INDUSTRY INTERNSHIP PROJECT

ON

“YUBI (formerly CredAvenue)”

SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIRMENTS FOR THE

MASTER’S DEGREE IN BUSINESS ADMINISTRATION

OF

CHANDIGARH UNIVERSITY, GHARUAN, MOHALI

SUBMITTED TO

INTERNAL GUIDE COMPANY GUIDE

Name: Mr. Animesh Singh Name: Nisarg Shah

Designation: Assistant Professor Designation: Senior Associate

Chandigarh University Company Name: YUBI(formerly CredAvenue)

Gharuan, Mohali Location: Chennai

SUBMITTED BY:

NAME: Priya
UID: 21MBA1216
CHANDIGARH UNIVERSITY, GHARUAN, MOHALI

BATCH 2021-2023
 ACKNOWLEDGEMENT

I hereby do solemnly acknowledge that I have taken my sincerest efforts in this project.
However, it would not have been possible without the support and help of many individuals
and organizations indulged along the way. I would like to extend my sincere thanks to all of
them.

I am highly indebted to Animesh Singh for his guidance and the constant supervision as well
as for providing all the necessary information to me regarding the project and also for the
support in completing the project.

I would like to express my sincere gratitude towards my parents, friends & members of YUBI
(formerly CredAvenue) for their kind co-operation and encouragement which help me in
completion of this project.

I would also like to express my special gratitude and thanks to the industry persons for giving
me such kind attention and time. My thanks and appreciations also go to all of my colleague
who formed a part in developing the project and the people who have willingly helped me out
with their special abilities.

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 CERTIFICATE (by the Supervisor/ Guide)

I have the pleasure in certifying that Priya is a bonafide student of 4th Semester of the
Master’s Degree in Business Administration (Batch 2021-2023), of Chandigarh University,
Gharuan, Mohali, Punjab with UID No. 21MBA1216

She has completed her INDUSTRY INTERNSHIP PROJECT work “YUBI (formerly
CredAvenue)” under my guidance.

I certify that this is her original effort & has not been copied from any other source. This
project has also not been submitted in any other institute / University for the purpose of
award of any Degree.

This Project fulfils the requirement of the curriculum prescribed by this university for the said
course. I recommend this project work for evaluation & consideration for the award of
Degree to the student.

Signature :

Name of the Guide: Mr. Animesh Singh

Designation:- Assistant Professor

Date : 11/05/2023

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 EXECUTIVE SUMMARY

Founded in 2020, Yubi is one of the leading debt marketplaces in India. It was founded by
Gaurav Kumar and Vineet Sukumar in Chennai and changed its name to Yubi in June 2022
with a new vision to be omnipresent in the loan ecosystem. The team works closely with
business, product, and delivery teams to deliver customer requirements. Interns report to
Team Leader, TL to Manager, and Manger to CBO. Full time employees of Customer
Success Department directly report to Manager.

The team works to build the gap between the clients and the company by pitching the product
according to their business type. The most important details are that CredAvenue is solving
the challenges of India's debt market and helping people be a part of the market with more
volumes. They are investing a lot to help get some of the data from public sources and
directly from customer systems, and they are pitching their products to the clients through 3
calls a day. They also have a strong data governance programme and are complying with
provisions of the personal data protection bill in the Parliament. The most important details in
this are the challenges of building a repo with clients, understanding the business model,
focusing on FS and EF clients, pitching all products, and getting into a new team in 5 months.
It was a challenge to understand the business model as we follow a hierarchy to achieve
revenue target and fee depends on various factors.

The training period was challenging and the team changed in 5 months. The most important
details are that the team was not ready for a new manager, so they observed their seniors and
made a list of products to pitch to different sectors. After calling some companies and talking
with the CFO I got to know how and when we should pitch them for our products. We helped
each other internally and we tried different pitch altogether to complete the project. Get
training virtually and an in-person after getting into a new team We all get proper training
from our new team with different person where we came to know many new things.

After that I get proper list of entities which were dormant out of I was able to reach out to.

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 Table of Contents

ACKNOWLEDGEMENT...........................................................................................................2

EXECUTIVE SUMMARY.........................................................................................................4

Table of Contents.........................................................................................................................5

Table of Figures...........................................................................................................................6

CHAPTER 1: DETAILED INTRODUCTION TO JOB PROFILE............................................7

CHAPTER 2: INDUSTRY ANALYSIS....................................................................................21

CHAPTER 3: TARGET ACHIEVEMENTS (Self Appraisal)..................................................34

CHAPTER 4: LEARNING OUTCOMES.................................................................................49

CHAPTER 5: CONCLUSION AND SUGGESTIONS.............................................................58

Bibliography..............................................................................................................................60

PLAGIARISM Report

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 Table of Figures

FIGURE 1: YUBI LOGO...................................................................................................................................................................................... 8

FIGURE 2: TWO-SIDED MARKETPLACSE FOR INVESTORS AND BORROWERS................................................................................................. 12
FIGURE 3: A COMPREHENSIVE SUITE OF DEBT PRODUCTS ADDRESSING THE EVOLVING DEBT NEEDS OF ANY ENTERPRISE.......................13
FIGURE 4: GENERAL REPORTING STRUCTURE................................................................................................................................................ 16
FIGURE 5: CUSTOMER SUCCESS TEAM’S REPORTING STRUCTURE................................................................................................................ 17

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CHAPTER 1: DETAILED INTRODUCTION TO JOB PROFILE

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 Induction And Orientation

Figure 1: YUBI logo

1. Induction Day 1

1) Fun Activity for interns.

2) Overview of YUBI (formerly CredAvenue).

 YUBI (formerly CredAvenue) is a Fintech Unicorn. It provides a two-sided
digital debt-marketplace for Investors and Corporate Borrowers. They offer 6
different products and have 750+ investors on the platform. Facilitated
17billion+ debt till date.

3) Session with Talent Acquisition Leader.

 We had a session with TA leader Mr. Niket Gupta and their team Rama,
Rishita Vora and Kamal. They explained about the structure and culture of
YUBI.

4) Laptop Configuration and IT Session.

 Mr. Arun from IT Team helped us in configuring a laptop and setup all
required details on laptop.

5) Session with Employer Branding and DEI Leader.

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  Had a session with Archana and Tanya from people’s team, they gave some
insights of what they do as a team.

6) Session with Chief Business Officer – YUBI Loans.

 Mr. Aniket Deshpande is Co-Founder of YUBI and CBO of loans. He gave a
brief intro about his particular loans team.

7) Session with Chief Human Resource Officer.

 Had a session with Mr. Abhishek Mehrotra.

2. Induction Day 2

1) Session with Chief Business Officer Co-Lending.

 Co-lending is one of the product where two parties come together to provide
loan to a borrower.

2) Fun Activity for interns.

3) Connect with the Product Management Team.

 Had a session with Product Management Team. They take care of all the
products interface how it will look what changes needs to be done and when.

4) Connect with the marketing Team.

5) Session with Facility and Admin Team.

 Connected with Mr. Bala Subramanium who is from Admin team. He talked
about his team as all the arrangements for travelling, stay and food is done by
Admin team.

6) Session on Culture and Core Values.

 Had a session on basic core values in general and in corporate and about the
work ethics which need to followed everywhere.

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 7) Lunch with Gaurav Kumar CEO.
 We had a Lunch with Mr Gaurav. He took a small introduction of all the
interns and explained how he started his carrier.

8) Session with Chief Data Science Officer.

 Had a session with Ms. Mathangi. She explained what basically their team
does as they are responsible for all the clients data.

3. Induction Day 3

1) Session with Chief Business Officer (Devarsh).

2) Connect with the respective teams.

 Interns are divided into four teams:
 a) Customer Success Team. (works for retention of custtomers and revenue
generation.)
 b) Loans GTM1 team.( works for one product which Loans Against property.
It includes all entities having annual revenue less than 150Cr.)
 c) Pools Team. (Works in different areas such as – Implementaion Team,
Solutions Team and Account Management Team.)
 d) Unification team.(Work in different areas such as Data Mapping.)

3) Session with respective team.

 My Team is Customer Success Team.

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4. Training Session (1.5 months)

1) Introduction to YUBI (formerly CredAvenue)

YUBI started it’s journey in the year 2020. Vivriti Capital Private Limited(VCPL) is a
parent company of YUBI. YUBI acquired two companies till the date. One is
Corporsitory and Spocto.

YUBI is opening up the flow of finance to deepen debt markets.

Who are we?

We’re the world’s first possibility platform, powering thediscovery, execution and
fulfilment of credit.

What do we do?
We’re building a tech infrastructure that enables seamless flow offinance to give
enterprises access to credit that funds growth.

Why do we do it?
We believe that access to finance is a fundamental right, for the realization
ofopportunity and the transformation of society.

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Figure 2: Two-sided marketplacse for investors and borrowers

Founded in 2020, 'CredAvenue' now known as 'Yubi' is one of the leading debt marketplaces
in India today. The company was founded by Gaurav Kumar and Vineet Sukumar in
Chennai.

Initially, the company was named CredAvenue and was designed as a credit infrastructure
component that serves as a one-stop shop for all debt market players in India, as well as the
first port of contact for overseas investors. It provides a comprehensive platform for
investors, which will allow them to discover, analyze, and execute deals in a timely manner.
Furthermore, the company offers smooth online execution of all debt instrument transactions
and delivers real-time alerts on different transaction stages that are actionable.

CredAvenue changed its name to 'Yubi' in June 2022 with a new vision to hold the long-term
goal of being omnipresent in the loan ecosystem. Its goal is to heighten the debt market in
India and release the true potential of enterprises that had inadequate access to capital.
CredAvenue was formed to deal with different types of capital requirements like bonds, co-

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lending, loans, etc. But now, with the new formation 'Yubi' aims to grow and capture the
global debt marketplace by becoming the one-stop solution for its customers.

5. YUBI offers 5 verticles of

product.

Figure 3: A comprehensive suite of debt products addressing the evolving debt needs of any enterprise

Yubi Loan : Business Loan Interest Rate | MSME loans | Corporate loans | Enterprise
loans | Business Loans Against Property | Business Loan | Loan Against Property
Interest Rate | Business Loan EMI Calculator | Business Loan Eligibility | Collateral
Free Loan | Working Capital Loan | Term Loan | Working Capital Demand Loan |
Types of Working Capital Loan | Startup Business Loan | Loan Against Property
Documents Required | Types of business Loans | Loan Against Securities | Short
Term Loan | Working Capital Loan Eligibility | Medical Equipment Loan | Loans for
Restaurants | Small Business Loans | Unsecured Business Loans | Collateral for
Business Loans | Warehouse Loan | Business Expansion Loans | Franchise Finance |
Mudra Loans

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Yubi Flow : Vendor financing solutions | Supply chain finance solutions | Bill
discounting solutions | Purchase order financing | Vendor factoring solutions |
Dynamic discounting solutions | Anchor financing solutions | Invoice Discounting |
Receivable Financing | Early Payment Discount | Invoice Financing | Invoice
FactoringYubi Invest : Sovereign Gold Bond | How to Invest in Bonds | Debentures
platform | Bonds | Commercial papers | Tax free bonds | Perpetual bonds | Fixed
income bonds | Government Bonds | Bond Price Calculator | Redemption of
Debentures | Deep Discount Bonds | Types of Debentures | Non Convertible
Debentures | Corporate Bonds | Municipal Bonds.

Yubi Co.Lend : Co Lending Model | Co origination of loans | Co financing solutions |

Co lending

Yubi Pool : | Securitisation | Pass through certificates | Mortgage Backed Security |

Priority Sector Lending

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 Job Description

 Work closely with clients (predominantly NBFC / Bank / Fintech), understand

their business requirements and drive it towards deriving solution and deliver
as per committed timelines.

 Prepare Business Requirement Document, Functional Specification, Process

Flow diagram, Statement of Work, etc. as required for the project.

 Understand requirements from clients & convey it to engg. teams via User
Stories.

 Collaborate in planning, design, development, and deployment of

enhancements to new / existing clients.

 Work closely with business team, product team and delivery team to deliver
customer requirements.

 Track development progress and report to the stakeholders.

 Monitor Progress on deliverables and Follows-up as required.

 Participate in UAT, identify additional requirements, clarify UAT queries to

clients.

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 Reporting Structure

Reporting structure of every department is different in YUBI.

1. General reporting structure

Figure 4: General reporting structure

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2. Customer Success Team’s Reporting Structure

Figure 5: Customer Success team’s reporting structure

 In Customer Success teams is very simple. We interns need to report to our Team
Leader, TL will report to Manager and Manger will report CBO.
 Full time employees of Customer Success Department directly report to Manager.
 Interns have a freedom to directly interact with Manager.
 Manager take one-on-one session to give feedback to all employees and interns as
well.
 Reporting structure in YUBI is very flexible, if in case an employee wants to
communicate with VP or Manager, he/she can communicate directly to them.
 Reporting structure of Customer Success team changed recently in the month of Feb
which is shown in above diagram.
 Earlier there was no TL and no CBO, we had a VP and manager who reports to CEO.
 Employees were reporting directly to manager.
 Interns had a reporting manager

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 Key Performance Areas

 Activate dormant accounts

Clients who are registered on our platform and have never transacted and become
dormant we need to activate all those dormant accounts.

 Retention of Customers
By activating dormant accounts we focus on the retention of maximum customers for
long-term.

 Gap Building
Customer Success Team is a new team which is only 8-9 months old team. This team
works to build the gap between the clients and the company. As sometimes client
create a deal on the platform and after that there is no one to bother for the closure of
deal if there is some issue. At that time we communicate with clients and assure them
that there is a one particular team who is there to help them throughout the process so
that there should not be any gap between both the parties.

 Revenue Generation
The main aim of our team focus on the revenue generation for YUBI. As we first
activate the dormant accounts, we build the gap between both the parties and we make
sure that the transaction happens successfully. Because YUBI charges some
percentage of success fee on completion of every successful transaction based on
Client’s revenue. EBITDA,
PAT Networth, Rating and their quantum.

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 Daily Activities and Key Responsibilities

1. Call the clients

Before calling the clients there are basic criteria which we need to follow:

 We use one software called hubspot where all call details are logged, there we
need to check and find out the CFO’s contact details.

 Need to check corporsitory where all the latest financials are available. We need
check revenue which should be more than 150Cr. , EBITDA, PAT and Networth
should be positive, ratings also we need to check as the entity is AA, BBB, BB
and so on.
 Next we need to check google news about that entity as what type business they
are in and how they operate their business or is there any business expansion plans
for them.
 After checking all the details we call the client.

2. Pitch the Product

 We not only work only for single products but all the products of YUBI except
YUBI Pools and YUBI Co-Lending as Customer success work for EF (Enterprise
Finance) entities only and other two products are FS (Financial Sector) Products.
 We pitch the product according their business type as if an entity is of
manufacturing the we used to pitch YUBI Flow (Supply Chain Finance), if entity
is in export business or want Capex we can pitch different loans product, if a
company is of Infra or real estate we pitch new product launch by YUBI that is
YUBI Build and if an entity is cash rich we pitch them to invest in bonds.
 As our team’s reporting structure has been changed so now we are a Customer
Success Team for loans only and now we will pitch loan only.

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3. Demo of the platform through google meet or in-person meet (as per client
availability)

 After pitching the product if the client shows interest for any product or to know
more about YUBI platform we set up a demo meeting with them.

 Demo meeting mostly are through google meet which we only do with clients
where we give the platform overview to the clients and try understand more about
their business and financial requirements. If the meeting is in-person then there is
a specific team who is there who go for in-person meeting.

4. Deal Creation

 After giving them overview we need to see what are their requirements.
According to their requirement we ask the client to create deal where we need to
tell them what all are the details they need to fill while deal creation.
 Once the deal is creation next we need to check regularly if there is an EOI
(Express of Interest) from any interest and if there is any EOI we need to inform
the client and do further process of Term sheet, sanction letter and all the
documentation.

5. Connect with the RM’s in case deal already exists on the platform.

 Sometimes we come across some entities whose deals are there but there is no
transaction or the deal is closed in that case we need to check who is the deal
owner who is engaged with client.
 We then connect with RM’s (Relationship Manager) of that particular product for
which the deal is created and we need to take updates till the deal is not closed.
 Once the deal is closed we just need to mention the success fee charged by us
from the client.

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CHAPTER 2: INDUSTRY ANALYSIS

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 Competitor Analysis

CredAvenue is now Yubi. We started off with one mission – deepening the Indian debt
markets and today, we are well on our way. Yubi, is derived from the word ‘ubiquitous’,
meaning omnipresent. The new name gives our entity a new and powerful brand entity but
our DNA remains the same. We have always believed that access to prudent capital should be
a right, not a privilege. And we still believe in working towards Innovation in technology,
customer centricity and humility. We are committed to #MakeGreatHappen.

The world that we inhabit today is uncertain. We see the changes and the challenges
revealing themselves to us, and I know we will have to power through it. But even in these
times, what keeps India Inc motivated is Impact.

I have always believed that every company – no matter its size, scale, industry – can and will
make an impact in some way or the other. But, there are only a handful that get the
opportunity to make an impact on a whole nation and society.

Our Journey

We started our journey as CredAvenue in 2020 with 8 employees and a simple goal – to
deepen debt markets and truly unlock the potential of Indian enterprises. But over the last 18
months, as we built and grew, we learnt that the impact we could make was much larger than
we had anticipated. As an untouched space in financial markets, we held the power to be a
transformative platform and contribute to a much greater purpose.

Even more remarkable was the overwhelming customer love we were showered with, the
faith they showed in us. Depicted in our ever-high NPS, it is our partners and customers who
pushed us to aim higher, do better, and think bigger.

Thus, it is with great delight that I share with you today that CredAvenue is now Yubi.

Yubi, derived from the word ‘ubiquitous’, stands for the fundamental principle of being
invisible, transformative, and pervasive. Our customer stories have shown us the power of

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finance in unlocking true human potential and we are here to deliver that seamlessly, so you
can grow.

This change will bring in a lot of disruption and newness for everyone involved with us. Here
are a few changes that you might see with Yubi:

 We have a new name and a new face – a more vibrant, inclusive, and powerful brand
identity.
 As do our products – with a clearer vision on how to help you Go Get Great.
 We have a new web address: you can find us at www.go-yubi.com
 When you land at www.credavenue.com, you will automatically be redirected
to www.go-yubi.com
 Our LinkedIn address is changing too. Follow us here.

As we change and you see a new side with Yubi, our core DNA remains the same. In
addition, we are now more committed than ever to help you go get great. We have always
believed that access to prudent capital should be a right, not a privilege. Thus, the three
pillars of our existence shall always hold true, at all times:

1. Innovation
2. Customer Centricity
3. Humility

As I hand over Yubi to you all, everyone at our organization is filled with hope and
excitement to go bigger and better in delivering on our promise. We believe in your goals and
we’re committed to help you to #MakeGreatHappen.

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YUBI’s Competitor

Creditas Solutions

Creditas Solutions is a fintech organization that uses machine learning and technology to help
financial institutions find better ways to reach and interact with their customers. Its solutions
empower creditors to engage customers online and assist them toward a wide spectrum of
transactions. These transactions enable creditors to optimize a variety of outcomes such as
customer acquisition, cross-sell, delinquency detection, financial literacy, and debt recovery.

CreditasSolutions's Products & Differentiators

Ethera

World's first and only SaaS based neo collections platform that collects for lenders across
delinquencies (from early-stage collections to late-stage Recoveries) and across products
(Credit cards, personal loans, auto loans, etc). Ethera augments the banks exisiting collection
capability through a fully digital collection platform that engages the customer through
empathetic and contextual content to improve their credit standing and also affect collections
for the lender.

KredX

Founded in 2015, KredX was started with the single mission of solving working capital
challenges for businesses by utilising an asset lying idle in its balance sheet in the name of
accounts receivable. Accounts receivable, once appropriately harnessed, has the potential to
solve working capital issues, thereby accelerating growth. It was this that laid the foundation
of KredX. The KredX suite of products gradually evolved from an Invoice Discounting
Platform catering to Working Capital requirements to solving bigger problems like early
payments for corporate treasuries in the form of Early Payments Technology and Growth
Capital solutions while fostering a thriving community of partners. Today, KredX is India’s
leading integrated cash flow solutions provider helping enterprises & suppliers through
innovative offerings while providing investors with an opportunity to earn high returns at low
risk through an alternative short-term instrument. The KredX Product Suite Working Capital
Solution – Enabling businesses to achieve working capital within a short period while
providing investors with an opportunity to earn lucrative returns. Growth Capital Solution –

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KredX’s growth capital solutions help businesses tackle challenges by providing upfront
funds for growth and expansion. Early Payments Technology – A cloud-based technology
solution for corporates to deploy early payments to their suppliers at a discount.

Being India’s largest Supply Chain Finance platform, we understand keeping a business
going is challenging. It's hard to manage payables and receivables, raise enough capital for
sustenance, get timely payments, arrange instant loans, and speed up capital growth. So we
provide customised solutions to help all businesses, whether small or large, tackle financial
challenges with confidence.

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 Product/Services Analysis

YUBI offers a wide range of products. There are total of 6 products offered by YUBI which
are explained below:-

1) YUBI Loans
2) YUBI Pools
3) YUBI Build
4) YUBI Co.lend
5) YUBI Invest
6) YUBI Flow

1. YUBI Loans

We help businesses get quick access to funds at competitive rates byconnecting them with
India’s top lenders on one platform. Make corporate lending easy through a one-stop
solution. A fully integrated platform that meets all debt requirements.

 Make smarter, faster decisions

 Point-to-point onboarding
 Hassle-free loan disbursement
 Superior customer experience
 12 loan products

Yubi Analytics
Close deals 5x faster than market with full transparency using the advanced decision
making suites YubiAnalytics and YubiAutomate.

Yubi Match
Get discovered by 750+ lenders and 3000+ enterprisesacross the rating spectrum with
YubiMatch – or proprietary AI/ML engine.

Yubi Automate
Integrated solutioning for different stages of the lifecycle of the client and access to
diverse debt instruments with a single click.
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 Yubi Monitor
Monitor your assets portfolio like a hawk and maintain high asset quality with 100s of
data points segmented into automated custom reports with custom alerts and early
warning signals with YubiMonitor

2. YUBI Pools

Securitisation Simplified
With over ₹75,000 crore of Direct Assignment and Pass Through Certificates volume
discovered, executed & monitored, Yubi Pools brings unparalleled efficiencies & data-
driven approach to ABS deal making.

 450+ Transactions
 INR 27000+ Cr GTV Enabled
 75000+ Cr Portfolio Monitoring

A Fully-integratedSecuritisation Solution
With our technology-first approach, banks and NBFCs can discover a wide array of
lending partners and disburse joint loans to the borrowers with just a few clicks.

Best-in-class Information Security

Our end-to-end approach to information security and control includes tools that empower
you to achieve compliance and security infrastructure that keeps your data safe.

Completely Self-Serve
Reduce/eliminate dependencies and manual efforts from all stages of securitisation. Get
going on your own and have full control over the securitisation process.

Compliance-ready
Get 100% Compliance-ready according to RBI Master directions 2021 for securitization
of standard assets.

Automated Reports
Get better visibility on the performance of your securitisation transactions with
customizable and automated reports delivered straight to your inbox.

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3. YUBI Build

Real Estate andInfrastructure Financing,Simplified!

Yubi Build connects borrowers from the real estate and infrastructure sector with multiple
lenders on a single platform to get credit.

Connect with 100+ Lenders

Match with a lender that suits your business needs and aligns with your goals.

Reduce your TAT

Finish the process of signing up, discovery and analysis swiftly.

Data Security
Keeping your company’s data safe is our priority and our end-to-end information security
tool ensures that.

4. YUBI Co.Lend

India’s largestco-lending marketplace

Trusted by the lending ecosystem, we enable lenders to discover, go-live and collaborate
with multiple partners and disburse joint loans to the Priority Sector.

Co-lending Powered by Innovative Technology

Our end-to-end co-lending ecosystem offers discovery, operations, & monitoring modules
to help you extend credit to MSMEs in a simple and secure manner.

Enhanced discovery
Choose among 500+ lenders and 240+ clients to bag the best deal.

One-time integration
With one-time API integration, go live with multiple partners quickly and get access to
different debt products with product-led interoperability.

Powerful reporting
Complete portfolio management and monitoring solutions across entities.

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5. YUBI Invest

India’s LeadingFixed Income Platform

More than INR 13,000 Cr worth of transactions facilitated for Individual and Institutional
Investors with the power of new age technology.

Best selling products under YUBI Invest

 Market Linked Debentures

 Non-Convertible Debentures
 Commercial Paper
 Tax-Free/Perpetual Bonds

6. YUBI Flow

India’s Largestnon-TReDSSupply Chain Finance Platform

We connect anchors with investors on a fully integrated & easy-to-use platform, to
finance their supply chain and strengthen their channel partner ecosystem.

Anchor based vendor finance solution

Sales Invoice discounting/ Sales bill discounting
Purchase Order Finance

Anchor based dealer finance solution

Purchase invoice discounting/ purchase bill discounting
Purchase order finance.

Supply Chain Co-Lending

Low-cost way of financing a diversified trade receivable portfolio through capital
markets.

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 Industry/Market Analysis

CredAvenuewas founded with the view that debt markets presented a significant opportunity
to be expanded at scale by leveraging technology, similar to the opportunity that the Indian
equity markets presented nearly 25 years ago. The company has achieved a significant
milestone of enabling Rs 55,000 crore of debt deals. The platform also offers debt market
participants a comprehensive set of products and solutions that facilitate transactions across a
wide variety of products and solutions in this segment.

CredAvenue aims to deepen debt markets in India and other parts of the world by building a
robust infrastructure. India’s debt markets are still in the early stages as compared to
developed countries. For example, less than 10 percent loans get securitised in India
compared to more than 30 percent in the USA. The reasons it has not taken off in India is the
lack of underlying infrastructure, lack of transparency, and inefficient price discovery. There
is also the fact that a lot of discovery is still happening one-on-one.

The issue is even more persistent the moment you look beyond the top rated corporates - for
such entities access to debt markets is way more difficult as compared to their counterparts in
developed and other emerging economies. Through CredAvenue, we are trying to address
each of the above problems so as to make debt markets more efficient and inclusive. That is
the vision with which we have built CredAvenue. We think of it as not just another debt
platform but a piece of credit infrastructure - in essence the impact and value proposition is
way more significant and far reaching.

The two fundamental features of CredAvenue are a multi-platform/products approach and a

life cycle engagement approach in your debt journey.

CredAvenue is solving the challenges of India’s debt market and helping people be a
part of the market with more volumes

As consumers, we go to banks for various loans. Loan evaluation involves a lot of

documentation process, which differs from bank to bank. Also, there is no single marketplace
where a customer can securely share these documents and get multiple loan offers. We have
to deal with each bank one by one. That’s one of the reasons we end up talking to only a few
banks to finalise a loan. This limits our ability to get best deals. If there was a standard

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process and a common marketplace where we could place our loan ask, we could have got
loan offers from large number of banks/financial institutions and got best deal without much
hassle. If you take the same scenario to corporate borrowings, it becomes a lot more complex
because assessing the credit of an individual is far easier. With CredAvenue, we are building
tools where we are able to represent borrowers profiles and their businesses in a standard way
on the platform. We also bring it to large and diverse set of investors/lenders. Not every
lender or debt investor is the same. They all have preferences, rules, specific criteria and so
on. The platform uses advanced analytics and proprietary model to arrive at the optimal order
match thereby ensuring that for parties on both sides there is a risk-reward and requirement
match.

Our bond platform, Plutus, for instance, is enabling a large number of retail investors access
such debt opportunity. This at an aggregate level means that we are deepening investor
participation in debt markets. The second problem is that today most processes are
transactional in nature. Borrowers only wake up when they need money and many a times
they are not even aware of the possibilities. This is problematic because overall debt raise is a
time consuming process, and when you are in rush you can’t get best deals.

We have taken the entire life stage approach - which means that as a borrower, CredAvenue
is your life long partner when it comes to debt. We engage with borrowers early on even
before they have specific debt asks. Once they come on to the platform, we understand their
wholistic profile and help them discover the gaps in their portfolio and recommend relevant
product offerings to take care of their debt requirements as they evolve. We also connect
them early to relevant investors so that the process can start early. We are trying to build a
relationship between the borrowers and the investor so it goes beyond single transaction.

The third problem is that there are many solutions in the market now that are point solutions.
Our approach has been to offer the entire range of debt products - both conventional and
innovative ones through a single solution. We have specialised sub-platforms for loans,
securitisation, bonds supply chain, and co-lending.

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 Customer Analysis

CredAvenue takes care of the end-to-end debt journey - discovery-investment- fulfilment.

Lenders or debt investors are constantly looking for the right borrowers to work with. With
large number of borrowers and their debt requirements on our marketplace, we help investors
discover relevant investment opportunities.

Once the investor expresses interest in a given opportunity and the borrower accepts it, we
facilitate whole negotiation and decision making process on the platform. This is achieved via
automating overall data/document collection, verification, and analysis. Investors are able to
see standardised client investment report on platform and ask for more data as and when
required. They are also presented with a lot of insights, market intelligence, and tools. For
example, we provide various rating simulations and loss estimation models, which help in
decision making.

Post disbursement, we help investors to monitor the performance of the portfolio,

repayments, and collections on the platform. This is again aided with our strong data
engineering and data science capabilities. Investors are presented with comprehensive set of
reports and alerts. For example, we provide early warning signals about any potential issues
with portfolio. In short, we help lenders throughout the journey till every single penny is paid
off.

Interoperability between various platforms and how does this benefit an investor or
lender
Lender perspective

Most big lenders such as banks and NBFCs deal with a wide range of debt solutions. They
have to work with different systems and platforms for each of these. That is the challenge.

We have taken the approach of deep integration, which essentially means that if say a bank
does a one-time integration with CredAvenue, it can seamlessly navigate through multiple sub-
platforms such that this becomes your single portal for multiple debt products. Through a one-
time deep integration exercise, a bank can go live with multiple corporate borrowers (and

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vice versa) across products. So, if you are live on our co-lending platform, should you want
to get onboard our supply chain platform, it would involve minimal TAT.

CredAvenue’s platform is a lot more secure

The banking-financial industry is highly regulated and everything is under the RBI’s
purview. So there is quite a bit of regularity and compliance requirement. Of course, we
comply with these, have gone through industry’s leading certifications, and try to bring on
board global best practices. We also have a strong data governance programme and are
complying to provisions of personal data protection bill in the Parliament.

The direction we are taking is to deepen debt market and build it in terms of supply and
demand. So, we are going to integrate with more banks and lenders, make it easier for them
to integrate to the platform - almost a plug and play integration tool kit approach.

Borrowers side

We see challenges when it comes to the sharing of data. We are investing a lot to help get
some of the data from public sources and directly from customer systems. We are also
looking to bring a lot more engagement modules for borrowers and investors such that it
becomes their daily, one-stop log in portal.

Last year, we doubled up our technology team and continue to expand at this pace in the
coming year crossing the 400 mark. Another interesting development has been the inbound
interest we see from overseas markets for the product. Given the universal application, this is
not surprising, and we will take this up eventually.

A one-point solution for the corporate means we represent your need when you come on
the platform. And we help you choose the right instrument and connect you to large
number of investors for the best outcome.

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CHAPTER 3: TARGET ACHIEVEMENTS (Self Appraisal)

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 Self Evaluation on KRAs

Activate Dormant Client on the Platform

 I was able to activate 10 dormant clients on the platform.

 All the clients went dormant because of many reasons, such as time gap,
communication gap, because of rate of interest etc.
 We get the training from our reporting manager on how to talk with CFO and
CEO to pitch our products.
 We are required to connect with CFO/CEO of the companies to help them know
about our corporate debt platform and how it will benefit their company.
 We were able to learn how to pitch our products to the clients.
 Our whole team including manager helped us with our pitch.
 After the pitch training manager evaluated our pitch before we started the actual
calling.
 After the pitch finalization the next step was demo.
 We got training to conduct virtual demo with client through google meet.
 We gave demo internally first after that manager took our demo test then we
started giving demo to the clients.
 We started with 3 calls a day and we were able to convert the positive
conversation with the clients, we were able engage clients and were able to pitch
our products to them.
 After that calling number increased day by day based on our performance and
then we started giving demo to the clients where we used to have one of our team
member in case of any help.
 Before calling a client we are suppose to do company analysis with the help of
corpository (a company acquired by YUBI) to see their financials and to know
about that company.
 Our manager is quite satisfied with our work and he also motivated us to do better
and helped by identifying our weak areas.

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Retention of Customers

 The next thing we need to focus on was retention of customers.

 We used to pitch our product to them and then we are required to give demo to
them.
 In that demo our main focus was to retain our dormant client.
 In demo we are required to explained our platform to them and we need to
understand their business first so that we can suggest them better products based
on their business type/nature.
 To retain the client we suggest them the products which suits their business. For
eg:- if it’s a manufacturing we can pitch them Purchase and Sales Bill Discounting
followed by other products as well like Working Capital, Cash Credit, Overdraft
etc.
 After that we help the client to create deal for the same if they have some
requirement on that demo so that we can find lenders for them as soon as possible.
 After deal creation we pass the deal and entity to the particular RM of that specific
product to take that deal forward for the disbursement and we track that deal till
disbursement.
 I was able to give demo to more than 5 clients in a span of one month and was
able create two deals for a company worth total of 60cr.

Gap Building

 I was able to build the gap between client and our company as I was able to
engage clients on the conversation.
 The main thing we need to do to build gap is to build repo with the client by
explaining them that they are already registered on our platform and to know if
they are facing any issue in logging in to our platform.
 Help them to reset their password if they are facing any log in issue for our
platform.

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  I helped many companies by helping them accessing our platform with
coordinating with the tech team to rectify any internal issue.
 I build repo with many companies including Wow Momos Private Limited,
Swelect Energy and so on.
 After the training I improved my pitch and was able to deliver whatever required
from us in respect to our company’s product.
 It was very difficult initially to build repo with the client or to talk with them as
we were required to reach out directly to CFO and CEO and we need to be very
professional while talking to them.
 I was able to perform really well from initially.
 After making 2-3 calls I got to know how talk with CFOs of big companies.
 I learnt about pitch, tone, and language we should use while talking to a specific
clients.
 It is very important for us to identify the type of client while talking to them on a
call as to know which pitch we should use whether to talk in Hindi or in English.
 I learnt about situation handling by talking with CFOs of big companies.
 It is very important as to how we react in a particular situation while we are on a
call with a CFO or a Finance controller.
 In some situation we got very rude clients but we need to be very calm with the
client as we need to build repo with the client, we cannot be rude to them.

Revenue Generation

 We are also required to generate revenue from the dormant clients.

 As we follow a very different revenue model that is success based fee model.
 It means whenever a client create deal we will not charge him anything if we are
able to do disbursement for the same at that time we charge our fee which depends
on various factors.
 At every successful transaction we generate revenue.
 Earlier we didn’t had any revenue target for our team but now as my team has
been changed in April we also have some revenue target which we are working
upon.

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 So now we need to reach out to fresh clients who are not onboarded plus those
also who are onboarded.
 We are required to reach out to all those clients and set up a meeting with them,
need to explain them our product, onboard them on our platform and then deal
creation.
 After entering into a new team in April I have scheduled total of 11 meetings with
different clients.
 I completed total 4 meetings out of which I onboard one entity and help them in
deal creation and the other one was already our existing client for them I help
them in deal creation.
 Total 200 cr. Worth of deal created by both the entities and other will create deal
in May.
 I was also able to reach out to CFO of Adani Groupand also able to set up a
virtual meeting and explained him our company’s platform he will also create deal
in the month of May.
 At the time of disbursement of all this deals we will generate revenue from all
these deals.

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 Problems and Challenges Faced

Unable to understand YUBI’s products initially

 I face a lot of problem initially when I was undergoing a training period of 1.5
months.
 In that training period we came across different teams who used to explain
different products which we have on our platform.
 All the products were new to me as I never heard them before excluding loans.
 In our team we need to have a knowledge of all the 6 products which are :- YUBI
Loans, YUBI Pools, YUBI Flow, YUBI Co.Lend, YUBI Bonds and YUBI
Invest.
 Loans is the bigger and most used product as under loans we have 16 products.
 After training of all the products we went through a short evaluation for the same
with our reporting manager before starting our work.

How YUBI’s Business Model Works

 I didn’t knew as what is the business model of YUBI.

 We also get session with our seniors to understand our business model as before
starting our work we must know what are we doing and why we are doing and
how we make revenue from this particular business.
 It was very difficult to understand what is success based fee and how it is
calculated as they told us that we charge 50 basis point to 200 basis points on the
whole quantum from the customer and we don’t charge anything from investors
side.
 It was a very big challenge to understand the business model as we follow a
hierarchy to achieve revenue target and fee depends on various factors which we
get to know during our training period.

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What is FS and EF Clients

 During the training we get to know that we mainly focus on two sectors of the
market that is one FS and EF clients and both the terms were very new at that time
for us.
 FS means Financial Sector and EF means Enterprise Finance.
 Then we need stuck as to how we will find which company is a EF client and
which is FS client.
 There are so many factors which makes difference between both the sectors.
 All those factors were very confusing for us.

Which product needs to be pitch to which sector

 All the products are very different from each other.

 It was very difficult for me to know which product is suitable for which sector of
the company.
 We are not supposed to pitch all the products to all the companies.
 There are specific products which are need to be pitched to different sectors of the
market.
 It was very important for us to know that differentiation.
 And keep all the factors in mind while deciding the best product for a particular
company was a very challenging task.

How to do company analysis

 Before calling to any company we are required to do company analysis.

 We use corpository (a company which is acquired by YUBI) where we can find
all the information about a particular company to do a company analysis.
 We get training for doing a company analysis also as to what factors we should
keep in mind while doing a company analysis.

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  There are so many factors such as rating of a company, rating agency, rating
rationale, financials, litigations, defaults etc.
 It took a lot of time for me to understand the sequence of a company analysis.

How to connect internally with different teams

 It was a very different challenge for me as due to our work we need to

communicate internally with different teams.
 As we have different teams for all the six products and we also a different team
who focus only on investor side.
 We were not aligned with a particular team so we used to pitch all the products
and for different products if the client is interested we need to connect them with
that particular product team.
 And we didn’t knew how we should communicate with, whether it should be
through e-mail, or face to face interaction or through common communication
channel which is slack.

Got a new project in a span of one month only

 Our team got a new project in January which we were required to complete in 1.5
months.
 For us as we are an intern it was very new as we started our proper work in
December only and in January we got this new project.
 That new project required all new pitch and all new strategies need to be made as
a team.
 It was very challenging for us as we just understood everything in detail as to
what are we doing why we are doing and how can we do that better and suddenly
we got new project.
 That new project was very important for us as they have a high expectations from
interns.
 We were very stressed as how we will work on new project without any training.

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Team change in the span of 5 months

 After the completion of new project we got to know that we will get into a new
team from April onwards as a start of new FY.
 That was the most challenging thing in the organization for us as we were not
ready for a team new manager.
 It was not informed earlier to us as a official mail that we will be getting into a
new team.
 It was communicated by our manager in the month of March as there were many
changes and restructuring going on he said that our whole team will be merged
with another team and we will work under new manager.
 As a intern we were very much comfortable with our existing teams in terms of
learning, interns of work culture and so many other factors.
 But it was a HR decision that we should get into a new team for our individual
growth purpose and to explore new opportunities in new team.

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 Providing Solutions To Problems Worked Upon

Took help from our internal team members to understand about all the products

 I took help from different team member to understand all the products in detail.
 All of them knew the products in detail they provided me the detail insight about
all the products and helped me to know their use.

 I did google research for all the products, made notes for the same to remember
them all and to revise them.

 Asked them multiple doubts during training so as to have no misunderstanding

about any product.

 Explained each product to my reporting manager to know that whether I have

understood all the products in the right manner or not.

After working upon different deals got to know business model in detail

 After started reaching out to clients and after started giving demo I get to know
more about YUBI’s business model.

 I used to maintain one google sheet where I need to track the live deals which is
going on.

 While working upon those deals I exactly got to know how this business model
works and how we charge our fee from different clients for different products.

 I also created one deal where I mentioned our fees after seeing all the factors that
of the company which helped me to understand YUBI’s business model.

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After starting the customer reach out I understood the difference between FS and
EF clients

 When we started our reach out to customers before that manager provided us the
list of EF clients as our department closely works for EF clients only and not the
FS clients.
 We also got know that FS includes all those clients/ companies who are engaged
in NBFC, Banking or Insurance other than that all other companies comes under
EF which excludes construction companies also which comes under the RE-Infra.
 We were able to make difference between FS and EF clients.

Observed our seniors for a better pitch

 I started observing our seniors during their calls during our training period to
know the better pitch and also to know that which products needs to be pitch to
which sector.
 I made a list of products which needs to be pitch for manufacturing companies,
pharmaceutical companies, Jwellery companies etc. so that during the call I will
know which product I need to pitch to them.
 For a manufacturing companies we mostly pitch Supply Chain Finance or
Purchase and Sales Bill Discounting followed by other products as well.
 If a company is looking to set-up a new plant we can pitch them for Capex – Term
Loan.
 After calling some companies and talking with the CFO I got to know how and
when we should pitch them for our products.
 Some CFO also share their business process which also helped me know more
about their business and in improving my pitch.

Did company analysis for 10-15 companies as practice during our training period

 I did company analysis for different companies to know more about analytical
factors.

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  We need to check their rating, their Revenue, their EBITDA Margin, NCLT cases
if there are any and rating rationale where we can find about the company which
help to know more about what company do or operates.
 I also get know that there many companies who have their subsidiary which might
operates with a low revenue margin but that is also a potential client.
 RE-Infra companies also have less revenue as they work on a particular project for
a long duration.

Initially started talking to different teams around us

 I started talking to different teams which sits around us so as to know about their
work also which helped me to know more about YUBI.
 After starting our work after the training period I started communicated with loans
team, supply chain finance team.
 It helped me a lot to know as to how we should talk with different people in
corporate.

Discussed internally with our team for the new project

 As our team get new project we all we all were very scared initially as we didn’t
had any idea how we will do/complete that project in 1.5 month.
 Our whole team get proper training for the new project in regards with the type of
company/clients, their revenue target and many other things.
 We helped each other internally and we tried different pitch altogether to complete
the project.
 We were able to complete the project in 1.5 months together.

Get training virtually and an in-person after getting into a new team

 We all get proper training from our new team with different person where we
came to know many new things.

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 We get a week virtual training regarding the new process and new team.
 We get a week training in-person with CA.
 We get our new KRAs and new revenue target with the start of new financial year.
 We get different mangers as per the different region who then trained us as per
different region.

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 Target Achievement – Knowledge Gained

I was able to reach out to the assigned entities in a specified time.

 I get different list of entities at different time intervals I was able to reach out to
all of them.
 Initially I get 3 entities to start with as a trail and I was able to covert two positive
conversation out of them.
 After that I get proper list of entities which were dormant out of I was able to
reach out to all of them I did company analysis for all of them before reaching out
to them.
 I get 5 demos/virtual meeting out of them and created two deals for a company.

I was able to maintain a track of live deals

 We are supposed to maintain a google sheet in which we are required to deal

status or track of all those deals which entities are assigned under our name.
 I maintained that sheetand I used to take weekly updates for all the deals and talk
to the clients in case of any issue faced by them.
 Some of the deals got disbursed successfully on time which then results in
revenue.

I was able to give a demo to many clients

 During that list I scheduled a couple of demos which I took alone where I was
able to explain them our platform and products with the help of a ppt.
 I also helped them with their doubts which they had regarding our fees, types of
investors we have, TAT (Turn Around Time) for a particular deal.

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I was able to scheduled many demos during the new project

 During the new project our main focus was to schedule as many meetings as we
can so that we can onboard clients on platform and help them create a successful
deal.
 I was able scheduled more than 10 meeting in just one month for different
geography region
 I also did virtual meetings with the clients.

I was able to set-up some in-person meetings after getting into new team.

 I started reaching out to clients for Gujarat region only, after getting into new
team.
 I worked upon new pitch for this particular region to get maximum meeting out of
this region and to create as many deals as possible.
 During the meeting I was able to onboard them on our platform and was able to
create deals for them.

Knowledge Gained

1) I get to learn many new financial terms.

2) I also improved my communication skills by talking with more than 350+ CFOs,
CEOs, Directors, MDs, Finance Controller.
3) Learned how to handle different situation during call and in the office as well.
4) Learned many new things about Banks and NBFC.

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CHAPTER 4: LEARNING OUTCOMES

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 Analysing Weak Areas of Performance and Strong Areas of Performance

Weak areas of Performance

1) Unable to understand technical issue

 There are so many technical issues which arise while we use the live platform.
 We use live platform to check the live deals on the platform for different products
such as live deals for Loans, Supply Chain Finance, Bonds etc.
 While checking those deals there some issues which arise at times which I am not
able to get as why those issue arise and how should I solve them or whom should I
contact for help.
 There are some technical issues related to a particular product also which I am not
aware of.
 I am working on all those issues which I should know and I can work on it to save
time.

2) Sometimes unable to answer client query

 Sometimes while giving product and platform demo client asks different questions
which I am unable to answer.
 Some client had queries related to platform as how our online platform works,
how it will benefit their business and why should they use our platform instead of
their existing lender.
 Some clients have queries related to products and investor as how particular
product will work and what will be the next steps how investor will express
interest on their deals and what will be the rate of interest, will it be better from
their existing lender or not, what will be the TAT (Turn Around Time).

3) Trying to understand tech-side of the platform

 I am trying to understand the tec-side of the platform as there are so many things
which we need to know as business team.
 There is one thing which data science team does is providing the list of all those
entities which are to be contacted by business team.
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  I didn’t know what filters do I need to apply for the segregation of all the entities
and how it works.
 I am learning all these things by connecting with the particular team.

4) Frequent updates on platform

 There so many updates happen of the platform very frequently which I am not
able to understand.
 Earlier when we started our work platform was different for customer but after
one month when we used to give platform overview to customers it appears to be
different so that becomes difficult for me to make the customer understand about
the same.
 There is one new update regarding the OMS (Order Management System)
 OMS is a new tool which is developed/introduced by tech team for the ease of
customer/borrowers and investors to make everything online which will save time
for everyone.
 But how exactly this will work and how we will explain this to the customer in
their benefit I am not able to understand. As a part of business teams I must know
this, so I am working on the same.

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Strong Areas of Performance

1) Able to understand different types of business

 As before entering into this organisation I just have a brief idea of different
business but I didn’t knew that how we differentiate different types of business
and how they operate.
 After getting different training session in the organization I was able to understand
that there are so many different business which exists in the market and all of
them operate differently.
 There is manufacturing business which have sets of revenue and different areas of
operations, there are jwellery business where investor is not easily ready to fund
them, then there comes IT sector which doesn’t require funds where we cannot
pitch for our products.
 I am able make differentiation in all the industry, sectors and business.

2) Able to understand all the products in details

 We have total of 6 products on our platform and I get training for all the products
in detail.
 I have all the products in detail as I know that there are total of 16 products in
loans but the most selling loan products are Term Loan, Working Capital Demand
Loan, Cash Credit, Overdraft, Purchase Bill Discounting and Sales Bill
Discounting other products are there which are specific for particular business.
 Then there comes Supply Chain Finance in which we four products which are
Invoice Financing Dealer, Invoice Financing Vendor, Purchase Order Dealer,
Purchase Order Vendor. These are the only products which are unsecured and
which can be offered to those companies who have either vendor credit period or
dealer credit period.
 Then there comes the next products bond which includes, Commercial Paper,
Market Linked Debentures, Non - Convertible Debentures.
 Then next products we have is Pools which includes two products that is Direct
Assignments and Pass Through certificate which works only for Financial
institutions such as Banks and NBFCs.

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  Then next product is Co-Lending which have three models that is, Co lending
Model 1 (CLM 1), Co Lending Model 2 (CLM 2) and Business Correspondents
Model. This also works Banks and NBFCs.
 Then the last product is Re-Infra in which the most common product is Lease
Rental Discounting, Inventory Funding, Construction Finance and Project Finance
which works for Real Estate company’s and Construction company.

3) Able to help customers to raise debt through our platform

 I help all those customers to raise debt who are unable to raise debt from outside.
 There are many corporate borrowers who are unaware of the online platform to
raise debt through. So, we are helping them by providing them best solution on
our platform and also by providing the suitable investor with less ROI.

4) Professional e-mail writing

 As I talk to CFO’s on a daily basis I need to write them regular e-mail about our
company.
 I am able to write e-mail with different templates. I made different template as per
different situation so that we can use that and easily send the e-mail.

5) Use of different CRM tools like Hubspot

 I also know how to use different CRM tools as like Hubspot.
 In YUBI I use Hubspot on a daily basis as most of things I operate on hubspot
only.
 I need to search company on hubspot, its onboarding date, how to sent e-mail
from hubspot, how to run marketing campaign etc.

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Skill sets developed and learnt

1) Understanding of different debt products and debt instruments

 The most important skill I developed after entering into this organization is the
good understanding of different types of debt products and debt instruments like,
Commercial Paper, Market Linked Debentures, Non-Convertible Debentures,
Letter of Credit, bank Gurantee etc.
 As it’s a Fintech startup I learned a lot in finance field and developed skills in the
same field.

2) How to do B2B sales

 As a Customer Success Intern my Job is to do B2B sales i.e. I need to sell
different debt products of YUBI to corporates and put forward the value
proposition of YUBI.
 B2B sales is very different than that of B2C sales. There are so much of learning
we get while we do B2B sales, as we are in direct contact with the higher
management i.e. CFO, CEO, Finance Controller, Director, Managing Director.
 Not in every job anyone get chance to talk to so many CFO, CEO, Finance
controller etc.
 B2B sales is also not very easy as you have to convince a CFO that why they
should take your product and how it will help their business.
 I need to check everything about the particular company before reaching out them
so that I should not get stuck anywhere in between while talking to client and in
cross questioning.

3) Presentation skills
 I also learnt about the presentation skills while giving presentation mostly to
CFOs during a virtual google meet.
 I have a particular PPT which YUBI has provided which I need to use while
giving presentation to any client.

54 | P a g e
  But how to explain that PPT to the client which slides needs more focus and
which needs to be explained in detail I get learn after giving presentation to
different clients.

4) Professional communication skills

 As communication skills are getting better day-by-day because I spoke to almost
20-25 clients (CFO) in a day.
 There are many clients who prefer English language only at that time I need to
communicate in English with them
 There are some clients who prefer Hindi language at that time I need to
communicate with them in Hindi only.
 And how to know which client understand which language I need to identify just
at the start of call only which I know now.
 I am able to explain/pitch all the products both in English as well in Hindi also.

5) Use of different CRM tools like Hubspot.

 In YUBI we use Hubspot as a CRM tools for different purpose.
 I get to know about hubspot and I learn how to use Hubspot how to do different
activities on hubspot.
 On hubspot we do our call logs, we create tasks for the entities which needs to be
follow-up in near future, we send mail through hubspot, we can also check on
hubspot as whether a company has live deal or not and most importantly we have
a dashboard where we can see our daily activities which we have done in a day.

55 | P a g e
Developing Relationships Within and Outside the organization

Developing Relationship Within the Organization

 Developed relationship with different product teams such as pools team, Supply
Chain Team.
 Whenever there is any deal come for Supply Chain Finance product I use to talk
to different people of SCF team as every team works geography wise so
accordingly I connected with different teams members of SCF from Banglore,
Mumbai, Chennai, Gurgaon.
 We get training session from VP of SCF team he helped our team a lot in
understanding the product better.
 In our Chennai office only I connected with members of loans team as most of
the deal I come across was of loans, I also connected with VP of loans team due to
1-2 deals.
 When we get new project in January from CAG that time I build a good
relationship with that particular team.
 As whenever I scheduled any demo I need to take that virtual meeting with one
CAG member, and every demo is done by different member so at that time I get to
communicate with all of them and was able to develop good relationship with
them.
 This is eventually helping me now as now I get into new team that is CAG team,
and I already know many of them and have a good relationship with them.
 They all provided training for 2 weeks and during our daily work also they help
and solve our queries.
 Other than this developed relationship with existing and new interns in the
organization and also get to learn work of their team as some of them are in
different tech teams, some of them are in different business teams. Their work is
different and they have learnt different things which we share and learn.

56 | P a g e
Developing Relationship Outside the Organization

 Developed relationship with different clients outside the organization.

 There are many clients with whom I connected with more than once and build
repo with them and able to develop good business relationship.
 Building relationship with CFO is not very easy and I was able to maintain good
relationship with many CFOs which I think is a good thing.
 Developing relationship with CFOs will help me in recurring business for YUBI
as they have a good relationship with us and they can use our platform if they
have any debt requirement in future.

57 | P a g e
CHAPTER 5: CONCLUSION AND SUGGESTIONS

58 | P a g e
 Conclusion

'CredAvenue' now known as 'Yubi' is one of the leading debt marketplaces in India. The
company was founded by Gaurav Kumar and Vineet Sukumar in Chennai. Work closely with
business team, product team and delivery team to deliver customer requirements. We interns
need to report to our Team Leader, TL will report to Manager and Manger will report CBO.
Full time employees of Customer Success Department directly report to Manager. We were
not aligned with a particular team so we used to pitch all the products and for different
products if the client is interested we need to connect them with that particular product team.
It was a very big challenge to understand the business model as we follow a hierarchy to
achieve revenue target and fee depends on various factors which we get to know during our
training period. Reporting structure of Customer Success team changed recently in the month
of Feb which is shown in above diagram. This team works to build the gap between the
clients and the company. As sometimes client create a deal on the platform and after that
there is no one to bother for the closure of deal if there is some issue. We pitch the product
according their business type as if an entity is of manufacturing the we used to pitch YUBI
Flow, if entity is in export business or want Capex we can pitch different loans product, if a
company is of Infra or real estate we pitch new product launch by YUBI that is YUBI Build
and if an entity is cash rich we pitch them to invest in bonds. According to their requirement
we ask the client to create deal where we need to tell them what all are the details they need
to fill while deal creation. Once the deal is creation next we need to check regularly if there is
an EOI from any interest and if there is any EOI we need to inform the client and do further
process of Term sheet, sanction letter and all the documentation

59 | P a g e
 Bibliography

Yubi- A Complete Corporate Debt Solution (go-yubi.com)

Yubi - Wikipedia

Fintech unicorn CredAvenue rebrands as Yubi (yourstory.com)

CredAvenue Funding: CredAvenue turns unicorn after raising $137 million funding - The
Economic Times (indiatimes.com)

credavenuespocto deal: CredAvenue acquires majority stake in Spocto Solutions - The

Economic Times (indiatimes.com)

60 | P a g e
PLAGIARISM SCAN REPORT

Date May 07, 2023

Exclude URL: NO

Unique Content 99 Word Count 990

Plagiarized Content 1 Records Found 0

CONTENT CHECKED FOR PLAGIARISM:

1) Fun Activity for interns.

2) Overview of YUBI (formerly CredAvenue).

• YUBI (formerly CredAvenue) is a Fintech Unicorn. It provides a two-sided digital debt-marketplace

for Investors and Corporate Borrowers. They offer 6 different products and have 750+ investors on the

platform. Facilitated 17billion+ debt till date.

3) Session with Talent Acquisition Leader.

• We had a session with TA leader Mr. Niket Gupta and their team Rama, Rishita Vora and Kamal. They

explained about the structure and culture of YUBI.

4) Laptop Configuration and IT Session.

• Mr. Arun from IT Team helped us in configuring a laptop and setup all required details on laptop.

5) Session with Employer Branding and DEI Leader.

• Had a session with Archana and Tanya from people’s team, they gave some insights of what they do

as a team.

6) Session with Chief Business Officer – YUBI Loans.

• Mr. Aniket Deshpande is Co-Founder of YUBI and CBO of loans. He gave a brief intro about his

particular loans team.

7) Session with Chief Human Resource Officer.

• Had a session with Mr. Abhishek Mehrotra.

Induction Day 2

1) Session with Chief Business Officer Co-Lending.

• Co-lending is one of the product where two parties come together to provide loan to a borrower.

2) Fun Activity for interns.

3) Connect with the Product Management Team.

• Had a session with Product Management Team. They take care of all the products interface how it

will look what changes needs to be done and when.

4) Connect with the marketing Team.

5) Session with Facility and Admin Team.

• Connected with Mr. Bala Subramanium who is from Admin team. He talked about his team as all the

arrangements for travelling, stay and food is done by Admin team.

6) Session on Culture and Core Values.

• Had a session on basic core values in general and in corporate and about the work ethics which need

to followed everywhere.

7) Lunch with Gaurav Kumar CEO.

• We had a Lunch with Mr Gaurav. He took a small introduction of all the interns and explained how he

started his carrier.

8) Session with Chief Data Science Officer.

• Had a session with Ms. Mathangi. She explained what basically their team does as they are

responsible for all the clients data.

Induction Day 3

1) Session with Chief Business Officer (Devarsh).

2) Connect with the respective teams.

• Interns are divided into four teams:

• a) Customer Success Team. (works for retention of custtomers and revenue generation.)

• b) Loans GTM1 team.( works for one product which Loans Against property. It includes all entities

having annual revenue less than 150Cr.)

• c) Pools Team. (Works in different areas such as – Implementaion Team, Solutions Team and Account

Management Team.)

• d) Unification team.(Work in different areas such as Data Mapping.)

3) Session with respective team.

• My Team is Customer Success Team.

Training Session (1.5 months)

1) Introduction to YUBI (formerly CredAvenue)

YUBI started it’s journey in the year 2020. Vivriti Capital Private Limited(VCPL) is a parent company of

YUBI. YUBI acquired two companies till the date. One is Corporsitory and Spocto.

YUBI is opening up the flow of finance to deepen debt markets.

Who are we?

We’re the world’s first possibility platform, powering the discovery, execution and fulfilment of credit.

What do we do?

We’re building a tech infrastructure that enables seamless flow of finance to give enterprises access to

credit that funds growth.

Why do we do it?

We believe that access to finance is a fundamental right, for the realization of opportunity and the

transformation of society.

1. Call the clients

Before calling the clients there are basic criteria which we need to follow:

• We use one software called hubspot where all call details are logged, there we need to check and find

out the CFO’s contact details.

• Need to check corporsitory where all the latest financials are available. We need check revenue which

should be more than 150Cr. , EBITDA, PAT and Networth should be positive, ratings also we need to

check as the entity is AA, BBB, BB and so on.

• Next we need to check google news about that entity as what type business they are in and how they

operate their business or is there any business expansion plans for them.

• After checking all the details we call the client.

2. Pitch the Product

• We not only work only for single products but all the products of YUBI except YUBI Pools and YUBI Co-

Lending as Customer success work for EF (Enterprise Finance) entities only and other two products are

FS (Financial Sector) Products.

• We pitch the product according their business type as if an entity is of manufacturing the we used to

pitch YUBI Flow (Supply Chain Finance), if entity is in export business or want Capex we can pitch

different loans product, if a company is of Infra or real estate we pitch new product launch by YUBI

that is YUBI Build and if an entity is cash rich we pitch them to invest in bonds.

• As our team’s reporting structure has been changed so now we are a Customer Success Team for

loans only and now we will pitch loan only.

3. Demo of the platform through google meet or in-person meet (as per client availability)
After pitching the product if the client shows interest for any product or to know more about YUBI platform we set
Demo meeting mostly are through google meet which we only do with clients where we give the platform overview
4. Deal Creation
After giving them overview we need to see what are their requirements.

MATCHED SOURCES:

Vivriti Capital - Crunchbase Investor Profile & Investments

https://www.crunchbase.com/organization/vivriti-capital

Vivriti Capital - Crunchbase Investor Profile & Investments

https://www.crunchbase.com/organization/vivriti-capital

Vivriti Capital - Crunchbase Investor Profile & Investments

https://www.crunchbase.com/organization/vivriti-capital

Vivriti Capital - Crunchbase Investor Profile & Investments

https://www.crunchbase.com/organization/vivriti-capital

Vivriti Capital - Crunchbase Investor Profile & Investments

https://www.crunchbase.com/organization/vivriti-capital

Vivriti Capital - Crunchbase Investor Profile & Investments

https://www.crunchbase.com/organization/vivriti-capital
Vivriti Capital - Crunchbase Investor Profile & Investments

Vivriti Capital - Crunchbase Investor Profile & Investments

Vivriti Capital - Crunchbase Investor Profile & Investments

Vivriti Capital - Crunchbase Investor Profile & Investments

Vivriti Capital - Crunchbase Investor Profile & Investments

Report Generated on May 07, 2023 by check-plagiarism.com

Wednesday, September 28th, 2022

Candidate Name: Priya

Candidate’s Current Location : Mohali

Sub: Letter of Offer for Internship

Dear Priya,

Congratulations!

Based on your performance during your recent interview, we are pleased to make you an Offer of Internship.

You will be designated Intern at Yubi . The duration of the internship will be 10 months. The start and end date of the
internship will be 12th October 2022 and 11th August 2023, respectively. You will be based out of our Chennai office
during the internship and will be paid a stipend of INR 40,000/- per month.

We look forward to a mutually rewarding relationship.

Sincerely,

Abhishek Mehrotra

Chief Human Resources Officer

People & Culture - Yubi

1
 CredAvenue Private Limited
12th Floor, Prestige Polygon, NO. 471, Annasalai,
Nandanam, Chennai - 600035

Pay Slip for the Month of October 2022

Employee ID CAI075 Bank Name STATE BANK OF INDIA
Name Priya Singh Bank A/c No. 20231917128
Designation Intern PF No. UAN
Location Chennai Payable Days 20.00 PAN DSQPP5912P
Department Customer Success Arrear Days 0.00 PRAN
DOJ 12/10/2022 LOP
DOB 21/02/1999 Encash Days Notice Days
Earning Deduction
Description Rate Monthly Arrear Total
Intern Salary 40,000 25,806 25,806
Gross Pay 40,000 25,806 25,806
Net Pay : 25,806 (Rupees Twenty Five Thousand Eight Hundred Six Only)
Income Tax Worksheet for the Period 12.Oct.2022-31.Mar.2023
Your Tax Calculation Based on Old Tax Regime
Description Gross Exempt Taxable
Intern Salary 225,806 0 225,806
Gross Salary 225,806 0 225,806
Deduction
Standard Deduction 50,000
Previous Employer Professional Tax
Current Employer Professional Tax
Income from House Property
Any Other Income 0
Under Chapter VI-A
Taxable Income 175,806
Tax on Taxable Income
Tax Rebate
Surcharge
Educational Cess
Net Tax 0
Tax Deducted (Previous Employer)
Tax Deducted Till Date
Tax to be Deducted 0
Tax / Month
Tax on Non-Recurring Earnings
Tax Deduction for this month

*** This is system generated document. No signature is required.***

 CredAvenue Private Limited
12th Floor, Prestige Polygon, NO. 471, Annasalai,
Nandanam, Chennai - 600035

Pay Slip for the Month of April 2023

Employee ID CAI075 Bank Name ICICI BANK LIMITED
Name Priya Singh Bank A/c No. 000901658363
Designation Intern PF No. UAN
Location Chennai Payable Days 30.00 PAN DSQPP5912P
Department Client Acquisition Group Arrear Days 0.00 PRAN
DOJ 12/10/2022 LOP
DOB 21/02/1999 Encash Days Notice Days
Earning Deduction
Description Rate Monthly Arrear Total
Intern Salary 40,000 40,000 40,000
Gross Pay 40,000 40,000 40,000
Net Pay : 40,000 (Rupees Forty Thousand Only)
Income Tax Worksheet for the Period 01.Apr.2023-31.Mar.2024
Your Tax Calculation Based on New Tax Regime
Description Gross Exempt Taxable
Intern Salary 480,000 0 480,000
Gross Salary 480,000 0 480,000
Deduction
Standard Deduction 50,000
Previous Employer Professional Tax
Current Employer Professional Tax
Income from House Property
Any Other Income 0
Under Chapter VI-A
Taxable Income 430,000
Tax on Taxable Income 6,500
Tax Rebate 6,500
Surcharge
Educational Cess
Net Tax 0
Tax Deducted (Previous Employer)
Tax Deducted Till Date
Tax to be Deducted 0
Tax / Month
Tax on Non-Recurring Earnings
Tax Deduction for this month

*** This is system generated document. No signature is required.***