Standard Operation Procedure

iSARG Technology Lab

PROLOGUE

In this manual, the franchise/business partner is referred to as iSARG Technology Lab (ITL) and iSARG Head Quarters is referred to as the Control Center(CC). This manual is divided into various sections, we recommend you to read one section at one stretch in order to get the best understanding. This manual is intended to be a single stop solution to all your questions related to successful and profitable management of ITL. Points listed in this manual are a resultant of successful strategies taken from over 25+ ITLs worldwide running for over one year. This manual is available as a soft copy as well as printed formats. In case you want to test your knowledge, you can also give an online test for same. This manual is intended as a guide; feel free to share with us if any specific ideas dont work for you in your geographical area and we would be happy to customize them for you. You can reach us 24*7 via email or via phone numbers as provided upon signup.

INDEX

About iSARG iSARG Offerings ITL iSARGs Dynamic Franchise Model iSARGs Business Concept Pillars Of Success ITL Setup Lead Generation Sales Delivery Faculty & Training Student Services Finance and Accounts Online Support Important Links & URL

About iSARG Security Group

iSARG is a leading international brand in IT and Network Security. iSARG, with strength of 50 plus Information Security professionals in 2011, is Information Security training, consulting & outsourcing company, specializing in aviation, defense and other government markets. With a history spanning over half a decade, iSARG provides state-of-theart information security training programs, managed security services, audit & compliance services, IT security softwares for Govt. & Defense and Ethical hacking & Intelligence services. iSARG has over 25 training and service ITLs and has trained over 3000 candidates in Information Security & ethical hacking worldwide. With Headquarters in New Delhi, India and R&D collaboration with IACCAH (International Association of Cyber Crime and Anti Hacking), iSARG has the unique distinction of assisting Government of India in cyber investigation.

iSARG OFFERINGS
iSARG

offers Product & Services in different domains like Training, consulting, Investigation & Security listed below.
Training

Services

From the past five years, iSARG is having experience in Information Security & Ethical Hacking training along with niche technology trainings (Application Programming, Networking, Embedded Systems & Robotics) focused on career oriented program. etc.
Services

Investigation

Employee Background verification check and Insurance Claim investigations

Cyber, Criminal and Corporate Investigation services Services Website and Network Security Audits Comprehensive Security Products and Solutions Internet Services RepGain online reputation management Service.

Security

WebSec - Securing and hosting your website. i-NSec- Network Security Service.
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ITL iSARGS DYNAMIC FRANCHISE MODEL

iSARG Technology Lab, an Information age franchise brand run by iSARG's franchising division. This is a unique model that helps franchisors to offer cost controlled, synergetic multiple offerings with a common delivery mechanism. iSARG has developed the ITL as a next generation brand providing offerings that are linked with accessing, procuring, protecting and creating Information. iSARG has highly profitable consulting and product offerings for making consistent cash flows and high revenue generation throughout the year. ITL should focus on all iSARGs offering including internet services, security and consulting products and services along with training to generate attractive revenue. ITL should understand that its not merely a Training franchise, but its a dynamic franchise model.
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iSARGS BUSINESS CONCEPT

iSARG promotes the concept of LSD to run long lasting successful business, and expect its channel partners to follow the same concept to make ITL-Dynamic age franchise a success. What is LSD? iSARGs business success is defined by success in Lead, Sales and Delivery. It is a powerful concept : because of its simplicity and yet covering the entire success cycle of a business unit.

Leads

Sales

Delivery

LEADS -> SALES-> DELIVERY

L lead: A lead, in a marketing context, is a potential sales contact: an individual or organization that expresses an interest in your products or services. Leads are typically obtained through the referral of an existing customer, or through a direct response to advertising/publicity. A company's marketing department is typically responsible for lead generation. Hence, this is marketing executives responsibility to take active part in lead generation through various means which will be explained later. Some lead generation activities needs to be done daily and some weekly. For example: giving classifieds should be done monthly as per your region and location demands.

S Sales: Conversion rates are 391% higher when the lead is called within a minute of their inquiry; 120% within two minutes; 98% in under three minutes; 62% in under 30 minutes; and 36% in under an hour. Even leads that eventually become qualified are sensitive to initial speed-to-call. Research shows that even though the consumer may go price shopping, a sense of loyalty drives them back to the vendor who called them first. By initially providing consumers with education and responsive customer service, smart companies are able to create strong social and psychological bonds that tend to override competing offers. Converting lead into a prospect is a sale. It is counselors responsibility in which she should actively take part in conversion of all leads generated by various means. Starting from the sales pitch/email pitch to the physical sales all needs to be renovated through counselor involving Center Head, if required.
D Delivery: To generate repetitive sources of lead from a client, it is very necessary to give prompt and quality delivery. If a customer is satisfied from 8 delivery , he may become a major source of repeat business or can give

PILLARS OF SUCCESS

ITL Setup Lead Generation

Sales
Delivery

Courseware Training Testing & Certification Placement

Finance & Admin Working with Command Centre (CC)

ITL SETUP

ITL SETUP SUCCESS FORMULA

Selecting the right location at right cost

ITL infrastructure & interiors

Collaboration center Initial Training Center(CC) Business Plan 30 days Batch launch plan Inauguration plans for a new ITL with Command

Hiring Initial team with Control

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SELECTING THE RIGHT LOCATION AT RIGHT COST

Easy accessibility to public transport (bus/metro/train/auto). Not near to liquor shop, Manufacturing, Industrial Area, Restricted Area. Near to prominent educational hub colleges, hostels and other training ITLs.

Visibility of Board from main roads/high traffic zones.

Approval of Control Centeris needed before finalizing the premises. Ownership of premise preferred for higher profits.

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ITL INFRASTRUCTURE & INTERIORS

Delivery Area

A computer lab with capacity of minimum eight computers.

2 Class room capacity , minimum 10 seats.

Administrative Area Counseling room (Mandatory).

One Administrative section Seating for Technology Evangelist cum Consultant , counselors, marketing executives that are not accommodated in labs.
Reception.

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INITIAL REQUIREMENTS
Computers and Softwares Computers procured from IT provider. Computers, preferably with latest configuration. Microsoft Windows to be procured from IT provider. High speed internet (Broadband) [512KB and above recommended]. All other Software and Hardware will be provided by CC. Miscellaneous Requirements Telephones for administrative staff (pick easy to remember phone number). Alternative Electricity arrangement (Invertors or generator) good enough for light, fans and one computer per class. Notice Board. Availability of clean drinking water (Cold & Hot). Clean Restrooms. Projector/Screen (Desirable for online sessions).
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COLLABORATION WITH CONTROL CENTER(CC)

Email: Every business owner is issued an E-mail Id on isarg.training.org as soon as the initial formalities are over. Two official E-mail Ids per ITL are issued. [for Director, Center Head] . Additional ids can be issued on request. Co-ordination with Control Center(CC) is done via official support id support@isarg.org

Phone: Phone support is provided during business hours Indian Standard Time. We have plans to extend customer support to 24*7 for our international customers. Latest list of phone numbers for calling is available at time of signup. Other useful portals ITLs can place their orders of marketing material, courseware, products (hardware and software), services etc via ITL Management Information System i.e. itl.isarg.org

ITL/SOP/V3.0 11-0515

HIRING INITIAL TEAM

Director - Business owner or family representatives presence is must for initial drive. They must play the role of Center Head for first year. Close control over ITL is mandatory afterwards. Core Members of Lead generation & Sales Team: One Center Head [Director or close family member acts as Center Head initially, then promotes an existing employee]. Two Counselors + One counselor cum receptionist [Local resumes or Placement agency details are provided by CC], additional counselors [as per growth]. One Marketing Executive [Local Resumes or placement agency details are provided by CC]. 1 Support Boy [Needs to be hired locally].
Note: Having 2 counselors is must because a counselor is the backbone for a new ITL to drive business. Therefore, dependency on one can lead to loss in business when she would leave.
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HIRING INITIAL TEAM

Core Members of Delivery Team One Junior Technology Evangelist cum Consultant [may also be hired from CC or can be hired from running batches] One Technology Evangelist cum Consultant [Technology Evangelist cum Consultant are hired, trained and then sent to ITLs by CC]. Personality Development Trainer cum Placement Executive [to be hired when strength of Diploma Student 100 or when the ITL completes 1 year]. Note: 1. Theory Trainer, either specialized in Application Programming with Information Security knowledge, or specialized in Networking with knowledge of Information Security, 2. Practical Trainer [For redundancy or for meeting growth requirements, demand is met by hiring Asst. Trainer from graduating student batches and nurturing them to become full fledged trainers. 3. For policies related to hiring process: Kindly refer to ITLs website.

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CENTER HEAD
Title: Center Manager Head / Sales

Profile: Graduate who understands technology and should have good managing and selling skills
Key Responsibilities: He will be responsible for overall management and sales target of the ITL. He should be well versed with technology offering and with an ability to sell/convince. He will be responsible for day to day operations of the ITL. He will also be responsible for giving marketing seminars among business clients and in various college festivals among students.

Details: Setting up sales targets for the ITL Managing overall infrastructure maintenance Managing the other administrative staff Keeping a check on the counselors pitch Understanding the local market Knowing the target candidates in the area Batch scheduling and smooth functioning of classes for students Finding better ways of marketing Arranging Seminars Building contacts with local companies for business and local college authorities Looking for database sources Managing the complete staff at the 18

MARKETING EXECUTIVES
Title: Marketing Executive Profile: Graduate who understands technology good marketing and business promoting skills. Key Responsibilities: He will be responsible for over all lead generation. Able to sell/convince, responsible for giving marketing seminar among clients and in various colleges. Assure that the ITL counselors have enough data to call monthly. Marketing executive is also required to work with agents to increase referrals.

Details: Analyzing the market, including competitors and consumers Executing marketing strategies and campaigns Monitoring and arranging the distribution of promotional materials Attending and organizing sales promotional events and exhibitions Lead generation Building agent network for getting referrals

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COUNSELOR
Title: Counselor or Counselor cum receptionist Profile: 12th Pass / Any graduate female with excellent communication skills to sell training program via telephone. Deep interest in sales and fire in belly to get results is important. Must be sales oriented from Day 1. Should be money needy which would make her work more enthusiastically and generate more revenues for the ITL. Key responsibilities of Counselor cum Receptionist: She should be appointed for doing the part of the reception. She should do the Tele-calling and should keep the data of the walk-ins. She should have a very good knowledge about the offerings. She should be able to convert prospective leads in to sales. Certain revenue targets to be defined along with incentives linked with the plan. Defined sample sales pitch can go like this while doing tele-calling on collected database. Key Responsibility Area of Counselor: Tele sales Meeting financial targets Clear understanding of our offerings Knowledge of the market trends in each of the technologies Maintaining proper records of all kind of leads and data delivered, as iSARG HQ audits the same every month Maintenance of batch files at the ITL Up to date about the fee structures Handling SMS Campaigns Email Campaigning No false commitments to the clients in any case
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TECHNOLOGY EVANGELIST CUM CONSULTANT

Title: Technology Evangelist cum Consultant Profile: Must be trained and certified by CC solutions in particular technology set. Key Responsibilities: He/she should have comprehensive understanding of the offerings before giving training. He/she should be responsible to give the training and hands on experience to the students. Should be able to answers all the queries asked by the clients. iSARG HQ will provide remote delivery along with ITL for specific offerings, but for onsite delivery is ITLs responsibility to do. Notes: A Technology Evangelist cum Consultant can be trained to be adapt in multiple training areas with time. Details: Managing accounts and payment collection from clients Resolving onsite queries of clients related to delivery Conducting sessions well on time Giving inputs in batch scheduling Handling technical queries of walkins Giving basic technical inputs to the counselors Conducting Seminars (Technical + Marketing) Continuous update of changing technology trends in the education industry Proper knowledge of Program structure Able to handle practical sessions and Project work 21 Maintaining Student Attendance

INITIAL TRAININGS WITH COMMAND CENTER

Trainings are available at the following location/manner

Counselor Training Recommended to be done telephonic. Can be arranged online before commencement of sales. Trainers training iSARG Certified trainers will be sent from CC based on requirement. Trainers training is conducted at CC in Information Security & Ethical Hacking after signing MOU or before joining ITL . Trainer will be constantly trained on any updates in the course content.
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iSARG, New Delhi, India training ITL At franchise location by Territory Managers Business Owner Training on SOP manual

To be conducted after signup but before beginning any activity Can be arranged at franchise location Marketing Executive Training Recommended to be done by Territory Manager or by Regional Manager

BUSINESS PLAN

Creating a business plan involves finalizing the following:

Initial investment & expenditure planning.

Creating a monthly budget.

Monthly forecast of leads and revenue.

The detailed Business Plan must be created in consensus with the Territory manager, and as per the summary, business plan must be finalized, before starting operations.

Significant effort must be put to adhere to the business plan.

Business plan for a Session should be prepared before the start of the Session.

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INAUGURATION PLANS FOR A NEW ITL

The purpose of the Inauguration is to start the first batch. Counselor of the new iSARG ITL must do the invitation calling on the classical data provided by CC, for the students walk-in to the ITL. Inauguration shall be done in consultation with CC. New iSARG ITL has to put on display all the marketing materials (hoardings, pamphlets, stickers, banners etc.) in the local area and public area before the inauguration. The new iSARG ITL is responsible for distribution of leaflets in the entire local area. Zonal manager will represent the Control Center. Minimize your spending as it is not a branding activity, main motive is to drive the student & start the first batch. Put more money in generating leads and not in inauguration.

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LEAD GENERATION

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IT INCLUDES..

Introduction-Lead Generation B2C Lead Generation Pyramid B2B Lead Generation Pyramid Direct Marketing LinkedIn for B2B Sales Just Dial for B2B Sales

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LEAD GENERATION
What is lead?

Lead is defined as the Potential customer and has a high probability of getting converted to opportunity. This is the most important parameter for a success of a ITL. The sources of leads are infinite. Few of the sources for B2C and B2B are explained in the lead pyramid given below.

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B2C: LEAD GENERATION PYRAMID

CC Leads Local Agent referrals
Existing Student referrals

College Seminar SMS Campaigns Cable TV advertisement Local & International Internet Marketing Canopy/Pamphlet distribution Newspaper Inserts/Local Newspaper Hoardings/Banner/Posters ITL Seminar/Demo class CC Classical data direct calling
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B2B: LEAD GENERATION PYRAMID

Just Dial
Service Leads

Existing Client Referrals

Local & International Internet Marketing Local Agent referrals Newspaper Inserts/Local Newspaper Linked-in Contacts, corporate offices and Insurance companies

CC Classical data direct calling

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CC LEADS
This is the source provided by Command Center. CC leads are sent to the iSARG channel partners on regular basis. The conversion rate in this source is very high. Although the number of Control Center leads may vary day to day and region to region but the chances of conversion is the highest in this source.

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LOCAL AGENT REFERRALS

iSARG Channel partners must have tie ups with Local Agents who can get more students or business entity for them. This agents mostly work on commission basis. This tie up with local agents help ITLs to get more conversions and enhance revenue of the ITL. These agents do not only get customer but also help to get data of students.

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EXISTING CLIENT REFERRALS

This is one of the concept of Viral Marketing. The counsellor must take references from the existing students or clients and share the programs, and services offered by iSARG. This spreads like word of mouth and ITL gets more and more business. ITL may give special gifts/discounts/offers to the students or clients who refer further students or clients. This way through mouth to mouth publicity and business can be increased to a great extent if the process is regularly practiced.

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COLLEGE SEMINARS
ITLs shall conduct seminars on regular basis to generate data. They may conduct free or paid seminar in colleges. The main aim to conduct this activity is to generate database. The counselor must maintain this database in excel and should do calling and generate leads out of this database. ITLs can even offer discounts to candidates who go for on the spot registration after the seminar. The participation certificate shall be offered to candidates who participate in the seminar. The probability of conversion is good in this database.

Once a month at every college especially after exam/college gets over.

Enough gathering for the seminar (min. 50)- awareness among students- at least 1 week prior via SMS, E-mail, direct calling, Advertisement. Discount vouchers must be distributed: 10% discount to be given to students who have attended the seminar.

ITL/SOP/V3.0

11-05-

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SMS CAMPAIGNS
The ITL can order for SMS campaigns via FMIS. It is a paid service. Its one of the qualitative source of lead generation. The probability of conversion is high in this source. The number of leads generated vary from campaign to campaign and region to region. Control Center offer two types of SMS services:

ITL/CC Data Campaigns: Its the data offered by Control Center on which campaign is done. ITL can even send the database on which Control Center can schedule the campaign. Opt in data: This is the third party database on which SMS is scheduled and the probability of conversion is very high in this.

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CABLE TV ADVERTISEMENT
iSARG Channel partners can plan Cable TV advertisements on regular basis. This promotes the ITL in its local area. The Ad must be approved by Command Centre. The ad must be small, crisp and clear. The ad must be shown at right channel on right time. It depends on area to area which marketing strategy will be most effective. If in your area this works the most, then this should be done at regular basis as a lead generation method.

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LOCAL & INTERNATIONAL INTERNET MARKETING

This is one of the most important and long term source of lead generation. ITL must focus on this source primarily to generate leads. Counsellor plays a vital role in internet marketing and generating leads for the ITL. All ITL staff like trainer, Counsellor, Centre Head can contribute to internet marketing by doing regular postings on different web portals. This is a globally followed lead generation method and is the most effective way of marketing.

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PAMPHLET DISTRIBUTION
ITL must regularly distribute pamphlets in their local area. ITL must even distribute pamphlets in and near to schools, colleges, training institutes around the area and far. ITL must place canopy/umbrella in and outside schools and colleges. The information in pamphlets must be accurate and complete so that a reader can understand in one read. It is important for the ITL to share the contact details in pamphlets so that one can locate if he/she has interest after going through the details. The executive boy distributing pamphlet must wear iSARG T-shirt and iSARG Cap.

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LOCAL NEWSPAPER ADVERTISEMENTS AND INSERTS

ITL must regularly advertise in their local newspapers. The advertisements must be approved by Command Centre. It must be clear with the contact details so that one can locate you if has interest after going through the Ad. It is important for the ITL to target the right newspaper and place an ad on right time to get more results out of it. ITL must also put newspaper inserts from time to time as it creates a brand image in the mind of the reader when he sees the inserts or ad in newspaper timely and after regular intervals.

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HOARDINGS/BANNER/POSTERS
The Bigger, The Better
ITL must place hoardings, banners and posters at ITL and in the nearby local areas. The ITL can place hoardings at bus stops, Cinema halls, metro stations, Railway stations or nearby local spots where students can be easily targeted. Hoarding should be big and accurate containing the right content.

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DEMO CLASS

A demo class should always be different from a regular batch class. Counselor Can arrange a demo class for a student . Time duration can be 4 hours maximum and preferably arranged on weekends only once a week. Trainer must be capable of drawing the interest of students in the course.
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DIRECT CALLING ON CC CLASSICAL DATA

This is the data which is generated by the Control Center from different sources. The ITL can put a request for this database. Its a free service. The probability of conversion is very low in this source. ITLs may do SMS/Email Campaigns on this data and counselor must do direct calling to generate leads from the database. Data is never useful or useless. It needs to be worked on and made fruitful for our needs.

Conversion ratio needs to be worked on continuously for growth of an ITL.

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DIRECT MARKETING
Control Center believes in Direct Marketing Model.

Direct marketing is a marketing tool which comprises activities such as direct mail, telemarketing, mail order, direct response advertising and email marketing . It provides unique range of benefits because it enables you to engage directly with your audience - whether they are prospects, leads, end users or existing customers, they have following benefits in common: Flexible Targeting Cost Effectiveness Ease of management Rapid delivery Testing Capability Relationship Building

LINKEDIN FOR B2B SALES

What is Linkedin?
Linkedin is the worlds largest professional network.

Most of the professional clients, Companies are available

on Linkedin today. Channel partner can directly approach the clients via LinkedIn. You can invite the clients send them mails and Build connections.

You can use LinkedIn to raise awareness of your

business, build valuable networks that can spread the word about you, and get informed with the most up to date and pertinent industry information.

Paid Ads on Linkedin:Linkedin also gives an option for paid Ads. You can place these ads with the products and offerings to generate Business leads. Ads must be product specific and target oriented.
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JUST DIAL FOR B2B SALES

Is your Business Listed on Just Dial?? Just Dial is a Local Search Engine.
Now a days most companies do business listing on just dial.

Channel partner can generate local Business leads via just Dial.
You can approach just dial directly for subscription. Once you take the subscription on just dial any customer who is looking for the product which you are offering that inquiry is forwarded to you. This helps you to build sales and approach Customer more easily. You can also get companies Data which are listed on just Dial. Once you collect business data from just dial Counselor has to do calling on that data and convert leads and fix
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SALES

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SALES: PRIME RESPONSIBILITY OF COUNSELOR

The prime motto of counselor is to generate sales. The ITL revenue shall directly depend upon the sales done via counselor of the ITL. She must understand the target audience and the right product for right audience. Expert says she must generate a eagerness in a student to take admission in the course to make his/her career bright. She should make student understand about his/her need to take admission in that course. Counselor shall understand the purpose of each course segment and the target audience for that course. Mentor: This stage is where counselor stands as a guardian for a student, she guides him/her in which course to choose. Counselor mentors as a parent of a child and makes student feel the importance of course in his career. Please understand here the student is not clear about his career and he is coming to you, you need to guide him/her to select the most appropriate course.

Polaris: This is a stage where student knows his interested domain, you need to counsel that student and turn him into that course.
Process: This is a stage where student is coming to you with complete knowledge of domain in which he is interested in. Here the probability of conversion is very high. 46

COURSE FEE AND INSTALLMENTS

Min. 50% course fees should be collected before the first class. Installments should only be offered in Diploma Course, only if a student asks for it. 50% of any course fee must be taken in advance before the batch starts.

10% as Registration Fee should be taken as a deposit to reserve the seat which is non refundable. 40% at the time of final registration , preferably before the first day of the batch which is non refundable.

Remaining 50% can be spread across the program (Max. 4 Installments) No Discount should be offered in the case of Installment Payment. Max discount offered to students, must not exceed 10% under any circumstances.
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DELIVERY

48

FACULTY & TRAINING

Faculty Eligibility iSARG Certified Faculty Performance Measurement Faculty Salary Incentives & Salary Increments Upgrade & Support Batches Important

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FACULTY ELIGIBILITY
A person will be eligible for becoming iSARGs Certified Faculty, only if anyone of the cases is matched
Case 1 From Control Center Must complete one month faculty training at CC. Must clear online examination for faculty. Case 2 Student of ITL Must be a certified student of iSARGs Frontrunner Diploma Program. Must attend training to be a faculty on Commando Chat. Must clear online examination for faculty. Case 3: Experience in Training Has Masters Degree/Diploma in related Technology. Having minimum one year of teaching experience in any relevant technology. Must attend special training for faculty held online regularly. Must clear online examination for faculty position

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iSARG CERTIFIED FACULTY

A faculty, who is not iSARG Certified, must give the online examination for becoming an iSARGs certified faculty. If a faculty has not given the online examination within a month of joining, would not be allowed to teach at any of iSARG Technology Lab. The process of certifying a faculty is complimentary for an active ITL. Validity of that certificate is one year from date of issue. For certificate renewal, the faculty will have to reappear for online examination. Certification renewal is mandatory for a faculty to continue teaching at the ITL and is compulsory for an active ITL. E- Certificate will be issued by Control Center when the Faculty clears the online examination. I-card will be issued upon clearing the certification that needs to be displayed at the place of work.
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PERFORMANCE MEASUREMENT

Performance of a faculty will be measured on feedback from students. Instructors feedback section pertains to the faculty. All students trained by the faculty, whether Certification or Diploma program should fill this feedback form. Feedback would be taken once in a month from a particular every batch. In case a batch would be ending in a particular month, feedback needs to be taken before the batch ends. For initial 3 months, the trainer would be on probation period wherein the performance of the trainer should not be judged if he is a fresher. A faculty who scores less than 3 out of 5 from any student should be questioned and asked to improve. Feedback on other areas besides faculty should also be analyzed and acted upon.

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UPGRADE & SUPPORT

To upgrade themselves, faculty is required to take regular online sessions provided by CC Why is it required:

For discussion forums where our Technology Head will resolve all queries. To keep themselves acquainted with updates at CC. Continuous research and development is required in their field to match up with changing technology. E- Books, Courseware and Skill Assessments shall be provided to the trainer. Online test shall be conducted once in a quarter for all the trainers.
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BATCHES

Starting Date: Should be either the 1st/ 15th of a month. Batch Strength: Should be at least 3 students for long term courses and 5 students for short term courses in one batch. Regular Batches: M-W-F/T-T-S/Weekend Batches. Batches should be :MWF, TTS: 9:00AM to 12:00PM, 12:00PM to 3:00PM, 3:00PM to 6:00PM, 6:00PM to 9:00PM, Weekend Batches: 4.5 hrs on Saturday and 4.5 hrs on Sunday the time slots remaining the same as weekdays. Courseware should be either maintained in the inventory or ordered 15 days in advance, to avoid any last minute chaos.

Courseware must be available to all students before attending their first class.
If the batch strength is less and the time lapse b/w two batches is 15 days, try to club them together by giving extra classes to the new batch.
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IMPORTANT NOTIFICATION

The Center Head has to maintain healthy relationship with the trainer as he is the most important part of the ITL. The leaves should be granted to trainers on time. Their reimbursement must be paid on time.

Kindly note that experienced Faculties are developed not procured

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STUDENT SERVICES

56

PLACEMENTS
Introduction Tie-up Companies Interactive Sessions Student Portal Job Opportunities Job Options Available Placement Coordinator at the ITL General Information Terms & Conditions

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INTRODUCTION

iSARG has a dedicated Placement Cell functioning from the Control Center at New Delhi. iSARG attempts to place every student enrolled for the Job Oriented Courses {Diploma Program}, according to their scores in Online Examination. Placement is achieved as a combination of efforts by ITL , Command Center and Student. Placement Support - All official communication regarding placements must be done via email IDs provided by iSARG.

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TIE-UP COMPANIES

iSARG provides placements in its client companies as well as in iSARG itself. iSARG provides opportunities to students with its client companies which involve both Corporate and Government companies. iSARG has also associated with both international and national placement consultants for placement of students.

SME data of local areas shall be provided for local, ITL level placements.

The ITL representative must speak/meet these companies and build a local channel of placement.

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INTERACTIVE SESSIONS

Control Center will conduct regular online training sessions for all placement related topics/issues. Personality development sessions via iSARG trainings.

Every ITL must attend the session regularly for better understanding of the process (placement).
The Placement Coordinator /counselor/Center Head must attend the session.

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STUDENT PORTAL

Requires Username & Password for login, which is present on the course Kit. Must be used for uploading personal details and CV under the section UPLOAD RESUME.

Must be used for finding new job opportunities available under the section JOB OPENINGS.
Must be used Submission. for Project

Resume format is made available to ITLs on request by mail to placement@iSARGonline.org.

It is also available on student

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JOB OPPORTUNITIES

All the job opportunities are made available on the student portal and on ITL Knowledge portal.

The job openings from our clients are sent on the Placement Email Id issued to all the ITLs and notifications via SMS.
Automated job alerts (local & national jobs) are also available on the placement Email Id. Every ITL must ensure that the placement Id is regularly checked for updates. Walk-in interviews are conducted at Control Center where the students are groomed on interview etiquettes along with lot much new updates. *The interviews conducted is primarily used for both vacant positions within the company and with other client companies.

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JOB OPTIONS AVAILABLE

Information Security Consultant Security Analyst (Requires work experience) Network Security Engineer System Security Analyst (Requires work experience). System Administrator Ethical Hacker Software Programmer

Faculty Network Engineer

Software Developer
Programmer Analyst Embedded Programmer IT Assistant Data Security
* The salary may vary between 8K-35K depending on educational qualification, work experience, etc.

Security & * Communication skills, Compliance officer Personality, education & Technical Support Engineer And many more
attitude are major contributors in the selection process for the above mentioned profiles.
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PLACEMENT COORDINATOR AT ITL

Every ITL who has completed 6 months or with number of students more than 100 must compulsorily have Placement coordinators. The Placement coordinator may not be necessarily hired from outside, the Center Head/ITL counselor can take up the role, but the person must be dedicated to placement and personality development. The contacts of the Placement coordinators must be regularly updated at the portal for better coordination. Any request for placement related service must be done through the portal mentioned.

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ROLE OF PLACEMENT COORDINATOR

The Placement Coordinator must educate students on the various job opportunities available on Student Portal.

The Placement Coordinator must guide students on how to apply for the various job openings.

Resume building Preparation for attempting EQ/IQ test

Dressing sense
Dos and Donts at the time of Interview etc.

iSARGs training sessions must be compulsorily attended by the respective person. Every job opening sent from the CC is relevant and must be shared with the students. Appropriate resumes must be provided within the specified timeline. The job openings must be displayed on the notice board at every ITL.
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GENERAL INFORMATION

Any mail or SMS related to job openings/placements must not be ignored by the ITL. Specific mail IDs have been created for every ITL, for placement related purpose, the mails on these IDs must not be ignored. Students who come for special training will be given special sessions and exposure, which would enable them to face interviews and improve their overall personality. Students who come for interviews may or may not be selected based on their performance and the interviewers expectations. Students can clear their doubts related to the selection procedure.
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TERMS & CONDITIONS

The candidate must have completed his classes and examination of job oriented courses to become eligible for placement assistance. The student must create resume in the defined format and upload the same on Student Portal.

The candidate must ensure that he/she attend interviews arranged by iSARG, else no further assistance will be given.
Good academic record & minimum 75% attendance.

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EVERY JOB IS IMPORTANT!!

All jobs are relevant. The student must apply for all the jobs sent/displayed on student portal for getting an exposure for interview and to increase their chance of getting a job. Better opportunities come, when one is already working. Internal growth within a company is the best way to reach the point where we want to. Grab an opportunity, and wait until the next better one comes. Example: If a person gets a job as a network administrator, but he is interested to work as a network security engineer, in that case, the person starts working in the profile, gains experience and keeps on applying for new and better jobs. In the meantime, if there is a requirement for network security engineer within the company, he/she can apply for the same. This strategy always helps in finding better opportunities.
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IMPORTANCE OF STUDENTS FEEDBACK

Based upon the feedback, discrepancies can be judged easily and worked on. Scope of improvement can be squeezed. If the student gives the feedback on right time, the necessary steps can be taken which may ultimately be beneficial to the student. The student feedback available online. form is

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FINANCE & ACCOUNTS

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IT INCLUDES..
Student Installment Record Inventory Management via FMIS Fixed Assets Register Accounts Books Cash flow Management Operating Costs fixed and variable Taxes

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STUDENT INSTALLMENT RECORD

Student Files must be maintained batch wise including Student Enrollment Form clearly mentioning his installment payment due dates. Enrollment fee must be collected at the time of registration which is typically 10% of the total fee. First installment must be collected at or before the conduction of the first class. ITL authority must make sure that they are able to collect 50% of the total amount i.e. enrollment fee + Ist Installment.

IInd Installment must be collected on and before half duration of the program.
Physical student register containing Date of Joining, Name, fee detail, course name, course type must be maintained. Fee chart (with discount policy, if any) must be printed and kept. Printed fee receipt book with serial number must be filled. Student attendance register must be filled.

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INVENTORY VIA FMIS

Inventory Register containing courseware inward and outward field. Inventory Inward: should contain quantity and technology of courseware. Inventory Outward: should contain student name, Student ID, Technology. Center Head should cross check the balance inventory as per inventory register and warehouse.

Sample Inventory register will be provided by ITL.

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FIXED ASSETS REGISTER

Quantity (Computers, etc.)

of chairs,

Assets boards

Date of Purchase Amount of Purchase Manufacturer Name of Assets With sub details e.g. RAM, Hard-disk, Motherboard, Mouse, Monitor, Keyboard.

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ACCOUNTS BOOKS
Details of salary with the name of employee and department. Record of guest Faculty, attendance register with timings. Cash Book (cash receipt, cash payment). Cheque receipt book. All account books, as suggested by person in charge of accounts department. Locker/Drawer facility to keep valuable items like cash, receipt book, cheque book, letter head. Taking Owner ship of finance by Finance owner. Budget Heads: Advertisement, Marketing, Salary and Infrastructure for 6 months in Advance. Understanding revenue: Regarding good period, Average period and bad period. Increasing Budget: Quarterly budgeting of expenses and revenue.

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CASH FLOW MANAGEMENT

In the training business Installments facility is recommended to the students. Track down the dues & get them cleared as per the Installment payment schedule. The counselor will directly collect due payments from the student as per the payment schedule. A vigilant Center Head would secure maximum timely payments & prevent any cash flow crunch at the ITL.

3 months cash inflow and cash outflow should be preplanned.

A Center Head should make wise decision regarding excess cash in hand or arrangement for short cash.
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OPERATING COSTS: FIXED AND VARIABLE

The ITL owner must distribute operating cost variable in to two segments when planning for budgeting of the ITL. Fixed Operating Cost
Rent Electricity Bill Water Bill Telephone/Mobile Bill Internet Expenses.

Variable Operating Cost

Employee Salary Employee Incentives Advertising/ Marketing Expenses Infrastructure management Expenses

Control of operating costs & overheads is an essential part of ITL Management.

The Center Head would manage the ITL within the Cash Flow generated in the given month.
Any negligence on the part of ITL management may result in overshooting of the operating cost. Its advisable to have your prior plans prepared & expenses budgeted to prevent any cash crunch. 77

TAXES

Providing education or any other security services is covered under service tax. Hence liable for service tax. Fee decided by CC is not inclusive of tax. CC would recommend you to charge from student. Applicable tax whether apply on ITL or not, check with your CA/legal consultant. Creating a business plan involves finalizing the following

Initial investment & expenditure planning

Creating a monthly budget Monthly forecast of students and revenue

The detailed Business Plan must be created in consensus with the Territory manager/Regional manager, and as per the summary, business plan must be finalized, before starting operations. Significant effort must be put to adhere to the business plan. Business plan for a QTR should be prepared before the start of the QTR.
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ONLINE SUPPORT

ITL-Knowledge Portal FMIS Webmail & ITL Website Student Portal

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ONLINE SUPPORT

Webmail for ITL

iSARG Online support

ITLMIS

Student Portal

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ITL-KNOWLEDGE PORTAL

ITL- Knowledge Portal is one stop solution for ITLs regarding all their needs, whether important documents, designs, policies, CC contact information etc. The objective of creating this portal is to put all important information related to ITL in order to provide better support. It includes different sections like Announcements, Policies, Training, Support, Placement, Quick Links on a common portal . URL to access ITL: www.itl.isargonline.org. There is a password to access the portal which is shared with Director or Manager of ITL. Password changes from time to time for which notification email will be sent on directors and managers e-mail id.
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FEATURES

Announcements: All important notifications, activities, new launches and openings are listed in this page. Policies: For smooth functioning of ITL, CC has implemented certain policies related to process and communication between CC and ITL. All policies are explained in this section. Training: It comprises of three major types of training: Business Training for Center Head Lead Generation Training for Marketing Executive Sales Training for Counselor Delivery Training for Trainer cum Consultant Documents are uploaded for training purpose in this section. Downloads: ITL can download any important file that they want from this section. Like presentations, course curriculum, price list, marketing material designs etc. Quick Links: All important links are provided here like student portal, FMIS, social network, iSARG media etc. Support: This section contains the direct contact numbers of the concern department head like Logistics, Recruitment, Courseware, Training, Counselor, Customer Care etc.
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WEBMAIL & ITL WEBSITE

Webmail is an official e-mail communication portal for ITL. All important notifications regarding new launches, policy updates, job openings, placement updates are sent to respective ids of the concerned person i.e.: or Director, Center Head, Placement, Technology Evangelist cum Consultant, Counselor Each center is issued email ids. The no. of ids may be modified according to the need. Link to access these ids is www.isargtraining.org/webmail Enter full email-id and password in respective fields. ITL Website: Its a center specific webpage listed with contact information for specific ITL and iSARG Course offerings. ITL can promote this webpage online to generate more leads. The webpage is designed with the view of getting good ranking of the page in searches for that particular location.
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STUDENT PORTAL
How to register It is mandatory for students to register himself on Student Portal as soon as they receive courseware kit from iSARG. Instructions:

Step 1: Go to the Student portal Step 2: Log In via using Unique Username and password, and create your profile. This process intimates the Admin of your registration and ensures no misuse of the Certification ID.

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SUPPORT FOR STUDENTS

Student portal for quick registration, job search, resume upload & project submission. Job Openings uploaded on daily basis. Different standard formats of resumes available. Various competitions arranged on all technologies where winner is prized. Current Market updates and news present on news section. Blogs/forums to connect with batch mates and faculties of head office for query resolving. E-books, tools, tutorial and much more available for downloads.

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AUTHENTIC COURSEWARE

Each student should receive the courseware before attending the very first session. Student studying without courseware will be a breach of contract and will be dealt severely. Every courseware comes with a unique Username/ Courseware ID & password Students are expected to register on the Online Student Portal as soon as they get courseware kit.

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CONTD...

Any ITL found involved in practice of piracy of courseware practice will be severely taken action against. Intellectual property Right / Copyright Act in India protects any Intellectual property from being reproduced/ copied or reselling. Any similar act of producing pirated courseware should be immediately brought to CCs notice. Student is our customer, and the customers complaint in this regard holds high importance.

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REINSTATING USE OF AUTHENTIC iSARG COURSEWARE

We have recently come across a case where one of our ITLs getting involved in unethical practice of producing pirated courseware and providing it to the students enrolling for iSARG courses have not only taken us unawares but shaken our trust. In lieu of this Piracy theft, the ITL owners and other key people involved have been taken in custody by the Economic offence wing (http://www.delhipolice.nic.in/index.aspx). Serious action is being taken against this act and might lead to severe fine and imprisonment. Piracy is the unauthorized duplication of an original courseware for commercial gain without the consent of the rights owner.

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REINSTATING AUTHENTICITY
We understand that One bad fish can spoil the whole pond. In case you come across any case of Piracy or are approached by someone selling pirated iSARG Courseware, please contact us immediately. This is aimed to generate awareness about the usage of authentic courseware and to send out a message to all channel partners to not to indulge in any form of piracy business. We are also attaching some information material regarding piracy and its consequences. Authorized certificates from iSARG Control Center should only be provided to the students. Heres wishing you a wonderful and successful business months ahead.

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