M.S.

PATEL INSTITUTE OF MANAGEMENT STUDIES

(FACULTY OF MANAGEMENT STUDIES)
BATCH (2020-2022)

In partial fulfillment for the award of the Degree of

MASTERS OF BUSINESS ADMINISTRATION

in The Field of MARKETING MANAGEMENT

A summer internship report on

"Analysis of online payment apps preference
of the younger population"
At

UNDER THE GUIDENCE OF:-

Mr. Harnish Rajput,

Chief Marketing officer, Piblitz
Internal Guide:
Ms. Smita Trivedi
Submitted by: Vishal Patil
(Ass. Prof. at FMS baroda)
Roll no: 101062
Faculty of Management Studies, Baroda page 1
 CERTIFICATION

Faculty of Management Studies, Baroda page 2

 DECLARATION

I, Vishal Patil, student of Faculty of Management Studies, Baroda, hereby declare that this
report is prepared on the basis of original work done by me under the guidance of Mr. Harnish
Rajput, chief marketing officer, Piblitz. I ensure the authentication of the material and guarantee
that the data/information considered herein will only be taken for academic purposes and will not
be in any manner be used for commercial or any other purpose. Views mentioned in this report are
my own and based on my observations, and
they may or may not be accepted by the company.

Yours Sincerely,
Vishal Patil

Faculty of Management Studies, Baroda page 3

 ACKNOWLEDGEMENT

I would like to take this opportunity to express my profound gratitude to my guide Prof. Dr. M.N
Parmar (OSD, Faculty of Management Studies), Prof. Dr. Sunita Sharma, Dr. Bhargav
Pandya and Prof. Ms. Smita Trivedi for their guidance, monitoring and constant encouragement
throughout the course. I would also like to thank them for giving me this opportunity in the form
of a Summer internship report.

I also would like to take this opportunity to express a deep sense of gratitude to Mr Harnish
Rajput, CMO of Piblitz for their cordial support, valuable information, guidance and mentorship
which aided me to complete this report with ease and also for the invaluable knowledge gained
from them throughout the course of the internship.

I am highly obliged to my co-intern at Piblitz, for the valuable information provided by them
pertaining to their respective fields. I am also grateful for their cooperation during the period of
my internship.

Faculty of Management Studies, Baroda page 4

 ABSTRACT

An internship is a professional learning experience that integrates knowledge and theory learned in
classrooms with practical application. There is a need to study internship satisfaction in order to
maximize the outcomes of experiential learning that provide benefits to students, universities and
organizations. This report includes various aspects of sales planning & management, exploring the
new initiatives for sales, sales channels, competitor analysis and consumer preference on digital
payment platforms.

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 TABLE OF CONTENT

1. Company Introduction 7
2. Roles and responsibilities 11
3. Competitor and Swot analysis 12
4. Ansoffs analysis 14
5. Sales Funnel 19
6. Negotiation Strategy 22
7. Business Model 23
8. Research methodology 24
9. Data analysis 26
10. Findings 30
11. Recommendations 31

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 COMPANY INTRODUCTION

History:-
It was started as a platform that can share knowledge openly on the platform. With this startup,
they have created a platform where the community can exchange their open-source software. It
was also involved in software publishing, ready to made software, gaming-based softwares etc.
After analysing the user's wants and issues, consulting entails offering the best solution in the form
of bespoke software. Made-to-order software is another type of custom software that is created in
response to requests from individual users. Writing software of any sort in accordance with the
user's software maintenance and web-page design are also covered. The registered name of the
company is Zeronity Technologies Private Limited.

About Piblitz:-
Piblitz is located in Vadodara and was created by Dharmesh Rajput (GEC Bharuch, 2018 class)
and his younger brother Harnish Rajput (NIT Surat, 2020 batch). The platform has been incubated
at ASHINE, NIT Surat, and has gained DIPP recognition from Start-up India as well as an SSIP
grant from the Gujarat government. In order to maintain their organisations in the long run,
regional NGOs must establish a supportive network rather than rely on intensive marketing. The
brothers are on a quest to help 10,000 NGOs in India optimise their donations by developing their
personal donor community after establishing Piblitz for Nonprofits.

The company began presenting community platforms to non-profit groups in India in February of
this year. They then recognised a problem: Indian NGOs are focused on reaching out to new
individuals while neglecting to build confidence with current contributors. As a result, there are
less unpredictably raised money. As a solution, they have presented a platform which can take care
of these things at once.

Piblitz has created a social platform for creatives to connect with their fans & get monthly support
without clinging to unwanted noise. Creators & Non-profits of all kind uses Piblitz. Our advanced
features specifically tailored for Indian customers help them get up to 3X support from their
audience. It is based out of Vadodara, India and aims to cater to a global audience.

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About their Services:-
They have created a unique platform where NGOs, NPOs, artists, creators can make their profile
and can start taking the donations from the community and the fans.

Piblitz.com

The website is very simple yet unique, with very good UI/UX. They have created the website with
only one aim get more registrations. It is very evident to see where it takes our attention, To
"PIBLITZ FOR NONPROFIT" (the call to action button).

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After registering on the platform the NGO or NPO can customize their page according to their
convenience. They can decide what should be there and what should not. This customization can
be done by almost any layman.

Service Features:-

The creator can set his own tiers of the amount. Also, they can activate or deactivate the monthly
or one-time payment according to the user preference. The creators can write the description. e.g.
if they pay 100 rs then this could be used for a meal of one day of one person. So, the donator can
relate and can be motivated to donate more money.

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 secured
transaction

They use Paytm and Razorpay as a payment gateway that provides the most secured transaction
across the nation. They are the most trusted brands in the market of digital payments.

The donator gets the donation receipt and the thank

you message as well.

The creator can select members different contributing

in different tiers and send them an automated update
on their email.

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 ROLES AND RESPONSIBILITY
DURING THE INTERNSHIP
Generate the leads and reach out to them
Work on google sheet and maintain it
Study the profile of the organisation and know their work
Prepare the sales pitch for different clients according to their profile
Make an apt proposal and give an effective presentation
Explain the product in detail and solve their queries until the onboarding
After conversion, register them on the platform and explain to them how to use the platform to
get optimum results
Prepare the research report on the competitors and present them during the brainstorming
sessions
As a part of CRM, interact with the loyal clients and get the references of other organisations
from them
Share reports at the end of the day

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 COMPETITORS AND SWOT ANALYSIS

Competitors:-

SWOT analysis:-

1.) Strengths
Indian platform
Unique social media like page
No installation charges
Monthly and One time donations enabled
Automated receipt
Strong IT team
Good UI/UX of the platform
Automated updates via email
Collection of small funds in an easy manner
Easy to customize the platform
Good Media coverage
Secured payment gateway

2.) Weaknesses
Weak local presence
Aims are too high
Weak customer relationship management

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 Lack of awareness about the platform
Third-party payment gateway
The charges are high
Lack of communication after onboarding
International transactions are not allowed
No app is developed
Difficult to use on mobile
Instructions are not provided on the website

3.) Opportunities:-
Can start the international donation to reach out to the new segment
Can promote it to the business professionals with small changes in the interface
Tire based option can be used by other organisations also
Can promote their USP of "fundraising from small donations" on the major levels
Can onboard more NGOs at once by conducting the seminars
The mobile app can be developed to reach out to the mobile users

4.) Threats:-
Pricing can not be decided on their own as they are using third-party platforms
Member-only updates are not possible without registration
Lack of trust on online platforms and find it difficult to change the methods of collection

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 ANSOFFS ANALYSIS
Abstract:-
the Ansoff Model helps marketers identify opportunities to grow revenue for a business through
developing new products and services or "tapping into" new markets. So it's sometimes known as
the ‘Product-Market Matrix’ instead of the ‘Ansoff Matrix’.

For Piblitz, this study is very relevant as it talks about product and market development, which is
essential for any new startup.

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1.) Market Penetration Strategy:
In this part of the study, we ask, How to sell more of your existing products or
services to your existing customer base?

Piblitz has done the media coverage but not in an effective way. They had been a headline of
different newspapers like Divyabhaskar, TOI, ETV Bharat, Disrupt etc.
They have not been able to portray this in their presentation with the clients. So they can work
on that part.
Also, they are recognised by GOI for their creative idea of problem-solving.
They are yet to spend a penny on digital marketing.

Also, They have not been very active in customer relationship management.
They can also have confluences with their loyal customers where they can openly interact with
their audience and discuss problem-solving in different scenarios. These confluences and webinars
can be part of media coverage so they can reach out to more audiences.

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2.) Market development strategy:
How to enter new markets?
The product has several features that are very useful for NGOs and NPOs. But with small changes,
they can enter into new markets.

The email automation feature can also be used for many other tasks. Also, they can get into the
education field where institutes take monthly payments. Then for the different clubs, they can use
this monthly payment feature and also the member only feature. They can explore the e-commerce
platform where the product is recurring and one does not want to visit the website again and order
it. Anyone can place order on the weekly, monthly or yearly basis.

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3.) Product development Strategy:

How to develop existing products or services?

The service has different features which are basic to the existing consumers. But they can add
more features to make it more convenient for the customer.

In product development, the biggest challenge the organisation faces is the inconvenient mobile
web page interface. They can launch their own app. With this, they can reach out to the audience
directly and resolve the issue. And with this, they can upscale if they launch any new product in
the future. They can make more videos of awareness and spread them across the audience to show
them the different quality features of the donation platform.
They should focus not only on maximizing the number of registration but also maximizing the
member interaction on the platform.

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4.) Diversification Strategy:
How to move into new markets with new products or services, increase your
sales with your existing customer base as well as an acquisition?
Piblitz has a very strong IT team. So they can work on the customized product and get into the
customized crowd finding platform.

With these, they can cater to the need of the audience who are willing to pay a high price. Also,
with these, they can cater to the different levels of income groups. This will lead to the expansion
of the company.

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 SALES FUNNEL
Introduction:-
The sales funnel is often presented as a chart that indicates a company’s current leads, prospects
and opportunities. The sales funnel is divided into several distinct stages. While the number and
name of each stage might vary by company and sales process, each funnel ideally begins with a
very large pool of potential customers and ends with a substantial number of closed sales.
The sales funnel earns its name from the natural manner by which the initial pool of leads is
filtered down by a process that identifies the most promising potential customers – they’re the
ones towards whom marketing and sales will direct most of their resources. The qualification
procedures determining which customers are most interested or best-fit buyer criteria can help
identify your sales team’s best chances for a closed deal from a pool of leads that might be
otherwise too numerous to address. Therefore, the procedures underlying the sales funnel can
improve the efficiency of your sales process and also your sales and marketing ROI.
It’s almost a trope that marketing and sales departments have ingrained, mutual dissatisfaction.
Marketing attempts to build brand awareness, create value among prospects, and expand the
initial, top-of-the-funnel pool of leads. Sales, on the other hand, don’t want to waste time with
unqualified leads. Coordination between the departments for the vetting process for leads can
reduce frustration between the teams and ensure marketing’s efforts produce the best leads sales
can handle.
Understanding the six basic stages of the sales funnel can help you build an effective lead
qualification process, determine the optimal hand-off point from marketing to sales, reduce friction
between teams and improve overall ROI. For businesses nearing the point where a large number of
leads are going unaddressed, this might make the difference between closing more deals and
accepting a limit to your company’s performance.

Sales Funnel works for Piblitz:-

At piblitz, an efficient sales funnel was created to maximise the productivity of the sales force. The
lead was brought directly from the NGODARPAN (GOI portal for different NGOs). It is totally a
B2B sale. The sales sheet was leading the representatives to the closed deals very efficiently. It has
ensured the minimum time for closing the deals with less interaction with the clients during the
process. It has made it possible to understand the product to the clients in a much better way. Also,
With google sheets, the handling of multiple clients become easier as they can use different
colours for the clients at the different stages. These stages are mainly:

1.) Awareness Phase – in which prospects become aware of the existence of a solution.
In this phase, the representative can make the first contact through cold calling or cold email. The
main objective in this phase is to deliver a good impression. Also, this phase makes sure about the
positioning and delivering the idea of the product in brief. Also, it includes an explanation of the
company motto and understanding their domain and analyzing it for the next phase.

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2.) Interest Phase – in which prospects demonstrate an interest in a product by conducting
product research.
This phase focuses on understanding the need and looking for the points where it can create a
demand for their product in the customers' minds. It ensures that the product fits into their existing
ecosystem with no major change. It also involves the consumers' preferences for collecting the
donation and finding out the answers to the question; why and how the product can cater the need
of this particular customer.

3) Evaluation Phase – in which prospects or prospect companies examine competitors’ solutions

as they inch toward a final buying decision.
It involves rigorous research on the competitor's product and making a good presentation. In this
phase, the representative shares different insights of comparison that how the platform is better
than their existing one. This is a very important phase as it brings the client on the same page as
the company. In this process, the clients ask a lot of questions about the products and to gain trust
very good representation is required to be given. During the presentation, the representative does
not talk about the company much but talks about them, the clients, and how it will cater the needs
of them and make their collection of donation better.

4.)Decision Phase – In which a final decision is reached and negotiation begins.

In this phase, the sales team has to ensure that the clients don't go away because of the pricing. So
they look beyond the monetary value. e.g. if the organisation is big which can earn the company a
lot of goodwill. It can be given at a very low price also.
The normal price for the product was 5% + 2% of every transaction. But, many organisations are
given 4% charges also. But they also led to the referrals of other organisations. Also, it becomes a
point to pitch that the company serves very big organisations. So it makes it easy to perceive and
get the attention of the other organisation. For the final pricing call, the SWOT analysis is to be
done in the brainstorming sessions with seniors.

5.) Purchase Phase – in which goods or services are purchased.

After the negotiation and final decision on pricing, the MOU is signed. Then, for the onboarding,
the clients are guided through the registration process by the sales representative. It makes sure
that the client use this platform efficiently and for the long term.

6.) Reevaluation Phase – Renewal of the contracts

After spending more time on the platform, he gets to know about the proper use of the platform. It
results in a higher number of donations. Then, the clients come to renew the MOU terms of
percentage deduction. It is evaluated on the donation amount they got from the platform. Because
higher the donation higher will be the profits of the company. So, Both the party agree upon the
mutually decided number which is not fixed it totally decided in the negotiation process.

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7.) Repurchase Phase – in which a customer repurchases a product or service.
This phase is only relevant for the organisations who wish to start the new organisation as a
subsidiary of the person in contact who wants to create the whole new profile just because they are
getting the results from the product.

At the end of every phase, the numbers drop as the lead find the product irrelevant or pricing is
not in ZOPA(zone of potential agreement) or maybe because of the other reasons.

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 NEGOTIATION STRATEGY
Deal Making and Contracting:-
There are two types of deal-making:

1. Divide the Pizza:- In this type of negotiation, both parties want to win. They do not look at the
bigger picture and it is a conservative type of approach. In this deal-making process, both are
short-sighted from a business perspective. They are not looking to build relationships. They are not
trusting each other in this process. So, It would be a win/lose situation.
During the deal-making at Piblitz, if we face an audience who are not dedicated to forming a
relationship. They are not trusting the company. They just want to make the portal and collect very
huge donations. So, In this case, the representative has to ensure that there are different terms and
conditions which will ensure that if anything happens then it would be sighted in the agreement to
get more clarity and will avoid the dispute. Both parties here want to win only and if the
representative will try to give high discounts sighting the customer will be loyal to the company, it
will be a loss to the company.

2. Enlarge the Pizza:- In this type of negotiation, both the parties would win. The product will
create value for them so they could build a long term relationship with the brand. Here both the
parties work in a collaborative manner and work towards the completion of each other's goal.
There is no loser here. These types of deals can be very fruitful for the business as they do mouth
publicity as they have interest in the product. Also, there will be fewer terms and conditions
applied, as they are looking for longer commitments. The page of the agreement would not be
more than two pages. No additional terms and conditions will apply and which will put the trust in
the other party's mind. This deal making process should be used with the bigger organisations.

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 BUSINESS MODEL

Every donator can become the member. He can

donate monthly. The money will be deducted from
the bank server directly. They will receive an
update of the transactions and from the ngo. Donators

100%

2%-5% platform charges

2% payment gateway charges
Monthly and onetime payment
Statements of all the transaction
NGO's own donation page
They promote monthly donation more as it it their
USPand they see future as the subscriber can give the
small amounts for longer period of time
92%-96%

NGO can get monthly donation for longer period of

time in small amounts. They can set their
organisation's goals and meet up the expenses. The
NGOs can file to the IT department with the ease as
platform gives the list of all the trasaction over the
period of time. NGOs

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 RESEARCH METHODOLOGY
Research Methodology refers to the strategies or procedures that assist students in identifying,
selecting, processing, and analysing information on a subject. It enables readers to assess the
study's validity and reliability in the research article. In simple terms, it explains what you did and
how you arrived at this result.
It is useful to understand 'how' a certain research project or piece of research was carried out.
Research technique may reveal how a researcher constructs a complete study in order to obtain a
trustworthy result that supports the course's aims.

Research design:-
Research design is the framework of research methods and techniques chosen by a researcher. In
this survey the research design used is Descriptive. The term descriptive research refers to the type
of research question, design, and data analysis that will be applied to a given topic. Descriptive
statistics tell what is, while inferential statistics try to determine cause and effect.

Data Collection:-
Primary data:- Primary data is a type of data that is collected by researchers directly from main
sources through interviews, surveys, experiments, etc. Primary data are usually collected from the
source, where the data originally originates from and are regarded as the best kind of data in
research. The sources of primary data are usually chosen and tailored specifically to meet the
demands or requirements of particular research. The data was collected with the help of a Google
Form questionnaire.
Secondary data:- Secondary data is the data that has already been collected through primary
sources and made readily available for researchers to use for their own research. It is a type of data
that has already been collected in the past. Here the data was collected from the company websites,
published sources and reference books.

Descriptive analysis:-
A descriptive study design is one in which your primary goal is to assess a sample at one
specific point in time without trying to make inferences or causal statements.
It is one of the most important steps for conducting statistical data analysis. It gives you a
conclusion of the distribution of your data, helps you detect typos and outliers, and enables you to
identify similarities among variables, thus making you ready for conducting further statistical
analyses.
It is thought to be helpful in discovering factors and novel hypotheses that may then be
investigated further in experimental and inferential investigations.

Research Instruments:- google forms, personnel calling

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 "CONSUMER PREFERENCES ON THE USAGE OF
ONLINE PAYMENT PLATFORMS"
Objectives:-
To define the consumer preference of online payment apps
To find out the major problems faced by consumers while using online payments app
Reasons for adopting the online payment service
Online payment app awareness among the youth

Sample Size:
The sample size in statistics refers to the number of individual samples utilised in a study. The
number of subjects included in the sample size is referred to as the sample size in market research.
When we talk about sample size, we talk about a group of people chosen from the general
population and considered representative of the real population for that particular research.
Here, the sample size taken is 106 respondents who lie in the age group of 16-34. The data is taken
from a google form questionnaire.

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 DATA ANALYSIS
This survey was conducted among 107 individuals from different localities and different
occupation segments and analysis was done.

Gender of the respondents:-

In this study, there were 63.3% male

population and 36.4% female population.

Qualification of the respondents:-

In this study, the majority of the

respondents was graduates amounted
59.8%.

Occupation:-

In this study, the majority of the

respondents were students which were
75.7%.

Preference for daily transaction

Respondents have highly preferred UPI

apps.

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 DATA ANALYSIS
Preference of the online applications:-

In this study, Google pay has shown

dominance as compared to the other
payments apps.

Reasons of using digital payment apps:-

In this study, most of the respondents find online payment apps easy to use and fast in sending
the payments.

How strongly do you recommend someone to use the digital payment apps for daily
transactions?

In this study, respondents strongly believe that others should also use online payment apps,
because of their experiences.

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 Online payment app references in male and female:-

For the usage of online payment apps, both genders have shown similar interest in the usage.

Preference of Indian apps over overseas apps:-

Only 43.8% of the respondents are confident

about using the Indian apps. On the other
side, 42.9% of the respondents were
uncertain about their preference and the rest
of them strongly disagreed to use Indian apps
over overseas apps.

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 DATA ANALYSIS
Problems with the use of the online payments apps:-

THe bank server issue is the most prevalent problem for the respondents.

Descriptive analysis of the Age of the respondents:-

The mode and median of the age were equal so the distribution is symmetric for the age of
respondents.

In the respondents, 22-24 age

group is the modal age group.

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 KEY FINDINGS
Consumer preference for Gpay is more compared to all the other online applications
Bank server issue is a major problem for consumers while using online applications
Consumer strongly believe in using the online application for daily preferences
Fast payment and ease of use are the major reasons for using online payment apps
Trust is less among the consumers for Indian payment apps over the overseas apps
Both the gender has shown the similar trend for the usage of mostly used application

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 RECOMMANDATIONS
The company should target the young audience in the sector of non-profits more
The company should improve the customer relationship so that after the registration they can
get NGOs to collect more funds which will also drive the revenue for them
The companies should focus more on resolving the problem faced by them
They should focus more on media promotions and meet more NGOs and get them onboard
The company can create an ecosystem where the NGOs can interact and exchange suggestions
with each other
The company should focus more on awareness as it is not a very famous concept for small and
medium scale NGOs

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