Summer Internship Project – Mozo Hunt

Driving Growth and Engagement: A Multifaceted Approach to Sales,

Content Creation, B2B Ideation, and Onboarding

A Summer Internship Project submitted to

Doon Business School, Dehradun

For the partial fulfilment for award of

Post Graduate Diploma in Management

BY

Sharad Pratap Singh

ERP – 0221PGM095

Batch: 2022-24

External Guide- Mr. Gaurav Singh Internal Guide- Dr. Raghav Upadhyai

Designation- Marketing Head Designation – Assistant Professor-Marketing

Company- Mozo Hunt Private Limited

 ACKNOWLEDGEMENT

I am incredibly grateful to my internship supervisor, Mr. Gaurav Singh, for their invaluable guidance and support
throughout my internship. From the moment I started, Gaurav Sir took the time to get to know me and understand my
goals for the internship. They provided me with clear directions and expectations and were always available to answer
my questions and provide valuable feedback. Throughout the internship, he provided me with invaluable insights and
advice that helped me to grow as a professional.

I would also like to thank Gaurav Sir for his time and efforts, and for the invaluable knowledge and skills I have
gained during my internship. I am also grateful to him for providing me with this opportunity and for their
commitment to my professional development.

I am also very grateful for the support and helping hand of Gaurav sir during the time of my internship who
understood all the situations and let us work from our ease and give our best.

Their constructive opportunity has helped me to improve my skills and approach to my tasks, and their
encouragement kept me motivated and focused. I am deeply thankful for the time and efforts of Gaurav Sir for their
commitment to my success.

I am grateful for the invaluable knowledge and skills I have gained during my internship. I would also like to thank
my colleagues and the staff at landmark group for their warm welcome and assistance during my internship. Their
expertise and camaraderie were instrumental in my learning experience. I am thankful for the opportunity to work
with such a dedicated and professional team.

At last, I would like to thank Dr. Raghav Upadhyai Sir for his support and guidance about how to exactly put allthe
theories in practical life. His valuable insights and guidance have helped me to navigate my tasks and responsibilities.
They were always available to answer my questions and provide support, and their wisdom and expertise helped me
to grow as a professional.

I had a great experience working in landmark groups learning and unlearning new things. This opportunity has
increased my skills and knowledge making me more fit for the Professional field.

Sharad Pratap Singh

 DECLARATION

Project titled ― “Driving Growth and Engagement: A Multifaceted Approach to Sales,

Content Creation, B2B Ideation, and Onboarding” was carried out by me from 15th May 2023 – 15th
July 2023 as a part of Summer Internship Program at MOZOHUNT PRIVATE LIMITED under the supervision
of Mr. Gaurav Singh (Industry Guide) and Prof. Dr. Raghav Upadhyai (Internal Guide, Doon Business School).
The content derived from existing sources has been indicated at appropriate placesthroughout the report. This
project is original and has not been submitted as a part or whole for any degree or diploma in any other university
or organization.

Sharad Pratap Singh

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 INTERNAL GUIDE CERTIFICATE

I hereby declare that this summer internship project on ― Driving Growth and
Engagement: A Multifaceted Approach to Sales,Content Creation, B2B
Ideation, and Onboarding
is duly completed by Mr. Sharad Pratap Singh under my supervision & guidance and to the best of my
knowledge and belief. This project report is submitted towards the partial fulfilment of a 2-year Full time
PGDM Course from Doon Business School, Dehradun.

Signature of the Faculty

(Dr. Raghav Upadhyai)

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EXTERNAL GUIDE CERTIFICATE

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 TABLE OF CONTENTS

Sr. Particulars
No.
1 Executive Summary
2 Industry Analysis
3 The Categories of E-Learning Industries
4 About the Company
5 Products of the Company
6 Subscriptions
7 The Digital Publishing Trends
8 SWOT Analysis
9 PESTEL Analysis
10 Porter’s 5 Forces
11 Value Chain Analysis
12 The Ansoff Matrix
13 The Objective
14 Phase 1 – Mozo Hunt Targeting Optimization
15 Segmentation
16 Targeting
17 Positioning
18 Lead Generation Process
19 Insights Attained while doing the Sales
20 The Sales Funnel
21 Phase 2 – Enriching Minds
22 Applications of the Marketing Model
23 Learnings and Key Takeaways
24 The Process of Uploading the Content
25 My Achievement
26 Phase 3 – Expanding Horizons
27 Advantages of going B2B
28 Limitations or Challenges of the B2B Model
29 Michele Porter’s Generic Strategies Model
30 Phase 4 – Internship Management Program
31 About the Company of Max-View Now
32 The Categories of Max-View Now
33 Unique Selling Proposition of Max-View Now
34 Insights from Phase 4
35 Customer Journey Mapping
36 Primary Data Research Conducted
37 The Insights from the Survey Conducted on Existing Customers
38 The Insights from the Survey Conducted on Potential Customers
39 Learnings
40 Recommendations
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41 Limitations and Challenges
42 Annexures
43 Survey Form for Existing Customers
44 Survey Form for Potential Customers

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 EXECUTIVE SUMMARY

The functional area of my project is sales and marketing and is focused on market development of the
subscription-based model of Mozo Hunt and a business intelligent platform Max-View Now (the sister
company of Mozo Hunt) in the Indian geography.
Under the subscription-based model, Mozo Hunt follows the pricing strategy of the Tiered Pricing Model.
The Tiered based pricing model means that the company offers different levels of subscription. Each level has
different features and different price points. The tiered based pricing model offers the consumers the chance
to pick an option from multiple options that suittheir budget and their needs, which helps the business to tap
multiple customer segments.
The project report investigates the consumer attitude towards the subscription package involved by Mozo
Hunt. Data mining, calling the target customer, doing follow-ups, pitchingthe subscription to clients, and
customer retention covered 60% of the internship and the rest includes developing content for the Mozo Hunt
website, coming up with various marketing campaigns to increase the digital presence of the company,
maintaining a healthy relationshipwith other colleges across India.
For a digital library company, its website, content, subscription plans and pricing, and customer
testimonials serve as the primary marketing platform.
The project follows a quantitative research approach, utilizing survey questionnaires and hypothesis testing
as the primary data collection method. A sample of users who have subscribed to Mozo Hunt's subscription
package and are potential customers were selected to participate in the study. The survey will gather data on
consumer usage patterns, satisfaction levels, perceived value, and overall attitude toward the subscription
package.

A lot of incredibly interesting and informative work has been done in the marketing, sales, and human resource
fields. From the ground up, I have learned a great deal. A lot has been learned about the business, its offerings,
and its services. I acquired the STP skills necessary to assess my target market. I made a pitch to the customers
after learning about the goods andservices. A great understanding of the advantages of the B2C and e-media
sectors has been achieved. I gained knowledge in data mining. A lot of work has been along with numerous
colleges and institutions. A strong relationship has been established between the business and various
organizations and institutions. My understanding of the professional environment and how to create a
professional email have both improved thanks to this collaborative process. This internship helps me to change
myself overall in a positive way.

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 INDUSTRY ANALYSIS

Mozo Hunt is a digital library that falls under the broader category of digital content and the publishing
industry an E-Leaning platform. The industry involves the creation, curation, and distribution of digital
content to users, typically through online platforms or applications. It caters to the increasing demand for
convenient and accessible digital media consumption, offering a wide range of content options to subscribers.
The E-Learning platform market in India has been experiencing significant growth and had become
increasingly prominent.
It is worth noting that the e-learning market in India has been rapidly expanding due to various factors,
including increased internet penetration, widespread smartphone adoption, the need for upskilling and
reskilling, and the growing demand for affordable and accessible education. The Covid – 19 pandemics has
also accelerated the adoption of online learning platforms in India.
As per the Statista for online learning platforms in India, the revenue generated by the industry has projected
a revenue of 9.79 billion dollars by 2027 from 4.73 billion dollars in 2023.

Figure 1 – Statista Comparison of E-learning Industry

The average revenue per user is also expected to grow to 40.11 USD which is 3286 Indian Rupees in 2027
from 32.31 USD which is 2647.17 Indian Rupees in 2023.

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 Figure 2 – Statista Comparison of Average Revenue of E-learning Industry

The Categories of E-Learning Industries –

Academic E-Learning Platforms-
 Description - Platforms that provide educational content and courses for students at various
academic levels, from K-12 to higher education.
 Market Leaders - BYJU'S (40% market share), Vedantu, Toppr.
 Technology Used - These platforms utilize learning management systems (LMS) to deliver
content, employ video conferencing tools for live classes, and incorporate gamification elements
to engage students.
 Content - The content offered includes curriculum-based subjects, study materials, assessments,
and interactive exercises.

Professional Development and Upskilling Platforms:

 Description - Platforms that offer courses and resources for individuals seeking to enhance their
professional skills or learn new ones.
 Market Leaders - Udemy, Coursera, LinkedIn Learning.
 Technology Used - These platforms leverage video-based learning, interactive modules, and
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 online assessments. They may also incorporate features like peer-to-peer networking, mentorship
programs, and project-based learning.
 Content - The content includes industry-specific courses, certifications, skill-basedtraining, and
resources for career advancement.
Language Learning Platforms:
 Description - Platforms focused on teaching different languages through interactive lessons and
exercises.
 Market Leaders - Duolingo, Rosetta Stone, Hello English.
 Technology Used - These platforms employ speech recognition software, natural language
processing algorithms, and interactive exercises. They may also include features like virtual tutors
and language exchange communities.
 Content - The content includes language courses, vocabulary-building exercises, grammar
lessons, and cultural insights.

Skill-specific Learning Platforms:

 Description - Platforms that provide specialized training and courses for specific skills such as coding,
data science, design, or music.
 Market Leaders - Udacity, Pluralsight, Skillshare.
 Technology Used - These platforms utilize video tutorials, interactive coding environments,
project-based learning platforms, and community forums. They mayalso incorporate virtual labs
and simulations for practical skill development.
 Content - The content includes comprehensive skill-based courses, tutorials, codingchallenges,
and industry-relevant projects.

Test Preparation Platforms:

 Description - Platforms that offer resources, practice exams, and study materials to help students
prepare for various exams and assessments.
 Market Leaders - Testbook, Gradeup, Embibe.
 Technology Used - These platforms employ adaptive learning algorithms, question banks, and
mock tests. They may also include features like performance analytics, time management tools,
and expert guidance.
 Content - The content includes exam-specific study materials, previous year questionpapers,
practice tests, and revision resources.

Learning Management Systems (LMS):

 Description - Platforms that provide comprehensive tools for managing and deliveringe-learning
courses, tracking progress, and administering assessments.
 Market Leaders - Moodle, TalentLMS, Google Classroom.
 Technology Used - These platforms utilize cloud-based infrastructure, content management systems,
and learning analytics. They may also integrate with other tools like video conferencing software and
assessment platforms.
 Content - The content includes a variety of e-learning courses, modules, assessments, and learning
resources.

Virtual Classroom Platforms:

 Description - Platforms that enable live, interactive online classrooms, facilitating real-time
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 communication and collaboration between educators and learners.
 Market Leaders - Zoom (Zoom for Education), Microsoft Teams, Google Meet.
 Technology Used - These platforms leverage video conferencing technology, collaboration tools,
and interactive features. They may also integrate with learning management systems for seamless
course delivery and assessment. Content - The content includes live online classes, lecture
recordings, collaborativeprojects, and virtual breakout sessions.

MOOC (Massive Open Online Course) Platforms:

 Description - Platforms that offer free or low-cost online courses from renowned universities
and institutions, often with a large user base.
 Market Leaders - Coursera, edX, FutureLearn.
 Technology Used - These platforms employ video lectures, discussion forums, and online
assignments. They may also incorporate features like peer grading, automatedassessments, and
progress tracking.
 Content - The content includes university-level courses, lectures by top professors, quizzes,
assignments, and certificates of completion.

Digital Publishing Industry:

 Description - Companies involved in creating, distributing, and monetizing digitalcontent,
including e-books, e-magazines, online journals, and other digital publications.
 Market Leaders - Amazon Kindle Store (70% market share), Flipkart eBooks (10% market share),
Google Play Books.
 Technology Used - These platforms utilize e-book formats like EPUB and MOBI, digital rights
management (DRM) systems, and mobile applications. They may also incorporate features like
customizable reading settings, bookmarking, and annotations.
 Content - The content includes a wide range of digital publications, including e-books, e-
magazines, academic journals, and newspapers.

Global Digital Publishing Market by Geography, 2022-2028

Figure 3 – Largest and Fastest growing geographies of Digital Publishing

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 ABOUT THE COMAPNY

Mozo Hunt is an esteemed digital media house and online learning platform that functions as a comprehensive
digital library. Established in 2021, the primary objective is to facilitate easy knowledge sharing and provide
a vast range of learning and reading materials to professionals and students alike. Trusted by hundreds of
thousands of individuals, Mozo Hunthas emerged as a prominent destination for accessing expert content and
acquiring in-depth knowledge on various subjects.

At Mozo Hunt, we understand the unique learning journeys of our students and aim to support them in their
quest for superior resources and understanding. The platform serves as a valuable resource hub for course-
specific study materials, offering millions of learning materials, practice problems, study guides, and more.
Whether you're a subscriber or a contributor, you can explore our extensive collection and benefit from
concise, well- presented content created by top experts.

Mozo Hunt Private Limited, a non-government company, was incorporated on October 8th, 2021. Registered
at the Registrar of Companies in Delhi, our company provides exceptional educational resources and
facilitating seamless knowledge acquisition. The directors of Mozo Hunt Private Limited, Ajay Kumar and
Ashish Kumar Singh, drive our vision and ensure the highest standards of quality and reliability.

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 PRODUCTS OF THE COMAPNY

Mozo Hunt delivers exceptional value to its subscribers by offering a wide range of high- quality educational
products, including newspapers, magazines, books, and study materials. While these resources are available
online on other websites, Mozo Hunt stands out by providing curated and reliable content sourced from trusted
third-party providers. Subscribers benefit from the convenience of accessing diverse educational materials in
one platform, eliminating the need for multiple subscriptions or purchases. Additionally, Mozo Hunt's
subscription-based model offers cost-effectiveness, making valuable educational resources accessible to a
broader audience. By delivering quality content and streamlining access, Mozo Hunt enriches the learning
experience of its subscribers and empowers them on their educational journeys.

NEWSPAPER
Mozo Hunt provides newspapers in 7 different languages that include – Gujarati, Kannada, Tamil, Marathi,
Telugu, Hindi, and English and each individual language provides 3 – 4 types of paper. If we see the most
read languages – English and Hindi the company provides the top-rated newspapers around the world like the
Wall Street Journal, The Telegraph, The Guardian, The Statesman, The Asian Age, Financial Express, Deccan
Chronicle, and the Economic Times in English and Jansatta, Dainik Jagran, and Amar Ujala in Hindi. The
wide range caters to a diverse range of readers varying interests’ preferences, and demographics. The
readership is primarily towards business professionals, investors, and individuals interested in financial news,
global markets, current affairs, politics, economic developments, stock market, national/ international news,
sports, entertainment, corporate news, and industry updates.

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Figure 7 – Hindi Newspaper, Mozo Hunt

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 MAGAZINES
The company provides 7 categories that include Science/ Technology, Food/ Diet, Sports/ Health, News/
Politics, Fashion/ Style, Business/ Finance, and Traveler/ Outdoor. In each category, there are 12 to 15
magazines like Elle, The Vogue, The Washington Post, Forbes, Money week, Harvard Business Review,
National Geographic Traveler, and many more. The value of each individual magazine in the marketplace is
approximately Rs 350 to Rs 500.

STUDY MATERIAL
The company has 5 segments in this section. The 5 Segments include Research reports (the research reports
include various industries and a thorough analysis of the market leaders in that industry), Operations and IT,
Human Resources, Finance, and Marketing. For Operations and IT, Human Resources, Finance, and Marketing
the project reports, assignments, and case studies are curated as per the standards of top the 5 B-Schools. The
platform is very informative and an effective source for enhancing knowledge and brushing up skills.

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 BOOKS
The company offers a comprehensive collection of books across 14 categories. From coding to personal
finance, social science to horror and supernatural, the diverse range of titles caters to readers interest in
subjects like history, technical sciences, management, and more. With a wide selection of engaging and
educational content, Mozo Hunt aims to provide readers with a rich and varied reading experience.

SUBSCRIPTIONS

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Mozo Hunt provides 5 types of subscriptions ranging from Rs 900 to Rs 7500. The subscription rates
vary based on duration whereas the content remains the same.

The digital publishing industry is valued at 500 billion Indian Rupees in 2019, which is expected to reach
781 billion Indian Rupees by 2024.

The Digital Publishing Trend is Highly Positive because of –

1. The increasing demand for digital content. As more people become comfortable with consuming online
content instead of physical media such as print magazines or books, therehas been an increase in demand
for platforms like this one which offer easy access to all types of digital media.
2. Growing interest in subscription-based services over ownership models. With more options available to
stream movies and music on monthly subscriptions than ever before, many people are now preferring these
kinds of services over owning individual items outright as they are usually cheaper and require less
commitment upfront.
3. Increased convenience provided by improvements in technology allowing users easier access from any
location at any time without needing to take the physical product home or elsewhere securely store bulky
products such as textbooks or encyclopedias when not needed immediately.
Being able to quickly reference information stored digitally from wherever you may be makes it
increasingly popular amongst its target group which also encourages use growth further away from
traditional areas where physical copies would have had bigger appeal originally eying students research
papers being compiled within libraries.
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 SWOT ANALYSIS

STRENGHTS

1. Extensive Content Library - Mozo Hunt has a vast collection of newspapers, magazines, books,
and study materials, providing users with a wide range of contentoptions to choose from.
2. User-Friendly Platform - The platform offers a seamless and user-friendly experience, allowing
customers to easily navigate, search, and access the content they need.
3. Shareability and Multi-device Access - Mozo Hunt allows users to share their logincredentials
with multiple people and access the platform from up to five devices simultaneously, enhancing
convenience and flexibility.
4. Diverse Customer Segments - Mozo Hunt caters to various customer segments, including students,
working professionals, researchers, and general readers, increasing its market reach and potential.
This flexibility allows the platform to tap into multiple market opportunities and establish itself as a
versatile educational resource for individuals across various fields and interests.
5. Mozo Hunt offers subscriptions to international customers without any additional charges,
broadening its customer base and global presence.

WEAKNESS

1. Limited Content Updates - One potential weakness of Mozo Hunt could be the frequency of
content updates. If the platform does not regularly update its contentlibrary, it may face
challenges in retaining customers who seek fresh and updatedmaterials.

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2. Reliance on Internet Connectivity - Mozo Hunt operates as a digital platform, which means
customers need a stable Internet connection to access and enjoy the content. In areas with poor
internet connectivity, users may face difficulties or limitations in utilizing the service.

OPPORTUNITIES

1. Expansion into B2B Market - Mozo Hunt can explore opportunities to offer bulk subscription
packages to universities, coaching institutes, and corporates, tapping intothe B2B market and
establishing strategic partnerships.
2. Partnerships with Educational Institutions - Collaborating with educational institutions to provide
access to Mozo Hunt's content as part of the curriculum orsupplementary resources can be a
potential growth opportunity.
3. Enhanced Content Curation - Continuously curating and updating the content librarywith diverse
and high-quality materials can attract and retain customers, improving the value proposition of
Mozo Hunt.

THREATS

1. Competitor Landscape - The digital content industry is highly competitive, with several
established players and emerging platforms offering similar services. Mozo Hunt faces the threat
of competition from both existing and new entrants.
2. Changing Consumer Preferences - Shifts in consumer preferences and behaviours towards
alternative sources of information and entertainment could pose a threat to Mozo Hunt's
subscription-based model. Adapting to evolving customer needs and staying ahead of industry
trends is crucial to mitigate this risk.

PESTLE ANALYSIS

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POLITICAL FACTORS

1. Government Regulations - Changes in government regulations related to digital content

distribution, intellectual property rights, and online subscriptions can impact the operations and
business model of Mozo Hunt.
2. Political Stability - Political instability or unrest in the countries where Mozo Hunt operates can
disrupt business activities and affect market conditions.

ECONOMIC FACTORS

1. Disposable Income - The economic well-being of the target customers, including students and
working professionals, can influence their willingness to subscribe todigital content platforms
like Mozo Hunt.
2. Exchange Rates - Fluctuations in exchange rates can impact on the cost of content acquisition and
international expansion, especially for serving customers outside thehome country.

SOCIAL FACTORS

1. Education Trends - The importance placed on education and continuous learning within society can
influence the demand for educational resources provided by MozoHunt.
2. Technological Adoption - The extent of technology adoption among the target customer
segments can determine their readiness to embrace digital platforms likeMozo Hunt for
accessing content.

TECHNOLOGICAL FACTORS

1. Digital Infrastructure - The availability and quality of internet connectivity and digitalinfrastructure
can affect the accessibility and user experience of Mozo Hunt's platform.
2. Technological Advancements - Innovations in digital technologies and content delivery methods can
create opportunities for Mozo Hunt to enhance its offerings andstay competitive.

LEGAL FACTORS

1. Copyright and Intellectual Property Laws - Compliance with copyright and intellectual
property laws is crucial for Mozo Hunt to ensure the legality and legitimacy of the content it
provides.
2. Data Privacy and Security - Adhering to data privacy regulations and implementing robust security
measures is essential to protect user data and maintain customer trust.

ENVIRONMENTAL FACTORS

3. Sustainable Practices - The adoption of environmentally friendly practices, such as digital content
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 distribution instead of print media, can align with growing environmental consciousness among
customers and stakeholders.

PORTER’S FIVE FORCES ANALYSIS

1. The Threat of New Entrants - The digital content industry has relatively low barriers to entry,
making it susceptible to new entrants. However, establishing a robust digital library with a wide
range of content and acquiring licensing agreementscan require significant investments. Mozo
Hunt's established brand, customer base, and content partnerships can act as entry barriers for new
competitors.

2. Bargaining Power of Suppliers - The bargaining power of content suppliers, such as publishers and
authors, can impact Mozo Hunt's profitability and content acquisition costs. Mozo Hunt's ability to
negotiate favorable licensing agreements, establish strong relationships with suppliers, and
differentiate itself in the market can mitigate supplier power.

3. Bargaining Power of Customers - Customers have moderate to high bargaining power in the digital
content industry. With numerous alternatives available, customerscan easily switch to other
platforms offering similar content. Mozo Hunt needs to provide competitive pricing, a user-friendly
platform, and a diverse content library to retain customers and differentiate itself from competitors.

4. The threat of Substitutes - The threat of substitutes is significant in the digital content industry.
Traditional print media, free online resources, and other digital content platforms can serve as
substitutes for Mozo Hunt's offerings. Mozo Hunt's focus on providing a comprehensive and
curated collection of content, along with value-added features, can help minimize the threat of
substitutes.

5. Competitive Rivalry - The digital content industry is highly competitive, with numerous
players offering similar services. Mozo Hunt faces competition from established platforms as
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 well as emerging startups. Differentiation through uniquecontent offerings, personalized
recommendations, user experience, and marketing strategies can help Mozo Hunt maintain a
competitive edge.

VALUE CHAIN ANALYSIS

Primary Activities –

 Inbound Logistics - Mozo Hunt manages the acquisition and procurement of digitalcontent from
publishers, authors, and content providers. This includes establishing partnerships, and licensing
agreements, and ensuring a diverse range of high-qualitycontent for its subscribers.
 Operations - Mozo Hunt focuses on the efficient management of its digital platform, including
content digitization, cataloging, and content delivery to users. This involves maintaining a user-
friendly interface, ensuring smooth content accessibility, and regularly updating the platform.
 Outbound Logistics - Mozo Hunt's outbound logistics involves the delivery of digital content to its
subscribers. This includes ensuring secure content transmission, managing digital rights, and
providing seamless access to content across various devices and platforms.
 Marketing and Sales - Mozo Hunt employs marketing and sales strategies to attract and retain
customers. This includes targeted marketing campaigns, promotional activities, pricing strategies,
and customer relationship management to drive subscriptions and revenue.
 Service - Mozo Hunt places importance on providing excellent customer service. This includes
offering technical support, personalized recommendations, and addressing customer queries or
concerns in a timely manner. Ensuring a positive user experience and customer satisfaction is key.

Support Activities-

 Procurement - Mozo Hunt engages in the procurement of content licenses, partnerships, and
necessary technological infrastructure to support its operations.
 Technology Development - Mozo Hunt invests in the development and maintenance of its digital
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 platform, including content management systems, database management, and technological
innovations to enhance user experience.
 Human Resources - Mozo Hunt focuses on recruiting and retaining a skilled workforce,
including content curators, software developers, customer support personnel, and marketing
professionals.
 Firm Infrastructure - Mozo Hunt establishes the necessary organizational structure, administrative
functions, and support systems to ensure the smooth operation of the company.

By analyzing the value chain activities, Mozo Hunt can identify areas of competitive advantage, cost
optimization, and opportunities for value creation. It helps in understanding the company's core
competencies, improving operational efficiency, and delivering a superior customer experience in the highly
competitive digital content industry.

THE ANSOFF MATRIX

1. Market Penetration - This strategy focuses on increasing market share by selling more of the
existing products or services to existing customers. Mozo Hunt can explore market penetration by
intensifying its marketing efforts, improving customerretention, and expanding its customer base
within the current market segments.

2. Market Development - Market development involves entering new markets with existing
products or services. Mozo Hunt can consider expanding its reach by targeting new customer
segments or geographic markets. For example, it could explore partnerships with educational
institutions or corporate organizations to offersubscriptions to their students or employees.

3. Product Development - This strategy entails developing new products or services to cater to the
existing market. Mozo Hunt can leverage its expertise and customer insights to introduce new
offerings, such as specialized study materials, interactive learning tools, or additional content
formats, to meet the evolving needs of its target audience.
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 4. Diversification - Diversification involves entering new markets with new products orservices.
Mozo Hunt can explore diversification by expanding its offerings beyond its current scope. For
instance, it could consider partnering with content providers in other industries, such as professional
certifications or language learning, to offer a more comprehensive digital learning platform.

OBJECTIVE

The areas of the internship were marketing, sales, and human resources and the phases are –

Phase 1 – Mozo Hunt Targeting Optimization: Refining Targeting Criteria for

Maximum Impact.

At Mozo Hunt, I got practical exposure to applying the sales funnel strategy. Apart from that, we had to
successfully apply Segmentation, Targeting, and Positioning to generate and convert leads. This was phase
1 of the internship.

Marketing and Sales

To give the interns product knowledge we were offered this task. As a marketing and sales intern for task 1,
we had to sell the subscription model offered by the company. The goalwas to effectively communicate the
value proposition of our subscription to potential customers, highlighting the convenience and wealth of
educational resources that it offers.
The task also involved understanding customer needs, crafting compelling messaging, and employing
effective marketing tactics to drive subscription sales.

I started by dividing the potential customers into various segments. The various segments include –

Segmentation –
I have segmented customers and then sub segmented also based on different customer characteristics that
allowed me to understand the target audience better and based on thesame I was able to tailor my selling
approach accordingly.

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 The graph shows the broad seven segments identified –

The Sub-Segments are as follows –

1. Students -
o Undergraduate Students - Target students pursuing BBA and similar undergraduate
courses.
o Postgraduate Students - Focus on students enrolled in MBA programs or other postgraduate
degrees.
o Competitive Exam Aspirants - Cater to students preparing for entrance exams for business
schools or other competitive exams.
2. Working Professionals -
o Business Executives - Target professionals holding managerial or executivepositions
across various industries.
o Industry-Specific Professionals - Focus on professionals from specific sectors such as
finance, marketing, or technology.
o Skill Upgraders - Cater to professionals seeking to enhance their skills or acquire new
skills for career growth.
3. Lifelong Learners -
o Hobbyists and Enthusiasts - Target individuals interested in pursuing hobbiesor specific
interests through learning.
o Personal Development Seekers - Focus on individuals seeking self- improvement,
personal growth, and enrichment.
o Retirees - Cater to retirees who have the time and inclination to explore newsubjects and
engage in lifelong learning.
4. Educational Institutions -
o Colleges and Universities - Target higher education institutions that requiredigital
resources for their students and faculty.
o Coaching Institutes - Focus on institutes providing coaching for entranceexams or
professional courses.
o Schools and K-12 Institutions - Cater to schools and K-12 institutionsrequiring
educational materials for their students.
5. Researchers and Academics -
o Scholars and Ph.D. Students - Target individuals pursuing research anddoctoral
studies.
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 oAcademic Institutions - Focus on universities and research institutionsrequiring
access to scholarly resources.
o Research Organizations - Cater to organizations involved in research activitiesand knowledge
dissemination.
6. General Readers -
o Fiction Lovers - Target readers interested in novels, short stories, and fictionalworks across
various genres.
o Non-Fiction Enthusiasts - Focus on readers seeking knowledge through non- fiction books,
biographies, and informative content.
o Magazine Subscribers - Cater to readers who prefer regular access to magazines
covering diverse topics and interests.
7. Corporate Subscriptions -
o Large Corporations: Target big companies with a significant employee baseand a focus on
professional development.
o Small and Medium Enterprises (SMEs): Focus on smaller businesses looking to provide
learning opportunities for their employees.
o Startups: Cater to startup companies seeking cost-effective and comprehensive learning
resources for their teams.

Targeting –
To evaluate the attractiveness of each customer segment. I considered the factors like –

 Size of the Segment – The size of potential customers was highest in the student segment
followed by the working professionals and lifelong learners. A larger segment indicates a
broader market opportunity and higher revenue potential. 
 Growth Potential – The three identified segments are experiencing growth and have a potential for
future growth.
 Profitability – The willingness to pay, price sensitivity, and potential of recurringrevenue
through subscription is high. 
 Alignment with the Company’s Capabilities – The content offerings, distributionchannel, and
technological infrastructure align with the segments need and the company can effectively deliver
value to the identified segments.
 Customer Loyalty – Customer satisfaction, engagement and likelihood of repeat purchases. The
identified segment can, with higher customer loyalty, lead to long term revenue growth and lower
customer acquisition cost.
 Accessibility and Reach – Geographical location, distribution channels, and marketing
opportunities can effectively reach and engage the target customers in eachsegment.


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Based on the factors, the three targeted segments that were most likely to buy the subscriptionwere –

1. Students – Students pursuing BBA, MBA, or similar courses form a significant customer
segment for the company. They have a clear need for study materials, resources, and access to
a wide range of books. By offering the resources of the company, I was able to attract and
engage this segment effectively.
2. Working Professionals – Professionals from different industries who were seekingcontinuous
learning and professional development opportunities were another promising target segment. They
are likely to value access to industry specific resources, business publications, and management
materials. Positioning the subscription as a valuable resource for their career growth and providing
relevant content can attract this segment.

3. Lifelong Learners – Individuals with a passion for continuous learning and personalgrowth form a
desirable segment. They are interested in exploring a wide range of subjects and genres, including
books, magazines, and newspapers. By offering a diverse collection of content and emphasizing the
value of lifelong learning, I was able to capture the attention and interest of this segment.

Positioning -

Value Proposition –
Mozo Hunt digital library offers a unique and comprehensive learning experience that sets usapart from the
competitors. With our subscription, we provide unlimited access, convenience and flexibility, tailored for the
customer’s needs, value for money, and staying updated and informed.
At Mozo Hunt, we understand the importance of continuous learning and personal growth. The
subscription offers a seamless and enriching experience, empowering the customer to expand their
knowledge, stay informed, and excel in their education and professional pursuits.

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 Unique Selling Proposition

Share with Five - Mozo Hunt offers the convenience of sharing a single user ID and password with
up to five people. This allows customers to extend the benefits of theirsubscription to their friends,
family, or study group, fostering collaborative learning and knowledge sharing.
Blog and Article Writing - Customers can showcase their expertise and contribute to the
learning community by writing blogs and articles onour website. This platform encourages
knowledge exchange, networking, and personal branding.
Comprehensive Content Access - Mozo Hunt provides customers with access to a wide
range of content, including newspapers, magazines, books, case studies, project reports,
assignments, research projects, blogs, articles, and current news. Everything is available on a
single platform, making it convenient for customers to explore diverse subjects and stay
informed.
Seamless Reading Experience - With Mozo Hunt, customers can read content directly on the
platform without the need for downloads, eliminating storage and space constraints. However, if
they prefer offline reading, they also have the option to download content for access anytime,
anywhere.
International Subscription - Mozo Hunt welcomes international customers without any additional
charges. This global access ensures that customers from different countries can benefit from the
rich content library and educational resources, promoting a diverse and inclusive learning
environment.

These unique selling propositions highlight the key advantages of Mozo Hunt's subscriptionoffering,
including the ability to share with others, contribute through writing, access comprehensive content, enjoy a
seamless reading experience, and cater to an international audience.

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 Lead Generation Process –

 Targeted Marketing – These included students, professionals, and avid readers.

 Outreach Channels – I used various marketing channels such as social media platforms,
email marketing,
 Landing Pages and Call-to-Action – The potential customers landed on the websitethat provided
detailed information about Mozo Hunt subscriptions and their benefits. Clear and compelling calls
and survey forms were my next step to capture leads information.
 Lead Nurturing – I was focused on building relationships with the captured leads.
 Sales Follow-up – The focus was on personalized follow up and conversion. I provided the leads
pricing options, and any ongoing promotions to address customer inquiries and close sales.
By applying the STP framework, I was able to effectively segment the market, identify my target customers,
and position the subscription as a valuable solution that meets their specificneeds. The approach enabled me
to tailor my selling efforts, deliver targeted marketing messages, and increase the chance.
Total Sales Made – INR 8040

Insights Attained while doing the Sales –

 Increase Revenue – The aim was to generate more revenue for my company, by selling
subscriptions and attracting new customers. By successfully closing deals andexpanding the
customer base, I was able to drive growth and improve financial performance. 
 Boost Market Share – The sales effort helped me to capture a large market share by outperforming
competitors and attracting customers to choose our subscription services over others.
 Customer Acquisition – By effectively targeting and convincing potential customers, I was able to
expand the customer base and broaden the reach in the market.
 Customer Retention – By providing exceptional customer service, addressing their needs, and
offering incentives for loyalty I was able to focus on customer retention and retaining customer
retention is essential for long-term success, as it reduces churnand fosters recurring revenue streams.
 Brand Awareness and Reputation – Through the sales activities, I was able to create an awareness
about the company and build a positive image, by showcasing the value of the subscription service
and delivering a great experience. 
 Strategic Partnership – While making sales efforts, I was able to generate leads that can involve
forming strategic partnerships with other businesses or organizations that can complement the
company’s services. Collaborating with partners can lead to mutual benefits, such as reaching new
audiences or enhancing your service offerings. 

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 The Sales Funnel

 Awareness – At this stage, the goal was to create an awareness of Mozo Hunt and its subscription-
based library among the target audience. I was able to achieve this through various marketing
channels like social media (majorly LinkedIn), content marketing, and partnerships. The objective
was to generate interest and attract potential customers to learn about the platform.
 Interest/Lead Generation – Once the prospects become aware of Mozo Hunt, the next step is to
generate leads and capture their interests. A list of potential customers was given by the college and
the rest were generated through targeted promotions. The objective was to collect contact
information and initiate communication with potential customers.
 Evaluation – In the evaluation stage, I evaluated and qualified the leads based on their level of
interest, needs, and fit with Mozo Hunt’s offerings. Doing this involved conducting demos,
providing product information, and addressing any questions or concerns. The objective was to
nurture the leads and move them towards a purchase decision.
 Conversion – At this stage, my focus was on converting qualified leads into paying customers.
This involved presenting value proposition of the Mozo Hunt’s subscription service, highlighting
the benefits and the features, and addressing any objections. The objective was to close the sale and
secure customer’s commitment to the subscription.
 Retention – Once a customer has subscribed to Mozo Hunt, the goal was to ensuretheir
satisfaction and retain their loyalty. This was achieved through excellent customer service,
providing regular updates and new content releases, and offering renewal incentives. The
objective was to build long-term relationships with the customers and to encourage them to
continue their subscriptions.
 Advocacy – Satisfied customers can become advocates for Mozo Hunt by sharing their positive
experiences with others. Word of mouth referrals and testimonials can help attract new customers
and expand the user base. The objective was to foster customer advocacy and leverage it as a
marketing tool.

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 Phase 2 – Enriching Minds: Creating and Uploading Engaging Content for Mozo
Hunt’s Digital Library.

The second phase of the internship is creating and uploading reports on the booming industries around the
world.

With the help of our corporate mentor, I was able to curate extensive research reports on the booming
industries in India and globally. The objective was to analyze and evaluate the marketing strategies of the
industry leaders across various sectors such as financial services, hotel and tourism, esports and gaming,
telecommunication, clothing, banking sector, FMCG, pharmaceutical, artificial intelligence, automobile, and
e-learning platforms.

Methodology –
As interns we applied ten market models on the research reports that included SWOT analysis, PESTLE
analysis, five force analysis, customer segmentation, customer journey mapping, AIDA model, Ansoff
matrix, brand equity model, McKinsey 7S framework, and value chain analysis. Each model applied offered
a unique insight into different aspects of marketing strategies and helped in understanding the industry
leaders. They helped me to align myself with the specific objective of the research and the information I
aimed to gather. All this ensured a holistic understanding of the industry and helped in formulating a well-
rounded recommendation.

Applications of the Marketing Models –

 Comprehensive Analysis – The application of multiple models allows for a comprehensive
analysis of companies, considering various factors like internal strengths and weaknesses, external
opportunities and threats, market forces, customer behavior, and strategic positioning.
 Strategic Opportunity Identification – The models help identify strategic opportunities by
examining market gaps, potential target segments, competitive advantage, and growth avenues.
 Risk Mitigation – Analysis of industry forces, market trends, and customer preference
helps identify potential risks and challenges faced by companies.
 Data-Driven Decision Making – Applying these models emphasizes the importanceof data driven
decision making. Gathering and analyzing relevant data helps drive meaningful insights, validate
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 assumptions, and make informed decisions.

Learnings and Key Takeaways –

 Analytical Skills Enhancement – Applying multiple models enhances analyticalskills,
allowing for a deeper understanding of market dynamics and strategic considerations.
 Strategic Thinking – The models facilitate strategic thinking by encouraging a systematic
analysis of companies and their competitive landscape.
 Interdisciplinary Perspective – Applying diverse marketing models exposed me to different
frameworks, theories, and approaches providing an interdisciplinary perspective on marketing
strategy.
 Evidence Based Approach – The application of these models reinforces the importance of
using data and evidence to support decision making and strategydevelopment.
 Enhanced Problem-Solving Abilities – By utilizing various models, I was able to develop
problem-solving abilities and learn to approach complex business challenges from multiple angles.
 Integration of Marketing Concepts – Applying different models helps integrate various
marketing concepts, providing a more holistic understanding of marketing strategy and its
applications.

Conclusion –
Phase 2 of the internship provided an opportunity to delve deeper into the intricacies of marketing analysis
and strategy development. It equipped me with valuable skills and insightsthat are crucial for my future
endeavor’s in the field of marketing.

The Process of Uploading the Content-

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 My Achievement

During my task 2 of the internship, I had the privilege of serving as a Point of Contact (POC)for IMI Kolkata,
We School Mumbai, and IMI New Delhi. As the POC, my responsibility was to meticulously review and
verify the accuracy of the reports submitted bythese esteemed institutions. I played a crucial role in ensuring
that the reports met the highest standards of quality and integrity before they were uploaded. This experience
allowed me to develop a keen eye for detail and a strong sense of accountability.
In my role as the POC, I embraced the opportunity to collaborate closely with the teams at IMI Kolkata, We
School Mumbai, and IMI New Delhi. By maintaining open lines of communication and providing timely
feedback, I facilitated a seamless exchange of information and fostered a culture of continuous improvement.
Through this process, I gained insights into the diverse perspectives and approaches of these institutions, which
broadened my understanding of the academic landscape.
The responsibility of verifying and uploading the reports demanded a high level of organization, efficiency,
and attention to detail. I honed my multitasking abilities and developed effective time management to ensure
timely completion of tasks. This experience taught me the importance of thoroughness and accuracy in
delivering quality work. It also reinforced the value of effective collaboration and communication.
My role as the POC for IMI Kolkata, We School Mumbai, and IMI New Delhi was a challenging yet
rewarding experience. I was grateful for the trust placed in me and thevaluable skills and insights
gained through this responsibility.

Phase 3 – Expanding Horizons: Initiating a B2B Transformation for Bulk Subscriptions in

the Education and Corporate Sector.

Phase 3 of my internship involved conceptualizing and initiating a B2B plan for the company, expanding its
reach beyond the B2C segment. The idea was to tap into the potentialof selling bulk subscriptions to
universities, coaching institutes, and corporates aiming to unlock new revenue streams and establish long
term partnerships.

Advantages of going B2B-

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1. Increased Revenue Potential – By expanding into the B2B segment, the companyopens up new
revenue streams. Selling bulk subscriptions to universities, coaching institutes, and corporates can
lead to larger and more consistent sales compared to individual B2C subscriptions.
2. Long-Term Partnerships – Building relationships with B2B clients can result in long-term
partnerships. Universities, coaching institutes, and corporates often have ongoing subscription
needs, providing a stable customer base that can contribute tothe company’s growth and
sustainability.
3. Economies of Scale – Selling bulk subscriptions allows the company to leverage economies of scale.
By offering discounted rates for larger subscription packages, the company can attract B2B clients
who are looking for cost-effective solutions. This canresult in increased sales volume and improved
profitability.
4. Brand Exposure and Reputation – Collaborating with renowned universities, coaching
institutes, and corporate through B2B partnerships can enhance the company’s brand exposure and
reputation. Associating with established institutions and organizations can generate trust and
credibility, attracting more customers fromboth B2B and B2C segments.
5. Market Diversification – Venturing into the B2B segment enables the company to diversify its
customer base. By serving multiple customer segments, the company reduces its dependence on any
single market segment, mitigating risks associated with fluctuations in consumer demand or market
dynamics.
6. Enhanced Product Development – Working closely with B2B clients can provide valuable insights
into their specific needs and preferences.

Limitations or Challenges of the B2B Model –

1. Longer Sales Cycle – Selling to businesses often involves a longer sales cycle compared to
individual consumers. It may require multiple decision-makers and a more complex procurement
process, which can result in longer lead times and extended sales cycles.
2. Customization and Scalability – Meeting the specific needs and requirements ofeach business
client can be challenging, especially when dealing with large-scaleorders. Customization and
scalability of the offering to accommodate different organizational structures, preferences, and
usage patterns can require additional resources and efforts.
3. Contract Negotiations – Negotiating contracts and pricing terms with businessclients can be a
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 complex task. Each organization may have its own sets of requirements, pricing expectations,
and contract terms, necessitating careful negotiation and agreement to ensure a mutually
beneficial arrangement.
4. Relationship Management – Building and maintaining strong relationships with B2B clients is
crucial for long-term success. It requires proactive communication, ongoing support, and
addressing any issues and concerns promptly. Managing multiple client relationships and
ensuring customer satisfaction can be demanding.
5. Competitive Landscape – In the B2B space, competition can be intense with multiple vendors
vying for the same clients. Standing out from competitors, differentiating the offerings, and
demonstrating unique value propositions become crucial to securing and retaining business
clients.
6. Integration and Implementation – Integrating the digital library platform with the existing
platform and workflows with client organizations may pose technical and operational challenges.
Seamless implementation and training processes need to be inplace to ensure smooth adaptation and
utilization of the subscription services.
7. Pricing and Revenue Model – Determining the appropriate pricing and revenue model for B2B
subscriptions will be complex. Businesses often expect volume-baseddiscounts or prefer customized
pricing structures tailored to their specific needs. Finding the right balance between competitiveness
and profitability while accommodating various pricing negotiations can be a challenge.

PORTER’S GENERIC STARTEGIC MODEL

 Cost Leadership – In the B2B space, we can focus on offering cost-effective bulk subscription
packages to universities, coaching institutes, and corporates. By optimizing internal processes,
negotiating favorable deals with the content providers, and leveraging economies of scale, we can
provide competitive pricing maintaining profitability. The cost leadership approach will be able to
attract customers who are price sensitive and looking for affordable solutions without compromising
on the quality.
 Differentiation – To differentiate the B2B offering, we can focus on providing a unique value
proposition to our target customers. This can include content packages tailored to the specific needs
of educational institutions and corporates, personalizedsupport and assistance, advanced analytics
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 and reporting capabilities, or integration with existing learning management systems. By offering
differentiated features and benefits that set us apart from competitors, you can attract customers
who value tailored solutions and enhanced values.
 Focus – With the B2B market, we can adopt a focused strategy by targeting specific segments
within universities, coaching institutions, and corporates. For example, we could focus on serving a
particular industry or education discipline, catering to the unique requirements of that segment. By
understanding their specifics, preferences, and challenges, we can tailor our content offerings,
customer support, and value- added services to meet their specific demands effectively. This focus
on a niche market can help us build strong relationships, establish expertise, and gain a competitive
advantage.

Phase 4 – Internship Program Management: Facilitating Onboarding, Relationship

Building, and Induction Sessions for Max-View Now (a sister company of Mozo Hunt)

For the phase 4 of my internship, I was involved in overseeing the internship program by onboarding
interns from various colleges across India, establishing and maintaining strong relationships with them,
and conducting comprehensive induction sessions. This work was crucial in creating a positive experience
for the interns and ensuring their seamless integration into the company’s integration.
As a marketer, the role was instrumental in building a strong employer brand reputation among the
community. By effectively onboarding and engaging the interns, we not only fostered a positive word-of-
month marketing effectively but also attract top talent from the renowned educational institution.
Furthermore, through the induction sessions and addressing interns’ queries and concerns, we provide
valuable insights into the company’s value culture and marketing strategies, creating a foundation for their
active participation in marketing initiatives during their internship period.

About the Company, the Categories, and Unique Selling Proposition Max-View Now –
Max-View Now is a business information platform where local companiescan advertise themselves so that
residents of their city can easily and quickly find the proper business for their requirements. Several
companies have come to rely on Max-View Now because it helps them establish their online identities,
connect with clients all over India, boost foot traffic, and generate revenue.

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 THE CATEGORIES

Unique Selling Proposition –

 Laser-Focused Targeting - Max-View Now employs advanced analysis and demographic

insights to precisely target the local audience that is most likely to engage with your business. 
 Local Market Domination - With Max-View Now, you gain a competitive edge bydominating
your local market. We help you stand out from the competition by ensuring that your business is
prominently featured and easily discoverable by residents searching for services in your area.
 Tailored Marketing Solutions - From targeted online advertisements and featured listings to
strategic promotional campaigns, we provide flexible options that align with your goals and
budget, ensuring optimal return on investment.
 Amplified Customer Reach - By leveraging Max-View Now's platform, you can extend your
customer reach beyond traditional boundaries. We serve as a bridge, bringing together local
businesses and customers for mutually beneficial connections.
 Reputation Management - We understand the importance of building trust and credibility in
the local market. Max-View Now allows you to manage your onlinereputation by showcasing
customer reviews and ratings. 
 Personalized Support - At Max-View Now, we provide personalized support to ensure that your
business receives the attention it deserves. Our dedicated team is readily available to assist you in
optimizing your marketing strategies, maximizing your visibility, and achieving your business
objectives.

I had to extract the data of the placement teams of various colleges, universities, and their campuses for
generating leads for the company. The next step was to connect with them to draw out the internal data. I
contacted them to offer an internship to their students, shared the company’s JD with them, and if students
were interested, they applied for the roles offered. Connecting with various professionals helped in
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nourishing my communication skillsand boosted my confidence in me. I shared the Job Description of Max-
View Now with all the leads for inviting them to collaborate with us for the Internship Program offered by
the company.

Internship Program offered by the company

I had closed 34 colleges to join the internship program.

Pre-Placements Talk at MDSU, Ajmer

Insights from the phase 4 –

 During my internship at Mozo Hunt, I received overwhelmingly positive feedback from interns
regarding the onboarding process, induction sessions, and ongoing support. Interns expressed
their satisfaction and appreciation for the efforts put intomaking their internship experience
seamless and valuable. The induction sessions provided a clear understanding of the company's
goals and expectations, setting a solid foundation for my internship.

 The impact of these efforts was evident in the increased intern retention rate. A higherpercentage of
interns successfully completed their internships and expressed their intention to return for future
opportunities. This reflects the effectiveness of the engagement and relationship-building strategies
employed during the internship program.
 Moreover, the onboarding process and induction sessions had a direct positive influence on
intern performance. Several interns quickly adapted to their roles, showcased a high level of
productivity, and made notable contributions to theirassigned projects.
 By focusing on creating a positive intern experience, Mozo Hunt's employer brandingreceived a
significant boost. Interns shared their positive experiences on social media platforms and provided
testimonials that highlighted the company's commitment to intern development and support.
 The internship program at Mozo Hunt fostered long-term relationships with internsbeyond their
internship period. Many interns stayed connected with the company, seeking guidance or
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 mentorship even after completing their studies.
 To ensure continuous improvement, I actively sought feedback from interns and incorporated their
suggestions into the onboarding process. This iterative approach allowed each new cohort of
interns to benefit from the enhancements made based onprevious feedback.

CUSTOMER JOURNEY MAPPING

1. Awareness Stage:
o The customer becomes aware of Mozo Hunt through various marketingchannels, such
as social media, online ads, or word-of-mouth.
o They are introduced to the concept of a subscription-based digital libraryoffering
newspapers, magazines, books, and study materials.
o Initial touchpoints include website visits, social media engagement, orpromotional
campaigns.
2. Research and Consideration Stage:
o Customers actively explore Mozo Hunt's website, app, and other onlineplatforms to
gather more information.
o They compare Mozo Hunt with other similar platforms, considering factors like content
variety, accessibility, and pricing.
o They may read reviews, and testimonials, and seek recommendations frompeers or online
communities.
3. Subscription Stage:
o Customers make the decision to subscribe to Mozo Hunt's services.
o They go through the registration and subscription process, selecting thedesired
subscription plan.
o Onboarding materials and guidance are provided to help them get started withthe platform.
4. Active Usage Stage:
o Customers access the digital library, exploring various categories, genres, andpublications.
o They benefit from the convenience of accessing newspapers, magazines, books, and
study materials from a single platform.
o Customer support is available to address any queries, concerns, or technicalissues they
may encounter.
5. Engagement and Personalization Stage:
o Mozo Hunt analyses customer preferences and behaviour to personalize content
recommendations.
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 o Customers receive targeted emails, notifications, and suggestions based ontheir interests
and reading habits.
o They may participate in interactive features, such as writing blogs, and articles, or
sharing feedback on the platform.

6.Renewal and Loyalty Stage:

o Mozo Hunt sends reminders and offers incentives to encourage subscriptionrenewal.
o Customers are rewarded for their loyalty, such as exclusive access to newreleases,
special discounts, or referral programs.
o Continuous engagement and positive experiences lead to customer loyalty andpotential
advocacy.

Primary Data Research

During my internship at Mozo Hunt, I conducted two comprehensive surveys targeting both existing
customers and potential customers. The purpose of these surveys was to gather valuable insights and
feedback from these two distinct groups to better understand their preferences, needs, and expectations. By
conducting separate surveys for each group, I aimed to gain a comprehensive understanding of the market
landscape, identify areas of improvement, and develop targeted strategies to enhance customer satisfaction
and attract new customers.

The survey for existing customers aimed to gauge their satisfaction levels, usage patterns, andpreferences
regarding different subscription options. It provided valuable information on their reading habits, frequency
of use, preferred subscription types, and factors influencing their subscription decisions. This data helped in
identifying strengths and weaknesses of the current offerings and allow for targeted improvements to better
serve existing customers.

The survey for potential customers focused on capturing their interests, preferences, and motivations for
subscribing to Mozo Hunt's services. It aimed to identify the most appealing subscription options and
understand the key factors that would drive their decision to becomesubscribers. This data provided valuable
insights into market demand, customer preferences, and competitive positioning, enabling Mozo Hunt to
tailor its offerings and marketing strategies to attract and convert potential customers.

The Insights from the Survey Conducted on Existing Customers –

The distribution of subscribers with 63.6% being students and 36.4% being working professionals suggests

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that Mozo Hunt has a diverse customer base comprising both student and professional demographics. This
indicates that the content and services provided by Mozo Hunt cater to the needs and interests of both
groups, making it appealing to a wide range of individuals. Additionally, it presents an opportunity for
Mozo Hunt to tailor its offerings and marketing strategies to effectively target and engage these specific
segments.

Based on the survey results, where 48.5% of the existing subscribers have been subscribed for less than 6
months and 36.4% for 6 months to 1-year, the following observations can be made:

High turnover rate: The relatively high percentage of subscribers who have subscribed for less than 6
months suggests a potentially high turnover rate. This could indicate that customers might not find
long-term value in the subscription or that there is a need for improvement in customer retention
strategies.

Continuous acquisition of new customers: The substantial percentage of subscribers inthe 6 months
to one-year category indicates a continuous influx of new customers. This could imply that the
marketing efforts of Mozo Hunt are effective in attracting new subscribers and maintaining their
interest in the initial months.

Need for customer engagement: Since a significant portion of the subscribers are relatively new, it
highlights the importance of actively engaging with these customers to ensure their satisfaction and
long-term commitment to the subscription. Implementing strategies such as personalized
communication, feedback collection, and addressing any concerns or queries promptly can help in
building strong customerrelationships.

Potential for loyalty programs: With a considerable number of subscribers in the 6 months to one-
year category, it presents an opportunity for Mozo Hunt to implement loyalty programs or
incentives to encourage these customers to continue their subscriptions beyond the initial period.
This can help foster a sense of loyalty and increase the likelihood of subscription renewals.

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The survey results indicate that most of the consumers 60.6% are satisfied with the content provided by
Mozo Hunt. The presence of a sizable neutral response 21.2% suggeststhat there is room for improvement in
meeting the expectations of some consumers.
However, it is promising to note that 12.1% of consumers reported being very satisfied. The feedback from
dissatisfied consumers is valuable in identifying areas that require attention and further enhancements to
enhance overall customer satisfaction.

The survey results indicate that a significant portion of subscribers, 33.3% actively use their subscription
several times a week, while another substantial group 27.3% uses it daily. This suggests a high level of
engagement and frequency of usage among these subscribers.
However, it is important to note that there is a portion of subscribers 15.2% who use the subscription only
once a week, and some 12.1% use it several times a month. This indicates a varying level of utilization
among subscribers, and efforts can be made to encourage more frequent usage among these segments.

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The survey results indicate that a considerable portion of subscribers, 45.5% have recommended the
subscription to others at least once, and a significant percentage 27.3% have done so multiple times. This
suggests a positive word-of-mouth effect and a level of satisfaction among these subscribers that motivates
them to recommend the subscription to others. It indicates that the subscription has been able to generate
advocacy and create brand ambassadors among its customer bases. However, it is worth noting that there is
a portion of subscribers 27.3% who have not recommended the subscription to others. This could indicatean
opportunity to understand their reasons for not recommending and address any potential concerns or areas
for improvement.

The survey results indicate that a significant percentage of subscribers, 45.5%, are likely torenew their
subscriptions, which is a positive sign for the company's customer retention.

Additionally, a portion of subscribers 27.3% expressed a neutral stance toward renewal, suggesting that
further efforts may be needed to strengthen their commitment and loyalty. Onthe other hand, 15.2%
expressed a high likelihood of renewing, indicating a strong level of satisfaction and engagement. However,
it is important to address the concerns of the 12.1% who stated they are unlikely to renew, as their feedback
can provide valuable insights into areas that need improvement to enhance customer retention.

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The survey results indicate that most subscribers 54.5% perceive the value for moneyof their subscription as
good, which indicates that they believe they are receiving a satisfactory return on their investment.
Additionally, 15.2% rated the value as excellent, suggesting that they consider the subscription to be highly
valuable and worth the cost.
However, it is worth noting that 24.2% rated the value as average and some respondents indicated poor
value for money. These findings highlight the importance of continuously assessing and enhancing the
value proposition to ensure that subscribers perceive thesubscription as highly valuable and cost-
effective.

The survey results reveal that the quality of the content was the most influential factor in the decision to
subscribe, as indicated by 75.8% of respondents. This emphasizes the significanceof providing high-quality
and engaging content to attract and retain subscribers. Discounts or promotions were also important,
influencing the decision for 54.5% of respondents, suggesting that pricing incentives can be effective in
attracting new subscribers.

Recommendations from others played a significant role, influencing 60.6% of respondents, and
highlighting the impact of word-of-mouth and positive reviews in driving subscriptionuptake.
Additionally, the convenience of delivery was a deciding factor for 48.5% of respondents, underscoring
the importance of seamless and accessible subscription access. These insights emphasize the need for
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Mozo Hunt to focus on content quality, promotionalstrategies, customer referrals, and convenient
delivery methods to enhance its subscription offering and attract more customers.

42.2% of respondents rated the customer service provided by Mozo Hunt as excellent, indicating a high
level of satisfaction with the service. Additionally, 36.4% rated it as good, showing a positive perception of
the customer service experience. However, it is worth noting that 18.2% rated it as average, suggesting that
there is room for improvement in certain aspects of customer service. The remaining respondents rated the
customer service aspoor, indicating a need to address any issues or gaps in this area.

42.4% of the respondents expressed a likelihood to upgrade their subscription(s) in the future, indicating a
potential interest in accessing additional or advanced features. Additionally, 33.3% responded with a neutral
stance, suggesting they are unsure about upgrading at this point. Furthermore, 18.2% responded as "very
likely," indicating a strong intention to upgrade their subscription(s) in the future. It is worth noting that
some respondents expressed an unlikely stance. These findings suggest that Mozo Hunt has an opportunity to
encourage upgrades by highlighting the value and benefits of higher-tier subscriptions and addressing any
concerns or uncertainties that may be deterring customers from upgrading.

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Most respondents 51.5% rated the accessibility of the subscription(s) across different devices as good,
with 30.3% considering it excellent, indicating a positive userexperience overall.

On a scale of 1-10, how likely are you to recommend our subscription(s) to a friend orcolleague?

The average score of 7.36 on the likelihood of recommending the subscription(s) indicates a moderately
positive sentiment among the respondents. While there is room for improvement, it suggests that a
significant portion of customers are inclined to recommend subscriptions to others
..

1.
Newspaper: 50% of potential customers expressing interest in newspaper subscriptions
indicate a significant portion of the target audience values newscontent.
2. Magazine: 38.5% of potential customers showing interest in magazine subscriptionssuggests a
reasonable demand for magazine content.
3. Books: With 51.9% of potential customers interested in book subscriptions, it indicates a
strong preference for accessing books through a subscription service.
4. Study Material: The response of 32.7% of potential customers indicating interest instudy material
subscriptions suggests a specific target audience seeking educationalresources.
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 5. All: 28.8% of potential customers expressing interest in all subscription types indicate a desire
for a comprehensive and diverse subscription offering.
These insights can guide Mozo Hunt in tailoring its subscription options, content curation, and marketing
strategies to cater to the preferences and interests of potential customers.

The survey responses of potential customers regarding the frequency of reading newspapers, magazines,
books, or study materials provide several insights –

1. Regular readers: The fact that 34.6% of respondents read these materials daily andanother 34.6%
read them several times a week indicates a substantial portion of potential customers who engage
with these materials on a consistent basis.
2. Varied reading habits: The distribution across different frequency options, includingonce a week
(15.4%), rarely (7.7%), and several times a month, suggests a diverse range of reading habits
among potential customers.
3. Potential interest: The significant percentage of respondents who read these materials daily or
several times a week indicates a strong interest in consuming such content, potentially making them
more receptive to subscription offerings.
4. Targeting engagement: Understanding the different reading frequencies can help Mozo Hunt tailor
their subscription plans and content delivery to cater to the preferences and habits of potential
customers, ensuring they provide value and meet customer expectations.

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The survey results indicate that potential customers prioritize the quality of the content 69.2% and price
67.3% when considering a subscription to Mozo Hunt. Additionally, a significant percentage, 53.8% value a
variety of options, while recommendations from others 38.5% also play a role in their decision-making
process. Mozo Hunt can leverage these insights to tailor their offerings and marketing strategies to meet
customer expectations and attract a wider audience.

The survey responses indicate that a considerable portion of potential customers (38.5%) are very likely to
subscribe to a service offered by Mozo Hunt in the next 3 months. Additionally, 30.8% expressed a
likelihood to subscribe, while a smaller percentage (13.5%) remained neutral. However, there are still some
individuals who are unlikely (9.6%) or very unlikely (7.7%) to subscribe. Mozo Hunt can focus on targeting
and engaging the interested segment to maximize their subscription conversion rate.

How much will you pay for a monthly subscription?

The average willingness to pay for a monthly subscription reported by potential customers is
$258.5. This suggests that customers perceive value in the services offered by Mozo Hunt and are willing to
invest a significant amount for a subscription. It indicates that the potential customers recognize the benefits
and quality of the subscription, which can be a positive signfor Mozo Hunt's pricing strategy.

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Most potential customers mentioned social media and word of mouth as the primary ways they heard about
the subscription services offered by Mozo Hunt. This indicates the importance of digital platforms and
personal recommendations in creating awareness and attracting new customers. It suggests that Mozo Hunt's
online presence and positive customer experiences are driving the spread of information and generating
interest inits subscription services.

The survey results indicate that there is a relatively even split between customers who prefera digital-only
subscription and those who prefer a combination of physical and digital materials. To leverage this insight,
Mozo Hunt can consider offering flexible subscription options that cater to both preferences. They can
provide digital-only subscriptions for those who prefer convenience and accessibility, while also offering a
combination of physical and digital materials for customers who value the tactile experience of reading
printed materials. This approach allows Mozo Hunt to cater to a wider range of customer preferences and
enhance the overall customer experience.

The survey results indicate that a significant portion of respondents find it important or very important to
have access to archived materials. This suggests that customers value the abilityto access past content or
reference materials for their subscriptions. Mozo Hunt can leverage this insight by ensuring they have a
robust archive system in place, allowing customers to easily retrieve and access previous materials.
Additionally, they can promote this feature to potential customers as a valuable benefit of their subscription

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service.

The survey results show that 57.7% of most respondents, 57.7% are not currently subscribed toany similar
services. This indicates an opportunity for Mozo Hunt to target and attract these potential customers who
are not yet engaged with competing services. By offering unique features, competitive pricing, and effective
marketing strategies, Mozo Hunt can position itself as an appealing choice for this segment of customers
who are open to exploring new subscription options.

The survey results indicate that most respondents, 53.8%, rate the value for money of subscription services
as good. Additionally, 26.9% of respondents consider the value for money excellent, while 11.5% find it to
be average. These findings suggest that customersgenerally perceive subscription services as offering
satisfactory or above-average value for the price they pay. It implies that there is an opportunity for Mozo
Hunt to provide competitive pricing and compelling value propositions to attract potential customers in this
market.

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The survey results indicate that a significant portion of respondents 53.8% consider a personalized content
recommendation feature to be important, and 34.6% find it to be very important. This highlights the value
that customers place on receiving personalized recommendations tailored to their interests and preferences.
It suggests that implementing a personalized content recommendation feature can enhance the user
experience and potentiallyattract more customers to Mozo Hunt by providing relevant and engaging content
suggestions.

On a scale of 1-10, how likely are you to subscribe to our services based on the
information provided?

The average likelihood rating of 7 suggests that respondents are moderately inclined to subscribe to Mozo
Hunt's services based on the information provided. While it is not the highest rating, it indicates a positive
interest in subscribing. To increase the likelihood of subscriptions, Mozo Hunt can focus on addressing any
concerns or barriers identified in thesurvey and continue to highlight the value and benefits of their services
to potential customers.

LEARNINGS

The past 2 months of my Summer Internship Program with Mozo Hunt have been an enriching experience
for me. I had learned a lot of concepts in my lectures, but the practical application was missing. The
internship gave me the opportunity to apply the concepts in reallife and see the working of a company in the
Information technology industry. It is very important to understand the culture and ways of corporate and
corporate life.

During the internship, I was able to learn and hone leadership skills, taking initiative, interpersonal skills,
work ethics, active listening, punctuality, communication skills Talking about the practical application of
the concepts learnt in the past year, I was able to learn the application of real-life sales, basic human
resource skills, sales, relation building, and real time content creation.

Phase 1: Mozo Hunt Targeting optimization: Refining Targeting Criteria for Maximum
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 Impact.
 Through my experience in sales, I have learned the importance of effective communication,
persuasive skills, and building relationships with potential customers.
 I have gained insights into the sales process, including lead generation, prospecting, pitching
products/services, and closing deals. 
 Learning how to understand customer needs, address objections, and negotiate termshas enhanced
my sales skills and understanding of customer behaviour.

Phase 2: Enriching Minds: Creating and Uploading Engaging Content for Mozo Hunt’s
Digital Library.
 Working on content uploading and creation has provided me with hands-onexperience in
managing and curating digital content.
 I have learned the importance of content quality, relevance, and consistency inengaging the
target audience. 
 Acquiring skills in content creation tools, content management, and understanding content
strategy has improved my ability to deliver compelling and valuable content.

Phase 3: Expanding Horizons: Initiating a B2B Transformation for Bulk Subscriptionsin

the Education and Corporate Sector.
 My involvement in B2B ideation has given me insights into the dynamics of businessrelationships
and collaborations.
 I have learned how one must be effective in communication and negotiating withother
businesses, understanding their needs, and identifying opportunities for mutually beneficial
partnerships. 
 Acquiring knowledge in B2B sales strategies, contract negotiations, and buildingprofessional
networks are valuable skills in the business environment.

Phase 4: Internship Program Management: Facilitating Onboarding, Relationship

Building and Induction Sessions for Max-View Now (a sister company of Mozo Hunt)
 My experience in HR has provided me with insights into various aspects of managing human
resources within an organization.
 Learning about recruitment, onboarding, employee relations, and performance management has
given me a broader understanding of the HR function. 
 Acquiring skills in handling employee queries, maintaining employee records, andfostering a
positive work environment contribute to effective HR management.

Overall, my diverse tasks in sales, content uploading and creation, B2B ideation, and HR have equipped
me with valuable skills and knowledge across different domains. These experiences have helped me to
develop a well-rounded understanding of various aspects ofbusiness operations, customer engagement,
content management, and HR practices, whichwill be beneficial for your future career growth and
professional development.



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 RECOMMENDATION

1. Improve Customer Service - Although a significant percentage of customers ratedthe customer

service as excellent, there is still room for improvement. Mozo Hunt should focus on addressing
the concerns of customers who rated the service as average or poor. Enhancing customer service
training, implementing feedback mechanisms, and ensuring prompt and effective resolution of
customer issues can help in delivering a consistently high-quality customer experience.
2. Enhance Content Personalization - The survey results indicated that most of the customers value
personalized content recommendations. Mozo Hunt should invest in developing and implementing a
robust content recommendation system that considers user preferences, browsing history, and other
relevant data points. By providing tailored content suggestions, Mozo Hunt can improve user
engagement andsatisfaction.
3. Leverage Customer Referrals - The survey revealed that a significant number of customers have
recommended the subscription to others. Mozo Hunt should actively encourage and incentivize
customer referrals through referral programs, discounts, or exclusive offers. This can help in
expanding the customer base and acquiring new subscribers through word-of-mouth marketing.
4. Optimize Pricing Strategy - While most customers rated the value for money as good, there were
some who rated it as average or poor. Mozo Hunt shouldanalyse the pricing structure and offerings
to ensure they align with customer expectations and perceived value. Conducting market research
and competitor analysis can provide insights into pricing benchmarks and help in optimizing the
subscription pricing strategy.
5. Improve Accessibility Across Devices - The survey results indicated that a significant percentage
of customers rated the accessibility of the subscription across different devices as good or
excellent. However, there is still a portion of customers who rated it as fair. Mozo Hunt should
continue to invest in improving the user experience across various devices, ensuring seamless
access to content and features.
6. Utilize Social-Media and Word-of-Mouth - The survey revealed that social media and word-of-
mouth were the primary channels through which customers heard about Mozo Hunt's subscription
services. Mozo Hunt should continue to leverage these channels by actively engaging with
customers, sharing valuable content, and encouraging user-generated content and reviews. Building
a strong social media presence and implementing referral programs can help in maximizing brand
visibilityand customer acquisition.
7. Develop a Mobile App - To enhance the user experience and cater to the growing number of mobile
users, Mozo Hunt should consider developing a mobile application. The mobile app can provide
convenient access to subscription services, content, and features on smartphones and tablets. Ensure
the app is user-friendly, visually appealing, and optimized for different mobile devices and operating
systems. Include features such as personalized recommendations, offline access to content,
bookmarking, and seamless navigation. Conduct thorough testing and gather user feedback during
the app development process to ensure a smooth and engaging user experience.

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 LIMITATIONS & CHALLENGES

 Meeting Sales Targets: It was challenging to consistently meet sales targets due to intense market
competition and changing customer preferences. I had to constantlyadapt my sales strategies and
find innovative ways to attract customers.
 Building Customer Relationships: Developing strong customer relationships requiredexceptional
communication and interpersonal skills. Building trust and rapport with customers was a continuous
challenge that demanded patience and understanding.
 Time Management: Balancing multiple content uploading and creation tasks was a significant
challenge. Meeting strict deadlines while ensuring the quality and accuracyof content required
efficient time management and prioritization skills.
 Maintaining Quality Control: Ensuring the content, I uploaded or created met the highest
standards of accuracy, relevance, and quality posed a constant challenge. It required meticulous
attention to detail and adherence to the content guidelines provided.
 Data Accuracy and Completeness: Ensuring the accuracy and completeness of B2B data entries
was a recurring challenge. Gathering data from various sources and inputting it correctly demanded
thorough research and meticulous attention to detail.
 Data Validation: Verifying the entered B2B data for correctness and consistency wasa time-
consuming task. I had to double-check the data and cross-reference it with reliable sources to
ensure its validity.
 Maintaining Confidentiality and Privacy: Handling sensitive HR information requiredutmost
confidentiality and adherence to privacy regulations. Maintaining the privacy of employee data and
ensuring its security posed ongoing challenges.
 Effective Employee Communication: Communication with employees, addressing their queries or
concerns, and providing timely responses was a constant challenge. Balancing the workload and
ensuring effective communication across the organization demanded strong organizational and
interpersonal skills.

ANNEXURES

List of people who purchased the subscription with the amount –

Method of Data Collection –

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The design of the research is primary. In primary research we directly collect data from thesource or target
population, rather than relying on pre-existing data or information samples. Primary research can take
various forms, such as surveys, interviews, focus groups, observation, and experimentation, and can be
conducted by organizations, businesses, governments, and academic institutions.
One of the main benefits of primary research is that it provides fresh and relevant data that can be directly
applied to the research question or problem. Unlike secondary research, whichmay have limitations in terms
of scope, accuracy, and relevance, primary research allows researchers to collect data that is specific to their
needs, and that is not influenced by external factors or previous interpretations.

Survey Form for Existing Customers –

Existing Customers - https://forms.gle/gXhoWSHeJS8bZELT7

1. How long have you been a subscriber?

a) Less than 6 months
b) 6 months to 1-year
c) 1-2 years
d) More than 2 years
2. How satisfied are you with the content provided in your subscription(s)?
a) Very satisfied
b) Satisfied
c) Neutral
d) Dissatisfied
e) Very dissatisfied
3. How often do you use the subscription(s)?
a) Daily
b) Several times a week
c) Once a week
d) Several times a month
e) Rarely
4. Have you recommended our subscription(s) to others?
a) Yes, multiple times.
b) Yes, once.
c) No
5. How likely are you to renew your subscription(s)?
a) Very likely
b) Likely
c) Neutral
d) Unlikely
e) Very unlikely
6. How would you rate the value for money of your subscription(s)?
a) Excellent
b) Good
c) Average
d) Poor
e) Very poor
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 7. Which factor influenced your decision to subscribe? (Select all that apply)
a) Quality of content
b) Discounts or promotions
c) Recommendations from others
d) Convenience of delivery
e) Other (Please specify)
8. How would you rate the customer service provided?
a) Excellent
b) Good
c) Average
d) Poor
e) Very poor
9. How likely are you to upgrade your subscription(s) in the future?
a) Very likely
b) Likely
c) Neutral
d) Unlikely
e) Very unlikely
10. Are there any specific improvements or additions you would like to see in the
subscription(s)? (Open-ended)
11. How would you rate the accessibility of the subscription(s) across different devices?
a) Excellent
b) Good
c) Average
d) Poor
e) Very poor
12. On a scale of 1-10, how likely are you to recommend our subscription(s) to a friend or colleague?

Survey Form for Potential Customers –

Potential Customers - https://forms.gle/P9s5TFUSHLES8LAW7

1. Which of the following subscription(s) are you interested in? (Select all that apply)
a) Newspaper
b) Magazine
c) Books
d) Study material
e) All
2. How frequently do you read newspapers, magazines, books, or study materials?
a) Daily
b) Several times a week
c) Once a week
d) Several times a month
e) Rarely
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3. What factors are important to you when considering a subscription? (Select all that apply)
a) Quality of content
b) Price
c) Variety of options
d) Recommendations from others
e) Convenience of delivery
f) Other (Please specify)
4. How likely are you to subscribe to a service in the next 3 months?
a) Very likely
b) Likely
c) Neutral
d) Unlikely
e) Very unlikely
5. How much will you pay for a monthly subscription?
6. What types of content are you most interested in? (Select all that apply)
a) News
b) Lifestyle
c) Entertainment
d) Education
e) Other (Please specify)
7. How did you hear about our subscription services?
a) Online advertisement
b) Social media
c) Word of mouth
d) Search engine
e) Other (Please specify)
8. Would you prefer a digital-only subscription or a combination of digital and physicalmaterials?
a) Digital-only
b) Combination of digital and physical
9. How important is it for you to have access to archived materials?
a) Very important
b) Important
c) Neutral
d) Not important
e) Not at all important
10. Are you currently subscribed to any similar services?
a) Yes
b) No
11. What would you rate the subscription service as per the value for money?
a) Excellent
b) Good
c) Average
d) Poor
e) Very poor
12. How important is it for you to have a personalized content recommendation feature?
a) Very important
b) Important
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 c) Neutral
d) Not important
e) Not at all important
13. On a scale of 1-10, how likely are you to subscribe to our services based on the information
provided?

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