SUMMER INTERNSHIP PROJECT REPORT

ON
“MIGRATION TO CLOUD”

By: MOHD SAJID

Roll No: SA1618025
Batch: PGDM (2016-18)

Guided by:-
Faculty Guide: Dr. Satendra Soam
Organization Guide: Priyanka Jaiswal
 CERTIFICATE OF ORIGINALITY

I hereby declare that this Summer Internship Project is my own work

and that, to the best of my knowledge and belief, it reproduces no
material previously published or written that has been accepted for the
award of any other degree of diploma, except where due
acknowledgement has been made in the text.

Mohd Sajid

Roll No: SA1618025

Date:
 CERTIFICATE

This is to certify that Mr. / Ms. ……………………….. PGDM (201618

Batch) a student of Master School of Management has undertaken the
project on “Migration to cloud in Bangalore”. The project has been
carried out by the student in partial fulfillment of the requirements for
the award of PGDM, under my guidance and supervision.

I am satisfied with the work of Mr. /Ms. …………………………..

Date:

Faculty Mentor’s Name: …………

(Signature)
 Acknowledgment

The purpose of my project was to study the “Migration to cloud in

Bangalore”. I would like to pay my gratitude to my industry mentor Mrs.
Priyanka jaiswal for providing the different level of stuffs of knowledge and
proper level of training. The movement of learning has gone up by his level
of support. The training program was designed in such a way that it provided
a full learning opportunity throughout the training program. I would like to
express my gratitude towards all the people who guided me throughout the
program and their direct or indirect help was priceless for me, without their
guidance and support this project would not have been completed
successfully.

I would like to extend my gratitude to the institution “Master School of

Management, Meerut” who provided me with the management skills &
knowledge and had given me a platform through this project to showcase my
management skills. Last but surely not the least, I am very much thankful to
my faculty guide, Dr. Satendra Soam, Director, core faculty and Placement
Dean at Master School of Management, Meerut for his continuous guidance
and support from the proceeding of the project to its completion. I cannot think
of the accomplishment of the project without his assistance and guidance.
 Executive Summary

The objective of the study was “Migration to cloud” in small and medium
enterprises in the geographic location of Bangalore. However the secondary
phase of my study was also to spread awareness in those above mentioned
regions. The awareness of the licensing of legal software, downloading
legality and also to spread the knowledge of latest up gradation and techniques
like cloud was my motive.

This two month program started on 1stth may’17. Primarily the first part of it
started with understanding the licensing policy of ISS Technologies,
upgrading and downloading policies. And finally I have to go for Bangalore.
I visited the different companies at different location and by means of personal
interview and certain questionnaire I gathered the relevant information.
However some companies were refusing to share the information with me so
in that case to get the detail of the company I also have gone through the
secondary source of data like- internet.

I visited more than 400 companies in the assigned location i.e. Bangalore.
After personal interaction and analysis of data collected by me, I found that
the maximum companies are using the pirated software and the satisfaction
level is also not up to a great extent where companies are using the legal
products. However this creates an opportunity for the Microsoft Company to
sell their products to companies those who are using pirated software. The
secondary objective of my internship was the study of gray market of
Microsoft products to generate opportunity and also finding information about
the company’s perception about Cloud based technologies. I found that still
working under IT companies the people are using the old application and in
fact they are not aware of the latest technology. So in this case what I can say
that by creating the awareness about their latest technology Microsoft could
expand its business exponentially
 Table of Contents

Chapter No. Topic

1. Introduction Of IT Industry

2. Introduction to the Organization

3. Introduction to the Topic

4. Objective of the Study, Research Methodologies & Analysis Of

Questionnaire

5. Conclusion, Limitations, Recommendation

Bibliography

6.
CHAPTER 1
 Genesis of the Study

The genesis or origin of this study is as follows:-

Positioning of legal software to its Users:

To newly position IT to the customers whom I visited for the survey. While
taking the feedback of IT, simultaneously making them understand the ROI
of IT and how it can be useful to the users and building a strong relationship
among them.

To survey the SMB’S i.e. small and medium business:

This study was done through targeting the small and medium enterprise in
the location of
Odisha and Jharkhand. The SMB’S are all those companies that are having
the PC’s count in the bracket of 5-250. Mostly what happens the small and
medium enterprise are many times unaware of the legality and other
features. Therefore I have targeted this.

To survey how many companies are using the Microsoft operating

system
:
In order to understand how many companies are using the windows software
was very important question. As this was the primarily question of our team.
By knowing the name of operating system we could easily get to know how
many of them are pirated and how many of them are legal.

To survey customer are satisfied with Microsoft or not:

In order to find whether the customer are satisfied with the service or not
was also vital. As in marketing retaining and gaining the customer is very
important. Therefore, our target audience was not only new customers but
also old and valuable customers.
 IT industry overview in INDIA

1. Information Technology Industry of India dates back to 1967 when the

Tata Group in collaboration with Burroughs set up the first software zone,
SEEPZ in Mumbai.

2. The sector has increased its contribution to India's GDP from 1.2% in 1998
to 7.5% in 2013.

3. According to NASSCOM India’s technology and BPM sector (including

hardware) is estimated to have generated US$ 146 billion in revenue during
FY15 compared to US$ 118 billion in FY14, implying a growth rate of
23.72 per cent

4. According to NASSCOM, the IT-BPO sector in India aggregated revenue

of US$ 108 billion in FY 2013, where domestic revenue stood US $3
billion.

5. Total export from IT –BPM sector is estimated at US$76 billion during

FY13.

6. The top five IT companies of India had a golden time during 2013 when
the collective revenue growth of these companies was 13.3%.

7. Top IT companies of India- Cognizant, TCS, Wipro, Infosys, and Tech

Mahindra.
Software industry in India:-

With the huge success of the software companies in India, the Indian
software industry in turn has become successful in making a mark in the
global arena. This industry has been instrumental in driving the
economy of the nation on to a rapid growth curve. As per the study of
NASSCOM the IT industry recorded a growth of 4 -7 percent in the year
2010.

The export of software has also gone up, which has been instrumental
in the huge success of the Indian software companies as well as the
industry. In fact, software export from India accounts for more than 65%
of the total software revenue. The domestic software market largely
depends upon sale of software packages and products, which constitute
major part of revenues. Products account for almost 40% of the
domestic market. On the other hand, more than 80% of revenue from
software exports comes from software services like custom software
development and consultancy services etc.

 India won recognition for its software writing skills in the late 1990s.

 Cheaper salaries which are almost equal to one fifth of the salaries paid to
US and Europe.

 The software industry in India was hit hard by the controversial fraud at
Satyam Computers.

 IBM employs about 70,000 workers in India.

 The IT industry accounts for 5 percent of India's GDP.

Services offered by software companies in India:

 Custom Business solutions

 Collaborative Content Management
 Internet Marketing
 Web Branding Services
 Database Migration services
 Customization Services
 Application Development
 Outsourcing
 ERP solutions
 I phone Apps development
 Collaborative Commerce
 Programming Services
 Quality assurance and testing services
 Multimedia offering
 Consulting

Exact Scope

The scope for this study is huge i.e. all over India. But we were able to
cover two states i.e. Odisha and Jharkhand. .The study of this research,
gives the company an indication about whether it is feasible to move on
with the persisting movements and new software, and if no, then how
to go about it and make it worthwhile for the brand as well as the
company. And conclude on what should be the most favored deal.
The main purpose to conduct this marketing research is to find out the
perception of the consumer towards the software of Microsoft whether
they are not hesitant to accept this legally or they still they are using
pirated. And even to study how much percentage are using legal
software and how many are using pirated one.

Another main aim to conduct this study was to understand the Microsoft
expectation are matching the requirement or not.

The study of consumers’ responses helps firms and organizations

improve their marketing strategies.

Organizational Areas covered:

The organizational Areas that have been covered from this study are as
follows:
 Promotion of new products
 Awareness of products
 Data collection by primary research
 A successful contribution towards the organizational growth.

Hypothesis:
For this study we have taken Hypothesis as
“Limited awareness on licensing products and piracy”

Statistical tools used:

For the analysis of this report I have used MS Excel as statistical tool.
CHAPTER 2
INTRODUCTION OF ISS TECHNOLOGIES:-

ISS TECHNOLOGIES commenced operations in 2004. Initially it

established its presence through a product centric approach and
gradually matured into a Solution and Services provider. It provides
End-to-End IT Infrastructure solutions with alliances from software
and hardware giant’s available in the IT industry. ISS Technologies
helps customers manage their IT budgets by guiding them in
purchasing, utilizing and managing their hardware, and software
solutions. Since 2004, ISS has been delivering value driven technology
solutions to various business houses from a wide variety of industries.

The Company's strengths lies principally in the trading, designing IT

Infrastructure and implementing of industrial IT Products,
management and execution of IT projects. We deal in the products that
reflect the latest quality standards. It works closely with customers and
vendors to achieve common business objectives. Our company’s
collaborative customer-centric approach aligns with clients’ IT
strategies in accomplishing their business goals.

ISS Technologies have an enthusiastic team of qualified and experienced

professionals committed to enhance total customer experience. We have
wide experience and technical skill set to cater to demanding nature of
today's IT environment.
MISSION
“Our Mission is to be a leading provider of IT Infrastructure solutions
that gives strategic value & cost-effectiveness to our esteemed
customers.”

ISS is among the top partners of the leading IT giants as below:

MICROSOFT, ADOBE, HP, IBM, DELL, LENOVO, ACER,

SYMANTEC, MCAFEE, TREND MICRO & KASPERSKY,
SONICWALL, FORTIGATE, CYBEROAM, JUNIPER, EMC,
WEBSENSE, VERITAS, VMWARE, D-LINK, RELIANCE, etc.

ISS is a System Integration company focusing in the

areas of
- Active and Passive networking
- Servers, storage, DR, consolidation,
virtualization
INFRASTRUCTURE BUSINESS GROUP
We help in designing your computing networking, Security and storage
infrastructure. Our team then manages it, optimizes it and maintains to
your satisfaction. We ensure that the IT Infrastructure is tight
integrated with your Line of business and ensures its scalability along
with your business. Guides the customers through the Hardware sizing
keeping in view the growth of the customer business.

– HP, IBM and Lenovo

SECURITY INFRASTRUCTURE GROUP

It designs and develops strategies for managing and reducing risks in
order to help organizations protect business critical information
through comprehensive security assessments, holistic planning and
design from a thorough understanding of organizations business
objectives.

Analysis, Security Architecture Design and Implementation,

Security Audits, Security Policy and Managed Security
– Fortinet, Cyber Roam, Check Point and Sonic Wall

STORAGE SOLUTION INFRASTRUCTURE GROUP

ISS team designs and develops strategies for managing storage and back
up infrastructure availability on demand.

Availability Implementation
– NetApp, EMC, HP and IBM. Back up – Data Protector and
Symantec

SOFTWARE SOLUTION GROUP

ISS team helps the customer with various Software products which they
have partnered with. Majorly on the Development Tools, Mailing
solutions, Backup Solutions, office Automation. In addition they also
extend their solutions in publishing and Web Designing. ISS helps
customers in reducing the cost and ROI on software licensing.

– Licensing & Online Services

HOLISTIC IT SOLUTION PROVIDER

ISS follows the People, Process and Technology approach when it comes
to delivering to its customers. Therefore the company always seeks to
partner with Principals that share similar viewpoints.

COMMITTED TO A POLICY
Total Customer Satisfaction: ISS has various enterprise customers
spread across all segments of industry. In order to achieve this we have
setup helpdesk at our offices to ensure quick and prompt support as per
the needs and given commitments to the customers. This has helped us
to achieve the desired Customer satisfaction and our biggest asset being
good references from all our clients.
Overview of Company

Mission:

Our Mission for excellence is never ending. We continuously endeavor

to build innovative Technology, Solutions and Services that enable our
customers to run their businesses more efficiently and smoothly.

About:

Our journey started in 2002 as Information Technology Reseller

Company based at Hyderabad. We have successfully served over 500
customers plus and constantly growing our reach with new products /
services / verticals in India.
To deliver consistent excellent solutions to our customers we have
Partnered with global leader includes Microsoft, Adobe, Symantec,
Veeam, VMware, McAfee, Sophos, Dell, HP and others.
Today we had diversified our business into Cloud services, Business
Solution and Consulting -CRM, ERP, Mobility, Advance Security
Solution and Digital marketing to meet customer requirement.
At ISS, Our team is motivated, passion driven and extremely capable of
managing a wide range of business. We empower our people make
business decision, innovative approach, out of box thinking, our growth
depends on our customer’s success and employee’s satisfaction.
ISS Technologies helps customers manage their IT budgets by guiding
them in purchasing, utilizing and managing their hardware and
software solutions.
The management team at ISS Technologies come with decades' long
experience working with fortune 500 companies around the world. The
team comes with hard core technology background coupled with
business acumen that offering the distinctive capabilities and
advantages in understanding, analyzing and delivering world class
solutions to the customers.
With a proven track record of working in conjunction with top notch
companies and business partners such as Microsoft, IBM, Adobe, HP,
Dell, Lenovo, Wipro, Reliance to name a few has given them the
exposure in meeting the requirements of enterprise level companies.
This exposure coupled with unique technology and business
management experience provides our management team the ability to
understand, analyze the customer requirements with clarity to offer
them the best and right fit, cost effective, next generation IT solution
and implement it successfully driving growth of their clients globally.

COLLABORATION:

MICROSOFT, ADOBE, HP, IBM, DELL, LENOVO, ACER,

SYMANTEC, MCAFEE, TREND MICRO
& KASPERSKY, FORTINET, SONICWALL, CYBEROAM,
JUNIPER,CISCO, BARRACUDA, EMC,
WEBSENSE, VERITAS, VMWARE, D-LINK, AIRCEL, TATA
connectivity Solutions , etc.

Our company's collaborative customer-centric approach aligns with

clients'
IT strategies in accomplishing their business goals. We have committed
team
who can effectively provide the solutions and support all your IT
Infrastructure requirements and decisions.
.

Group of Companies:

ISS Technologies is IT companies which has different software or

hardware products for different segment of people e.g. in hardware they
have X-Box, Windows mobile and in software section they have
monopolistic market of Operating System. Like this they have been
operating globally with different segment of product but my reporting
department is Sales. In
Sales their group of companies is their channel partners who help them
to do their product’s marketing or sales to different companies.

Major players or Competitors:

IBM, ORACLE, SAP SE and their channel partners.

Scope and Impact on the Economy:

ISS Technologies is a big brand value and any company associated with
it is having the same and now the channel partners do all the things on
behalf of it. ISS Technologies contribute a lot in Indian Economy as it is
a big name in Software services and OS market and many OEM like to
install the Microsoft operating system in their machines and this really
help in booming the IT market in India .This open job opportunities in
IT segment.

Recently they are going to invest more in this FY in India. They are
launching a new windows 10 update and will try to grab new market
with their new software updates.

ISS Technologies is to work towards digital literacy in India. Microsoft

is keen on collaborating with the government in providing last mile
Internet connectivity, especially through the Wi-Fi technology.

My reporting manager was Mrs. Priyanka Jaiswal who handles the

eastern region’s Channel partner sales and does the auditing on the
doubted accounts (Companies).

They promote their products through their channel partners and spend
a little amount on advertisement for their licensing upgrades.
Information about the ISS Technologies
First, we know about the ISS Technologies partner Network. This term
is divided into three parts i.e.

1. Large Account Reseller(LAR)

These partners have a global functionality. They operate in India as well
as across the globe. They have international clients which use Microsoft
licensing products. They focus more on SELECT+ (program name) and
EA (entrepreneur agreement).

2. Value added Reseller(VAR)

These are domestic base partner and have a reach within in India. They
have clients and vendors in India only. They focus more on MOLP
(Microsoft open licensing policy) and OVL (open licensing policy).

3. Small Partners(SP)
These are the unmanaged partner networks.
Organizational Structure

Products and Services:

Microsoft is an unusual company for the sheer number of product lines

that bring in more than a billion dollars. Microsoft's most important
product lines are as follows:

Infrastructure Business Group

We help in designing your computing networking, Security and storage
infrastructure. Our team then manages it, optimizes it and maintains to
your satisfaction. We ensure that the IT Infrastructure is tightly
integrated with your Line of business and ensures its scalability along
with your business. Guides the customers through the Hardware sizing
keeping in view the growth of the customer business.
1. Desktop, workstation and Server Sizing
2. Brands – HP, IBM and Lenovo

Security Infrastructure Group

m designs and develops sategies for managing and reducing risks in
order to help organizations protect business critical information
through comprehensive security assessments, holistic planning and
design from a thorough understanding of organizations business
objectives.
3. Risk Analysis , Security Architecture Design and Implementation
, Security Audits , Security Policy and Managed Security
4. Brands – Fortinet, Cyber Roam, Check Point and Sonic Wall

Storage Solution Infrastructure Group

ISS team designs and develops strategies for managing storage and back
up infrastructure availability on demand.
5. Policy Design, Backup Policy, Disaster Recovery Planning,
Network Management Policy, Availability Implementation
6. Brands – NetApp, eMC,HP and IBM. Back up – Data Protector
and Symantec

Software Solution Group

ISS team helps the customer with various Software products which they
have partnered with. Majorly on the Development Tools, Mailing
solutions, Back up Solutions, office Automation. In addition they also
extend their solutions in publishing and Web Designing. ISS helps
customers in reducing the cost and ROI on software licensing.
Microsoft and Adobe – Licensing & Online Services
Holistic IT Solution Provider

ISS follows the People, Process and Technology approach when it comes
to delivering to its customers. Therefore the company always seeks to
partner with Principals that share similar viewpoints Windows -
Microsoft's bread and butter is Windows and despite some who predict
its demise, the OS is doing quite well. Microsoft revealed that it has sold
400 million copies of its latest version, Windows 7. Still, Microsoft faces
challenges. PC growth is slowing and with the most drastic overhaul
ever of Windows planned for Windows 8, it remains to be seen how the
market responds to the product's new tile- and touch-focused UI.

Office
Anyone who knows anything about Microsoft is aware how important
its Office franchise is to the company. Microsoft has shipped 100 million
copies of Office 2010 since the product's release in mid-2010. Despite a
long history of stellar growth, consumer licensing of Office dropped 8
percent last year but businesses helped drive Office revenues up 27
percent during the company's 2011 fiscal year. Newer versions of MS
Office 2013 is also creating generating a good response.

Exchange
While a growing number of customers are offloading their e-mail
systems to the cloud, only a small sliver of large enterprises are making
the wholesale shift. Exchange remains the most widely adopted
enterprise e-mail platform.

SharePoint
It is a billion-plus-dollar business for Microsoft because it lets
enterprises share information generated from Office and other sources.

SQL Server
The database is a key pillar of the Microsoft Server & Tools Business.
SQL Server revenues increased 20 percent in fiscal year 2011. On tap
for this year is SQL Server 2012, code-named "Denali," which will push
the envelope in terms of support for business intelligence features and
support for big data.

Windows Server
As long as Microsoft is selling lots of SQL Server, Exchange Server,
SharePoint and Dynamics, customers need Windows Server. Besides
that, of course, Windows Server provides enterprises with their core
authentication services through Active Directory and virtualization via
Hyper-V, as well as providing the infrastructure for products such as
IIS and Windows Storage Server.

Visual Studio
The latest release, Visual Studio 2010, has enabled thousands of
developers to target Microsoft's latest platforms, including Windows 7,
Windows Azure, and Windows Phone 7, as well as the forthcoming
Windows 8. "Visual Studio 11" is now in the works.

Dynamics Microsoft's portfolio of ERP and CRM software and services

is believed to generate more than $1 billion in revenue. While Microsoft
is in the process of updating the entire portfolio with cloud and social
networking features, the company faces a barrage of rivals in this
cutthroat market.
System Center
Believe it or not, the Microsoft System Center product line also brings in
more than $1 billion in annual revenue. Used to manage both hardware
and software running in enterprise datacenters, Microsoft just gave the
management suite a major refresh. Due out in the first half of this year
is System Center 2012, which will add new capabilities to operations and
applications management.

Skype
The newest addition to the Microsoft portfolio, Skype grossed $860
million in 2010, according to its IPO filing, before the company was
snapped up. Between the unified communications business of Lync and
Skype, Microsoft says it intends to increase the availability of real-time
voice and video communications to consumers and enterprises.

Windows Azure
This is the only product line on the list that probably isn't even close to
generating a billion dollars in revenue. Nevertheless, the Windows
Azure platform is clearly an important product line as Microsoft
customers and partners transition their systems and apps to the cloud.
Its success or failure will have huge implications for Microsoft

Geographical Spread:

Microsoft has a global presence Microsoft operates in India through

their channel partners. Microsoft many sales branches in different state
of India and different regional channel partners are associated with it.
Major sales office locations is Hyderabad (Head-quarter and R&D
dept.)

Market Segment:
Their customer segment comprises of IT/ ITES or software developer
companies or the individuals who are using their products.
They also have their OEM organization partners who in build their
software while manufacturing their systems or machines.
Positioning of the Company
ISS technologies always positioned its product for enterprise as well to
the individual users. ISS technologies is positioned in top elite IT
software R&D companies and have many loyal customers in India.
Large market segment is the key reason of its positioning in the top
companies.

Their channel partners have their positioning in the VAR (value added
reseller) who provides the Microsoft software solutions to the
enterprises and focus on the SMBs markets.

Future Plans of expansion:

They have launched a new update of Cloud Storage and recently it is
being implementing in Smart-phones.

Apart of that they have enhanced the services and the benefits of VS IT
by increasing the time period of their licensed version and implement
the software assurance services along with the new buy of the product.

They are also going to launch the new update of X Box 360 and plan it
to launch worldwide and position it in global market first and then in
India.

Revenue Model:

As mentioned above, the main source of revenue is the ecosystem of

partners. Many hardware vendors (computers, cell phones, cars) are
delivering Microsoft operating systems as part of their offerings and
many SaaS and SAAP software vendors base their solutions on
Microsoft operating systems and database platforms. In addition,
Microsoft has revenue coming from SaaS (Windows Live) and from
appliance sales (e.g. XBOX).
Microsoft’s direct and indirect revenue allows Microsoft for their
activities in the SaaS and other areas of business.
Their revenue model is best but they are not spending on advertisement
of the new product or existing product awareness. Whatever the market
they have captured in OS is still that and used to launch the update of
their existing products. R&D department basically focus only on the
updates not on the new software product development. Like for example
windows smart phones, customer are still do not prefer to buy because
still windows does not have ample apps as compared to the Google.
Software Assurance and Online license renewable service is the new
initiative towards the better customer satisfaction.
Regular contact with the clients increase the confidence of the customer
in the company and its products, less remedy action time.
On-sight support about the software consumes the customer bothering
time.
On-sight Training associated with any of the products helps client to
understand and enhance their knowledge about the software.
CHAPTER 3
Introduction to the Topic
Software piracy is the unauthorized copying or distribution of
copyrighted software. This can be done by copying, downloading,
sharing, selling, or installing multiple copies onto personal or work
computers. Let’s see the different level of firm from Microsoft business
point of view:-

EPG

CA

SMB'S
We have classified the market into three categories as shown in above
diagram .i.e. EPG, CA and SMB. And our target consumer falls in last
category .i.e. SMB (SMALL MEDIUM BUSINESS).the SMB
comprises of 5 – 250 PC (Personal Computer) counts. The fact about

SMB market is that 89% of the markets are using the pirated PC’S and
only 11% are using legal software. Therefore we were having a great
scope of learning from the market and identifying the new prospects for
the Microsoft. In the first phase, I had worked for 60 days in Bangalore
market and had collected data regarding the response of the customers
towards licensed products. I had also identified some companies using
pirated software’s. Afterwards I moved to different market for a month
and had continued the same process of data collection in that market.
After covering the areas that are being allotted to me in Bangalore.
BANGALORE:-

Whitefield Brooke Field Rajarajeshwari Nagar

Electronic City Rajanukunte Malleshwaram

HSR Layout Kundalahalli AECS Layout

Jayanagar Basavanagar Basaveshwaranagar

JP Nagar Nagarbhavi Airport Area

Hosur Road Belandur Kumaraswamy

Layout
Indira Nagar Hoskote
Sanjay Nagar
Koramangala Chamarajpet
Hoskote
Yelahanka Richards Town
Shanti Nagar
Hesaraghatta Main Hanumanth Nagar
Road Hebbal Kempapura
Akshaya Nagar
Devanahalli Tippasandra
Sarjapur
Marathahalli Naganathapura
Rajajinagar
Hebbal Yeshwantpur
MG Road
Kanakapura Road ITPL
HBR Layout
Anekal Padmanabhanagar
Banaswadi
Hennur Road Vijayanagar
Bommanahalli
Kalyan Nagar NelaMangala
OMBR Layout
RT Nagar Sahakar Nagar
Mysore Road
Jalahalli Dodballapur Road
Silkboard
HRBR Layout Outer Ring Road
Richmond Road
BTM Layout Vigyan Nagar
Vidyaranyapura
Ramamurthy Nagar Basavanagudi
Mahadevapura
Product line:-

1. Servers

 Window server

 Exchange server

 SQL server

 Share point

2. Windows

 Windows 10

 Windows 8

 Windows 8.1

 Windows 7

 Windows XP

 Windows 2000

 Windows 98

4. One drive

 Cloud service
5. Hardware & software

 Surface

 Windows phone

 Xbox

 Zune(kind of I-pod)

 Live chat

6. E mail:- 

Outlook.com

 MS outlook 2013 and 2016

7. Safety and security

 Virus and security

 Microsoft family safety

 Microsoft security essentials

 Microsoft forefront

 Microsoft forefront identity manager

So basically the profile of my internship was associated with licensing. So let’s

move on to see the licensing policy of Microsoft.
MS LICENSING

1) MOLP

2) OVL

3) SELECT +

4) EA

Let’s see in detail about these licensing

1) MOLP (Microsoft open license program) – In this licensing programme the

minimum count of PC’S are 5. The party is taking 100% payment. The channel
partners are providing the LAN number i.e. License Agreement Number of 8
digit or else for taking license the companies must purchase Visual Studio Q
ltd. (Qualified limited).

2) OVL (Open Value Licensing) – it is a 3 year agreement licensing program.

The payment term is making on annuity basis. The channel partner are
providing L+SA scheme i.e. licensing as –well – as software assurance.

3) SELECT+ - It is also 3 year licensing programme. This is having 250 numbers

of PC’S.
The payment is made on annuity basis. It do not falls under SMB’S. Therefore
it is not our target audience.
4) EA (Enterprise Agreement) – it is a 3 year licensing agreement and having
250 PC’S counts. The payment is made on annuity basis. It is also non –
targeted audience.

Benefits of Licensing

 Comprehensive Software development Offerings this means that

developers can virtually access all Microsoft software’s for development and test.
They can also reduce the licensing cost of the development environment.

 Simple, Cost-effective per user licensing with this licensing model can be
simplified by simplifying software licensing and reducing the licensing cost.

 Business Basket from a range of products and services it provides many

things at a time. Users can find software, support and information their developers
need in one location, so that they can be more productive.

 Software Assurance users can access the latest edition of Microsoft

Products as well as the versions dating back over a decade and also the pre-release
versions.
 Priority access to the latest version of Visual Studio users can be among
the first to use the latest version when it will be first release.
 Cloud development with the help of its subscription, an organization can
start creating web applications and services on the windows azure platform with
free compute hours included in the IT Premium Subscription.

 Training every organization needs training in order to expand their

development team’s skills. An organization can do this with the help of this which
includes Microsoft e-learning collection. With this an organization can save their
cost of training also.
 High Quality Information IT Organizations can stay ahead can stay ahead
of the curve with information.

The Economic value

IT leaders also have the opportunity to realize significant savings on their IT

training budgets while still keeping their developers on the leading edge of
technological developments. With e-learning options, the developers can get the
training they need. Licensing for development and test software is also greatly
simplified, as is the ability to be flexible and creative in developing custom
applications.

How Licensing benefit the Users?

 Reduce IT training budget: Users can take the advantage of free

Microsoft Learning Credits and can also use partner training offer when they are
available.
 Simplify license Compliance for developers: It helps in simplifying the
licensing policies thus results in simplifying budgeting of the organization. It
becomes more affordable for an organization as a result compliance regarding
licenses also becomes less.

 Reduces the overhead cost of custom development: Access to the

resources provides the tools needed for building and testing custom application.
As they get all the tools in one basket so over all the overhead cost of Custom
development also decreases.

 Ensures that developers are more productive: The Application

development lifecycle becomes faster due to all the benefits and as a result
projects can be done at a faster rate thus enhancing the productivity of the
developers.
CHAPTER 4
Relevance of the topic to the Organization:
ISS Technologies is constantly planning up different strategies of how to reach
the customers or the end users of the Microsoft products.

The research work that we have done is such a marketing initiation taken by ISS
Technologies in order to reach its customers. Since Microsoft products like
Windows, MS Office etc. are used on a larger scale, so by interacting with the
customers and reaching individually will help to generate greater revenues. This
will also help the company know “what are the challenges its customers are facing
due to which they are not willing to buy the product”.

The company’s primary goal is customer’s Satisfaction. This is because only

when the customers will be satisfied with the product he will plan to consume it.
So in order to satisfy the customer, it’s very necessary for the customer to
understand the ROI of IT, how can IT enhance the productivity of the
organization and for that how they can collaborate with IT or what things that
should be done to collaborate with IT.

For this, seminars and workshops are also organized where the customers or
organization, were invited and on the same platform they will be educated by
Microsoft Technical Professionals about IT and how it can enhance the
productivity of their esteemed organization. Here also

“one to one question answer session” takes place where the professionals of ISS
Technologies and Microsoft come out with different solution for its customers.
Once they understand the benefits and productivity of IT and how it can bring
return on their investment, they are ready to purchase the subscription. This is the
way how Microsoft penetrates the software market.
So we can say that the topic “I Love IT” has a very creative and has dynamic
relevance to ISS. More the love for IT, more business for the organization. They are
directly proportional.

Intended Usage of the Study:

This Study will help the marketing and sales team to understand the customers in
a better ways. The intended Usage of this study is to enhance the product sales
and support the sales team in understanding the customers individually, their
needs, their pain points, etc.

The research work gives us an idea as to what difficulties Microsoft products are
facing in spite of being a very good quality product. It gives a scope of
improvement to rethink on some marketing aspects like better discount slabs,
refining target customers etc. Since the trail version of Microsoft products are
having a good market, aggressive selling can be practiced to offer the Microsoft
products in major market like Bhubaneswar, Bangalore etc.

Objective of this study:

The objectives of this Study are as following:-
 To stop the piracy in the market
 To find the scope of business
Research Methodologies:

The sample size is more than 400 companies where I had visited and ask questions
according to the questionnaire that has been provided and recorded the responses
of the customer. This was a confidential job to interact with the people without
showing the identification. Many companies don’t want to share any information
with us but we need to collect all necessary information either way.

We can’t tell them that we are from ISS Technologies because if we do so then
they will never share any information to us; therefore we used to tell them that “I
am the student from Master School of Management from Meerut and we have
been assigned a project Migration To Cloud in Bangalore. So for that we want
your coordination”.

We used to visit the companies but at the same time we need to check whether the
company that we are visiting is in lock list or not? .

I used to do the descriptive research (Quantitative) as we need to understand the

scope of the new licensing product of Microsoft.

We make the strategy that how to interact and collect the information. Sometime
I used to give the questionnaire to the employee of the company and some time I
used to interact and during that interaction I used to collect all the data orally.

This research is being done for the purpose of getting how much grey accounts
(companies) are there in the SMBs market. In which we have helped them to
retrieve the information from those companies which come under SMBs and not
using the genuine product or the licensed product.
 This database helped them to convert these under-licensed users into the licensed
users.

This also helped them to do the auditing on those accounts (companies) which look
fishy.

The Methodologies that we followed while doing this research includes the
following stages:-
1. Collection of data from field as well as secondary information;
2. Analyzing those data;
3. Visiting the companies for filling up the questionnaire and to build up a relationship
with the organization;

4. Analyzing the data collected and questionnaire filled by us.

5. Submitting of the reports.
.
DATA COLLECTION METHOD

Data Collection Data Collection

Method Method

PRIMARY SECONDARY

EXTERNAL/INTERNAL

PRIMARY SOURCE OF DATA: The collection of primary data comprises of

first hand data from the customers through direct interaction at the point of
meeting. Primary data includes:-

 Questionnaire
 Discussions with the concerned

SECONDARY SOURCE OF DATA: Secondary data is already published or

collected through magazines, newspapers, articles and other external sources.
External data, on the other hand, was generated from internet.

**QUESTIONNAIRE: This is the major source of primary data used for

research. It has been directly collected from the respondents. It has detailed
questions based on the parameters related to IT. Employees of IT/ITS companies
have been selected for the study purpose and then the information revealed from
the respondents are analyzed and interpreted in the study.
Research Design Descriptive research
Research Method Survey method
Research Instrument Structured questionnaire
Sample size 400
Sample area Odisha and Jharkhand
Analytical tool Using Excel, Bars, Graphs
Analysis of Data
Sectors Covered during survey:

3%
10%
%
27%
51%
3%
3%
0%
1%
5%6%

Construction Education Food

Information Technology Manufacturing Power
Analysis of Questionnaires

1. How many Branches do you have?

Combined Data

250 209

200

150

100

50 14
2
0
1 to 2 3 to 6 6+

Analysis:-
From the above study we can understand that more than 200 companies are having
around 2 branches in various parts of the state as well as country, 14 companies
are having branches between 3 to 6 and in my data collection, only 2 companies
are having more than 6 branches. This shows that the small-medium enterprises
are not expanding on a large scale in eastern region i.e. Odisha & Jharkhand.

Interpretation: - From the data, Microsoft should focus on the companies that
are having around 2 branches because these companies are in the initial phase of
their development. Hence creating awareness about the use licensed media will
be effective.
2-How many employees are there in the company?

Combined Data

50+, 18%
>50, 6% >10, 42%

>30, 34%

>10 >30 >50 50+

Analysis:-

From the above table and graphs we can see that 18% companies are having more
than 50 employees in their organization, 6% having employees ranging between
30 to 50, 34% between 10 to 30, and 42 % having less than 10 employees.

Interpretation:- This question will give an idea to Microsoft about the workforce
requirements of the organization and will help to determine the demand of IT
products in the organization. As we can see that 18 % of the companies are having
more than 50 employees, so the Microsoft should target these companies first in
order to sell their licensed products. Usage of IT devices will be more in these
companies.
3-Which operating system used by your company?

Combined Data
Linux0% Macintosossx1%

Windows99%

Windows Macintosossx Linux

Analysis:-
From the above study we can understand that 99% companies use Windows for
operating, 1% companies are using Macintososx, and a negligible portion of
companies are using Linux. This information is based on the market survey which
has been done by me. So we can see that Windows is the most popular operating
system in Jamshedpur and Bhubaneswar.

Interpretation: - From the above study in this sector Microsoft performing well if
they maintain their way than they can always survive in the market.
 4. Which antivirus is used by your company?

Combined Data

117
120 97
100
80
60
40
20 5 4 4 0
0
Quick Macafee Symantec Avast NV Others
Heal

From the above table and graphs we can see that out of total companies visited, 117
companies are using Quick heal and 5 companies are using MacAfee and 4 companies
are using Symantec and around 97 companies are using other antivirus software’s to
ensure security.

Interpretation:- Quick heal is going better it shows the opportunity for Microsoft if
they will provide a good antivirus in front of others then it will a huge profitable market
for Microsoft a well as for MacAfee also. If the market penetration is good than
reliability of Microsoft will increase and it’s a huge market segment. Microsoft needs
to create more awareness about the antivirus i.e. Windows Defender which comes with
operating system “Windows” and it works similar to other antivirus which are
prevailing in the market.

Analysis:-
From the above table and the charts we can see that 56% of the companies are using
systems between 1 to 10 and 32% between 10 to 30, in this segment there is also huge
chance to penetrate. 6% between 30 to 50 here number of systems are more but users
are less and 6% of the companies are using 50+ which is also number of system is more
but users are less.

6. Do you have server in your premise??

Combined Data

45%
55%

Yes No

-
Analysis:
Interpretation:- Maximum companies are using 1 to 10 it means there is huge chance
to target these segment for selling the basic software like windows, office
documentation software as well as 30 to 50 number of system and 50+ systems are also
in very high targeted system if they maintain their way.
From the above we can see that there is 55% have servers and 45% there is no any
servers.

Interpretation: - Only 55% of the companies uses the server that means Microsoft
have the opportunity to provide its own server like cloud server.
Analysis:-

5. How many system is used by your company ?

6% Combined Data
6%

32% 56%

1 to 10 10 to 30 30 to 50 50+

7. Which server is used by your company?

Combined Data
Linux 2% Unix 1%

Windows
Others 57% Server 40%

Linux Unix Windows Server Others

From the above table and graphs we can see that 40% companies use Window
server and 2% are using Linux, 1% of the company uses Unix and 57 %of the
companies not disclose their data or they are using something different servers.

Combined Data

13%

87%

Yes No

Interpretation:- By the above analysis 2% using Linux server and it is also a

market for
Microsoft for selling the servers and 57% market not disclose their information
means if the market penetration of Microsoft is going in a very mannered way
than it will going to be very profitable market. Microsoft should focus on this part
of the subject as the right choice of the server is important for an organization.

8. Do you have database server?

Analysis:-

From the above table and graphs we can see that 87% companies don’t use any
database servers. But 13% of the companies uses database.

Interpretation: - 13% database server market used by the company which

belongs to the different company can be a good potential market. Also 87%
Analysis:-

market needs to be analyzes properly and database servers can be sold like SQL
Server etc.

9. Do you have any mailing solution?

Combined Data

10%

90%

Yes No

Analysis:-

From the above table and graphs we can see that 90% companies use mailing
services and 10% of the companies not using the mailing services.

Interpretation: - There is huge chance for Microsoft outlook to penetrate into it

by updating features of Microsoft outlook.
10. Which mailing solution is used by your company?

Combined Data

50% 50%

Gmail Others

From the above figure we can see that 50% of the companies are using GMAIL
whereas other 50% are using mailing solutions like Yahoo, Hotmail, Rediffmail,
Outlook etc.

Interpretation: - If Microsoft outlook as a services performs well than outlook

can reduce the using of G-mail. It can cover the major portion of companies that
are using other mailing services instead of MS Outlook. As Microsoft works in a
very mannered way than MS Outlook will penetrate the market and it will going
to be very profitable market for mailing services.
Analysis:-

11. Are you interested to use cloud Service?

Combined Data

30%

70%

Yes No

Analysis:-
From the above figure we can see that 30 % of the companies are aware about the
cloud services whereas 70 % of the companies are still to be informed.

Interpretation: - Microsoft can look to create more awareness about the use of
cloud computing so that it can increase the sale of their cloud based services like
Office 365, Windows Azure.

.
 Combined Data

58%
60
42%
50
40
30
20
10
0
Yes No

12. Are you interested to attend any technical seminar?

Analysis:-
From the above figure we can see that 58 % of the companies are interested to
attend a technical seminar whereas 42 % of the companies are still reluctant to
attend the seminar.

Interpretation: - This question is important because it shows the interest and

inquisitiveness of the small medium enterprises regarding learning of the latest
technologies available in the market. Hence, Microsoft who holds a huge market
share in the field of software should conduct a seminar to explain the products
and services offered by the Microsoft Company.
CHAPTER 5
 Conclusion

From the analysis and interpretation, we can say that there is a big market for
Microsoft to do the business. The IT and software companies are growing at
compound rate.

So from this research we can conclude the following points:-

 Pirated software is used by maximum of the SMB’S.
 The users feel that original software is very expensive where as they are not
thinking the other way round that if they are investing in this product what is
their return on it or how can they enhance the productivity of their organization.

 There is big opportunity for IT.

 Many of the users are not aware of the illegality and what action could be taken.
 Though this product is a very niche product and has been segmented for only
a few customers, but from those few customers big opportunities can be
created.

 From personal feedback I got from the customers, they complain that before us
Microsoft never personally asked about their pain points. So since they have
paid a huge sum of money for this product, they expect that the company
should look into their problem and try to solve.

 Most of the Companies do not have a Disaster Recovery System which again
shows that companies lack proper back up and planning’s for future
Observations:
From this empirical study we have done, I have observed some of the
behaviors of the consumers which are as following:-

 Most of the companies work pirated software.

 Most of the companies don’t willing to share the information.
 Most of the companies uses windows software only. Only few percent uses
other platform..  Most of the companies using cloud service use Microsoft
Azure.

 Users of different organization mostly are not ready to disclose information

related to the questionnaire with us.

Limitations:
The Limitations for this study are as follows:-
 This report had a time limit of only two months
 Most of the companies were not reluctant to share any information about their
organization
 Lack of proper route-map
 Lack of supporting authorized documents for research
Recommendations:
My recommendation for this study is as followings:-
 Users need more awareness about licensed products and IT. If more online
advertising in done, users can become more aware about IT. Awareness should
be stressed on ROI of IT and how it can give enhancement to the productivity
of IT.

 If certain active blogs could be created for the users where they can discuss
about different benefits and problems of IT, then in my view a move for
licensed products and IT could be created. These blogs shall be regularly
reviewed in order to keep a record that what is going on in the market..

 Potential Users who are not at all aware about IT finds difficult to know about
it from the website. If IT and its benefits, in very simple language could be
described in its website, it can be useful to the potential users who may take
self-interest to approach for the subscription.

 Training should be provided to small scale firms about the usage of the
product. Many small medium enterprises are having Microsoft products but
finds it difficult to use it. So, a small training session should be conducted by
technical team to explain the use of the product. It will also develop good
customer relationships.

 Conduct a seminar for small scale firms and inform the benefits of licensing.
Information regarding the launching of new products and services should also
be discussed.

 Manufacturing firm use MS Office for documentation work. Inform the

benefits of Office365

 Benefits of Cloud Computing should be communicated as cloud services are

the new technology advancements.
Sample Questionnaires

Questionnaires for the research

First Name: Last Job Title:
Name:
Company Name & Address:

Phone: Email Address:

1. How many branches you have?

 1-2  3-6 6+

2. How many employees are there in your company?

 >10  >30  >50  50+

3. Which operating system used by your company?

Windows Ubuntu Macnint ososx Linux Chrome

Fedora Red hat

4. Which anti-virus used by your company?

Quick heal Mac Afee Symantec Avast NV Others

5. How many system are being used by your company?

1-10 10-30 30-50 50+

6. Do you server in your premise?

Yes No

7. Which server is used by your company?

 Linux Unix Windows server MAC FreeBSD Solaris
Others

8. Do you have database server?

Yes No

9. Which database server you have?

Oracle RDBMN IBM DB2 Microsoft SQL Server SAPSYBASE
Others

10. Do you have mailing solution?

Yes No

11. Which mailing solution is used by your company?

Lotus Gmail Exchange Zoho Yandex Others

12. Are you into development?

 Y N

13. What kind of development you are into?

 Software development  Web development ERP development
others

14. Which platform you used for your development?

 JAVA  PHP .NET Others

15. How many developers you have in your company?

 1-5  5-10 10+
16. Do you use software for your office documentation?
 Yes  No

17. Are you interested to use cloud service?

 Yes  No

18. Are you aware of latest technology?

 Yes  No

19. Are you interested to attend any technical seminar/webinar?

Yes No

JOB TITLE Name Contact No. Email

MD
CIO/IT Head
Purchase
Head

MANAGEMENT TRAINEE INTERVIEWEE

Date: -

(Mentor)
CHAPTER 6
References

www.microsoft.com www.wikipedia.com
www.businessweek.com www.business-standard.com
articles.economictimes.indiatimes.com
http://IT.microsoft.com/en-us/library/bb402960.aspx ISS
technology website (www.idstechnologies.in)

ISS Technologies website (www.microsoft.com) Database

files provided by ISS Technologies.