PGP AIML Training (Domestic)

TRAINING MODULE-AIML
GREAT LEARNING - SALES TEAM

About Great Learning
Domain Knowledge – What is ML & AI?
Product Knowledge – The programs we offer under AIML
Delivery Modes – Blended & Online Format
Competitor Analysis
Useful Links in Google Drive
Contents LeadSquared
GL Shine
Telephone Etiquette
Sales Process
Sales Pitch
Sales Incentives Structure
Sales Performance Standards
2
About
Great
Learning
Welcome to Great Learning!
The Journey is the Reward
Great Learning is # India’s Leading Professional Learning Provider that offers programs in career critical
competencies such as Analytics, Data Science, Big Data, Machine Learning, Artificial Intelligence, Cloud
Computing, DevOps, Full Stack Development and more.
Expanding wings to 6 Metropolitan

• We’ve just turned 6!
Learning Centers
• 15,000 Learners Lives Impacted
• 10 Million Learning Hours
• 65+ Countries
• 1100+ Guru Network
• 90% + Learner Satisfaction & Completion Rate
• Transforming Lives of Millions of Professionals
with Quality Education
Our Vision & Missions
Our Vision:
Great Learning aspires to become India’s largest and most
respected life-long learning platform for working
professionals seeking to develop new competencies.
Our Mission:
# Enabling career success in the Digital Economy
# We are on a mission to make professionals proficient and

future ready world wide.
# Enabling successful career progression in leading

companies such as Microsoft, Amazon, Adobe, American
Express, Deloitte, IBM, Accenture, McKinsey and more.
“We enable professionals to achieve career
success in the Digital Economy”
• We ensure there is a place for people who are stuck in their careers and are
What do
looking for a boost. We provide professional education to them.
• We upgrade their skillset so they remain relevant.
we do? • This upgrade depends upon the demand in the industry and what the companies
are exactly looking for in the candidates.
• We equip the candidates with that particular skill so he/she can meet the
requirement of the industry.
• We basically bridge the gap b/w the demand and the supply.
We have collaborated with top notch Institutes to offer industry relevant education
namely :
Our 1)Stanford University
Academic 2)University of Texas at Austin, McCombs School of Business

3)Purdue University
Partners 4)IIT Bombay

5)Great Lakes Institute of Management
6)PES University
Though there are a lot of places where a person can get themselves upskilled, there are a few
challenges that anyone looking out for a boost in his/her career would come across.
There are basically 2 kinds of programs available in the market:

• Offline Program (Classroom)
• Online Program
Why do we While the Offline classroom programs that various colleges and universities run are of good quality but
at the same time they are:
do what we
1) Expensive
2) Full time
3) Not always relevant with respect to practical exposure
do?
4) Very small bucket
While the Online programs offer high level content but that alone is not enough. Moreover, these
online courses provide:
5) No practical knowledge
6) No feedback upon the work done
7) No deadlines lead to no motivation leading to people not even completing these courses most of
the time
8) No peer infrastructure
Moreover if its only about content, everything today is available online but the challenge is to use it in
an effective and efficient manner.
Looking at this situation, we wondered if we could solve this problem. We neither
wanted to become a small university imparting high quality education with not much of
practical exposure nor did we want to be an online course with a lot of content but no
practical support.
Hence we wondered what we could do to make the situation better and solve this
problem. After a lot of research, we came up with our:
How did we
• Blended Model (Offline format – Classroom + Online)
• Mentored Learning Model (Online format)
offering the candidates the best of both the worlds.
solve it? 1.
2.
3.
High quality faculty members
Great content
Structured curriculum
4. Mentored learning sessions
5. Personalized support where Program managers enable the faculty to do a lot more
than is generally expected out of them
6. Industry oriented projects
7. Regular feedbacks on assignments
To create a learning experience that is not only similar to a full time course but is way
better in each and every aspect ensuring a successful career transition
Our Presence across India
(The cities where we conduct our Blended Programs)
City Learning Centre Address
Gurgaon Great Learning Gurgaon (Great Lakes E-Learning), Orchid Centre, 2nd Floor, Golf Course
(Headquarters) Road, Near IILM Institute, Sector 53, Gurugram, Haryana 122002
Great Learning, Plot No 758-759 (1st Floor), 19th Main, Sector 2, HSR Layout, Near Sri Sai
Bangalore
Mandir, Bangalore-560102
Great Learning, 1st Floor, Prince Info City II, Old Mahabalipuram Road (OMR),
Chennai
Kandanchavadi, Chennai, Tamil Nadu – 600096
Great Lakes E-Learning Services Pvt. Ltd (Great Learning), Kavuri Incor9, B-Block, 1st floor,
Hyderabad
(Above D-MART), Kavuri Hills, Madhapur, Hyderabad, Telangana 500081
Ramada Powai, Saki Vihar Rd, Murarji Nagar, Mayur Nagar, Passpoli, Powai, Mumbai,
Mumbai
Maharashtra 400087
The Pride Hotel, 5, University Rd, Narveer Tanaji Wadi, Shivajinagar, Pune, Maharashtra
Pune
411005
Why are we here?
To learn and understand why AIML is important and to be able to communicate the same to
the candidate depending upon their work experience and industry in order to convince them
to take the program.
Domain
Knowledge
Harish’s Video on AIML https://greatlearning.wistia.com/medias/ckz80mfugy
What is
Machine Machine learning is an application of artificial intelligence (AI) that provides systems
the ability to automatically learn and improve from experience without being explicitly
programmed. Machine learning focuses on the development of computer programs
Learning? that can access data and use it learn for themselves.
Machine Learning explained in simple language

https://www.youtube.com/watch?v=f_uwKZIAeM0
What is Artificial Intelligence is the machines which are designed and programmed in such a
manner that they and think and act like a human.
Artificial The theory and development of computer systems able to perform tasks normally
requiring human intelligence, such as visual perception, speech recognition, decision-
making, and translation between languages.
Intelligence?
AI explained in context to Humans
https://www.youtube.com/watch?v=2ePf9rue1Ao
While artificial intelligence (AI) is the broad science of mimicking human abilities,
machine learning is a specific subset of AI that trains a machine how to learn.
All of these things mean it's possible to quickly and automatically produce models
that can analyse bigger, more complex data and deliver faster, more accurate
results – even on a very large scale. And by building precise models, an
organization has a better chance of identifying profitable opportunities – or
avoiding unknown risks.
Why is it
relevant
today?
People often mix machine learning with artificial intelligence. Although both of them
do have data in their main focus, there are important differences between the two:
Machine The key differences between AI and ML are:
Learning Artificial Intelligence Machine Learning
vs
Machine Learning vs Artificial Intelligence
Artificial
Intelligence
• It automates repetitive learning and discovery through data
• It adds intelligence
HOW ML & AI HELPS • It adapts through progressive learning algorithms.
COMPANIES
IMPROVE, GROW • It analyses more and deeper data
AND OVERCOME
•
CHALLENGES It achieves incredible accuracy
• It gets the most out of data.

1. Health Care
 Predicting Epidemic Outbreaks
 Drug Discovery & Development
 Personalized Treatment and Behavioural Modification
 Pattern Imaging Analytics
2. Retail//E-Commerce/FMCG
 Personalized Recommendations
 Supply Chain Planning
 Optimized Route Planning
 Price Optimization & Promotions
 Hypermarket Analysis
Where is 3. Banking
 Fraud Detection
AIML applied?  Stock markets and Trading

 Risk Management - Knowing the Credit Worthiness of a Customer (Loans)
 Product Engineering - Knowing What to Sell, When, and to Whom
4. Manufacturing
 Asset Management, Supply Chain Management, and Inventory Management
 Cost reduction through Predictive Maintenance
 Enabling Predictive Quality Analytics
 Consumer-focused manufacturing
5. Energy & Mining

 Smart Grids - power generation and power demand must match at all times
 Seismic Surveys - Energy Source Exploration
 Predictive maintenance
 Energy Theft
6. Automobile
 Autonomous vehicles
 Predicting asset failures, reduce maintenance costs, optimize inventory
 Driving Features - Advanced safety features
 Driver monitoring - detecting driver behaviour
7. Telecom
 Customer Service and retention - Churn Analysis
 Network analysis and predictive maintenance
 Sales & Personalized User Experience
8. General (Day to Day) Applications

 Google Maps
 Booking a car/bike through Uber, Ola, Rapido, etc.
Where is  Apple’s Siri, Google Assistant, Alexa, Microsoft Cortona

 Fingerprint, retina, facial recognition in mobiles/tablets/laptops
 Recommendations given in any E-Commerce website like Amazon, Flipkart, Snapdeal, etc.
AIML applied?  Tagging of photos in Facebook
9. Agriculture
 Crop and Soil Monitoring
 Predictive Agricultural Analytics
 Supply Chain Efficiencies
 Agricultural Robots
 Quality Maintenance
10. Cybersecurity
 Handling huge volumes of security data
 Picking out threat needles in cyber haystacks
 Acceleration of detection and response times
 Keeping up in the AI arms race
 Breathing space for human cyber security teams
11. Human Resource
 Recruitment - Candidate sourcing, Lead nurturing, Candidate screening, Interviewing, On boarding
 HCM - Performance management, Workforce planning, People analytics, Virtual assistants for self-
service/HR service delivery, Career pathing, Leadership and coaching, Employee attrition
 Employee Engagement - Intelligent surveys, Real-time feedback platforms, Rewards and recognition,
Personalized messaging and communication
 Employee Benefits - Benefits personalization, Benefits automation, Benefits communication, Benefits
compliance
 L&D - Personalized learning pathways, eLearning analytics.
12. Sales
 Segmentation
 Competitor Analysis
 Sales Performance Analysis
 Sales Pipeline Analysis
 Campaign Analysis
Where is  Track behaviour patterns of the customers

 Forecast trends
AIML applied? 13. Project Management

 Less projects fail thanks to predictive analytics
 More accurate project planning with AI-enabled process automation
 Project managers will bring in higher value - The job of a project manager is going to be changed,
drastically. As said earlier, we expect to see repetitive tasks and routines automated, and project managers
will dedicate more time to strategic and tactical thinking and judgement.
14. Law and Legal Practice

 Due diligence – Litigators perform due diligence with the help of AI tools to uncover background
information. We’ve decided to include contract review, legal research and electronic discovery in this
Use the below drive for more industries section.
 Prediction technology – An AI software generates results that forecast litigation outcome.
https://drive.google.com/drive/u/1/folders/1l  Legal analytics – Lawyers can use data points from past case law, win/loss rates and a judge’s history to
xyZ5__2eR39I0x30WrnbhZc1Zo0dSoD be used for trends and patterns.
 Document automation – Law firms use software templates to create filled out documents based on data
input.
 Electronic billing – Lawyers’ billable hours are computed automatically.
THE SUPPLY IS STILL LOWER THAN
THE DEMAND
ML & AI CAN BE APPLIED TO ANY

A recent report by Burning Glass INDUSTRY
Technologies, Business-Higher Education
REASONS WHY THE Forum (BHEF), and IBM, titled “The Quant
Crunch: How The Demand For Data
Science Skills Is Disrupting The Job
Unlike many other professions, your
professional background and past
CANDIDATES Market” has found that “Data Science and
Analytics (DSA) jobs remain open an
experiences do not matter when it
comes to business analytics . Analytics
SHOULD CONSIDER average of 45 days , five days longer than
the market average. ”That is to say:
can be applied to any industry, be it
entertainment, sports, education,
manufacturing, insurance, banking,
PURSUING although every modern company needs
someone to take care of its data, there are
not enough professionals offering expert
automotive, or elsewhere.
A CAREER services to these companies to satisfy the

demand.
IN
MACHINE LEARNING
& UNBEATEN SALARIES
ARTIFICIAL UPSKILLING TO REMAIN RELEVANT

WITHIN THE SAME INDUSTRY
According to Analytics India magazine,
INTELLIGENCE It is not always that you are bound to
the national average salary for an AIML
professional is INR 14.3 L across all
switch your industry to do good in AIML. experience levels and skill sets. Around
You can do it by remaining in the same 40% of AI professionals in India have an
industry by just acquiring AIML as a new entry-level salary of 6 Lakh onwards.
skill set. These salaries are much higher
compared to other jobs.
Statistics to “Why learn AIML?”
60% Rise
60% Rise In
In
AI skills
AI skills are
are among
among
Demand
Demand the fastest-growing
the fastest-growing
for Artificial
for Artificial
skills on
skills on LinkedIn,
LinkedIn,
Intelligence and
Intelligence and
witnessing aa 190
witnessing 190
Machine Learning
Machine Learning
percent increase
percent increase
experts in
experts in 2018*
2018* (as
(as
from 2015
from 2015 to
to 2019.
2019.
per Kelly
per Kelly OCG)
OCG)
IBM claims
IBM claims that
that the
the
annual demand for
annual demand for
data scientists,
data scientists,
data developers
data developers
and data engineers will
and data engineers will
lead to
lead to 7,00,000
7,00,000 new
new
recruitments by
recruitments by 2020
2020
75%
75% AI has
AI has the the potential
potential toto
of Indian
of Indian companies
companies
add approximately
add approximately USD USD
feel that
feel that the
the shortage
shortage
1 trillion by 2035.
1 trillion by 2035.
of skilled
of skilled Globally, India ranks
Globally, India ranks
professionals is
professionals is
third, right
third, right behind
behind China
China
slowing
slowing and the US, in terms
and the US, in terms of of
down their adoption of
down their adoption of
penetration of
penetration of AI
AI skills.
skills.
AI* (as
AI* (as per
per Intel/IDC)
Intel/IDC)
Product
Knowledge
Program Tracks
AIML Track (Bangalore Team) Analytics Track (Gurgaon Team)
PGP - AIML (Blended) PGP – BABI/PGP - DSBA (Classroom)
PGP - AIML(Online) PGP – BABI/PGP - DSBA (Online)
PGP - ML (Blended) PGP - BA (Short Term) - Hyderabad & Pune
PGP - ML(Online) BACP (6 months Online)
PGP - AIFL (Online) – PGP AI for Leaders PGP - Cloud Computing (6 months - Online)
PGP - DSE (Classroom - Full time) PGP – Strategic Digital Marketing (6 months - Online)
Cyber Security (Online) Design Thinking (10 Weeks - Online)
PGP DSBA & PGP AIML( 6 months – Online, International)
Complimentary Courses Links to know more
AI on Cloud https://www.greatlearning.in/courses/ai-on-cloud-aiml
Big Data Analytics https://www.greatlearning.in/courses/mastering-big-data-analytics?utm_source=email&

utm_medium=bigdata&utm_campaign=aiml
Business of AI
What is it that we are selling?
Post Graduate Program in Artificial Intelligence and Machine Learning
PGP-AIML (BLENDED) & PGP-AIML (Online) PGP-ML (BLENDED) & PGP-ML (Online)
PGP-AIML is a 12-month comprehensive learning PGP-ML is a 7-month comprehensive learning program
program that enables the candidates to add AIML as a that enables the candidates to add ML as a skill set
skill set that covers AI & ML technologies and that covers Machine Learning techniques like
applications including Machine Learning, Deep Supervised Learning, Unsupervised Learning,
Learning, Computer Vision, Natural Language Ensemble Techniques, Recommendation Systems and
Processing, Intelligent Virtual Agents, Neural Network, Introduction to Deep Learning.
Tensor Flow and many more.
It gives them hands-on exposure using AI and ML lab
It gives them hands-on exposure using AI and ML lab covering 8+ projects & 1 Capstone. It features case
covering 12+ projects & 1 Capstone. It features case studies and learning from some of the top global
studies and learning from some of the top global companies like Uber, Netflix, Google, Amazon etc.
companies like Uber, Netflix, Google, Amazon etc.
PGP-AIFL (Online)
PGP-AIFL is a 4 month intensive online program for
leaders who want to use the knowledge of
data and AI to make informed strategic
business decisions. The program is suitable
for non-tech business professionals who are
looking to leverage the power of AI in their
day to day decision making.
• New leads are captured on
Target Audience LeadSquared through

Organic & Inorganic Sources
Lead
• LC calls the lead.
• During your probing of the client, if their intent to learn AIML is any of the below,
you can pitch the respective programs accordingly.
In short, anyone who wants to In short, the course is designed for mid and senior
learn ML & AI with working professionals who wants to understand to
programming involved PGP - AIML PGP - AIFL AI hands-on without writing a single line of code.
• • Understand enough AI to be able to make important choices and

Anyone who aspire to grow into a technical profile
decisions
• Having no background in Python but want to learn it • Develop the ability to identify, scope, evaluate and manage projects
• Want to learn advanced machine learning and artificial in AI
intelligence concepts and techniques • Deliver transformative projects to external and internal clients and
• Want to build AI/ML solutions integrated into tech stakeholders
infrastructures • Manage technical and business teams through the lifecycle of AI
• Love solving complex problems and developing automated projects
solutions that create real impact • Lead organizations new to the AI world as they develop AI-enabled
products and services
• Comfortable in dealing with advanced algorithms
Roles include: Developers, Test Engineers, Maintenance Engineers, Security Roles include: Product managers, consultants, project managers, delivery
Engineers, Technical Architect, Solution Architect, Project Manager, etc. managers, account managers, engineering managers, marketing managers,
CXOs, VPs etc.
Eligibility:
• A Bachelor's degree with a minimum of 50% aggregate marks or equivalent Eligibility:
• Are comfortable using a programming language and are familiar with college- • A minimum of 8 years of work experience
level mathematics and statistics • No prior programming knowledge is required
Work Experience
Distribution
Industry
Distribution
Program Highlights (PGP- AIML, PGP- ML)
PGP AIML Blended PGP AIML Online PGP ML Blended PGP ML Online
Duration 12 months 12 months 7 months 7 months
Dual PG Certificate from Dual PG Certificate from Dual PG Certificate from Dual PG Certificate from
Certificate
Great Lakes & U.T(Austin) Great Lakes & U.T(Austin) Great Lakes & U.T(Austin) Great Lakes & U.T(Austin)
12+ projects 12+ projects 8+ projects 8+ projects

Projects
& 1 Capstone & 1 Capstone & 1 Capstone & 1 Capstone
Hackathons 2 2 1 1
Foundations, ML, Into to Foundations, ML, Into to

Curriculum Foundations, ML, AI Foundations, ML, AI
Deep Learning Deep Learning
Bangalore, Chennai, Bangalore, Chennai,
Cities: Gurgaon, Hyderabad, Online Gurgaon, Hyderabad, Online
Mumbai, Pune Mumbai, Pune
GL Excelerate
Yes Yes Yes Yes
(Career Assistance)
Classroom/Online 250+ hours of classroom 72+ hours of online 120+ hours of weekend 50+ hours of online
Sessions sessions mentorship classroom sessions mentorship
100+ hours of online
Online Resources 150+ hours online resources 150+ hours online resources 100+ hours online resources
resources
Dedicated Online groups to Dedicated Online groups to

Lab Sessions Lab work with faculty guidance
interact with your mentor
Lab work with faculty guidance
interact with your mentor
Price Rs 3,60,000 + GST Rs 2,40,000 + GST Rs 2,50,000 + GST Rs 1,50,000 + GST
Admission fees Rs 50,000 + GST Rs 25,000 + GST Rs 50,000 + GST Rs 25,000 + GST
Program Highlights (PGP – AIFL)
PGP – AIFL (Online)

Duration 4 months
Certificate Dual PG Certificate from Great Lakes & U.T(Austin)
Projects 5 projects & 1 Capstone
Curriculum Broadly divided across 8 modules
Cities: Online
GL Excelerate
Yes, except Job Assistance
(Career Assistance)
Online Sessions 15+ hours of online mentorship (7 sessions - mentor led live sessions)
Industry Sessions 4 sessions - Industry sessions from leading AI practitioners and experts
120 hours of learning content including recorded videos (from faculty of UT Austin and Great Learning),
Online Resources
mentorship sessions, quizzes and projects
Azure ML Hands –on course that does not require any coding experience
Price Rs 1,50,000 + GST
Admission fees Rs 25,000 + GST

Program Curriculum (PGP- AIML, PGP- ML)
The PGP-Artificial Intelligence and Machine Learning curriculum has been designed by Great Lakes and UT Austin-McCombs
with the learning content and assessments created by faculties from Great Lakes, UT Austin, IIT-Bombay and other
practising data scientists and Artificial Intelligence experts. The course curriculum broadly takes the candidate through 3 tracks
–
1. Foundations of AIML: This track covers the building blocks (pre- requisites) required to learn AIML.
PGP – ML: Foundations, ML, Intro to D.L

Topics/Modules Covered:
• Python for AIML
• Statistical Learning
2. Machine Learning: In this track we cover the deeper study of Machine Learning.
# PGP – AIML: Foundations, ML, AI

Topics/Modules Covered: Tools Covered:
• Supervised Learning • Pandas, Numpy, Scipi
• Unsupervised Learning • Scikit-learn
• Matploit-lib
• Ensemble Techniques
• Seaborne
• Recommendation Systems
3. AI: In this track, we cover deeper study of AI – Deep Learning (Designed by IIT-B)
Topics/Modules Covered: Tools Covered:

• Neural Networks Basics • NLTK
• Computer Vision • Keras
• Statistical and Sequential NLP • Tensor flow
• Advanced Computer Vision
• GAN’s (Generative Adversarial Networks)
• Reinforcement Learning
# GPU Enabled AI Lab access given till course completion
Program Curriculum (PGP- AIFL)
The AI for Leaders course curriculum has been designed by Great Learning and The University of Texas at
Austin with the learning content and assessments created by faculties from Great Learning, UT Austin and
other practising data scientists and Artificial Intelligence experts.
Module What it is? Time
Where is AI used (and where it’s not)?

Module 1 – Business of AI 1 week
Categorization of common business problems
Structuring & visualizing data

Module 2 – AI in practice 1 week
Platforms: AI cloud platforms – Azure ML
Prediction, classification, clustering and

Module 3 – Machine Learning 5 weeks
recommendation
Neural networks, Computer Vision, Natural Language

Module 4 - Deep Learning for AI
processing
4 weeks
Module 5 - Application of Deep Learning
Computer Vision Principles, CNN, Sentiment Analysis,
to Computer Vision & Natural Language
NL Techniques, RNN
Processing
Data Augmentation, feature engineering and other

Module 6 – Jumpstarting AI 2 weeks
practical techniques
Module 7 – Real Life projects in AI Planning & structuring an AI project / AI teams 1 week
Module 8 – Capstone Capstone presentation 1 week
# Azure ML platform access given till course completion

Faculty Profiles (PGP – AIML, PGP - ML)
Faculty Profiles (PGP - AIFL)
Fee Structure Details
U.T + G.L
PGP AIML Blended PGP AIML Online PGP ML Blended PGP ML Online PGP AIFL Online
Certificates
Program Fees Rs 3,60,000 + GST Rs 2,40,000 + GST Rs 2,50,000 + GST Rs 1,50,000 + GST Rs 1,50,000 + GST
(Fees with GST) (Rs 4,24,800) (Rs 2,83,200) (Rs 2,95,000) (Rs 1,77,000) (Rs 1,77,000)
Admission fees Rs 50,000 + GST Rs 25,000 + GST Rs 50,000 + GST Rs 25,000 + GST Rs 25,000 + GST
(Fees with GST) (Rs 59,000) (Rs 29,500) (Rs 59,000) (Rs 29,500) (Rs 29,500)
1st Installment Rs 1,03,334 + GST Rs 71,667 + GST Rs 66,667 + GST Rs 41,667 + GST Rs 62,500 + GST
2nd Installment Rs 1,03,333 + GST Rs 71,667 + GST Rs 66,667 + GST Rs 41,667 + GST Rs 62,500 + GST
3rd Installment Rs 1,03,333 + GST Rs 71,666 + GST Rs 66,666 + GST Rs 41,666 + GST ---
Without U.T
PGP AIML Blended PGP AIML Online PGP ML Blended PGP ML Online PGP AIFL Online
Certificate
Program Fees Rs 3,20,000 + GST Rs 1,95,000 + GST Rs 2,25,000 + GST Rs 1,25,000 + GST Rs 1,35,000 + GST
(Fees with GST) (Rs 3,77,600) (Rs 2,30,100) (Rs 2,65,500) (Rs 1,47,500) (Rs 1,59,300)
Admission fees Rs 50,000 + GST Rs 25,000 + GST Rs 50,000 + GST Rs 25,000 + GST Rs 25,000 + GST
(Fees with GST) (Rs 59,000) (Rs 29,500) (Rs 59,000) (Rs 29,500) (Rs 29,500)
1st Installment Rs 90,000 + GST Rs 56,667 +GST Rs 58,334 + GST Rs 33,334 + GST Rs 55,000 + GST
2nd Installment Rs 90,000 + GST Rs 56,667 +GST Rs 58,333 + GST Rs 33,333 + GST Rs 55,000 + GST
3rd Installment Rs 90,000 + GST Rs 56,666 +GST Rs 58,333 + GST Rs 33,333 + GST ---
Note: • 1st Installment should be paid one month after the batch commences.
• GST @ 18% E.g. Batch commences on Nov, then 1st Installment is on Dec
• Admission fees should be paid by the • 1st, 2nd, 3rd Installments should be paid in 3 consecutive months.
deadline mentioned on the Offer Letter. E.g. Batch commences on Nov, then 1st Installment – Dec, 2nd Installment – Jan, 3rd
Installment – Feb
Payment Gateway (PayU Biz)
The candidates can pay the program fees using the payment link given on the offer letter through any of the below methods:
• Net Banking • UPI
• Debit Card • Phone Pe
• Credit Card • RTGS/NEFT
• Google Pay
Financial Assistance
Candidates can opt for loans through our listed financial partners only after they have paid the initial
Admissions fees from their end.
List of Financial Partners

1) HDFC Credila
They give out educational loans at 11.25%. (100% Tax Benefit for interest paid under Sec (80E))
2) Eduvanse
∙ 6 months: 0% Interest (No processing fee)
∙ 1 year loan: 0% Interest (One time processing fee – 2% of loan amount + GST)
3) Zest Money
∙ 1 year loan: 0% interest rate (One time processing fee – 2% of loan amount + GST)
Discounts
We have the below following discounts:
∙ Referral - If an alumni or enrolled candidate is referring anyone.
∙ One Time Fee Waiver - If the candidate is paying the entire program fees (even in bits and parts) before their 1st class commences; they are
entitled for it.
∙ Alumni - If the candidate has previously done a course through Great Learning or Great Lakes Institute of Management, they are entitled for it.
∙ Corporate/Group (Min. 3 members) – If the candidate is taking admission with minimum 4 candidates (including him/her), the entire group will
be entitled for it.
PGP AIML PGP ML PGP ML PGP AIFL

PGP AIML Blended
Online Blended Online Online
Referral 10K 10K 10K 10K 10K
One Time Fee

25K 15K 15K 10K 10K
Waiver
Alumni 10% of Base Price 10% of Base Price 10% of Base Price 10% of Base Price 10% of Base Price
Corporate/Group 15K (3-5 members) 12K (3-5 members) 12K (3-5 members) 10K (3-5 members) 10K (3-5 members)
(Min. 3 members) 25K (6-10 members) 20K (6-10 members) 18K (6-10 members) 15K (6-10 members) 15K (6-10 members)
Note:
• Referral amount is deducted on Total Program Fees, rest all discounts are deducted on Base Price
• If the referred lead is present in LS – Referrer gets 5K waived off, if not 10K waived off
• All discounts are adjusted in the last instalment of the payment schedule
• No clubbing of discounts
Delivery Modes
Weekend Classroom Mode (Blended)
Applicable for
PGP - AIML & PGP - ML
∙ Physical classes occur one weekend every month (3/2 pattern)

∙ Each month, the program office will announce the schedule and modules for the upcoming month
∙ The relevant course(s)/module(s) will be made available on Olympus
∙ Pre-reads and other important information will be posted prior to the class session
Blended Mode
Batch size: Frequency of starting a new batch:
• Bangalore and Chennai: (50 - 60) +/- 10 • Bangalore and Chennai – one batch in every two months
• Gurgaon, Pune, Mumbai & Hyderabad: (40 - 50) +/- 10 • Gurgaon, Pune, Mumbai & Hyderabad – one batch in every
three months
Platform Accesses: Program Manager:
• Olympus (Learning Management System) • First point of contact for all the students once the course
o Relevant course materials, each class recordings are commences.
provided.
o All assignments , quizzes and projects have to be • All doubts/queries (theoretical, technical or operational) are
submitted here. to be initiated by raising a ticket on Olympus which are re-
o Access for 4 years (3 years after course completion). directed to the P.M.
o Career Assistance [Career Counselling sessions and
GL Excelerate (Career Fairs & Job Postings) are made • The P.M is responsible in connecting to the respective
available from the 4th month onwards from the stakeholders (people who can give a solution to the student’s
course start date. queries) and revert back with the solution.
o Tickets can be raised specifying the nature and
contents of doubts which is directed to the Program • Turn around time for P.M’s is 24 – 48 business hours to revert
Manager. back to the students.
• AI Lab (Google Colab) – Access till Course Completion
o Access is given only when students enter the AI
curriculum and to conduct the AI projects.
Preparatory courses to be completed in Olympus before 1st class commences
1st Month
2nd Month
Fri, Sat, 3 – 4 Weeks Gap Sat, Sun
Sun
• Classes takes place from 9am – 6pm • Student has to submit the external lab session by the 1st • Same learning style
each day. It’s during this time, the Friday (in this gap). repeats month on
faculty explains the theoretical month.
concepts. • Assignments & quizzes are rolled out in Olympus and
(Approx. 3 hrs content)
strict deadlines are to be followed for submission.

• Every Sunday (2 – 6 PM), an in-class
internal lab session occurs supervised • Project (Minor) has to be conducted on the topics learnt
by the faculty and the submission has and strict deadline to be followed for submission.
to happen in class by 7PM on Sunday
itself. • For any queries (theoretical, technical or operational),
students are first required to go through Olympus to
• Also, the problem statement for the find the solution. If not, they can raise a ticket in
external lab session is rolled out. Olympus with the specific query and the Program
Manager helps in getting the solution with a turn
• Doubts can be cleared with the faculty around time of 24 – 48 business hours.
during the class hours and also after
class hours (depending on faculty’s • Whats App group can be used for peer – peer learning.
availability).
Important Notes (Blended)
• Projects:
o ML: All projects/lab sessions are done on their own laptops after installing certain applications like Anaconda and open source package file
libraries (Pandas, Numpy, etc).
o AI: All projects are done on the AI Lab (Google Colab). Access is given only when students enter the AI curriculum and to conduct the AI
projects.
• Whats App group is created with all the students in the batch and the program manager. Main intent for this group is to facilitate peer-peer learning.
Students are advised to resolve their main queries through raising a ticket in Olympus.
• Tentative class schedule for the entire 7/12 months is sent to the students prior to the commencement of the course.
• For ML students: they have time till the end of 3rd month from course commencement to upgrade to AIML. P.M’s sends the ML students notification
to upgrade.
• Capstone Project: It happens in groups of 4 – 5 students.

• For ML - it starts from the 4th month and presentation happens on the 7th month.
• For AIML - it starts from the 9th month and presentation happens on the 12th month.
• Two hackathons happens for the AIML students, one hackathon happens for the ML students.
• Career Assistance option appears in Olympus from the 4th month onwards from course commencement.
• Faculties mentioned in the website need not necessarily be the same faculties teaching a particular batch. It may or may not happen so. Regardless
of this, all the faculties we get on-board to teach have in depth domain knowledge of the curriculum and comes with a vast experience background.
Online + Mentorship Mode (Mentored Learning Model)
Applicable for
PGP – AIML, PGP – ML & DLCP
∙ Personalized live online mentorship session happens every weekend (either Saturday or
Sunday – 2 hours)
∙ Each week, the program office will release the schedule and module(s) for the upcoming
week. These will be made available on Olympus
Mentored Learning Model
Batch size & formation: Platform Accesses:
• Irrespective of the batch size, students learn in groups • Olympus (Learning Management System)
of 8-10 which is called a micro-class. o Relevant course materials, each online mentorship session’s
recordings are provided.
• Each micro-class is assigned to an industry expert who o All assignments , quizzes and projects have to be submitted
acts as a mentor for all the students in the group. here.
o Access for 4 years (3 years after course completion).
• Students grouping in a micro-class is done based on: o Career Assistance [Career Counselling sessions and GL
o Programming Experience (Beginner, Excelerate (Career Fairs & Job Postings)] are made available
Intermediate & Pro) from the 4th month onwards from the course start date.
o Experience in Python Programming o Tickets can be raised specifying the nature and contents of
doubts which is directed to the Program Manager.
Frequency of starting a new batch: • AI Lab (Google Colab) – Access till Course Completion
• One or two batches starting every month o Access is given only when students enter the AI curriculum and
to conduct the AI projects.
Program Manager:
• The P.M calls each candidate at least 1 week before course • First point of contact for all the students once the course
commencement for micro-class formation. commences.
• They also ask the student’s preferred slot i.e. either • All doubts/queries (theoretical, technical or operational) are to be
Saturday/Sunday and Morning/Afternoon/Evening slots. initiated by raising a ticket on Olympus which are re-directed to the
The students are required to share 2-3 slots according to P.M.
their preference. • The P.M is responsible in connecting to the respective stakeholders
• The P.M’s make no commitment that the students will be (people who can give a solution to the student’s queries) and
allocated slots the students have asked for. However, the revert back with the solution.
P.M’s try their best to do so depending on the feasibility of • Turn around time for P.M’s is 24 – 48 business hours to revert back
the batch profiles. to the students.
Preparatory courses to be completed in Olympus before course commences
1st M F 2nd M F 3rd
Weekend During the week Weekend During the week Weekend
Sat/Sun Sat/Sun Sat/Sun
• Live Online Mentorship • The students are • Live Online • Same

• Friday, the 1st • The students are Mentorship happens. learning
session happens required to go
week’s content required to go style
between the mentor and through 2nd week’s
along with a through 1st week’s • For each student, it repeats
the group (micro-class) content.
quiz/assignment content. of students assigned. happens either on week on
(Approx. 3 hrs content)
is released in • • Saturday or Sunday. week.

Sessions happen for 2 Submission of 2nd
Olympus. • Submission of 1st
hours. week’s
week’s • • The session comprises • Online
For each student, it quiz/assignment
• Orientation quiz/assignment of: Mentorship
happens either on happens on Friday.
session happens happens on Friday. Saturday or Sunday. Strict deadline to o Quick recap of sessions
either on Strict deadline to • 2nd Week’s every
The session comprises be followed.
Saturday or be followed. learning. weekend
of:
Sunday. o Quick recap of 1st • o Small case study henceforth.
Subsequently on
• Subsequently on covering the
Week’s learning Friday, the 3rd
• No Online Live Friday, the 2nd o Small case study topics of 2nd
week’s content
Mentoring week’s content week.
covering the topics along with a
session happens along with a o Doubt
of 1st week quiz/assignment is
in the 1st Week. quiz/assignment is o Doubt clarifications.
released in
released in
clarifications Olympus.
Olympus. • They start working on
the project (minor)
• Whats App group after this session.
can be used for
peer – peer
learning.
Important Notes (Online – Mentored Learning Model)
• Projects:
o ML: All projects/lab sessions are done on their own laptops after installing certain applications like Anaconda and open source package file
libraries (Pandas, Numpy, etc).
o AI: All projects are done on the AI Lab (Google Colab). Access is given only when students enter the AI curriculum and to conduct the AI
projects.
• Whats App group is created with all the students in their micro-class, mentor and program manager. Main intent for this group is to facilitate peer-
peer learning. Students are advised to resolve their main queries through raising a ticket in Olympus.
• Weekly course contents for next week are always released on Fridays. Even the assignments/quizzes of previous week’s, submission dates
happens of Fridays.
• For ML students: they have time till the end of 3rd month from course commencement to upgrade to AIML. P.M’s sends the ML students
notification to upgrade.
• Capstone Project: This has to done on an individual basis.

• For ML - it starts from the 4th month and submission happens on the 7th month.
• For AIML - it starts from the 9th month and submission happens on the 12th month.
• Career Assistance option appears in Olympus from the 4th month onwards from course commencement.
• If any student is discontent with his/her mentor, they need to approach the P.M. The P.M will understand the problem at hand and gives feedback
to that specific mentor. If even then the problem persists with the particular student, the P.M then makes necessary changes.
Evaluation
Continuous monitoring and feedback is an essential facet of the learning process.
• There will NOT be a final exam, or a ‘test’.
• Students will be evaluated constantly – so each student can gauge their own progress, and the Program Manager
can monitor and support the student in time.
To successfully graduate, each student is required to:

• Complete all courses with a completion grade of 60 out of 100.
• With a score of 80+, they will earn an ‘Excellent’ in that course.
• Each course (E.g. Supervised Learning, Unsupervised learning, etc.) will have multiple evaluation elements.
• Project
• Quiz/Assignment
• Attendance
• Labs: In-class and External (Only in case of blended courses)
Note: Students will be allowed to graduate with up to 2 incomplete courses, but no more.
Documents issued to candidates after
successful completion
1) Certificate(s):
• PGP AIML (Blended & Online) - Dual PG Certificate from Great Lakes* and # University of Texas (Austin)
• PGP ML (Blended & Online) - Dual PG Certificate from Great Lakes* and # University of Texas (Austin)
• PGP AIFL (Online) - Dual PG Certificate from Great Lakes* and # University of Texas (Austin)
* Great Lakes Executive Learning # If applicable

2) E-Portfolio & GitHub:
E-portfolio gives a snapshot of all the projects submitted during the tenure of the program. It lists the problem
statement, tools and technologies used, inferences brought about in each project. In short, it highlights all the
hands-on exposure you have got through the program.
GitHub profile is created and all the projects along with the project codes are uploaded on their GitHub
repository.

3) Transcript: It showcases the theoretical knowledge the student has gained during the tenure of the program.
All the evaluations of assignments & quizzes in every module will be translated in this Transcript.
The career support activities at Great Learning are clubbed under the GL
Excelerate program, which helps you unlock your potential, highlight your
Career assistance skills and connect to the right opportunities for your next job.
post the course

completion GL Excelerate provides every learner exclusive access to regular recruitment
drives, 30-40 curated Jobs every month, Interview preparation workshops and
Career mentorship from mentors personalized to your experience and
industry, who will help you navigate your path to career success.
Salary
offered
Resume between
& Interview INR 5
Preparation Lakhs to
INR 50
Lakhs
Networking
35 – 40
with
transitions
Industry
every
experts and
month
peers
GL Excelerate (Career Assistance Activities)
1) 1-1 Career Mentorship-Career guidance sessions
Get personalized attention from experienced industry practitioners and find out what opportunities are right for you. Get
access to our career guidance videos.

2) Interview Preparation Session
Get guidance from our pool of 5000+ alumni currently in roles you aspire to be in. Develop industry context with case
studies and learn answers to common technical and HR questions.

3) CV/LinkedIn Review
Get detailed feedback from experts to make your resume and LinkedIn profiles stand out from the crowd.
4) Job Assistance
• GL Excelerate Career/Job Fairs

Candidates can participate in recruitment drives with the best companies across industries. Get access to a wide range of jobs and
choose the right opportunity for you.
• Job Boards
Our dedicated customer success team gets you hand-picked opportunities from top organizations relevant to your profile and
experience.
Good to Know
•No accommodation is provided at our learning centres. Outstation candidates are
requested to arrange accommodation themselves.
•We advise all candidates to have complete information before enrolling in the
program. No refund requests will be accepted once the fee has been paid.
However, there is a deferment policy where a candidate can choose to defer his
enrollment to a future batch.
•Laptop is mandatory for all programs
•Hackathon happens within the batch
•Career fairs across major metro cities
•We provided lunch and snacks to the students who has joined Blended Programs
during the residencies.
•80% people take loan is something which can be pitched while convincing to take
loan
•We “roll out” an offer letter

Competitor Analysis
Competitive Landscape
Online
• UpGrad with IIIT-B
• Analytix Labs
• Simplilearn
• Amity Online
• Edureka
• Applied AI Course
• Pearson Professional
Competitive
Landscape
Classroom
• UpGrad with IIIT-B
• IIIT-H with Talentsprint
• Jigsaw Academy
• BITS - Pilani
Competitor Analysis
Talent Spirit-
Parameters Jigsaw Academy Mind Majix Edureka Bits - Pilani UPGRAD - IIITB UPGRAD - IIITB UPGRAD - IIITB
IIIT-H
Full Stack ML and AI AIML course with Masters in Data
Courses AI certification PGP AIML PGP-AIML PGD PGD
program IIIT-H Science
13 weeks 30 days (weekday or
Duration 6 months 9 months 11 months 11 Months 11 Months 11 + 7 Months
/(sat,sun) weekend)
4.85lakhs inc
Price 48000 + GST 2lacs + GST 27000 incl gst 262500 inc GST 225000 inc GST 2.85lakhs inc GST 350000 inc GST
GST
Curriculum 60-70% almost AI part only 80-90% 80-90% 80-90% 80-90% 80-90%
7 case studies -
Projects and 7 case studies - 15 7 case studies - 15
Projects No (case studies) No, assignments 12+ No 15 coding
Hackathons coding assignments coding assignments
assignments
Capstone Yes No No Yes Yes Yes Yes
Advanced Liverpool John

Certification from Completion Moores university
Certification Jigsaw and IBM NITW certificate Bits-Pilani IIIT-B PGD IIIT-B PGD
IIIT-Hyderabad Certification certificate and IIT-
ML Lab B PGD certificate
Yes, but only

few..companies Assured
Career Assistance Yes No Yes Yes Yes
visit to IIIT- Interview Call
Hyderabad
Online (Doubt Selfpaced / Online /
Delivery Mode Blended Online Online Online Blended Online
Clearing Session) Offline
Videos from IIIT- B
IIT kharagpur,
NITW faculties and online
Faculty Industry Experts Michigan state Bits-Pilani
professors session by Industry
university
experts
Batch Size 30-40 180 Between 2-3 150-200 50-60 150-200
3 years after 3 years after 3 years after
Access to Content 12 months 1 years Till Training lifetime access
completion completion completion
Our USP’s
1. No.1 AIML Program in India (Ranked by Analytics India Magazine)
2. International Certificate – U.T(Austin): No.2 in Analytics and No.8 in AIML
3. Curriculum has been designed by faculties from Great Lakes, UT Austin, IIT-Bombay and other practising data
scientists and Artificial Intelligence experts - We cover the depth and breadth of AIML concepts.
4. Complete Hands-On exposure through ample number of projects and Capstone
5. Covering most used AIML tools globally
6. Top ranked AIML faculty
7. Genuine Career Assistance Activities – Lot of transition stories to showcase
8. E-portfolio – Highlight your projects in the industry
9. Hackathons
10. Dedicated Program Manager
11. Online Mentored Learning Model (Online Mode) – Micro-class model
12. Weekend Classroom Mode (Blended Mode) – One weekend in a month which gives the participant breathing
space to actually revise concepts, check their theoretical understanding through assignments/quizzes, and
conduct a project to address real world problems.
Counter Attacking UpGrad
There are 4 aspects that differentiate us from UpGrad and these are the top reasons why professionals choose Great Learning over UpGrad:
- Global brand value of UT Austin: UT Austin is one of the world’s top universities with a history of close to 140 years. Its ranked amongst the top 10 in
US for AI and Data Science – its program has been ranked as high as No. 2. The certificate of UT Austin has global recognition and the value you can
derive from having UT Austin on your resume is of a very different level.
There really is no comparison between LJMU (Liverpool John Moore's University) and UT Austin. If the degree is mentioned: JMU is barely known
anywhere except some part of UK, ranked nowhere near UT Austin – No. 8 in the world, and it will take you nearly ONE YEAR MORE to get that
Masters – industry anyway doesn’t care about if you have a certificate or a degree, AS LONG AS you are great at what you do. If you really want to get
to pursuing an opportunity 2 years from now, understand that thousands of opportunities may have dried up.
Even between IIIT Bangalore, it’s about comparing between a good institute in India with one of the best in the world. Great Lakes is equally known in
India, with a much longer track record of offering great programs in the Data space.
- Hands on projects – doing more gets you industry acceptability: We have 12 course projects, including a Capstone. Our projects are constantly
revamped and upgraded, with different batches getting to do different ones. In UpGrad, the projects stay the same and are rarely updated. Also, most
are canned projects that you will find online. Our projects are far more rigorous so that you gain the exposure of real implementation. We do this so
that the skills, techniques and industry problems remain more current and up-to-date. In the recent batches of AIML, we have had participants whose
capstone projects have become PhD Theses, papers been presented to reputed journals, and teams have built their startups around capstone projects.
Let me give you a few examples –
o In the recent IIM Bangalore conference on AI, 4 out of the 12 papers presented were capstone projects of GL learners
o A team built a music recommendation engine for Carnatic music. That’s Spotify for Indian music. Now they have incorporated the company and
are building it as a startup
o Predicting acceptance of patents: A team built a ML model which would predict whether a company’s patent application would get accepted in
US. Think of the impact – companies like Apple, Google, Microsoft etc file 50-60k patents every year and every patent costs 11 lacs. Imagine the
business cost saving here.
o Predicting likelihood of cancer: The accuracy rates of a recent capstone projected in AIML on this problem statement is same as one done by a
team of MIT researchers.
o Using 2 years’ worth of CCTV camera images from ATMs to develop an AI predictor of potential fraudulent or suspicious activities. The team is
now working to incorporate this as a company and is in advanced talks for their first implementation.
Counter Attacking UpGrad (continued)
- Real mentorship means personalized attention: Our mentors are not program support staff but real faculty/industry experts who give you
personalized attention every week so that you learn and get better. This is why the learning quality and learning impact in our online programs
is so high. To give you a data point, just last weekend there were 300 mentored sessions that happened at GL and 280 out of those received
feedback of > 4.25/5. Our mentors do far more than doubt-clearing – they are present with you EVERY WEEK, throughout the program. They
walk you through examples, review your code, help you with projects and explain tough concepts. Our mentorship is intimate (5-8 people
instead of a class of 120 people getting a live session) and personalized, leading to greater bonding with your group-mates and a vibrant study
atmosphere. Hence, our students learn better and drop out much less frequently. In UpGrad’s case industry folks only record content, and their
so-called mentorship is primarily just customer support. There is no learning that happens through mentorship in the case of UpGrad.
- We help you succeed in your career: Our programs have an entire suite of career services that we call Great Learning Excelerate. Our career
support is constant, wide-ranging and proven over a much longer period.
o 250+ company recruitment relationships
o 50+ job postings every month, from top companies. In the last 3-4 weeks, there have been postings from Amex, Amazon, Grofers, Swiggy,
Shell, HSBC, HCL, Makemytrip, Walmart etc
o Our marquee job fair – GL Excelerate – happens multiple times a year (6-10 times) in metro cities.
 Last Excelerate event in BLR: 320 participants, 25+ companies, 20 spot offers, 100+ final round interviews. HSBC, IBM, Dell, Tiger
Analytics, Shell, Latent View, Fractal Analytics, Myntra, KPMG etc. continue to come regularly to Excelerate.
o You get access to a career mentor in the 7th month of the program. Between our mentor and our Career Services team, you get help on:
 CV Review
 Advice on positioning your project work appropriately
 LinkedIn profile review, ensuring that the right aspects are highlighted
 Interview tips and mock interview assistance, at the right times
o 46% average salary hike, over 2000+ cross-company transitions, 66% of our learners transition into data science roles within a year of
completing. OUR STATS SPEAK FOR THEMSELVES.
Counter Attacking Talentsprint/IIITH
• Only classroom mode program, no online option
• Classrooms of more than 200

Our blended batches are never more than 70 – we keep the learning experience intimate and personalized
• Their faculty strength is minimal – it is only academic faculty, and the entire program revolves around a
single star faculty member. Our programs involve over 1000 people from the academic world and
several industry verticals, including 2 faculty ranked in the Top 10 faculty in India (in the area of AIML
and Data Science)
• Our program is longer, more comprehensive, and leads to much better learning and career outcomes.
They only have some sketchy claims of career support – our career support has been built over 5 years,
with a great track record of success.
Useful Links in Google Drive
AIML Applications across Industries https://drive.google.com/drive/u/1/folders/1lxyZ5__2eR39I0x30Wr

nbhZc1Zo0dSoD
Program Suggestions https://docs.google.com/spreadsheets/d/1fNCiTnGr4LWi4_Vailye
yhuhfBG-S3fo/edit#gid=788489787
Few AIML Transition Stories https://docs.google.com/spreadsheets/d/1HfpXwgvhLi-hEC5o6fo-
_XTDIx58vGNd/edit#gid=419614924
AIML Transitions, Job Roles, Companies that hired https://docs.google.com/spreadsheets/d/1645G1mro_xTyXhlSPO
1Ygy5v-zuwM6a8/edit#gid=1214483471
Few Capstone Projects Overview https://docs.google.com/spreadsheets/d/1dzy2Vp6f8OFFK6cONT
3JeIJptk_3HXgM/edit#gid=224652634
Capstone Projects converted to papers at IIM-B conference https://docs.google.com/spreadsheets/d/10UyNM26BSXfrFfzG-d
u9mcaF8A30muYn/edit#gid=1179703792
DSBA in comparison with other programs https://drive.google.com/drive/u/1/folders/1jK87gxjkEbRQZbhxdm
5HvitOaPJmbcIk
A report on AIML Industry in India (By AIM & GL) https://drive.google.com/drive/u/1/folders/1jK87gxjkEbRQZbhxdm
5HvitOaPJmbcIk
Why Python is better than R https://drive.google.com/drive/u/1/folders/1jK87gxjkEbRQZbhxdm
5HvitOaPJmbcIk
Career Transition Handbook https://drive.google.com/drive/u/1/folders/1BBNmzLd5hGax04_bI
eX-vJyk-YvXL31G
LeadSquared
Definition of a Lead:
A lead, in a marketing context, is a potential sales contact: an individual or organization that expresses an interest in our services. Leads are typically
obtained through Website RFI (Request for Information), the referral of an existing customer, or through a direct response to advertising
campaigns/publicity. A company's marketing department is typically responsible for lead generation.
Pursuing and closing leads normally falls to the company's sales department. In our case, we will display our ‘Programs’ on our Website and E-media,
hoping to attract the attention of qualified professionals viewing the information. Each inquiry for more information would be a "lead," which might
subsequently be developed into a sale.
A company's lead generation efforts and its approach to dealing with leads can significantly impact its success in the marketplace. To that end, most
organizations try to establish effective practices involving:
 Lead Generators: any marketing-related activity intended to publicize the availability of a vendor's product or service.
 Lead Nurturing: the practices that a company establishes for dealing with potential leads.
 Lead Scoring: processes or software designed to rank the importance of leads to the company.
 CRM: Lead Squared is the CRM platform we use to track our activities with our lead base, score them on the basis of their activities, keep them
engaged.
Sources of Leads:
1) Organic: These leads are captured who directly visit our website. E.g. Website, Google Search
2) Inorganic: These leads are captured through our various marketing campaigns over the internet. If they click on any advertisement, they are re-
directed to a landing page where they need to enter their details and it gets captured as a lead. E.g. LinkedIn, Facebook, Instagram, In-shorts,
Quora.
Lead Fields in LeadSquared:
Lead Age: This field shows the number of days the particular person (lead) has been captured in our system.
Lead Score: Scores are assigned to every activity that the person (lead) does since they have been captured in our system. Scores are given to the below activities made by
the person:
A) If they open any mails sent either by the marketing team or by you through LeadSquared, they receive points:
Opening a mail – 2 points
Clicking on any link mentioned on the mail – 5 points
Any activity that they do on our website or any landing page, they get awarded based on the time spent and contents browsed – XX points
B) If they browse the website directly or indirectly (any link taking them to our website), they receive points depending on the time they spend browsing.
Engaged: This score is similar to the “Lead Score” but it captures the activity done by the particular person in the last 20 days. Hence, Engaged Score is always less than or
equal to Lead Score.
Lead Quality: This parameter rates on a scale of 10, the source through which a lead has been captured. E.g. LinkedIn, Facebook, Google Search, Referral, etc.
Lead Stage: It shows the stage at which the specific lead is at i.e. lead/lead called/pending applicant/applicant/selected /offered/offer accepted/offer
expired/enrolled/rejected.
Activity History: This field (tab) shows all the activities that the customer has done from the time it was captured in our system and it also shows the marketing activities
(email campaigns) we have done towards each of them.
Lead Details: This field (tab) shows the description of the specific lead – Name, Contact, Mail Id, Interested Program, Preferred Campus, Work Experience in years, Industry,
Similar profiles, Application Form (If the lead has filed an application).
Activity: This is the button where you are supposed to click to mark an activity after you have made any call to a prospect.
Send Email: This is the button which you can use to send an email to the prospect.
Lead Capture: This field shows the source from which the lead has been captured, work experience in years, mode of instruction, device the lead is using.
Similar Profile Link: This link is unique to every specific lead captured in our system. The link shows other professionals who are presently studying with us similar to the
lead’s work experience and the industry they are working into. Also, it showcases similar professionals who has made successful transitions.
Current Interested Program: This field shows the current interested program of the particular person (MLC/PGP ML Online/AIML/PGP AIML Online/DLCP/AIFL)
LeadSquared Link https://run.leadsquared.com/Home/Signin
Lead Stages in LeadSquared:
Lead: Any lead (fresh or old) that has not been attempted even once will remain in “Lead” stage.

Lead Called: Any lead that has been attempted once to establish a connect will be automatically converted to “Lead Called” stage. Irrespective of if you could connect with
them or not.

Pending Applicant: These leads are the folks who had started filling the application but did not finish submitting it. You can also see in which step they discontinued their
application. There are 3 steps in an application:
Step1: Personal Details
Step2: Education, Career and Programming Experience Details
Step3: Essay Question (Why do they want to learn AIML?)

Applicant: If the lead has submitted their application form for any of the program, LS will automatically change the lead stage to “Applicant”. An applicant can be of two types:
∙ Marketing Application – If the prospective lead has applied for the programs either by directly going to our website or via our marketing campaigns without talking to an
LC, it comes under marketing application tag.
∙ Sales Application – If the prospective lead was first a lead in the system (LS) and after speaking to an LC (Learning Consultant) has filled the application form, then it
comes under sales application tag.

Scheduled: This Lead Stage states the applicant has scheduled their telephonic interview to complete the admission process. Only prospects in “Applicant” stage can schedule
their telephonic interviews and not “Lead” or “Lead Called” stage.
If you mark an activity on applicant as “Called at Application Stage” and sub-status as “Scheduled”, the Olympus system will automatically change their Lead Stage to
“Scheduled”.

Selected: This Lead Stage states a prospect who is an “Applicant” in the system and had been marked “Scheduled” has completed their telephonic interview round, and now is
awaiting to receive their offer letter.
You will mark an activity on the “Scheduled” applicants as “Application Screening Conducted” and mark sub-status as “Selected”. The Olympus system will automatically
change their Lead Stage to “Selected”.
Lead Stages in LeadSquared:
Offered: This Lead stage states that the particular candidate has been issued an offer letter, after they have filled the application form and done with their telephonic
interview.
Offer letters can only be sent to the “Selected” lead stage leads who was gone through the below LS Lead Stages:
Applicant >> Scheduled >> Selected

Offer Accepted: This Lead stage states the “Offered” candidate has sent across an email acceptance mail stating they accept and the offer letter and is willing to join the
course.
If you mark an activity as “Called for Offer Follow-Up” and sub-status as “Offer Accepted”, the Olympus system will automatically change their Lead Stage to “Offer
Accepted”.

Offer Rejected: This Lead stage states the “Offer Candidate” has mentioned they do not want join the course for a specific reason.
If you mark an activity as “Called for Offer Follow-Up” and sub-status as “Offer Rejected”, the Olympus system will automatically change their Lead Stage to “Offer
Rejected”.

Offer Expired: This Lead stage states the “Offer Candidate” has not paid the Admission Fees before the deadline given in the Offer Letter issued to them.
The folks in this stage can still pay the Admission Fees and get themselves “Enrolled” in the system.

Enrolled: Any “Offered”/ “Offer Accepted”/Offer Expired” candidate who pays the initial Admission Fees through the payment link hyperlinked in their Offer Letter, the
Olympus System will automatically change their Lead Stage to “Enrolled”.
If they pay the Admission Fees through RTGS/NEFT, they will have to share the UTR Number of the particular transaction to you which you will cross-check with our
finance team if the transaction has been received at our end. The finance team updates the Lead Stage to “Enrolled” through back-end.

Rejected: This lead stage states the lead is not interested in the program for a specific reason. If you mark any lead/lead called/pending applicant/applicant as “Not Interested”
along with the specific reason, the Olympus system will automatically change their lead stage to “Rejected”.
Scenarios
HOT WARM COLD
CBL NI CNC NB
Call back Later Not Interested Could not connect Next Batch
Poor
communication
NE
Not Eligible REASON->
Work Experience
Lead Stage Flow in LeadSquared
Marking activities in LeadSquared
Lead Stage Activity Type Status Sub Status Remarks
These are fresh leads and will begin at this

stage. They will remain here till an attempt
to call the lead over phone is made. Has to
be dialled within one hour it has been
created.
Hot – If the lead is ready to go ahead with
the admission process and will apply for the
program (fill the application) asap.
Lead ∙ Hot Warm – If the conversation with the lead

Called at Lead Stage Program Details Explained ∙ Warm has gone above 10 minutes, is partially
(Fresh lead) ∙ Cold convinced and will further follow ups to
churn them.
Cold – If they have got the details of the
program but not sure if they would like to
enrol for the program. Further follow ups
will be needed to churn them to make them
Warm/Hot.
Create a task (follow up reminder) in LS
and follow up accordingly.
Unanswered – If the lead does not pick the

Lead call
∙ Unanswered
(Fresh lead) Unreachable – If the lead’s phone is
Called at Lead Stage Could Not Connect ∙ Unreachable
switched off or out of coverage
∙ Invalid Number
Invalid Number – If the number of the lead
is incorrect
If the lead has asked you to call
back at a specific time, put a
Lead Called at Lead Stage Call Back Later NA reminder in LS for the same and
touch base with the lead
(Fresh lead) subsequently.
Work Experience – If the lead is

not qualified for the program
Programming Knowledge – If the
∙ Work Experience lead does not know any
Lead ∙ Programming Language programming at all
Called at Lead Stage Not Eligible
(Fresh lead) ∙ Poor Communication Poor Communication – If the lead
∙ Junk Lead cannot understand English at all
Junk lead – If the lead’s both mail
id and phone number are
incorrect
∙ Next Batch
∙ Fees is high
∙ Onsite
∙ Professionally Busy Mark accordingly.
Lead ∙ Personal Loans
Called at Lead Stage Not Interested ∙ Loan Rejected The Olympus system will
(Fresh lead) ∙ Other City automatically put these leads into
∙ Company Sponsorship Lead Stage “Rejected”.
Rejected
∙ On Hold

Any lead in Lead Stage “Lead Called” are
not fresh leads which means they have
been attempted to reach out earlier.
∙ Hot
Lead The leads which were “Could Not Connect”
Called at Lead Stage Program Details Explained ∙ Warm
Called or “Call Back Later” in your earlier reach out,
∙ Cold
but made a connect this time you would
mark “Program Details Explained” as this is
your first connect with them.
These leads are the ones whom you had

∙ Hot marked “Program Details Explained” earlier
Lead and now you are following up with them.
Called at Lead Stage Followed Up ∙ Warm
Called
∙ Cold You again mark them Hot/Warm/Cold now
depending on their interest in the course.

These leads are the ones whom you had

marked “Could Not Connect” earlier and
Lead ∙ Unanswered
Called at Lead Stage Could Not Connect now you attempted to connect them.
Called ∙ Unreachable
However, again you could not establish a
∙ Invalid Number
connect with them.

If the lead has asked you to call back at a
specific time, put a reminder in LS for the
Lead Called Called at Lead Stage Call Back Later NA
same and touch base with the lead
subsequently.
Work Experience – If the lead is not

qualified for the program
∙ Work Experience Programming Knowledge – If the lead does
∙ Programming not know any programming at all
Lead Called Language
Called at Lead Stage Not Eligible Poor Communication – If the lead cannot
∙ Poor
understand English at all
Communication
∙ Junk Lead Junk lead – If the lead’s both mail id and
phone number are incorrect

∙ Next Batch
∙ Fees is high
∙ Onsite
∙ Professionally
Busy
∙ Personal Loans Mark accordingly.
Lead Called Called at Lead Stage Not Interested ∙ Loan Rejected The Olympus system will automatically put
∙ Other City these leads into Lead Stage “Rejected”.
∙ Company
Sponsorship
Rejected
∙ On Hold

These leads are the folks who
had started filling the application
but did not finish submitting their
application. There are 3 steps in
an application:
Step1: Personal Details
Step2: Education and Career
∙ Hot Details
Called at Pending Application
Pending Applicant Program Details Explained ∙ Warm Step3: Essay
Stage
∙ Cold You can also see in which step
they discontinued their
application.
You have to convince these folks
to submit their application.
Mark LS Hot/Warm/Cold
accordingly.
This activity is done when you are
following with up a previously
∙ Hot established connect with a
Called at Pending Application pending applicant.
Pending Applicant Followed Up ∙ Warm
Stage
∙ Cold Again mark LS Hot/Warm/Cold
accordingly depending on their
interest during follow up.
∙ Unanswered This activity are for the pending
Pending Applicant Could Not Connect ∙ Unreachable applicants but could not make
Stage
∙ Invalid Number connect with them.
If the pending applicant has
asked you to call back at a
Pending Applicant Call Back Later NA specific time, put a reminder in LS
Stage
for the same and touch base with
them subsequently.
If the pending applicant is not
∙ Work Experience
eligible for the program, mark
Called at Pending Application ∙ Programming Language
Pending Applicant Not Eligible accordingly in LS. The Olympus
Stage ∙ Poor Communication
system will put them into
∙ Junk Lead “Rejected” automatically.
∙ Next Batch
∙ Fees is high
∙ Onsite If you have established connect with a pending
∙ Professionally Busy applicant but they do not want go forward with
Called at Pending Application ∙ Personal Loans the admission process, then mark accordingly
Pending Applicant Not Interested with specific reason.
Stage ∙ Loan Rejected
∙ Other City The Olympus system will automatically put
∙ Company Sponsorship these leads into Lead Stage “Rejected”.
Rejected
∙ On Hold
It can be either a marketing or a sales

application.
If the applicant is okay about the entire program
∙ Hot
– curriculum, delivery model and fees and wants
Applicant Called at Applicant Stage Scheduled ∙ Warm
to go ahead to complete their admissions, mark
∙ Cold
“Scheduled” based on the time agreed upon for
the telephonic interview.
Also mark Hot/Warm/Cold accordingly.
If the applicant had earlier scheduled their

∙ Hot interview, however was not available during that
Applicant Called at Applicant Stage Re-scheduled ∙ Warm time then mark “Re-scheduled” along with new
∙ Cold time they have scheduled their telephonic
interview.
∙ Unanswered
Could Not This activity are for the applicants but could not
Applicant Called at Applicant Stage ∙ Unreachable
Connect make connect with them.
∙ Invalid Number
If the applicant has asked you to call back at a specific time, put a
Applicant Called at Applicant Stage Call Back Later NA reminder in LS for the same and touch base with them
subsequently.
If you had a discussion with the applicant (briefed them on the

curriculum, delivery model and fees), however they need time to go
ahead further in the admission process then mark them “On Hold”.
Mark sub-status too accordingly:
∙ Response Awaited from Response Awaited from Candidate – If the applicant asked you to
Applicant Called at Applicant Stage On Hold Candidate share relevant documents for them to go through before they can
∙ On Hold from Sales End go ahead with the admissions and told they will update you
regarding scheduling their telephonic interview.

On Hold from Sales End – If the applicant has requested for an
alumni or existing student connect and you are yet to share the
requested details.
∙ Work Experience
If the applicant is not eligible for the program, mark accordingly in
∙ Programming Language
Applicant Called at Applicant Stage Not Eligible LS. The Olympus system will put them into “Rejected”
∙ Poor Communication
automatically.
∙ Junk Lead
∙ Next Batch
∙ Fees is high
∙ Onsite
∙ Professionally Busy
∙ Personal Loans
∙ Loan Rejected If you have established connect with an applicant but they do not
∙ Other City want go forward with the admission process, then mark accordingly
∙ Company Sponsorship with specific reason.
Applicant Called at Applicant Stage Not Interested
Rejected
∙ On Hold The Olympus system will automatically put these leads into Lead
∙ Personal Loans Stage “Rejected”.
∙ Loan Rejected
∙ Other City
∙ Company Sponsorship
Rejected
∙ On Hold
Mark “Selected” who have
completed their telephonic
interview and is waiting to receive
their offer letter to join the
course. Also mark sub-status
Hot/Warm/Cold depending on
their likelihood to pay on
receiving their offer letter.
∙ Hot
Scheduled Application Screening Conducted Selected ∙ Warm All the scheduled applicants
∙ Cold whom you have marked
“Selected” will automatically
come in the dashboard of your
respective Team Lead and they
will be able to send them their
offer letters. Once offer letters
have been sent, the Lead Stage
will change into “Offered”
automatically in LS.
∙ Next Batch
∙ Fees is high
∙ Onsite If the scheduled applicant after
∙ Professionally Busy finishing their telephonic
∙ Personal Loans interview does not want to go
Scheduled Application Screening Conducted Not Interested
∙ Loan Rejected ahead and enrol for the course,
∙ Other City mark them “Not Interested” along
∙ Company Sponsorship with the specific reason “Why?”.
Rejected
∙ On Hold
After the telephonic interview, if

∙ Work Experience your team lead (who took the
∙ Programming Language interview) rejects the candidate
Scheduled Application Screening Conducted Not Eligible
∙ Poor Communication based on a specific reason, then
∙ Junk Lead mark “Not Eligible” along with the
reason.
Once the candidate has been
offered, you will have to follow up
and check if they have received
and gone through the offer letter
or not. Ask them to send an offer
∙ Hot acceptance mail stating “I accept
Offered Called for Offered Follow Up Followed Up ∙ Warm the offer letter and will be joining
∙ Cold the course”. Guide them how to
make the payment though the
link in the offer letter.
Also clear their remaining doubts
if any.
If the offered candidate has sent

Offered Called for Offered Follow Up Offer Accepted NA across the email acceptance mail
then mark them “Offer Accepted”.
∙ Next Batch
∙ Fees is high
∙ Onsite
∙ Professionally Busy If the offered candidate does not
∙ Personal Loans accept to join the course and
Offered Called for Offered Follow Up Offer Rejected ∙ Loan Rejected states so, then mark them “Offer
∙ Other City Rejected” stating the specific
∙ Company Sponsorship reason “Why?”.
Rejected
∙ On Hold

If the offered candidate has
asked to call you back at a
Offered Called for Offered Follow Up Call back Later NA
specific time. Put a follow up task
and follow up accordingly.
∙ Unanswered
If you could not establish connect
Offered Called for Offered Follow Up Could Not Connect ∙ Unreachable
with the offered candidate.
∙ Invalid Number
If the offered candidate wants a

new offer letter for a different
Offered Called for Offered Follow Up Request for revised offer NA
program, mark “Request for
revised offer letter”.
If the lead stage is in “Rejected”
Stage and now the person has
been re-activated in the future,
∙ Lead Called you can bring them back to the
∙ Pending Applicant admissions cycle again to the
Rejected Called at Rejected Stage Bring back to life same stage by marking “bring
∙ Applicant
∙ Offered back to life”.
You can bring back to the same
stage from which they had been
put to rejected.
If the re-activated lead whom you

∙ Hot have spoken to regarding the
Rejected Called at Rejected Stage Not Sure ∙ Warm course is still unsure if he wants to
∙ Cold go ahead with the course or not,
mark them “Not Sure”.
If the lead has been re-activated

and has asked to call you back at
Rejected Called at Rejected Stage Call Back later NA
a specific time. Put a follow up
task and follow up accordingly.
∙ Unanswered
If you could not establish connect
Rejected Called at Rejected Stage Could Not Connect ∙ Unreachable
with the re-activated lead.
∙ Invalid Number
∙ Work Experience
∙ Programming Language
If the re-activated lead is not
Rejected Called at Rejected Stage Not Eligible ∙ Poor Communication
eligible for what so ever reason.
∙ Junk Lead

∙ Next Batch
∙ Fees is high
∙ Onsite
∙ Professionally Busy
If the re-activated lead has
∙ Personal Loans
explicitly mentioned that they are
Rejected Called at Rejected Stage Not Interested ∙ Loan Rejected
still not interested in enrolling for
∙ Other City
the course.
∙ Company Sponsorship
Rejected
∙ On Hold

GL Shine
GL Shine:
It is an in-house tool which has been integrated with LeadSquared to help the Learning Consultants in managing their follow up-tasks efficiently. When we
specify “efficiently”, it means GL Shine even tells you the time duration in the day between which you are supposed to try to establish a connect with a
prospect. If you fail in not calling the prospect within that specific duration, then it will result in a breached SLA.
For e.g. Suppose you had put a follow-up for a prospect on 8th Mar’19 at 4:30PM, then GL shine will show Task starts on 8th Mar’18, 4:30 PM and Task
ends on 8th Mar’18, 5:30 PM. You are supposed to call the prospect during that 1-hour duration otherwise it will be a breach in SLA.
It acts as a personal assistant which exactly tells the Learning Consultant on a specific date the folks you are supposed to establish a connect with. These
folks can include fresh “lead”, “lead called” follow ups, fresh “pending applicants”, “pending applicant” follow-ups, fresh “applicants”, “applicants” follow-
ups, “offered” follow-ups.
Additionally, it also shows a detailed view (report) of the daily activities done by a Learning Consultant.
Soft Skills
Listening skills Telephone Relationship Professionalism Customer service Channels of

Etiquette Building communication
Telephone Etiquette
⮚ END OF THIS SESSION YOU SHOULD BE ABLE TO CONDUCT EFFECTIVE CONVERSATIONS

OVER THE PHONE
⮚ END OF THIS SESSION YOU SHOULD BE ABLE TO CREATE AN IMPACT ON EVERY CALL YOU
PERFORM
⮚ END OF THIS SESSION YOU SHOULD BE ABLE TO CREATE A PROFESSIONAL IMAGE FOR
YOURSELF AND FOR YOUR ORGANIZATION AS WELL.
Definition
Telephone etiquette means being respectful to the person you are talking with, showing consideration for the other
person's limitations, allowing that person time to speak, communicating clearly and much, much more. Your voice
must create a pleasant visual impression over the telephone.
Let’s go back to the history for a minute. Do you know who invented the telephone and the first words spoken
According to The Library of Congress, the

very first words spoken on a telephone
by Alexander Graham Bell in 1876
were “Mr. Watson — come here — I want
to see you.”
Do you agree ?
• It’s not just what you say, it’s how you say it
• There are ways to say things that a customer never forgets you and
your pitch
Attributes to deliver WOW calls
• Articulation/Pronunciation/Comprehension
• Rate of speech
• Be enthusiastic/Energetic/Speaking style
• Posture
• Intonation, Inflection/Usage of tone
• Lexical resources
• If required - empathize ,use pleasantries
• Build rapport
• Presenting a professional image
Do you want to be memorable on every call ?
Do you want to be distinctive?

Sales Process
Sales Process Overview
Leads
Apps
Shortlisting
Interviews
Offers
Enrollments!
Shortlisting, Interviews, Offers & Enrollments
Applications (Apps) ----> Enrollments
• Applications Received
PGP- • Applications Shortlisted
BABI • Interviews Conducted
Sales • Offers made
• Email acceptance received
Cycle • Enrollments received
PROCESS
Lead journey-Blended
Zirca GLW FB Linkedin Organic Traffic AIM
Landing Page
Leadsquared
Sales Team Marketing App
LC makes the call Lead Applies
If Connected LC Calls
Whatsapp + Email Screening call
Followup Offer sent
Applicant 5 days to register
Buddy Call
Screening by TM
Next day evening offer is sent
4 days time to register

Lead Journey-Online
Lead Applies
LC Calls
Offer is sent
2 days to
register
How can one apply
If someone is interested in our programs, he/she can apply
through the online application forms.

Application Links:
• PGP AIML:
https://www.greatlearning.in/pg-program-artificial-intelli
gence-course/registration
• PGP ML:
https://www.greatlearning.in/pg-program-machine-learni
ng-course/registration
• DLCP: https://www.greatlearning.in/deep-learning-course
• PGP AIFL:
https://www.greatlearning.in/artificial-intelligence-course
The -for-managers-leaders
lead has to complete 3 steps while filling an application
form:
• Step1: Personal Details
• Step2: Education, Career and Programming Experience
Details
• Step3: Essay Question (Why do they want to learn AIML?)
Selection Process
Step1: Fill application form
• Apply by filling a simple online application form.
Step2: Application review
• The faculty panel will review all the applications and shortlist
candidates based on their profiles.
Step3: Screening Round (Telephonic interview)
• Shortlisted candidates will go through a telephonic interview

round which will then be reviewed by a faculty panel.
Step4: Admission Offer
• An admission offer will be made to selected candidates which

has to be accepted by paying the admission fees.
Sequence of events
CRM Leads
Marketing Webinar
Campaign Leads Call Chat
Calls &
Email
Inbound Leads Apply
Walk
Email
In’s
Objective: Make them apply
Webinar
Screening
& Shortlist
Olympus Access Enrollment

Offer
Interview
AMA
Sales Pitch
What do we plan to achieve?
What do we plan to achieve?
We need to make sure
that every lead we talk
to, is convinced around
why he plans to take
up this course. This Lead to Application After the application is
could come either from conversion is the received ,we need to
him or we should second thing we need make this a successful
convince him to focus on. enrollment.
depending upon his
work experience and
the industry he comes
from.
By understanding the product really well. Program information and knowledge should
be very thorough
By working on the language I am using while selling
By knowing “How to pitch-How to convince-How to sell-How to close the deal”

How do we plan to achieve it?
No untrue promises
How will I be successful?
By Understanding competitive landscape really well and the talking points around that
Your performance will be measured on

# Calls made / connected per day
# Conversion percentage (L->A or A->E or L->E)
Follow the script and when you don’t know something , connect to a more senior
Learning Consultant and note down what you don’t know . Do not answer questions
you are not 100% confident about, it is ok to ask for help and get clarity
Greeting
Probing
Transitioning(Bridge)
Curriculum
2nd Transition
Selection Process-
Sell This
Final Push
PITCH
Closing
Important things to ask over a call
Industry working in Work experience Why do u wish to Classroom/Online

learn this skillset (Only if applicable)
USP’s
No.1 AIML Program in

India and Top ranked Dual Certificate Flexibility Industry Experts
AIML faculty
Python, Pandas, Numpy, Career Support - GL

Hands-on Projects+ 1
Scipi, Keras, NLTK, 48%Average salary hike Excelerate-200
Industry specific
Tensor flow, Keras Scikit- post completion companies share job
Capstone Project
learn, Matploit-lib opportunities with us
Corporate partners
deeply involved in
curriculum design, Interview preparation
Hackathons Batch Industry Diversity
facilitating projects, workshops
industry lectures, and
professional evaluation.
USP’s
Faculty from both universities +

E-Portfolio Peer to Peer Networking
Practicing data scientists
The academic modules would be

taught by senior faculty from Collaboration with UT Austin
Great Lakes, out of which 2 of which has world’s number 2
Dedicated Program Manager
the professors are also ranked Analytics program and No. 8 for
amongst India’s Top 10 Analytics AIML
Academicians.
Dedicated POS Olympus for customised learning

Program Benefits
1. Dual Certificates
From Great Lakes Executive Learning (No.1 AIML PGP in India) & University of Texas Austin (AIML program is considered as no.8 globally by QS
Universities Ranking)
2. Curriculum has been designed by faculties from Great Lakes, UT Austin, IIT-Bombay and other practising data scientists and Artificial Intelligence
experts - We cover the depth and breadth of AIML concepts.
3. Learn from India`s best Faculty- Ranked among top 10 prominent academicians into Analytics Industry
4.Industry exposure – Opportunity to learn from some of industry leading minds.
5. GL Excelerate- This is a platform wherein our executive program candidates participate in career fairs and various companies participate for placements.
We had the same career fare in the month of November in Bangalore where we saw a participation of 200 candidates & 30+ hiring companies. Over 300+
interviews happen in one day. Out of those 200 approximately 50 of them were selected their & then. The average package hike that these students got
was 48-50%.
6. Learn by doing – quizzes, assignments, case studies , projects, case studies, capstone projects
7. Blended learning Program- 440 + hours of learning ( 240 Hours of classroom and 200+ hours of online learning (online reading material, recorded
content, assignments, case studies, projects and webinars).
Online Mentored Learning Model (Online Mode) – Micro-class model
8. Corporate Partners – The program is designed and delivered in collaboration with the industry. The Industry experts participate in lectures and also
mentor candidates for capstone project.
9. Capstone Project- is a live project , for a period of 3-4 months , in a group of 3-4 candidates . Also, there will be a mentor either from Faculty or from
Industry , most likely it is from Industry only. This provides candidates a practical exposure towards a real time project.
10. Hackathons- Candidate also participates in one or 2 Hackathons wherein they are divided into different groups and they all find the solution to that real
time problem, the group which is closest to the solution wins the Hackathons and gets certificate for the same.
11. Dedicated Program Manager

Calling Checklist (In Order)
Opening
Introduction
Certificate-> Great Lakes & UT austin
Curriculum ->capstone & hackathon
Career Transition /placement
Delivery mode
Ranking USP
flexibility
Faculty- top10 academicians
fee structure
selection process
sales closure
Complementary program
Sales Script
Opening
Hi Good morning Mr / Ms
I am XYZ, your Learning Consultant from Great Learning.
You have shown your interest for Post Graduate Program in Artificial Intelligence and Machine Learning (PGP-AIML),
So before I brief you, can you please help me to understand the experience and industry you are currently working in.
This is a techno functional program for candidates like you who are looking for a transition into AIML industry or adding AIML to there skillset.

Introduction
It is a 12 months blended learning weekend classroom program which is mainly designed for working professionals who wants to add AIFL as a skill set in their
career.
Certification
On the completion of the program you will be rewarded with dual certificates, one will be from Great Lakes Institute of Management and another from University
of Texas, Austin , USA (whose analytics program is ranked as number 2 in the world by QS Universities Ranking).
Curriculum
Now I would like to share the details of curriculum which is divided into 3 tracks:
The 1st track is Foundation of AIML track in which we cover Python for AIML and Statistics & Probability. This helps in forming the base for the AIML domain.
Then we have the 2nd track in which we cover the deeper study of Machine Learning – Supervised Learning, Unsupervised Learning, Ensemble Techniques,
Recommendation Systems.

Then the 3rd track is AI – where we start with Neural Network Basics, Computer Vision, Statistical NLP, Sequential NLP, Advanced Computer Vision, Generative
Adversarial Networks (GAN’s), Reinforcement Learning.

Capstone Project
Also in this program you will be doing a Capstone Project, which is one of the most important aspect of this program wherein you will be doing an industry
oriented project of your interested domain for a period of 3-4 months in a group of 3-4 candidates. Also, you will be getting a mentor for that who can be either
be GL Faculty or Industry Professional, most likely it is the industry professional. We have usually seen this project act as stepping stone to move yourself into
analytics industry. It gives you an opportunity to work in an hands on manner on all the tools and technologies which you have learnt in initial 6-7 months of
the program. Also, in the program there will be some content you will be learning from UT Austin, every month there will be one live virtual sessions by UT
Austin faculty and the Capstone Project will be approved by Great Lakes and UT Austin Faculty Director.
In this program also you will be participating in one or 2 hackathons wherein you will be providing a solution to a real time problem. For Example we had
hackathons with WNS in Delhi, Volksdigital in Pune.
Placement
Also in this program, we provide you with career support activities Like:
We will be providing you with an access to Great Learning Excelerate , which is a platform where in our executive program candidates participate in career
fairs and various companies participate for placements.(Tell either a or b)
Like we had the same in Bangalore and Chennai wherein we saw participation of 200+ participants & 30 + and 16 + companies respectively . Over 300 +
interviews happen in one day. Out of those 200 approximately 50 of them were selected their & then.
Some of the organizations were Accenture , HSBC, UST-Global , Myntra, DXC Technologies , The Math company etc. and these companies were so
impressed by the talent pool that we have that Companies like KPMG , KPIT & cognizant have done exclusive drive for great learning candidates in their own
campuses. (b)Also the same fare we had in Chennai on 15 th December. Where in there were 16+ companies, 200+ interviews took place. Companies like
TCS, L&T Tiger Analytics etc participated in the fare. After which TCS Talent acquisition manager wrote an email talking about the great experience, he had
interviewing our candidate.
Apart from this, in GL Excelerate we also have 1 on 1 mentorship sessions. We have a list of mentors on LMS, with their LinkedIn profile mentioned. So you
can go through their profile & choose any one of them, whosoever is relevant to the industry that you are interested in. Then you can book a slot & have a
one-on one conversation with that person.
Then, as PGP-AIML is a widely recognized program by the industry, every month companies like Amazon, Accenture, AmEx, cognizant etc approach us with
jobs opportunities which are shared internally with the candidates. The candidates who are interested are free to apply and go ahead with the process. Every
month around 35-40 are transitioning into analytics industry with an average package hike of 48-50% in there salaries.
We also help you with your resume preparation and interview preparation by conducting workshops. There will also be some guest lectures from Industry
professionals, which help the candidates to orient themselves and understand in a better way what is required by the industry.
There are various networking opportunities through this program. Wherein you will be interacting with your peers having an average experience of 8-10
years , highest experience goes to 20-25 years , here you interact with candidates and move to there industries as well.

Also, we will create your E-portfolio which is a snapshot of all the skills and projects you have learned in the program. this profile is shareable on social media
channels so you can share it over linked in or other channels to showcase your skills and competencies.
Overall, We groom our candidates in a way that various companies approach us with different opportunities : Over 20 participating companies from various
organizations like McKinsey , Amazon, American Express , Deloitte , Infosys , NASSCOM , Swiggy, Accenture , HCL , Wipro , Zomato and many more…
Delivery Mode
Now, I would like to brief you about the program delivery, it is a blended learning program wherein there will be classroom interaction as well as online learning.
The classes will be every month for one weekend, for first month it will be for 3 days ( 1 Friday, 1 Sat, 1 Sun) and second month it will be for 2 days ( 1 Sat, 1
Sun) and then on the third month it will again be for 3 days and 4 th month again 2 days. So it will keep on alternating in this 3-2, 3-2 pattern for the complete 1
year.
In addition to this, you will be having Online learning through our Learning Management system(LMS), Olympus. The Online Learning material will be uploaded
on the portal on a weekly basis. It will includes reading material, video recordings, assignments, case studies, quizzes, projects etc.
Also, on some weekends, there will be webinars from Great Lakes faculties as per the requirement of faculties.
Flexibilities
Also, there is lot of flexibility in this program,
If you miss any of the classroom sessions, then you can go through the video recordings for the same.
In case you are transferred to some other location where we have our center we can transfer you to that particular location
and in case you are unavailable for long term you can take a break from the program and continue with the next batch, from wherever you left.

Ranking USP-(this can be modified)
Also PGP-AIML Program has been ranked as Top 3 AIML Program by Analytics India magazine.
a)Faculty:
Our faculty is one of the USPs of our program. We are having world class faculty into analytics. In fact, 2 of our professors Dr. Bappaditya & Dr. P.K
Vishwanathan have been ranked amongst top 10 analytics academicians by Analytics India magazine. Apart from this there’ll be senior industry professionals
who will be teaching the industry led modules.
b)Course curriculum- It is co-created by Industry professionals, great lakes faculty and U.T Austin faculty
c)Career Transition- Since inception year 2013 till date we have launched 60 batches across the cities and majority of them have enrolled either because of
the faculties or through the references.
{All these factors have contributed immensely to the career outcomes which our candidates have achieved. Around 67% of our candidates have transitioned to
analytics domain, either within their own organization or outside their company. In fact on an average we see around 35-40 career transitions happening every
month amongst our existing candidates as well as alumini.}
Evaluation: (need to be crisp)

Also note that each of this activity will be carrying some marks. At the end of the program we will take a cumulative of all & you have to pass the program with
at least 60% of marks. Hence the certificate that you get here is a completion certificate not merely a participation one. This is again one of the many reasons
why our program holds such good importance in the industry.

Selection Process
Is everything about the program clear to you. Or you still have any queries regarding the program, placements, curriculum, faculty etc.
Ok then I won’t take much time of yours now. Just one last information that we do not take direct admissions. There is a proper selection process that we
follow. Once the application is received, our admission panel will review your application for shortlisting, upon shortlisting you will go through telephonic
screening process. If you are selected, we will roll your admission offer letter.
After which you will be getting around 4-5 days of time to confirm your candidature & pay the initial admission fee of Rs.59000/-
FEE Structure
For Blended - The program fee is 3.35 Lac + GST(18%) = INR 3,95,300. For Online – The Program fee is 2.15 Lac + GST(18%) = INR 2,53,700.
Initially you just have to pay INR 59000/ INR 29500 for Blended and Online respectively as admission fee to confirm your candidature and the remaining fees
can be paid in 3 equal installments, in the initial 3 months of batch commencement.

Financial Assistance
In case you are looking for loan options we have tie up with HDFC credila and Avanse education.
Also we provide you with the zest money, in which you will be a getting loan of amount lesser then 2.5 lakhs at 0% rate of interest which you have to repay in
one Years’s Time period. & with Eduvanz, you can get the complete amount at as low as 6-7% rate of Interest for a tenure of 2-3 years.

Discounts
We have 2 discounts available:
One Go Discount: If you are able to pay the complete fee in one go before the commencement of the program, you will be eligible for a fee waiver of 25k on
the base fee. But this will not be applicable in the case of Zest Money or Eduvanz.
Referral Discount: In case you refer your friend or colleague to this program & that person gets selected & then enrolls for the program. You & your friend both
will be eligible to get a waiver of INR 10,000 each.

Complimentary Course
I would like to share that we are offering a complimentary course on Big Data Analytics and AI on Cloud worth Rs. 1,25,000 as Big Data is one of the most
important technologies that is being used in the field of Data Analytics. Hence, it becomes essential for a professional to keep oneself abreast of these
techniques and now this is the time of exploiting data-specific opportunities in the market.
Also we have seen 30-40% of the candidates who end up learning Big Data tools after completing AIML Program to strengthen their analytics skills and scale
up their career graph and end up spending 75000-80000 extra.
Closing
So, now I will be sending you an email with the program details, similar profile link & application link. You can just go through the details & fill the application
form in order to get Demo Access to the Program. In case you have any further query you can get back to us.
Thank you, have a nice day!!!

USPs & Pointers (Additional Information)
Because as per the Keggle`s Industry wide survey 60% of the data scientists actually prefer Python for doing analysis.}
{ Also through the survey we have come across that 64% data scientists are using Logistic regression, 50% are using decision trees , 46% are using
Random Forests and around 38% are using Neural Networks , which we are covering in detail in this program.}
https://www.greatlearning.in/blog/

Path to becoming an ML & AI Engineer
Learning the Skills

1. Learn to code using Python
2. Complete an exhaustive course related to Machine Learning and AI
3. Earn a relevant certification to help you land a job
Gaining Experience
1. Work on multiple machine learning and AI projects
2. Complete at least 1 Industry relevant Project (Capstone)
3. Participate in Kaggle knowledge competitions (Optional)
Acquiring a Machine Learning Job

1. Build a resume that highlights your machine learning skills
2. Build your GitHub profile to highlight your projects (E-Portfolio also helps)
3. Participate in Mock Interviews for AIML job roles
4. Look for machine learning and AI jobs online (Career Fairs and Job Posting helps)
Job Roles in ML and AI
Though many companies use the position title Machine Learning Engineer, some may use alternate titles like:
• Data Scientist
• AI Engineer
• Big Data Engineer
• Deep Learning Engineer
• AI developer
• AI engineer
• Algorithm developer
• AWS machine learning engineer
• Lead data engineer
• Lead data scientist
• Machine learning scientist
• ML data developer
• Senior data scientist
• Senior ML engineer
Sales Incentives Structure
Points Weightage for each of our AIML products (1 point = Rs 400/-)
AIFL PGP ML Online MLC PGP AIML Online AIML
2 points 2 points 3 points 3 points 4 points
Each sale made by a LC fetches them points (either 4/3/2 points) based on the course they have sold and each point earned entitles the LC
of Rs 400/-.

Based on the total number of points (Sales Points) accumulated by the LC through the total sales of the particular month, they get additional
bonus points depending on the slab they fall onto as below (sample):
Sales Points Bonus Points
0-15 0
16-25 5
26-35 10
Total Amount for Incentive Calculation = (Sales Points + Bonus Points) * 400
36-45 20
46-55 45
56-65 65
66-75 75
76-85 100
86-100 110
101+ 120
Sales Performance Standards
Introduction

Sales is the largest and, currently, the most metricized function at Great Learning. With a large number of product lines being serviced currently, and a larger
forthcoming pipeline, this is a team where we envisage large numbers hired in coming months and years.
Currently, we have productivity tracking for about 5 months, and, based on the measured performance month-on-month, this document proposes a series of
performance benchmarks that every member in sales must meet. The following points may be noted:
a. The standards mentioned here are based on enrolment points allocated to individual products as on 1 st March 2019. Changes in the basic numbers there will
result in changes here as well.
b. The ramp-up time is currently assumed to be 3 months or thereabouts for a new recruit to become a fully functional learning consultant. This may change with
the introduction of a formal sales training unit, with the reduction in ramp-up time being the trainer’s KRA
c. Currently, we are operating on a month-to-month target cycle. This itself may change to a 10-day or fortnightly cycle, at which point this policy will be revisited.
Performance Ramp – Up Guidelines
We are introducing 4 different time-bound performance yardsticks:
1. First-month
2. Second-month
3. Third-month
4. Full-flight
For anyone whose training (9 days) is completed on or before the 10th of a calendar month, that month will count as the first month. All further performance months
will coincide with the calendar month.
For people whose training completes after the 10 th of a calendar month, that month will be considered a zero month. Their first month will commence on the 1st of the
next calendar month.
There may be cases where a learning consultant may have fewer productive days in the first or second month, for medical or otherwise exigent reasons. The manager
has the discretion to waive consideration of that month’s performance and pause the performance clock by a month, maximum once for that learning consultant.
Sales Performance Standards (PIP)
Expected Performance Numbers & Corrective Actions
As per the current observed numbers, we propose the following performance guidelines for the existing product lines. Note that the company may imminently need to split these
into more granular items, given any changes in definition of responsibilities, market conditions or other factors.
Product First Month Second Month Third Month Full Flight
AIML category 5 points 15 points 20 points 28 points
Sales Managers are required to note the following:
1. This policy is applicable from 1st of April, 2019.

2. If the aforementioned points target is not met in a particular month, the LC will go under the Performance Improvement Plan for the next month.
3. This remains same for all the LCs irrespective of their vintage.
4. PIP structure for different vintage groups
a. LCs who are in first month- If they miss their first month minimum points target, they will be put in PIP for the second month and the second month minimum points target would be
15 points.
b. LCs who are in second month- If they miss their second month minimum points target, they will be put in PIP for the third month and the third month minimum points target would
be 20 points.
c. LCs who are in third month- If they miss their third month minimum points target, they will be put in PIP for the fourth month and the fourth month minimum points target would be
28 points.
d. LCs who are in full flight- If they miss their monthly minimum points target, they will be put in PIP for the next month and the next month minimum points target would be 28 points.
5. Failing to achieve the targets in the PIP month, the learning consultant will be terminated for performance reasons. The month of PIP will be considered part of the notice period.
6. If an LC misses the minimum target in a month for legitimate reasons as supported by the manager – illness, special circumstances, alternate additional responsibilities – he can be exempted
from the PIP.
7. If an LC has been 2 such PIPs in a single year of service, he cannot have a performance lapse for another month in that year again. The 3 rd such PIP situation will warrant automatic
termination, except in exigent circumstances as certified by the Manager and found acceptable by the Business Head.
8. The PIP, for the first time, will involve a formal email from the manager, copying the skip manager as well as a People Operations representative. Second PIPs in the year will involve a meeting
with the manager and the skip manager, followed by a formal email copied to a People Operations representative. People Operations will follow both these communications with a formal
communication of commencement of notice period, starting the first day of that given month, with the possibility of subsequent cancellation if the performance benchmarks are met.
THANK YOU

PGP AIML Training (Domestic)

Uploaded by

Copyright:

Available Formats

You might also like

PGP AIML Training (Domestic)

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

PGP AIML Training (Domestic)

Uploaded by

Copyright:

Available Formats

TRAINING MODULE-AIML

GREAT LEARNING - SALES TEAM

Domain Knowledge – What is ML & AI?

Product Knowledge – The programs we offer under AIML

Delivery Modes – Blended & Online Format

Useful Links in Google Drive

Sales Incentives Structure

Sales Performance Standards

Expanding wings to 6 Metropolitan

# We are on a mission to make professionals proficient and

# Enabling successful career progression in leading

• We upgrade their skillset so they remain relevant.

Our 1)Stanford University

Academic 2)University of Texas at Austin, McCombs School of Business

Partners 4)IIT Bombay

There are basically 2 kinds of programs available in the market:

City Learning Centre Address

Machine Learning explained in simple language

Machine The key differences between AI and ML are:

Learning Artificial Intelligence Machine Learning

• It gets the most out of data.

AIML applied?  Stock markets and Trading

5. Energy & Mining

8. General (Day to Day) Applications

Where is  Apple’s Siri, Google Assistant, Alexa, Microsoft Cortona

AIML applied?  Tagging of photos in Facebook

Where is  Track behaviour patterns of the customers

AIML applied? 13. Project Management

14. Law and Legal Practice

ML & AI CAN BE APPLIED TO ANY

A CAREER services to these companies to satisfy the

ARTIFICIAL UPSKILLING TO REMAIN RELEVANT

PGP - AIML (Blended) PGP – BABI/PGP - DSBA (Classroom)

PGP - AIML(Online) PGP – BABI/PGP - DSBA (Online)

PGP - ML (Blended) PGP - BA (Short Term) - Hyderabad & Pune

PGP - ML(Online) BACP (6 months Online)

Cyber Security (Online) Design Thinking (10 Weeks - Online)

PGP DSBA & PGP AIML( 6 months – Online, International)

Complimentary Courses Links to know more

Big Data Analytics https://www.greatlearning.in/courses/mastering-big-data-analytics?utm_source=email&

Target Audience LeadSquared through

• • Understand enough AI to be able to make important choices and

Duration 12 months 12 months 7 months 7 months

12+ projects 12+ projects 8+ projects 8+ projects

Foundations, ML, Into to Foundations, ML, Into to

Dedicated Online groups to Dedicated Online groups to

Price Rs 3,60,000 + GST Rs 2,40,000 + GST Rs 2,50,000 + GST Rs 1,50,000 + GST

PGP – AIFL (Online)

Certificate Dual PG Certificate from Great Lakes & U.T(Austin)

Projects 5 projects & 1 Capstone

Curriculum Broadly divided across 8 modules

Price Rs 1,50,000 + GST

Admission fees Rs 25,000 + GST

PGP – ML: Foundations, ML, Intro to D.L

# PGP – AIML: Foundations, ML, AI

Topics/Modules Covered: Tools Covered:

Module What it is? Time

Where is AI used (and where it’s not)?

Structuring & visualizing data