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Submitted to:-Mr.Tabrej Singh

Submitted By Garvit kapoor Marketing

At the outset I would like to extend my gratitude to Mr. JOGVINDER SINGH (SALES MANAGER) at HCL for giving me an opportunity to undertake this project under his able guidance and for helping me in understanding and completing the same in a fruitful manner. I express my special gratitude to Miss. Hunny Nakra , Mr. Vikram Singh who not only helped me throughout my project but also encouraged me at every step and gave an insight to the real and practical business problems. I would also like to thank all the Employees at HCL INFOSYSTEMS LTD. Who supported and co-operated with me during the project. This acknowledgement is incomplete without thanking and expressing a deep and sincere gratitude to Lecturer Mr. Sayed Tabrej at Lovely Professional University, Phagwara who has always guided and encouraged me towards the right direction and without whose guidance and support this project would not have possible in time.

Garvit kapoor MBA (2010-2012)

I, GARVIT KAPOOR, a student of Lovely Professional University, hereby declare that the project entitled MARKET EXPANSION OF HCL at HCL INFOSYSTEMS LTD. is the original work done by me under the guidance of Miss. Hunny Nakra & Mr. Vikram Singh for partial fullfilment and award of the degree of masters of business administration and the information provided in the study is authentic to the best of my knowledge. This study report has not been submitted to any other institution or university for the award or any other degree.


I worked for HCL INFOSYSTEMS LTD IN Career development centre located in Mohali. I worked for the project titled MARKET EXPANSION OF HCL in training through career development centre My area of work:  I on behalf HCL CDC was asked to organize promotional activities including presentations, seminars.  To create a customer database for the company, so that interaction to the potential Customer could be done in a swift manner.  To convince the potential customers about HCL products and close the deal My learning: Learned to interact with customers of different stratum.  Most of the customers were more inclined towards BRAND NAME.  As region covered were Haryana and Punjab so it has greater potential to flourish.  Learned how to close deal and imbibe corporate culture of HCL. Flaws of the projects: Target customers were very widespread and distributed so took long time to locate them and there was lack of awareness about training program of HCL.  As the program offered by HCL were not affiliated by any university so it was difficult to convince the target customer.  The pricing strategy of the HCL was not suiting lower middle class.

S.No. 1 2 3 4 5 6 7 8 9 10 11 12 Topic Company profile Vision and mission of company History of HCL CDC Products of HCL Objectives of the project Research methodology Data analysis and hypothesis testing Finding Conclusion and suggestion Annexure Main events of summer training Competitor analysis 61-63 13 Bibliography 64 Page no. 6-21 22 23-34 35-36 37 42-46 44-53 54 55-56 57-58 59-60


HCL Technologies is a global IT Services company headquartered in Noida, a suburb of Delhi, India led by Nayar, HCL Technologies, along with its subsidiaries, had consolidated revenues of US$5 billion, as of 2010, and employed more than 58,129 workers. The name HCL is an abbreviation on Hindustan Computers Limited. HCL offers services including Software, Remote Infrastructure Management, Engineering and R&D Services and BPO. HCLs key services include:
y y y y y y

Custom Application Services Enterprise Application Services Enterprise Transformation Services Engineering and R&D Services Infrastructure Management Business Processing Outsourcing.



Networking and network integration

Distribution and retail

IT Manufacturing



Engineering and Enterprise R&D and custom applications


In addition to this, HCL AXON, formed after the acquisition of Axon Group in December 2008, offers SAP services including:
y y y y y

Business Consulting Solutions Implementation Application Management Blue ocean upgrades Integration Services.

HCL serves industries such as Financial Services, Education, Hi-tech & Manufacturing, Aerospace & Defense, Telecom, Retail & CPG, Life Sciences, Healthcare, Media & Entertainment, Travel, Transportation & Logistics, Automotive, Government, and Energy & Utilities, Acquisitions and Joint ventures The company acquired Capital stream, a US BFSI Product Company for US$40 million in February 2008.Capital streams Finance Center product is an addition to HCL's current product addressing the BFSI market - Penstock, the product that HCL launched in 2007.On 15 December 2008, it acquired Axon Group, and was renamed HCL AXON [, the largest acquisition in the history of the Indian IT industry, surpassing Wipros $600-million acquisition of Info crossing in 2007.

HCL - An Overview



Shiv Nadar Founder - HCL, Chairman & Chief Strategy Officer - HCL Technologies

Ajai Chowdhry Co-Founder - HCL, Chairman & CEO - HCL Infosystems

J V Ramamurthy
Chief Operating Officer, HCL Infosystems Ltd




1976 Hindustan Computers Limited (HCL) born. 1977 Distribution alliance formed with Toshiba for copiers. 1978 HCL successfully ships in-house designed micro-computer at the same time as Apple. The Indian Computer Industry is born. 1980 HCL Introduces bit sliced, 16-bit processor based micro-computer. 1983 Indigenously develops an RDBMS, a Networking OS and a Client Server architecture, at the same time as global IT peers. 1986 HCL becomes the largest IT Company in India. 1988 HCL introduces fine grained multi-processor Unix-3 years ahead of Sun and HP. 1990 Data Quest marks HCL no. 1 amongst Top Ten computer giants. 1991 HCL Ltd. And Hewlett Packard, USA, partner to form HCL-Hewlett Packard Ltd. JV develops multi-processor UNIX for HP-heralds HCLs entry into contract R&D. HCL Technologies Limited was originally incorporated on 12th November, as HCL Overseas Limited. The certificate of commencement of business was received on 10th February, 1992. On July 14, 1994 name of the Company was changed to HCL Consulting Limited. The Company changed its name to HCL Technologies Limited on 6th October 1999 to better reflect the line of activities of the Company. HCL provides new technology development services to its clients.


1996 The 50:50 joint venture with Perot Systems Corporation in theyear provided access to high value client base of Perot Systems. The Company has one of the largest software development infrastructures in India. This state-of-the-art infrastructure, which comprises seven software factories, is designed to take advantage of the high productivity and scalability as well as the relatively lower cost of software development in India. 1998 The Company started addressing the markets in Europe and Asia Pacific. The company has a rich heritage in technologies like the Internet and e-Commerce, networking and internetworking, Internet telephony, telecom, embedded software, ASIC/VLSI design and testing, satellite communication, wireless communication and component based object technologies like COM, DCOM and CORBA. The Company has the capability to work with a wide variety of computing platforms ranging from Open Client Server systems comprising all flavours of UNIX, Microsoft platforms, AS/400 to enterprise servers like IBM Mainframes. The Company also offers strategic methodology consulting led services through its wholly owned subsidiary Intel cent Inc. to global organisations. 1999 The company announced its public issue on November 10th, of Rs.1,42,00,000 net equity shares of Rs. 4/- each. The issue includes a Book Built Portion of 1,27,80,000 equity shares and Fixed Price Portion of 14,20,000 equity shares. The company announced on November 11 that it has signed a five-year contract with Gtech and Kla Tencor. HCL Technologies has created wholly-owned subsidiaries to cater to specific geographic regions. Its major subsidiary is HCL Technologies America, 100 per cent owned by the company. 2000 The Company has set up a dedicated offshore development centre in Chennai for KLATencor Corporation, a supplier of process control And yield management solutions for the semiconductor and related microelectronics industry. HCL Comnet, the wholly-owned subsidiary of HCL Technologies in association with its new partner Globeset Inc., is scouting for large Internet Service Providers and payment gateways in India to introduce Net security management solutions. The Company will set up an offshore development centre for the .1-billion semiconductor company, Conexant Inc, in India. HCL Comnet, a wholly owned subsidiary of HCL Technologies will invest Rs. 20 crore in the next one year to set up a network operation centre in Delhi and has tied up with Hewlett Packard. HCL Technologies, the Shiv Nada controlled software major, has invested in five venture capital funds that specialise in high technology, particularly internet technology, related areas.


HCL Technologies, in a move to further strengthen its position in the infotech sector, has decided to extend its product base and focus on a range of high value-added products and services. HCL Infinet Ltd, the new Internet services subsidary of HCL Infosystems, has tied up with UBS Publishers' Distributors Ltd, one of the largest distributors of books in the country for its soon to be launched portal to sell books on-line. Armed with 0 million incash reserves, infotech company HCL Technologies is in the process of acquiring companies in both Europ and the US as part of its expansion drive. HCL Technologies has approved, subject to necessary approvals, to split each equity share of Rs 4 into two equity share of Rs 2 each. HCL Technologies has entered into a tie-up with BroadVision Inc, a provider of personalised e-business applications, to act as a distributor for the latter's customised software, services, support, maintenance and other related activities. Goldman Sachs has rated Infosys Technologies and HCL Technologies as market outperformers and amongst the best quality names in the industry. The Company launched the second Nokia professional centre in New Delhi, second among the chain of centres planned by the company across the country. HCL Technologies Ltd will be acquiring about 40 per cent equity stake in an Indian networking product company as part of its incubation programme. Shiv Nadar-promoted HCL Technologies Ltd is looking at the possibility of opening a software technology development centre in China. 2001 The Company has signed a five-year strategic partner agreement, with NCR Corp. to develop customer relationship management, store automation and payment system.The Company signed an agreement with Toshiba Information System of Japan to set up an offshore development centre in India, for the Japanese company. HCL Technologies has entered into a strategic alliance with Nasdaq-listed Vitesse Semiconductor ot develop software solutions for global networking markets. The Company is setting up a dedicated offshore centre for Vitesse Semiconductor for design and application support services. HCL Comnet Systems & Services Ltd., a fully-owned subsidiary of HCL Technologies, is entering into the business of Web-enabling applications through the launch of demand-chain management solutions. HCL InfiNet has been rated the best among 16 Internet service providers by, a technology portal and magazine. HCL Technologies October 29 announced that it would pick up 100 percent stake in Northern Ireland-based IT-enabled services company Apollo Contact Centre in two phases. In the first phase, HCL Technologies would pick up 90 per cent stake in Apollo Contact Centre for .5 million from British Telecom (BT), the owner of Apollo Contact Centre.Initially, HCL Technologies, would pay .5 million either directly or through any of its subsidiaries to acquire 90 per cent equity in Apollo Contact Centre. HCL Perot, a joint venture of HCL Technologies, which already has Two levels of re-dundancy in Delhi and Bangalore, is now backing them up with centres in the UK and US. It is setting up a development centre in Woking, South of London and plans to add another in Dellas by the End of the year.HCL Technologies today announced the

appointment of Anupam Puri, management consultant with McKinsey and Co, as member on its board of directors. 2002 HCL Technologies Ltd on June 1, 2002 announced a 100% acquisitionof Gulf Computers Inc, USA. HCL Technologies Ltd announced the formation of a strategic technology joint venture with Jones Apparel Group, Inc. Jones Apparel Group, Inc. a Fortune 500 Company, The joint venture is a pioneer in initiative, in synergy with HCL Technologies rebalanced business portfolio and growth strategy, wherein the Company has identified the retail vertical as a high focus area. Worldwide, an increased surge in IT spending in the retail segment is manifesting itself and the market is expected to grow to USD 35 billion by 2005. HCL Technologies Ltd announced on August 16, 2002 that it has entered into a joint venture with m.a. partners - a management consulting firm - to address software services opportunities in Global Finance Markets, especially in the areas of Investment Banking, Asset Management and Private Banking. m.a. partners brings a wealth of domain expertise and clients including many of the top Global Investment Banking firms, to the JV. HCL Tech, leading global IT services company, on August 19, 2002 announced a strategic alliance with Sento Corporation, a US based customer contact solutions Company.HCL technologies Ltd has informed BSE that Mr Vineet Nayar, Director has resigned as Director of the Company with effect from on December 19, 2002. 2003 HCL Technologies Ltd has informed BSE that Mr Anupam Puri Director resigned from the Board wef May 08, 2003. The Board of Directors has been expanded with the induction of three new members- Mr Amal Ganguli, Mr Cyril Shroff & Mr Subroto Bhattacharya. Partners with Alayance, a USA based company, to enhance Enterprise Application Integration expertise. Signs agreement with SuperH Inc., the leading supplier of multimedia reduced instruction set computing (RISC) central processing unit (CPU) cores, enabling the company to become the first member of the 'SuperH Design Agency' Program Members approve Scheme of Arrangement between the Company, HCL Infosystems Ltd, HCL Infinet Ltd Receives 0 ml BPO deal from BT Group, UK's telecom service provider Inks pact with Questa Corp. to provide implementation support for customer projects Wins mandate from Airbus Industries for the development of embedded software for the system data acquisition computer of the A-340 flight warning system HCL Comnet, a wholly- owned flagship of HCL Technologies, secures Rs31 crore network management order from National Insurance Corporation(NIC) Partners with Magma Design Automation Inc. to offer expert design services for leading edge integrated circuit designs High Court sanctions Scheme of Arrangement between HCL Infosystems, HCL Technologies, and HCL Infinet Joins the Xperts program of Xilinx Inc (Nasdaq:XLNX), the worldwide leader of programmable logic solutions

Signs a multi- year, multi- million dollar collaborative IT co-sourcing contract with AMD, a leading supplier of integrated circuits for the personal and networked computer and communications markets Pursuant to Scheme of Arrangement between HCL Infosystems Ltd, HCL Technologies Ltd, HCL Infinet Ltd and their respective shareholders and creditors, as approved by Hon'ble High Court of Delhi, the Merger Committee of HCL Technologies Ltd on August 30, 2003 allots 7,075,154 equity shares of Rs 2/- each fully paid up to the shareholders of HCL Infosystems Ltd. Registered Office changed to Nehru Place, New Delhi Hcl bpo head Sujit Bakshi quits the company HCL announced that it has reached an agreement with Perot Systems to divest its stake in HCL Perot Systems for USD 105.3 Mn. This is for an all cash consideration.US firm acquires HCL's equity in Joint Venture Hcl Technologies Ltd has informed that Ambassador Richard Burt, Director of the company, has retired by rotation at the Annual General Meeting of the Company held on December 20, 2003 and it was further resolved at the meeting not to fill in the vacancy caused by his retirement. 2004 Formally announced that it has bought out the 49.5 per cent equity shares of erstwhile HCL Perot Systems (HPS) from their joint venture known as Aircom HPS Wireless Services (AHWS).Hcl Technologies Ltd has informed that the shares of the Company have been delisted from Delhi Stock Exchange (DSE) wef January 23,2004. HCL Tech Sets up Insurance Solutions Center in Chennai HCL Technologies has entered into a strategic tie-up with IBM Rational Software, a division of IBM, to strengthen its software development capabilities. HCL Technologies Ltd has informed that the Company has on May 18,2004 announced the appointment of Stuart Drew as Director (Europe) Global Insurance Practice HCL Technologies display new set of software solutions based on Microsoft's Smarter Retailing Initiative HCL Tech arm ties up with Cicada HCL Technologies named Microsoft Global Systems Integrator Partner HCL Technologies unveils latest RFID based asset management solution at ESEC, Tokyo HCL Technologies Ltd today (July 13, 2004) announced that the Company has been conferred the prestigious Excellence in Education Award for 2004 by the Life Office Management Association (LOMA) BPO delivery centre in Chennai gets BS7799 certification, by the British Standards Institute (BSI) on August 27, 2004 Introduces CrosSView, a framework based Computer Systems Validation (CSV) methodology for the development of robust software applicationsin the Life Sciences arena. Delist from the Madras Stock Excahnge Limited (MSE) w.e.f. December 22, 2004.


2005 Enters into an agreement with Agere Systems a global leader in semiconductors for storage, wireless data and public and enterprise networks. Forms partnership with Compuware Corporation, a world leader in delivering software and services that enable businesses to manage their enterprises and maximize the value of their IT assets. Signs MoU with the Supercomputing Facility for Bioinformatics and Computational Biology (SCFBio) at IIT Delhi to work collaboratively on high-end projects in the area of drug discovery and development including genomics and protemics projects. SEBI ties up with HCL Technologies for market surveillance solutions HCL Technologies forms joint venture with NEC, Japan HCL Technologies launches easy Labelling Solution for US FDA's SPL HCL Technologies & Talent & Pro enter into partnership to provide solutions in Banking, Insurance & Financial Domain to Europe HCL Technologies & EXA, Japan announce strategic partnership HCL's Infrastructure Services Division ranked a 'Strong Performer in Remote Infrastructure Management by an International Research firm 2006 HCL Technologies & Qumas signs distribution agreement HCL Tech joins hand with Wavesat HCL Technologies Launches RoHS Compliance Management System For Medical Device Users HCL enters m outsourcing deal with Teradyne of US HCL Launches Trusted ICT Infrastructure Platforms for BPO-ITeS Segment HCL appoints Karan Puri Sr. Vice President of Retail, Media & Entertainment in North America. HCL Technologies & Sage sign Alliance to develop Private Wealth Management Solutions HCL Technologies Ltd has inked pact with Canada based electronics manufacturing services company Celestica Inc to jointly design and manufacture electronic products for global original equipment manufacturers (OEMs) 2007 HCL Technologies forms strategic alliance with Eckler to strengthen Insurance Domain expertise HCL Technologies Ltd and Advanced Electronics Company (AEC), a Riyadhbased Economic Offset Program Company, have signed an agreement to implement IT (Information Technology) projects in Saudi Arabia. HCL Technologies has forayed into an alliance with 0 million Saudi Arabian company Advanced Electronics Company (AEC) to implement IT projects in West Asia. HCL Technologies Ltd on June 18, 2007 announced a US million contract with Alenia Aeronautica, to provide engineering services that will support the improvement of the C-27J Spartan production line. HCL Technologies Ltd has announced that Vineet Nayar, President of the Company will assume the CEO chair with effect from October 16, 2007. Shiv Nadar will be the Chairman and Chief Strategy Officer of the Company.The Company has issued Bonus Shares in the Ratio of 1:1.


y y y y y

HCL to acquire British BPO firm. HCL BPO to adopt non-linear growth strategy. HCL completes acquisition of UK's Axon. HCL wins over Axon board for takeover bid. HCL Technologies Launches First-of-its-Kind on-Demand Software Testing Lab.


HCL Technologies has entered into a five-year transformational IT infrastructure management engagement with the Energy Future Holdings Corporation (EFHC), a Texas-based, privately-held energy company. HCL signs a Rs 393 crore, 7 year end-to-end IT Services engagement with National Insurance Company HCL Tech gets outsourcing contract from MTV Networks HCL Signs a five year engagement with Energy Future Holdings for IT Infrastructure Management Services HCL receives the International Investor of the Year Prize HCL Technologies Emerges as a Most Admired Knowledge Enterprises (MAKE) Winner HCL Technologies opens Global Development Center in Brazil to service growing client base in Latin America, North America and HCL Technologies opens Global Development Center in Brazil to service growing client base in Latin America, North America


HCL Technologies has announced a partnership with n Matric of the U.S. for providing intelligent shopfloor solutions to automotive manufacturers. HCL Tech - HCL AXON Launches, iControl, a Utility Web Enablement Solution for Customer Billing and AMI


Worldwide Offices
By being locally incorporated in each country, HCL is able to serve customers as a local business, with all attendant benefits. It is also a tax-paying citizen, conforming to all local lawsand with a significant global workforce. We believe that every part of the world has different ways of doing business and, therefore, unless we make the investment of becoming a local player, the move from being a mere vendor to a value-creating partner would be a difficult transition.



With more than 110 CDCs across the country, HCL CDC reaches to your door step with state-of-the-art infrastructure and world class training facilities.



To create industry ready professionals

To provide world-class information technology and services in order to enable our customer to serve their customer better.


Introduction HCL Career Development Centre or CDC is an initiative that enables individuals to benefit from HCL expertise in the space and become Industry ready IT professionals. HCL dominates the IT space as a leader. 45,000 gifted professionals, a colossal US $4 Billion turnover, an international presence in 17 countries, and most importantly a deep-rooted commitment to innovate, makes it a true Technology Giant. HCL CDC career program equips a student to meet emerging industry challenges with finesse and ease. Opportunities to grow with HCL CDC are limitless, catapulting a student to high level controlling positions in Mega Corporates. With top HCL professionals as the trainers, customised career programs, hands on experience, state of art infrastructure and world class training program the student's career graph is bound to follow a steep rise. HCL CDCs provide specially designed courses in high-end software, hardware and networking integration to groom students into industry-ready professionals. HCL CDCs also offer placement support to all their students who excel in their academics and display a remarkable performance during the course. As the training arm of HCL Infosystems, HCL Career Development Centre (CDC) carries forth a legacy of excellence spanning across more than three decades. HCL CDC is an initiative that enables individuals and organisations to benefit from HCL's deep expertise in the IT space. Among the fastest growing IT education brands in India, HCL CDC offers a complete spectrum of quality training programs on software, hardware, networking as well as global certifications in association with leading IT organizations worldwide.


Quality at HCL CDC

"We shall develop and Impart Industry relevant ICT Education to meet the requirement of customers, Industry and society by continually updating technology content and improving our processes" Certification of quality standards "In its pursuit of excellence", the company has developed a quality management system in line with ISO 9001:2000 standards. Business Excellence Initiatives The organization follows a framework developed by EFQM (European Foundation for Quality Management). Organization policies and strategies are aligned with EFQM Model. The "Quest of Excellence" is taken as a mission which drives the quality of Training Delivery and associated services. Opportunities and beyond

HCL takes students to the core of IT fundamentals and the most advanced cutting problems. Its course modules are structured to give me the best of both worlds, academic and hands-on. Whether any body are beginner or a working professional, HCLcdc. Can make a difference to our learning curve and there by to our curve. Empowering students to bring out the best As the fountainhead of the most significant pursuit of human mind (IT), HCL, strongly believes only a leader can transform me into a leader HCL CDC. Is a formalization of this experience and credo which has been perfected over three decades? it is an initiative that enables aspiring individuals to benefit from HCLs longstanding expertise in the space and become industry ready IT professionals



 HCL HeritEdge:- HCL cdc combines our heritage of excellence with cutting-edge IT expertise across multiple IT domains.

 ISO 9001:2000 Certification:- Our students share the benefit of ISO 9001:2000 certified training practices and procedures. Must have a attitude and be a self starter. The right candidate will progress really fast within the organization.

 Cutting-Edge Courseware:- Our courseware is designed and developed in consultation with seasoned IT professionals and is continuously updated as per the changing industry trends.

 Global Alliances:- Through partnership with leading technology companies including Microsoft, Oracle and Red Hat, HCL cdc conducts certification programs in software, system and network administration offering you a distinct edge in the job market.

 International Recognition:- All our training programs is backed by HCL successful brand image that is well recognized all across the world.

 Hands-on Training:- We place major emphasis upon the application and practical training aspect of IT training to make the students industry-ready from day one.

 Widespread Network:- HCL cdc has set up premier IT Training centres across the geography of India and the network is growing at a rapid pace with ambitious global expansion plans on the anvil.

 100% Placement Record:- Our dedicated team of placement professionals offers employment support through regular interface with the industry. CDC prides upon a 100% placement record with students having been placed in leading organisations in the IT/non-IT space.



Undergoing IT education in India has become quite customary. One can find numerous number of IT institutes in the market. With the emerging trend of IT study in the country, IT training centers have been mushrooming in India over the years. IT sector provides the most advanced career option for various job seekers and expert and which is why IT education in India has become an important study option for maximum number of students in the country. As an IT aspirant, one has to choose the right IT institute of his choice and get enrolled there. When it comes to a particular IT training institute a lot of questions come up upon students minds. What bothers them particularly is whether they will avail of quality training program, placement assistance, hands on training experience etc. HCL CDC as an IT training center caters to all these queries of IT students. The training center has designed and developed a unique IT study program for students who have a key .Interest in IT and computers. HCL cdc has differentiated itself from other IT training institutes in India by imparting an exceptional IT training program to its students. HCL cdc students hold a prestigious badge as compared to other students from other IT training institutes. This is because HCL cdc imparts IT study in a much technologically advanced mode. HCL cdc team keeps on updating the latest technology content and tools so that its students avail of the best hands on training experience during their training period. HCL cdc is one of the top computer institutes in India which provides the right and targeted IT study programs to IT aspirants. After getting trained at HCL cdc it is not a tough task for an individual to get a job in any IT or Non IT sector. The CDC also provides facilities for placement assistance to its students. Those students with an exceptional skill or proficiency get offer letters from various blue chip companies even before course completion. HCL CDC believes in producing only the best IT professionals who can easily fit in any high-ranked IT company. This is the reason why HCL CDC has devised, designed and developed the most relevant IT study program for its students. HCL CDC team also keeps improving its process so that they suit and adapt well with the changing market scenario.

Through continuous efforts and meticulous methodologies HCL CDC has proven itself as one

of t most reputed IT trai i i stitutes i India whi h impart the most relevant IT training to the burgeoning number of IT students in the country.







HCL Alli

and Partnershi s

To provide world-class solutions and services to all our customers, HC formed Alliances and Partnerships with leading IT companies worldwide. HC Info systems has alliances with global technology leaders y y y y y y y Intel, AM , Microsoft Bull, Toshiba, Nokia Sun Microsystems, Ericsson VIDIA, SAP, Scan soft SC , EMC, Veritas Citri , CISC , Oracle ,Computer Associates Red Hat, In focus, Duplo, Samsung and Novell.


Product of HCL CDC

HC is an IT company and it is an Indian company and it produce computers & laptop .HC CDC is the subsidy of the HC LTD that s growing in service sector. HCL CDC provides the training to students & employees in the field of Hardware, Software, Networking and Telecommunication.


HCL Products:To join the pampered tribe of IT wiz kids, the Career Development Centre or CDC offers a number of industry relevant courses.

y y y

MCSE Microsoft Certified Software Engineer CCNA Cisco Certified Network Associate RHCE Red Hat Certified Engineer

Structured Program Provide by HCL CDC:y

y y

y y

HCL Certified Enterprise Engineer (HCE+) HCL Certified Network Engineer (HCNE) Basic Hardware Advance Networking Network Technology and Devices System Engineer Linux Administrator HCL Certified Software Engineer (HCSE Dot Net Track) HCL Certified Software Engineer (HCSE Java Track) HCL Certified Software Engineer (HCSE Oracle Developer Track) Implementing Windows Application using VB.Net Implementing Windows Application using C#.Net Core Java 1.5 Advance Java C++ HTML Internet and Mail HCL Certified Service Program


y y

To study the market expansion of HCL through career development programs To gain familiarity with a phenomenon or to explore new ideas regarding career programs To portray accurately the characteristics of a particular individual, situation or a group which form the part of target customers

BASIC CONCEPTS FOR MARKET EXPANSION Stages of new product development

a.) Business research:

We will generate the new product ideas from customers, Retailers, Dealers using external research organizations. We will screen the ideas on the basis of  Demand for the product: How much demand can be generate for our product.  Price elasticity of the demand: on which one price we can sale our product.

b.) Concept testing and analysis

After idea screening we will do the Concept testing like:
y Total sales estimation: we will try to estimate about the total turnover, so that

we can also pay attention on production.

y Estimation cost and profits: after estimate about total sales we will estimate

about cost and profits which we will occur during business c) Product development In this stage, detailed technical analysis is conducted to know whether the product can be produced at costs low enough to make the final price, attractive to the customers.


Product use testing: i) Alpha testing: within the company. ii)Beta testing: out side the organization. iii) Gamma testing: for long term testing. d.)Test marketing: Test Marketing is the stage where the product is introduced in a few select cities. In this stage marketer needs to take decision about: The number of cities in which the product is to be tested. Name and geographic location of the cities. Time to carry out the test marketing. e.) commercialization: Product enters into the market during this stage. In this stage firm incurs huge cost like: Manufacturing cost Capital Cost Promotion cost Advertisement cost Distribution cost


Product strategies :The product is one of the most important component of marketing program. Product features can be customized depending on the requirement of the local market. Promotion strategies:The Promotion strategies of our organization include advertising, sales promotion , publicity, direct marketing and personal selling. Pricing strategies:While developing pricing strategies for the market we consider the internal and external environment of a company. Internal factors include inventory cost, production cost etc.and external factors include competitive environment etc. Place strategy:We access to two major types of distributional channels domestic intermediaries and foreign intermediaries. we can utilize the services of a domestic intermediaries in form of an export agent or export management company that exports the companies good to foreign countries.

Market leader :

A market leader has a considerable market share, a significant presence in the industry and is acknowledged as the leader by other firms in the industry. Market challenger :

Market challenger are that firm which occupy the second, third or fourth positions in the market. They attack on weak points of market leader. Market follower :

Market follower prefer to follow the leader rather than attack on it.

Market niche:

Firm try to operate in a small segment of the market in which the leader is not interested.

Following are the promotional tools use by our organization for the marketing activities:Advertising:The major advantage of advertising is its ability to reach a large audience at a very low cost. we adopt this strategy because customers get bored with the conventional style of marketing. So we should keep the customers guessing and interested by launching advertising campaigns that puzzle, tease and arouse the interest of the customers. Sales promotion:Sales promotion is a form of attracting the customers by offering them various benefits in the form of incentives or by adding the value of the product. The various kinds of sales promotional tools which we are using to increase the sales are coupons, discount, samples etc. Publicity: Publicity is a non paid form of communicating information about the product as a news article in the newspaper or television or radio. We can manage the marketing communication mix with appropriate and timely publicity through newspaper articles, coupled with attractive public relation campaigns. Public relation:Public relation helps us to create a positive opinion about the firm in the market


Direct marketing:In direct marketing, we communicate directly with the customers through mail or telemarketing or marketing through the internet.


A survey research is defined as the method of collecting information by asking a set of pre formulated questions in a predetermined sequence in a structured questionnaire to a sample of individuals drawn so as to be representative of a defined population. These questionnaires are administered to an individual or a group of individuals through interviews. Typical survey objectives involve describing or learning from an ongoing activity by studying the changes in behavioral patterns of the subjects of interest to the researcher.



HYPOTHESIS FORMULATION Hypothesis: A tentative explanation for an observation, phenomenon, or scientific problem that can be tested by further investigation. A hypothesis describes in concrete terms, in the form of a statement.

Following aspects should be kept in mind when formulating a hypothesis

Hypotheses can only be formulated after the researcher has gained enough knowledge regarding the nature, extent and intensity of the problem. Hypotheses should figure throughout the research process in order to give structure to the research. Hypotheses are tentative statements/solutions or explanations of the formulated problem. Care should be taken not to over-simplify and generalize the formulation of hypotheses. The research problem does not have to consist of one hypothesis only. The type of problem area investigated, the extent which encircles the research field are the determining factors on how many hypotheses will be included in the research proposal.

Criteria for the formulation of a hypothesis: Following criteria are of importance in formulating hypotheses. A hypothesis should: 1. Stand a test 2. Be expressed in clear language 3. Be in accordance with the general theme of other hypotheses statements in the same field of study, and should be regarded as valid 4. Be coordinated with the theory of science 5. Be a tentative answer to the formulated problem

6. Be logical and simplistic; 7. Consider available research techniques (to be able to analyze and interpret the results); 8. Be specific 9. Be relevant to the collection of empirical phenomenon and not merely conclude value judgments 10. In case of exploratory research generally there exist no hypothesis Hypothesis for the project There is a great potential in training sector in which HCL wants to venture through career development programs in information technology sector. RESEARCH DESIGN Research design can be thought of as the structure of research -- it is the "glue" that holds all of the elements in a research project together. We often describe a design using a concise notation that enables us to summarize a complex design structure efficiently Types of Research Designs


Designed to generate basic knowledge, clarify relevant issues uncover variables associated with a problem, uncover information needs, and/or define alternatives for addressing research objectives. A very flexible, open-ended process.

Research (who, what, where, how)

Designed to provide further insight into the research problem by describing the variables of interest. Can be used for profiling, defining, segmentation, estimating, predicting, and examining associative relationships.

Research (If-then)

Designed to provide information on potential cause-and-effect relationships.



Exploratory Research Designed to generate basic knowledge, clarify relevant issues uncover variables associated with a problem, uncover information needs, and/or define alternatives for addressing research objectives.A very flexible, open-ended process.

SURVEY METHOD Experience Surveys (depth interviews)

 people with varying points of view Unstructured and informal interviews Respondent free to choose issues to be discussed

Sampling is the process of selecting a small number of elements from a larger defined target group of elements such that the information gathered from the small group will allow judgments to be made about the larger groups.


1. Define target population a. Target population:- The collection of elements or objects that possess the information sought by the researcher b. Element: - Objects that possess the information sought by the researcher regarding which inferences are to be made c. Sampling unit:-The basic unit containing the elements of the population to be sample 2. Developing a sampling frame:-A representation of the elements of target population. It consists of a list or set of directions for identifying the target population


3. Selecting the sampling technique:A. Sampling with replacement B. sampling without replacement 1. Probability sampling 2. Non probability sampling 4. Determine Sample size:- The number of elements to be included in a study. 5. Execute the sampling process

Representative sample:A sample whose characteristics correspond to, or reflect, those of the original population or reference population .To ensure representativeness, the sample may be either completely random or stratified depending upon the conceptualized population and the sampling objective (i.e., upon the decision to be made)


Stratified Random sampling It is a two step process where first step consists of dividing the whole population into subgroups and then elements are selected from each stratum randomly  Often factors which divide up the population into sub-populations (groups / strata)  Measurement of interest may vary among the different sub-populations.  This has to be accounted for when we select a sample from the population to ensure our sample is representative of the population.  This is achieved by stratified sampling.  A stratified sample is obtained by taking samples from each stratum or sub-group of a population.


Sample size - 100

In our project target population is students. Sample frame is students who have passed out senior secondary examination and who are graduating or passed out. I) We divided the students based on their academic background into two partsTechnical students.Those students who are doing or done Engineering and any technical courses. Non technical students :-Those students who are 12th passed and graduate in any stream or those are pursuing graduation



Data reduction Graphical representation

Q.1. Which IT institute do you li e? a. NIIT b. HCL CDC c. IIHT d. GT e. IIJT f. JET KING


NIIT 18%

HCL cdc 30%

IIJT 12%

GT 7%

IIHT 13%


.2. Which course do you li e of HCL CDC? a. b. c. d. MCSE Microsoft certified Software engineer CCNA Cisco certified network Associate RHCE Red hat certified Engineer Advance Networking


Advance Networking 22%

a. Network Technology and Devices 0% MCSE 25%

RHCE 16%

CCNA 37%

.3. Why do you li e HCL CDC? a. b. c. d. Brand name Placement Infrastructure Quality of study

nu b

of stud nt 100

quality of study 35%

brand name 30%

placement 20%

infrastucture 15%


Q.4. How did you know about HCL CDC? a. b. c. d. News paper Friends Brochure Hand bill

No of Data
No of Data 100

3 22 18

hand bill



news paper

Q.5. According to you which offer is useful for you? a) b) c) d) Discount Coupon Bank loan others


no. of data-100
others 6% coupon 12%

discount 18%

bank loan 64%

Q. 6. How do you grade them according to their sales promotion acti ity? a. Poor b. Fair

no.of data 100

poor 20%

fair 80%


Q.7. Why had you specifically chosen HCL CDC only? a. Quality b. Price c. Brand d. Other

no. of data
other 1%

brand 44%

quality 33%

price 22%

Q.8. Which medium do you like the most in which company contact to you? a. b. c. d. Hand billing Road show Seminar Area campaigning


no. of data
road show 1%

hand billing 23% Area campaigning 41%

seminar 35%

Q.9. Which course would you prefer long term or short term? a. Long term b. Short term

coll ct d data 100

long term 40% short term 60%


Q.10. Which timing would you prefer for courses? a. b. c. d. Morning Evening Noon Night

collected data 100

others 1%
noon 17%

morning 35%

evening 47%

Based on response of the target students it was observed that there is a upcoming need of IT industry oriented career programs. As the course provided in the college are not able to cater to the specifications of industry demands there is great potential for HCL to enter into career development programs.

HYPOTHESIS TESTING After analysis of data we conclude that there is a great potential in training sector in which HCL wants to venture through career development programs in information technology sector. Therefore we accept the hypothesis of the project.


The findings of the project are as follows: 1. During my survey well asking that which IT institute do you prefer then out of 100 Customer 30% said that they will prefer HCL cdc. The reason which is given by them is HCL CDC is one of the good brand in IT firm & by joining HCL there placement got secure. 2. As HCL CDC is providing major type of courses which I have surveyed the area of interest which I find out of student more towards CCNA. Which is one of the hardware courses the reasons behind that is most of the student are mainly concern with hardware or they may be having a degree or diploma in software which is provided by many other institute. 3. When I asked from the student why they like HCL cdc then most of them had answered that they will get a quality instead of quantity in HCL which is later on followed by brand name because the student know that HCL company is known to everyone & is very much obvious that the courses which provided by HCL will be quality oriented. 4. During my survey related to its awareness amongst student most of the student replied they get the information related to HCL cdc is mainly through newspapers and broachers. As one of the new courses so most of the students are not aware of these courses so because of very few students can able to know about the courses to their friends. 5. As HCL is providing various facilities like discount coupons, Bank loans so where asking which offer is beneficial to students most of them i.e. almost 64% is said that they will prefer opt for Bank loan instead for discount and coupon the reason which is got is most of them were having the perception that they will go for loan it will be the responsibility of HCL to provide the job. 6. The promotion activities of HCL were graded as fair by 80% of the students because for its facility of loan brand name and courses that is offered. 7. Well I curiously asked for most of the students that why they are choosing the HCL cdc the answer which I got very much similar which I expected most of them choosing HCL cdc because HCL having brand and good reputation in the market. The marker apart from its quality and price.


8. Company was doing various promotional activities like Hand Billing, Road shows, Seminar and area campaign but where asking which was the most prefer by the students 41% said that area campaign is one of the best way to contact with them 35% were agreed for seminar and 23% for Hand billing this is so because area campaign the way by which most of the students weather he is from college or school going or road side one can able to know what exactly HCL cdc offering them which is not fulfill by seminar or hand billing in a satisfactory position. 9. After asking which courses mostly preferred by the students the answer which I got is majority for short term courses which is having duration of six month or one year minority were asking long term courses which is having duration of two year. This is so because the majority of students which I surveyed were doing job so they mostly preferred short term courses over within six month and one year. 10. Lastly I asked that which timing is mostly suits them 47% said that evening is most suitable for them as I have said earlier that most of them doing job so they dont want to hamper their job for this course but as this course was really suited to them they really want to do it as a part time courses.


By working on this project titled MARKET EXPANSION OF HCL it has been clearly seen there is large scope for HCL to venture into career development programs in order to growing demand of trained and skilled professionals in information technology industry.

Being a manager of the project I could have offered more flexibility in pricing strategy of HCL TRAINING program to suit the pockets of lower middle class. More promotional tool like event sponsorships, advertisements and pamphlets could be used to create more awareness about HCL training programs. Prior research on segmentation of target customers and reasons influencing their decision should be done to increase closings of HCL training programs.


Q.1. Which IT institute do you like? a. NIIT b. HCL cdc c. IIHT d. GT e. IIJT f. JET KING Q.2. Which course do you like of HCL cdc ? a. MCSE Microsoft certified Software engineer b. CCNA Cisco certified network Associate c. RHCE Red hat certified Engineer d .Advance Networking Q.3. Why do you like HCL cdc ? a. b. c. d. Brand name Placement Infrastructure Quality of study

Q.4. How come know about HCL cdc ? a) b) c) d) News paper Friends Brochure Hand bill

Q.5. According to you which offer is useful for you?

a) b) c) d)

Discount Coupon Bank loan Others

Q. 6. How do you grade them according to their sales promotion activity? a. Poor b. Fair Q.7. Why you had specifically chosen HCL CDC only? a. Quality b. Price c. Brand d. Other Q.8. Which medium do you like most in which a company contacts to you? a. b. c. d. Hand billing Road show Seminar Area campaigning

Q.9. Which course would you prefer long term or short term? a. Long term (2years) b. Short term (3months to 6months) Q.10. Which timing would you prefer for courses? a) b) c) d) Morning Evening Noon Night



I joined HCL CDC, Mohali as an intern on 2nd June, 2010. I am worked in the Marketing Department of HCL.

Schedule Visiting all the IT institutes and studying about their products and prices, and marketing strategies. Identify the concept of visual merchandising and how to make convince the target group and design the promotional target for the products, which are providing by the Institutes. Analyzed them for getting result which can be helpful in promotion of HCL and make HCL as a leader among other IT sector. Timings Login time: 9:30 AM Reporting time: before 6 PM

The works assigned to me during Training at HCL CDC are:

FIRST WEEK In first week understood the products of HCL CDC Participated in education fair and distributed pamphlets. SECOND WEEK In second week collected data from different schools and Colleges. Gave report to corporate guide. THIRD WEEK Collected the information of HCL CDC competitor, their products and make a analysis of report.  Prepared synopsis for project.


FOURTH WEEK  Went in SVSDPG Bhatoli, gave presentation and council the target audience. Send synopsis and weekly report to my faculty guide MISS.HUNNY NAKRA FIFTH WEEK Worked on the closings of students for HCL career program. Analyzed the data which was collected by me through different sources and developed various plans for marketing.. SIXTH WEEK. Submitted Final report to MISS. HUNNY NAKRA



In domestic market HCL CDC has many competitors. Some small players also has competition in IT education sector.

Competitors of HCL CDC.

NIIT NIIT is a leading Global Talent Development Corporation, building skilled manpower pool for global industry requirements. The company which was set up in 1981, to help the nascent IT industry overcome its human resource challenges, has today grown to be amongst worlds leading talent development companies offering learning solutions to Individuals, Enterprises and Institutions across 40 countries. NIITs training solutions in IT, Business Process Outsourcing, Banking, Finance and Insurance, Executive Management Education, and Communication and Professional Life Skills, touch five million learners every year. NIITs expertise in learning content development, training delivery and education process management make it the most preferred training partner, worldwide. Research-based Innovation, a key driver at NIIT, has enabled the organization to develop programs and curricula that use cutting-edge instructional design methodologies and training delivery. NIITs Individual Learning Solutions include industry-endorsed IT training programs like GNIIT, Integrated programs for Engineers (NIIT Engineers) and Infrastructure Management programmed NIIT GlobalNet. For working professionals, NIIT Imperia, Centre for Advanced Learning, brings Executive Management Education Programs from premier B-schools in India, to their doorstep. IIHT IIHT is amongst Asia's top IT training organizations. It started operations in the year 1993 and have continued to grow exponentially since then. IIHT's business has grown at 40% CAGR year after year. During this phase, IIHT had been successful in carving its goodwill in the industry. As a result, some of the renowned Fortune 100 organizations rely on IIHT for catering to their manpower requirements.


JET KING Pioneering the Smart lab plus training methodology, Jetking is creating an office ready professional out of every Hardware & Networking student. Strengthening them with the extra edge of 60% exposure to practical; fluency in English conversational skills completes personality development program and values of yoga. Jetking, India's leading Hardware and Networking training institute, has trained over 4, 00,000 students in its 125 centers spread across India. With its alumni placed in the best of organizations in India and some abroad, Jetking's vocational training and placement promise has helped build the careers of many young boys and girls across sectors.