensitive as the demand is coming mostly from working adults who are unwilling or unable to
attend an on-campus university, as well as families, children, and their parents.

Force-2: Threats of New Entrants

New companies are created all the time but the weak are weeded out by low admission and lack of
accreditation by institutional and employers. As determined by its: Economy of scale; Brand identities,
marketability; Capital requirements - technology; Access to distribution - equal access anyone with an
internet connection. otherwise, paid subscriptions; Absolute cost advantages; Government policies,
legislation.

Force-3: Threats of substitute products, the Substitution Threats

Threat of substitute products – Each company differs slightly on the products they offer, but the goal is
essentially the same to increase and improve learning and education. As a result, each company must
have its own competitive strategy to be successful. The substitutes of online education is home schools
and conventional schools. Companies offering online education have less flexibility with lowering their
prices on products while remaining competitive while companies offering software and programs
created to improve study and reading skills are able to demand higher prices in exchange for their
technology driven high quality interactive goods.

Force-4: Competitive Rivalry Within in Industry, The Threats of Entry

The decision by consumers comes down to deciding whether to enroll in a nationwide accepted college
or university by whether the school is accredited, or by the degree program. The different admissions
and application process each company has is also very important and difference in tuition is a
determinant factor. As determined by its: Projected industry growth (fight for market shares); Fixed
costs expectations (projected on forecasts) Brand identity; Numerous competitors with equal power and
resources; • Lack of differentation - degree from school A or B = a degree.

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Force 5: The Bargaining power of Supplier, Supplier Power

The suppliers of the online part of the education industry consists of teachers, administration, software
and technology.
As determined by its: Supplier concentration, density; Switching costs, effort; Forward integration
threats; Presence of substitute inputs (plus projected); Importance of volume to suppliers.

Implementing the Five Forces for the Company

We’ve gone over the Five Forces of Porter’s model that can raise the costs of digital businesses and
make them less competitive. These include:

• The competitive intensity of a marketplace.

• The threat of new entrants into a market.
• Bargaining power of buyers, as well as those of-of suppliers.
• The possibility that a consumer will substitute away from your business to a competitor.

Businesses can’t anticipate all the changes that are happening in the B2C Marketplace, but Porter’s
methodology can help them make sense of competitive data. The concept of “finding the blue ocean”
has entered the common vernacular of digital business strategy and planning. Porter’s Five Forces has
become a useful guidepost in helping businesses to spend their time on servicing their customers instead
of swinging their elbows to jockey for position.

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2.3 PESTEL Analysis

• 1: P – Political
• 2: E – Economic
• 3: S – Social
• 4: T – Technological
• 5: E – Environmental
• 6: L – Legal

The internet has made it easier than ever to access the world’s knowledge from the comfort of your
home, which opens a new realm of possibilities called online learning. Online learning, also known
as eLearning or online education, is exactly what it sounds like: education served to students by means
of the internet and electronic devices.

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Online learning is a great idea in principle — but does it really have potential? In this article, we analyze
the online education industry with the help of the PESTLE model, which looks at the Political,
Economic, Sociocultural, Technological, Legal, and Environmental factors at play in this space.

Political
Here’s the single most important Political factor affecting online learning:

Restricted internet access

In some countries — most notably China — access to the web is restricted for political reasons. This
makes providing an online learning experience significantly more difficult, since the learning materials
must be hosted in the appropriate country and must meet local regulations. Some jurisdictions have more
specific internet regulations, which broadly permit online education, but prohibit the distribution of
certain materials such as maps (especially of disputed territories).

Economic
Here are two Economic factors at play in online learning:

Affordability of online education

Online education is an affordable alternative to regular education since it doesn’t require the live
presence of teaching staff. Also, it’s incredibly easy to distribute digital materials, since there is zero
manufacturing or shipping cost to account for from copy to copy. As such, providers of online education
can sell their learning materials at extremely low prices, while still ensuring a healthy profit for
themselves!

High initial cost

Despite being a cheaper alternative to traditional education in the long term, there is a
comparatively high upfront cost associated with online learning. This is because every student needs
access to an electronic device in order to consume digital materials. In developed countries, this is
hardly a problem since many students already own electronic devices or could easily afford them. In

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developing countries, the high cost of laptops and smartphones may be prohibitive. Thankfully, the cost
of electronic devices is following a sure downtrend.

Social
Here are the Sociocultural factors which impact online learning:

Lack of human interaction

Despite being an extremely efficient way to learn, online education has the downside of reducing human
interaction. Students who go to a physical school every day interact face to face with fellow alumni,
school staff, and various other individuals such as those they meet in their commute. Those who learn
from behind an electronic display lose this human interaction, which likely plays an important role in
social development and mental health.

Day-care needs for minors

Another consideration which makes it very difficult to replace traditional education for younger students
is the need for physical care. With parents usually out of the house for most of the working day,
traditional schools are an easy way to ensure their children are fed, exercised, and generally cared for.
With online education, young students would be left at home for large portions of the day — an
irresponsible choice for obvious reasons.

Technological
Here are some of the Technological factors affecting online learning:

Access to electronic devices

As touched on in the Economic portion of this PESTLE analysis, access to electronic devices is a major
constraint in online education. Not all students have electronic devices, especially in developing
countries, so they would be unable to even use the online learning materials. In some cases, electronic
devices may be available, but of too poor quality (e.g., too slow) to ensure a positive learning
experience.
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Internet connectivity

Another major technological barrier to online education is internet connectivity. Even if students have a
sufficiently powerful electronic device to consume digital educational materials, they still need to be
able to access those materials via the web. In poorer areas — and equally, in rural areas with limited
internet infrastructure — lack of internet access can single-handedly prevent the rollout of online
education.

Legal
Here are the Legal factors which affect online learning:

Cooperation from publishers

Effective online learning requires significant cooperation from educational publishers, who often have
strict rules on how their learning materials can be distributed. For example, almost all traditional
textbooks cannot be shared digitally. As such, educational providers would have to use the resources of
specialist, online-friendly publishers, or request special permission from traditional publishers (which is
nigh on impossible).

Environmental
Here are two Environmental factors at play in online learning:

Change in energy consumption

From an environmental perspective, widespread online education definitely requires the electricity to
power hundreds of millions of devices around the world for longer periods of the day. However, it’s
important to remember that running physical schools uses energy too, especially in lighting and heating
premises. It’s unclear what the net effect of a transition to online education would be.

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Decrease in paper waste

Despite having pros and cons for energy consumption, a shift to online learning would most certainly
decrease paper waste. Think of the hundreds of millions — if not billions — of school textbooks which
are discarded every year. With digital learning materials, there’s nothing to get rid of at the end of the
school year.

What’s the point of PESTLE analysis in B2C E-learning sector?

The point of the PESTLE analysis is to avoid problems later. This means a PESTLE analysis should
happen before the marketing begins. Because once you have a full understanding of the political,
economic, social, technological, legal, and environmental landscape related to the product or company.

PESTLE analysis can also help a marketer justify choices made (or not made) about the marketing
service or product. You can easily reference the section of the PESTLE analysis whenever a problem or
bump comes up. It’s an easy way to explain to the bosses why you’re not following through with X or Y
plan.

You can say, “After researching the economy of this location through our PESTLE analysis, we’ve
decided to only target these specific audiences because it’ll likely provide the highest interest and
profit.”

PESTLE analysis allows B2C Ecommerce to plan. Because the analysis highlights six key influences on
any product, service, or business, understanding what they are is crucial for marketing success. If the
analysis isn’t used, the marketer opens themselves to possible liability, legal issues, and poor profits.

If you’re a digital marketer or someone will be using digital technology to market a product or service,
don’t skimp on your PESTLE analysis. If you do, it may prove to be a costly problem in the future.

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2.4 Major Local Players (Competitors)

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 Market Size

BANGALORE, India, May 18, 2020 - E-Learning refers to learning via electronic technologies to
access curriculum outside of a traditional classroom. In most cases, this refers to a complete online
course or degree.

E-Learning programs take priority over traditional learning methods because of their potential to
minimize training costs depending on the overall curriculum and factors such as off shoring, model
delivery, and content selection, as well as learning management systems (LMS).

The global e-Learning market size was 171 billion in 2019 and is expected to grow at a CAGR of
10.85% during 2019 to 2025.

In comparison to traditional methods, e-Learning often provides additional qualitative advantages in the
form of learning anytime anywhere, access to worldwide mentoring tools for optimal skill growth, and
administration as well as control of the training calendar from various locations.

This research provides the empirical analysis of the demand outlook for e-Learning, along with
emerging developments and potential forecasts to assess the imminent pockets of investment. The
research will also cover the impact of COVID -19 pandemic.

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With the increasing adoption of the Internet and rise in awareness about e-learning, the online education
industry is expected to witness promising growth during the forecast period.

The online education market in India was valued at INR 39 billion in 2018 and is expected to reach INR
360.3 billion by 2024, expanding at a CAGR of ~43.85% during the 2019-2024 period. Ease of learning,
flexibility, and a wide range of study materials have influenced the overall growth of the industry.

However, the lack of formal recognition and accreditation, and abundance of freely available content
presents a critical threat to the growth of the sector. The industry is moving towards the adoption of
innovative technologies like Artificial intelligence (AI) and machine learning (ML), Big Data Analytics,
Blockchain and others to improve the learning experience.

2.5 Challenges Of the B2C E-Learning Sector

1) Adjusting to Increasing Customer Expectations:

Consumers have more control than ever before. They are also more unpredictable than ever before. 9/10
consumers will pay more for a superior customer experience, and 60% will try a new brand for a better
experience. Therefore, in the digital age, it’s vital to engage customers, not interrupt them.

Related Content: 3 B2C Trends to Help E-Commerce Brands Improve Customer Engagement

Smartphones, coupled with nearly unlimited Internet access and an abundance of technological
resources, have provided consumers with 24/7 access to any information they desire at the tap of the
finger. Brands must be prepared to meet them on their device and channel of preference.

9/10 consumers expect consistent interactions across any channel they choose, so it’s the responsibility
of the companies they buy from to proactively (not reactively) provide that kind of experience.

Additionally, most consumers today are predisposed to expect all brands to treat them as well as their
favourite brand. As these expectations continue to heighten, the bar for what constitutes a “good
experience” keeps rising.

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 1) Breaking Through a Crowded Social Marketplace

B2C marketers can leverage social media from a sale, customer service, and overall customer
engagement perspective. The opportunity (and challenge) for B2C brands, especially, is amplified on
social media. The number of social channels available to consumers has exploded exponentially over the
past ten years.

Social channels like Facebook, Twitter, Instagram, Pinterest, and Snapchat provide a direct conduit to
build connections with customers, but the same characteristics that facilitate immediate, personal, public
conversations with consumers can simultaneously be one of your biggest hurdles.

Consumers have no barrier of entry to any social platform and are quick to publicly bad-mouth a
company following a negative experience. It’s also difficult for companies to respond to all consumers,
all the time, across every “social” medium. Social media also presents a flurry of distractions for your
consumers; if you’re not entertaining, connecting, engaging, and responding to them, other brands will.
As Michael Brenner told me, B2C marketers must find a way to break through the noise while
simultaneously delivering strong, relevant, and personalized content.

2) Doing Your Job with Limited Time and Resources:

Time and resource constraints are a major obstacle for most B2C brands, especially new or growing
companies or SMBs trying to scale their productivity, marketing, and product fulfilment/delivery.

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With the help of technology, any B2C marketing team can alleviate many of these constraints that
threaten productivity and your ability to reach customers.

You can use software to automate, scale, and amplify your personalized marketing strategy—and even
render obsolete some of your mundane day-to-day tasks. Ultimately, these tools exist to help you
increase efficiency and better reach customers, regardless of the resources at your disposal.

3) Dealing with Data Overload, and Using Customer Data

Customer data is generated at every touch point and interaction, from every customer, web visitor, or
prospect you’re trying to reach.

Many B2C marketers believe this is the most significant challenge today; keeping up and making sense
of all this data, then using it to draw insights and inform your marketing at scale. This process is nearly
impossible to achieve manually.

New technologies can help you by automating the process of collecting, mining, analysing, and
leveraging data. These include:

• Customer data platforms to help store and manage all customer information you’re collecting.
• Machine learning to help algorithms self-learn, without the need for manual updates.
• Artificial intelligence marketing to help you scale the process of personalization.

The complete collection and accurate application of data confuses and eludes many B2C marketers.
However, customer data is also your greatest asset, and is the gasoline which fuels your B2C machine.

31
 CHAPTER 3

COMPANY ANALYSIS

32
3.1 Brief of Company

Tenhard India Private Limited is an unlisted private company incorporated on 20 July, 2020. It is
classified as a private limited company and is located in East Delhi, Delhi.

Tenhard India Pvt Ltd is a leading name in the e-media industry. We are publishers of renowned titles
like Tenhard Traveller and Food. We provide digital versions of media from various publishers. Using
the latest technology, we help people get the latest news, digitally. We also provide a huge platform to
those who want to make their career in sales, marketing, content writing or blogging by promoting their
talent on our e-media platform.

Maybe you can hold a bundle of magazines in hand or read two newspapers at the same time. But, to
stay connected with this rapidly pacing world, you need to change your old school mode of reading.
Tenhard brings you a wide collection of hundreds and thousands of magazines and newspapers from
leading media houses from across the world. Everything is just one tap away at Tenhard.

What Tenhard India Offer?

Tenhard’s sole aim is to take digital reading to the next level and provide you with a one-stop
destination for all your reading needs. No more searching for your favorite magazine or newspaper on
different sites. Just read on the go from a myriad of categories.

3.2 Vision & Mission

Vision: To take digital reading to the next level and provide you with a one-stop destination for all
your reading needs.

Mission: Our mission is to spread digital reading all over the world.

33
3.3 Product and Services:

Tenhard is giving you the access of digital reading platforms.

Where the services are:

• Digital Books of all the courses

• Digital Newspapers of every media.
• Novel of different Genres
• Magazines
• Also, you can add your own blogs.

3.4 SWOT Analysis:

34
Strength:

• Independence of access to time and place

• Impartiality
• Enhancing the individual and group participation.
• Exposure to Global standard of education

Weaknesses:
• Absence of teacher
• Access to unsupportive information
• Students’ assessment and feedback is limited
• Being unsuitable for practical courses in agricultural education

Opportunities:

• Enrolment of more number of students in Higher education

• Graduation without disturbing the Work-life Balance
• Time saving and cost efficient for learners.
• Education to all category of pupil

Threats:

• Threat to Uniqueness and consistency

• High implantation and maintenance cost
• Lack of technology and Infrastructure
• Security and authorization issues.

35
 CHAPTER 4

NEWS ANALYSIS

36
4.1 Analysis of News Published W.R.T. Concerned Sector, During Sip Duration

Global E-learning Market Report 2021-2026: Paradigm Shift from Content Delivery to
Interactive Learning Platforms

Dublin, June 16, 2021 (GLOBE NEWSWIRE) -- The "Global E-learning Market - Outlook and Forecast
2021-2026"

The e-learning market size is expected to grow at a CAGR of over 13% during 2020-2026.

The online learning market is likely to witness an absolute growth of about 110% by 2026. The online
education market and content delivery is seeing a paradigm shift from content delivery to interactive
learning platforms, language training, functional skill development, proficiency testing, and higher
education pedagogy, video streaming of classes to corporate training, talent management, and e-
governance.

The increasing focus on m-learning, deployment of augmented reality, and cloud infrastructure adoption
for hosting applications to derive scalability will create lucrative opportunities for leading online
education companies in the market.

E-Learning Market Segmentation

The global e-learning market research report includes a detailed segmentation by delivery mode,
learning mode, function type, end-user, geography. The packaged content segment occupied around
58% of the e-learning market share in 2020. Private institutional interest toward gamification is on the
rise as the vendors are trying to improve the competitive edge of their pedagogy over the conventional
methods. The demand for e-learning as a packaged content increase, mainly due to the desire to acquire
skills amongst corporates.

For instance, the increasing demand for skills in the tech industry such as virtual reality, artificial
intelligence, and big data is propelling the adoption of this mode of delivery in the corporate e-learning
market. Over the past few years, this has led several vendors to grow and expand their businesses
significantly.

37
For instance, Plural-sight, a tech e-learning provider, is one of the fastest-growing companies in Utah.
The packaged e-learning content market will continue to grow as corporates' requirement rises and needs
more agility.

The self-paced segment is expected to maintain its dominance, witnessing an incremental growth of over
USD 139 billion during the forecast period. Europe, Russia, and the UK have emerged as the major
consumers of self-paced e-learning modes over the last decade.

The self-paced e-learning segment in countries such as Myanmar, Mongolia, Rwanda, Sri Lanka, Laos,
Nepal, Cambodia, Ethiopia, Senegal, Uganda, Mauritius, Mali, Slovakia, Namibia, and Lithuania are
expected to grow at a CAGR of more than 15% during the period 2020-2026. About 72.78% of adults
consider themselves lifelong learners, creating tremendous growth opportunities for online education
companies in the market during the forecast period.

The training segment is projected to witness an absolute growth of approximately 104% by 2026.
Computer-based training is a new-age learning method that uses special training programs designed for
different tasks. Web-based training is a subset of computer-based training and is made available on the
internet through web technologies.

The onset of the COVID-19 pandemic propelled the demand for these modes of learning in the global
market. Vendors leveraged this demand to expand their product portfolios and widen their customer
reach. Training professional, governmental-related, and academic was estimated at around USD 134
billion in 2020.

The corporate segment will record an absolute growth of approximately 134% during the forecast
period. As the COVID-19 pandemic caused the changes in work culture and regulations to become more
widespread and permanent, learning and development specialists have taken corporate e-learning as
their strategy to empower and train their employees. Players focus on deploying cost-effective, efficient,
and time-saving cloud-based solutions to gain a larger share in the corporate training segment.

38
Insights by Geography

The North America e-learning market is expected to post an incremental growth of over USD 62 billion
during the forecast period. The corporate sector is expected to remain the largest segment in the North
American market.

The e-learning market in the US is projected to grow at a CAGR of around 10% during the period. The
US is the largest self-paced learning market globally, with the potential to radically influence the
prospects in the industry.

Together, public, and private investments constitute an annual flow of about USD 1.3 trillion into the
country's education system. A significant amount of it is channelized to improve the effectiveness of
conventional learning and training methods.

E-Learning Market Vendor Landscape

Vendors offer highly customisable platforms that can enable instructors to customise content
dynamically as per the end-user requirements. Setting the price right to effectively gauge and capture the
marginal utility of the potential consumer is another strategic challenge for vendors in the market.

While freemium offerings with attractive short-term subscription pricing can help players garner a large
customer base, continuous investments in product development, especially through gamified and
contextualised interfaces, can help them engage and retain the learning audience.

39
 CHAPTER 5

THEORETICAL BACKGROUND

(SALES PROJECT)

40
5.1 Lead Generation Procedure

Database

Database in this framework means a contact list of prospect companies and their decision maker’s
contact information. In order to successfully perform a cold calling campaign, there must be a list,
a database, from which the contact information can be found, and the persons contacted.

Identifying leads

It is the process of identifying the leads which are potential customers of the product of the
company. It includes identifying potential customers in market.

Leads may come from various sources or activities,

• Internet
• referrals
• telephone calls

I used these things to identify potentials customers who are willing to have B2C services offered
by Tenhard India.

Nurturing leads

The process of developing relationships with buyers at every stage of the sales funnel, and through
every step of the buyer’s journey. It focuses marketing and communication efforts on listening to
the needs of prospects and providing the information and answers they need. The key to successful
lead nurturing is to deliver content that’s valuable enough to keep audience engaged. Helping the
clients by providing information and knowledge about services and products of company.

Qualifying leads

Mostly done through introducing products and services that company offering. The qualification
step includes information exchange from both sides, to obtain an understanding of the leads

41
background and needs. So, after providing them information and knowing about problem and if
there is interest of the clients that become proposed clients or potential client after which we pitch
our products, and this leads to conversion of the clients by contract. This is also constituted as sales
qualified lead.

5.2 Client Acquisition

Customer acquisition refers to gaining new consumers. Acquiring new customers involves
persuading consumers to purchase a company’s products or services. Companies and organizations
consider the cost of customer acquisition as an important measure in evaluating how much value
customers bring to their businesses.

The targeted customers are the one who are not aware about your products and services, or they
bought from your competitors. Business should be ready to prepare high budget for acquisition as
well as customer retention as both are important for business.

5.3 Sales Pitching Strategy

Pitching strategy is the term which is related to cold calling. Pitching mainly includes giving
information and knowledge of products and services offered by company to their customers.
Pitching can be done in any language considering cultural factor. A good pitching can engage
customer for longer period and increases chances of ending of selling that product.

42
CHAPTER 6

OBJECTIVES

43
• To study aims to find customer preferences towards online reading

• To study the customer satisfaction level with online reading

• To study those factors which makes online reading uncomfortable

• To study the ROI of online reading or e learning platform than traditional printing services like

newspaper, books, magazine

• To study and reasearch learning adoption of online reading during the covid 19 situation

• Role of E-commerce and CRM, Survey of Customer Perception and viability of E-magazine.

• Importance of Customer Relationship Management in digital Magazine Industry.

• A Study on CRM, Role of E-Commerce, and Related Marketing Strategies.

44
 CHAPTER 7

RESEARCH METHODOLOGY

45
7.1 Type of Research

Business research methods can be defined as “a systematic ad scientific procedure of data collection,
compilation, analysis, interpretation, and implication pertaining to any business problem”

General Classification of Types of Research Methods

Types of research methods can be broadly divided into two quantitative and qualitative categories.

Quantitative research: Quantitative research is defined as a systematic investigation of phenomena by

gathering quantifiable data and performing statistical, mathematical, or computational techniques.
Quantitative research collects information from existing and potential customers using sampling
methods and sending out online surveys, online polls, questionnaires, etc., the results of which can be
depicted in the form of numerical.

Qualitative research: It is based on words, feelings, emotions, sounds and other non-numerical and
unquantifiable elements. It has been noted that “information is considered qualitative in nature if it
cannot be analysed by means of mathematical techniques. This characteristic may also mean that an
incident does not take place often enough to allow reliable data to be collected

Types of Research Methods According to Nature of the Study

Descriptive research: It deals with everything that can be counted and studied, which has an impact of
the lives of the people it deals with.

Analytical research: Analytical research is fundamentally different in a way that “the researcher has
to use facts or information already available and analyse these in order to make a critical evaluation of
the material

46
Types of Research Methods According to the Purpose of the Study

Applied research: It refers to scientific study and research that seeks to solve practical problems. For
example: investigating ways to improve agricultural crop production

Fundamental research: It is also known as basic research or pure research does not usually generate
findings that have immediate applications in a practical level. Fundamental research is driven by
curiosity and the desire to expand knowledge in specific research area. Example: A study of factors
impacting each stage of product life cycle

Types of Research Methods according to Research Design

Exploratory research: Exploratory studies only aim to explore the research area and they do not
attempt to offer final and conclusive answers to research questions.

Conclusive research: It aim to provide final and conclusive answers to research questions.

Type of research is “Quantitative Research” in this report

7.2 Data Type

Data is a set of values of subjects with respect to qualitative or quantitative variables.

Data is raw, unorganized facts that need to be processed. Data can be something simple and seemingly
random and useless until it is organized.

Types

1. Primary data: Primary data is an original and unique data, which is directly collected by the researcher
from a source according to his requirements.

47
 2. Secondary data: Secondary data refers to the data which has already been collected for a certain purpose
and documented somewhere else. Data collected by someone else for some other purpose (but being
utilized by the investigator for another purpose) is secondary data.
3. Cross-sectional data: Cross-sectional data is a type of data collected by observing many subjects (such
as individuals, firms, countries, or regions) at the same point of time, or without regard to differences in
time.
4. Categorical data: Categorical variables represent types of data which may be divided into groups.
Examples of categorical variables are race, sex, age group, and educational level.
5. Time series data: Time series data occurs wherever the same measurements are recorded on a regular
basis. Quantities that represent or trace the values taken by a variable over a period such as a month,
quarter, or year.
6. Spatial data: It is the data or information that identifies the geographic location of features and
boundaries on Earth, such as natural or constructed features, oceans, and more.
7. Ordered data: Data according to ordered categories is called as ordered data. Ordered data is similar to a
categorical variable except that there is a clear ordering of the variables. For example, for category
economic status ordered data may be, low, medium and high.

Data type is Primary Data, in this research

7.3 Data Collection Tools

1. Case Study- A case study is usually an in-depth description of a process, experience, or structure
at a single institution. Most often, the researcher will analyse quantitative data first and then use
qualitative strategies to look deeper into the meaning of the trends identified in the numerical
data.

2. Checklists- Checklists structure a person’s observation or evaluation of a performance or artifact.

They can be simple lists of criteria that can be marked as present or absent or can provide space
for observer comments.
48
 3. Interviews- In-Depth Interviews include both individual interviews (e.g., one-on-one) as well as
“group” interviews (including focus groups). In depth interviews differ from direct observation
primarily in the nature of the interaction. The purpose of the interview is to probe the ideas of the
interviewees about the phenomenon of interest.
4. Observation- Sometimes, the best way to collect data through observation. This can be done
directly or indirectly with the subject knowing or unaware that you are observing them.

5. Surveys Or Questionnaires- Surveys or questionnaires are instruments used for collecting data in
survey research. They usually include a set of standardized questions that explore a specific
topic and collect information about demographics, opinions, attitudes, or behaviours. Three
popular programs that allow you to create online surveys are Google Forms, Survey Monkey,
and Poll Everywhere

7.4 SAMPLING PLAN

A sampling plan is a term widely used in research studies that provide an outline based on which
research is conducted. It tells which category is to be surveyed, what should be the sample size and how
the respondents should be chosen out of the population.

1.Random Sampling- Random sampling is a part of the sampling technique in which each sample has
an equal probability of being chosen. A sample chosen randomly is meant to be an unbiased
representation of the total population.

2.Systematic Sampling- Systematic sampling is a type of probability sampling method in which sample
members from a larger population are selected according to a random starting point but with a fixed,
periodic interval. This interval, called the sampling interval, is calculated by dividing the population size
by the desired sample size

3.Convenience Sampling- A convenience sample is a type of non-probability sampling method where

the sample is taken from a group of people easy to contact or to reach. For example, standing at a mall
or a grocery store and asking people to answer questions would be an example of a convenience sample.

49
4.Cluster Sampling- Cluster sampling is a sampling plan used when mutually homogeneous, yet
internally heterogeneous groupings are evident in a statistical population. It is often used in marketing
research.

5.Stratified Sampling- Stratified sampling is a type of sampling method in which the total population is
divided into smaller groups or strata to complete the sampling process.

50
 CHAPTER 8

DATA ANALYSIS, DATA VISUALIZATION, RESULTS, AND

INTERPRETATION

51
 8.1 Sampling

We can say that sampling is the gathering of data approximately a whole populace through analysing
part of it. This is the fine manner for buying data that goes to assist me to research the product overall
performance and cutting-edge marketplace role of the company

Sample Universe & Unit:

In this project I have used a sample of 100 respondents

Sample size: A total number of 100 people were respondents through an online form

8.2 Data Analysis and Results

• Do you prefer to read your newspaper, magazines, and books in print or online?

Table 1 Reading preference

Serial No. Particulars No. of responses Percent

Responses
1 Print 72 72%
2 Online 28 28%

52
 Reading Preference

Interpretation: 72% of respondents prefer reading in print whereas, 28% respondents prefer reading
online.

• How satisfied or dissatisfied with online reading were you?

Table 2 Level of satisfaction with online reading

Serial Particulars No. of Percent

No. responses Responses
1 Extremely Unsatisfactory 53 53%
2 Unsatisfactory 14 14%
3 Satisfactory 30 30%
4 Extremely Satisfactory 3 3%

53
 Level of satisfaction with online reading

Interpretation:

• Which of the following factors contributed to the unsatisfactory experience?

Table 3 Factors contributing to dissatisfaction with online reading

Serial Particulars No. of Percent

No. responses Responses
1 Cheaper substitutes 31 31%
2 High cost of subscription 48 48%
3 Lack of adaptability 19 19%
4 Lack of awareness 2 2%

54
 Factors contributing to dissatisfaction with online reading

Interpretation

31% of respondents think that cheaper substitutes are the cause for dissatisfaction

48% of respondents that high cost for Subscription is the key factor for dissatisfaction.

19% of respondents think that lack of adaptability is the cause for dissatisfaction

2% of respondents think that lack of awareness is the cause for dissatisfaction

• Do you think that E-learning platforms give better Return on Investment to any other traditional
printing services?

55
Table 4 ROI comparison between E-media and Traditional media.

Serial No. Particulars No. of responses Percent

Responses
1 Yes 84 84%
2 No 16 16%

ROI Comparison between E-media and Traditional media

Interpretation: 84% respondents says that e-media give better return on investment to any other
traditional media whereas 16% respondents does not think that e-media activities give better return on
investment to any other traditional media.

56
 • Online learning adoption during the pandemic period?

Table 5 E-learning survey

Serial Particulars No. of Percent

No. responses Responses
1 Customer engagement 24 24%
2 Social networking 26 26%
3 Drive sales 15 15%
4 Competitive advantage 11 11%
5 Awareness 24 24%

E-learning activities

Interpretation: 24% respondents says that the main marketing objective for doing e-learning is
customer engagement

26% respondents says that the main marketing objective for doing e- learning is social networking

15% respondents says that the main marketing objective for doing e- learning is drive sales

11% respondents says that the main marketing objective for doing e- learning is competitive advantage

24% respondents says that the main marketing objective for doing e- learning is to increase awareness

57
 • Was the design and user interface of the website/app attractive?

TABLE 6 Visual quality of interface

Serial Particulars No. of responses Percent

No. Responses
1 Appealing 27 27%
2 Unappealing 23 23%
3 Average 23 23%
4 Fascinating 27 27%

Visual Quality

Interpretation: 27% responses says that interface was appealing.

23% responses says that interface was unappealing.

23% responses says that interface was average.

27% responses says that interface was Fascinating.

58
 • Which are the key factors that would be important for you while selecting an E-learning
platform?

TABLE 7- Important factors for selecting E-learning

Serial No. Particulars No. of responses Percent Responses

1 Cost of subscription 38 38%

2 Range of Services 36 36%

3 Reference from 23 23%
friend
4 Ratings on Internet 3 3%

Important factors for selecting E-learning

59
Interpretation: 38% responses that cost of subscription is a key factor.

36% responses that range of services matters a lot.

23% customers that reference from someone known or a friend is a must.

3% responses that ratings on internet make them choose a product.

• Which subscription will you go for if you like the service?

TABLE 8 Subscription selection

Serial Particulars No. of Percent

No. responses Responses
1 Less than 6 months 15 15%
2 6-12 months 19 19%
3 1-2 years 27 27%
4 More than 2 years 39 39%

60
 Subscription Selection

Interpretation: 15% of the respondents are preferring less than 6 months.

19% of the respondents are preferring 6-12 months.

27% of the respondents are preferring 1-2 years

39% of the respondents are preferring more than 2 years.

61
 CHAPTER 9

FINDINGS & CONCLUSION

62
9.1 Salient Conclusions and Findings from The Work (In Sync with
Objectives)

Due to lockdown during covid-19 pandemic many businesses affected badly. Many businesses
don’t have any digital presence and need to transform digitally. Most of the Owners are interested
in knowing benefits of Products and services offered by company. During this pandemic financial
management played important role in purchase making of Customer. The business depression has
left severe money impact, during this pandemic financial management played important role in
purchase making of Customer. Many owners struggling to decide whether they should transform
digitally or not. Education firms struggling to provide adequate learning due to lack of digital
resources. Though they are relying on various free applications in the market like Zoom, MS-
Meeting etc.

63
CHAPTER 10

LIMITATIONS

64
Lack of previous research studies on the topic.

➢ Limited access to data.

➢ Due to pandemic situation across the world, it was practically impossible to pitch our
potential customers.
➢ Lack of reliable data
➢ Limited potential customer

65
 CHAPTER 11

RECOMMENDATIONS

66
Key Learnings from The Project

While doing the project, I came across different learnings that helped me to understand the
market better. As a researcher I gained better understanding of the different research
methodologies and tactics undertaken at different stages of the process of exploration, analysis
and market forecasting along with acquaintance to different keywords that signify the different
process

Major Contribution/Recommendations

1. Use more social media

2. Continue tweaking and adapting=
3. Make a poster presentation

67
 CHAPTER 12

BIBLIOGRAPHY

68
• Indian E-learning Industry Analysis and market size and growth/PRNewswire/
• News analysis, research and trends about e-learning industry (Global E-learning Market
Report 2021-2026)
• PhilipKotlerandKoshyJha-Marketing
• https://tech.economictimes.indiatimes.com/news/internet/edtech-firms-reap-dividend-as-
schools-universities-go-online/74784763
• A report by KPMG and Goggle on “Online Education in India 2021” published in 2016
• https://tech.economictimes.indiatimes.com/news/people/over-3-in-5-indian-professionals-
will-spend-more-time-on-online-learning-says-linkedin-survey/75824980
• https://www.academia.edu/Documents/in/Reading_Online
• https://www.writemypapers.org/examples-and-samples/research-paper-on-sales.html
• https://www.researchprospect.com/research-methodology/

69
APPENDIX

70
 Question1: Name

Question 2: E-mail ID

2. Question 3: Do you prefer to read your newspaper, magazines, and books in print or
online?
I. Print
II. Online

Question 4: How satisfied or dissatisfied with online reading were you?

I. Extremely Unsatisfactory
II. Unsatisfactory
III. Satisfactory
IV. Extremely Satisfactory

Question 5: Which of the following factors contributed to the unsatisfactory experience?

I. Cheap substitutes
II. High cost of subscription
III. Lack of adaptability
IV. Lack of awareness

Question 6: Do you think that E-learning platforms give better Return on Investment to any
other traditional printing services

I. Yes
II. No

Question 7: Online learning adoption during the pandemic period?

I. Customer engagement
II. Social networking
III. Drive sales
IV. Competitive advantage
V. Awareness

71
 Question 8: Was the design and user interface of the website/app attractive?

I. Appealing
II. Unappealing
III. Average
IV. Fascinating

Question 9: Which are the key factors that would be important for you while selecting an E-
learning platform?

I. Cost of Subscription
II. Range of Service
III. Reference from Friend
IV. Rating on the Internet

Question 10: Which subscription will you go for if you like the service?

I. Less than 6 months

II. 6-12 months
III. 1-2 years
IV. More than 2 years

72