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COMPUTOVISION

BUSINESS DEVELOPMENT


SIP project report submitted in partial fulfilment of the requirements for the PGDM
Programme



By: DHAWAL MANKAR
ROLL NO. : 2013090


SUPERVISORS: Mr. PRASHANT P. GANDHI
Prof. SAYAN BANERJEE



Institute of Management Technology, Nagpur.
2013-15


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Acknowledgements
To be able to succeed in any kind of project or analysis undertaken by a student, a lot of
encouragement, support and guidance is needed from many people. They may directly or
indirectly contribute towards the successful completion of your project and deserve to get a
mention along with my sincere gratitude.
Firstly, Id like to thank Mr. Prashant P. Gandhi, founder and CEO at ComputoVision, for his
support and direction for the entire tenure of my SIP. He has been a constant source of support
and took us through all the processes and theories right from scratch. Along with him, I would
like to extend my sincere gratitude to the very kind and supporting staff of ComputoVision.
Their insights into the markets and their knowledge helped me to complete my internship
smoothly with thorough understanding.
I would also like to thank my faculty guide from IMT Nagpur, Prof. Shayan Banerjee for lending
his helping hand at all times and guiding me throughout my SIP. For someone like me who had
no prior experience in the marketing and sales aspect of the corporate, his insights and
experience was very encouraging and supporting.
I would like to also thank the people who have directly or indirectly contributed towards the
successful completion of my SIP, my parents, friends, all my team members and the other
supporting staff.



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Contents
Introduction ................................................................................................................ 4
Objectives ................................................................................................................... 5
Brief description of concepts used introduced in study ............................................. 6
ComputoVision .......................................................................................................... 8
Work details ......................................................................................................... 12
Tabulations and findings/result ................................................................................ 14
Findings/Result: ....................................................................................................... 18
Summary .................................................................................................................. 19
Recommendations .................................................................................................... 21
Limitations of study ................................................................................................. 22
Scope for future improvements ................................................................................ 23
Sources of information ............................................................................................. 24









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Introduction
Today is the world of internet. Everything is going online. In India itself the number of internet
user is supposed to be 243 million by June end 2014. About 40% of world population has
internet connection. Internet has penetrated in every nooks and corner of world. Internet has
become a great avenue for business. With reach of internet spreading every second, almost all
businesses are going online. People are able to buy, sell, view all what they want at ease in their
own comfort zone.
India is one of the largest growing business hubs. Still there are many business owners out there
who do not have online presence. In order to tap those potential customers, ComputoVision was
established in 2012. ComputoVision, is an organization founded in 2012 by a team of
Entrepreneurs to offer complete end-to-end solutions to the customers. In a span of year where
they had started off with team size of 9, now have a head count of 43. ComputoVision have tried
best to satisfy each customer requirement to the best gaining 80% clientele into Web re-
designing and annual maintenance projects.

ComputoVision was founded up by 3 students in Leeds University and later they have shifted
back to India. They have their own development team in India. They have successfully
completed website re-designing works for 110 clients in span of 16 months.

ComputoVision is all about giving an Identity to any Business on the Internet. It has a vision to
make every business of the World go online in an affordable way with no compromise on quality
and customer satisfaction. It is a web development and web marketing company set-up by highly
motivated individuals who are passionate and artistic having a sound technical background. Our
core expertise lies in Responsive Website design and development, Web Hosting services, Portal
development, Ecommerce Development, Application development and Digital Marketing.



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Objectives

To complete the task of lead generation for various services provided by company. It
mainly included cold calling or contacting referred clients followed up by client meet.
Ultimate task was to get in new customers.

To prepare sales strategy for company to increase sales. It includes making of a process
to approach new clients and pitch them into final deal.

Market research and market analysis to know current awareness among business owners.
It dealt with data collection from different customers and to know what is awareness of
website usage among them for their business.

Proposal development for different clients. It included making of presentation for digital
marketing clients to show them importance of social media and traffic it can attract to
their websites.









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Brief description of concepts used introduced in study

1. Static website: It is a website that contains web pages with fixed content. Each page is
coded in HTML and shows same info to every visitor in page. It is most basic type of
website and can be prepared with ease. They dont require any web programing or
database design to build them.

2. Dynamic website: It is a website that contains web pages which are created real time.
These pages are designed with scripting code such as PHP or ASP. When dynamic
website is accessed, the code within page is parsed on web server and resulting HTML is
sent to clients web browser. Most of the large websites are dynamic in nature.

3. Responsive web design: Commonly referred as RWD, it is a web design that provides a
customized viewing approach on different browser platforms. A website that is created
using RWD displays different interface depending upon device and its screen size that
you are using. For example a responsive website may appear different in tablet than that
in laptop.

4. Web portal: It is specifically created web page that brings various types of information
together from different sources in a unique way. Generally, every information gets its
designated on the page for displaying information. It is up to user to configure which
information is to be shown. Generally a portal is any website like Amazon which has
variety of products i.e. different information on its page.

5. Search Engine Optimization: Commonly referred as SEO, it is a process or technique that
affects visibility of a website or webpage on search engine. The basic concept behind this
is that more a website or webpage occur in search result or that appears at higher rank are
most likely to be visited by viewers. SEO can target various search like image search,
video search, local search, etc.

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6. Social Media Optimization: It is commonly known as SMO. Basically it is number of
social media outlets and communities that are used to create publicity to increase product
or brand awareness. Types of social media include RSS feeds, social news and
bookmarking sites and also social networking sites like Twitter.

7. Search Engine Marketing: Commonly referred as SEM; it is a type of internet marketing
that involves promotion of websites by increasing its visibility in search engine result
pages. Thus SEM uses SEO that manages visibility of website i.e. keeps it at higher order
or increases its frequency in result pages.

8. Web hosting: It is type of internet hosting service that allows individuals and
organizations to make their websites accessible via World Wide Web i.e.WWW. Web
hosting companies provides space on server that is either owned or rented by them for the
use of clients and also provides internet connectivity.

9. Content Management System: It is a computer application that allows publishing,
modifying and editing content from central interface. Commonly it is referred as CMS.
These systems help in establishing a smooth work flow in collaborative environment. It
can have manual steps or automated steps to manage work flow. CMS are often used to
run websites containing blogs, news and shopping.

10. Backlink Generation: Backlinks are links on third party websites that refer to clients
website. They act like vote of confidence or promotion. To understand in simple words, if
I have company named ABC and if I type ABC in Google search engine, the result page
will just show everything related to my company ABC even though it might be related to
some other topics. This is back link generation. It is used to beat competition as viewers
will have just your site as recommendations.

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ComputoVision
About ComputoVision
Founded in year 2011
Vision: To keep a step ahead in competition by
Providing excellent customer service and satisfaction
Working with latest technologies to provide utmost Quality
Mission: To provide a platform for businesses across globe to compete in the
global market by delivering high quality, cost effective, reliable, result
oriented web and e-commerce solution On-Time for a global clientele.
Incorporations: Incorporated as ComputoVision Ltd in Manchester, UK | Company
No.:7778089
Incorporated as ComputoVision in Pune, India
Incorporated as PAPN Web Solutions LLP, India
Services offered by company
1. Responsive web design: It is a web design that provides a customized viewing approach
on different browser platforms.

Figure 1 Responsive Web Design

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2) Portal Development: It is specifically created web page that brings various types of
information together from different sources in a unique way


Figure 2 Portal Development

3) Search Engine Optimization: It is a process or technique that affects visibility of a website or
webpage on search engine.

Figure 3 Search Engine Optimization

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4) Social Media Marketing: It is a process of getting maximum traffic to your website using
social media sites.


Figure 4 Social Media Marketing

5) Domain Registration and Web hosting: Web hosting is type of internet hosting service that
allows individuals and organizations to make their websites accessible via World Wide Web
i.e.WWW.



Figure 5 Domain Registration and Web hosting

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Some of the biggest clients of the company are listed below:
Multiurban Infra Pvt Ltd
Peoples Coop Bank, Hingoli
NL Healthcare
Shubh Jewels
RM Associates
PCMC Helpline
Katariya Group
Sanghar Group
Platinum Sports and Fitness
Arihant Granites
Mahavir Institute
Rejuvien Health care
Mewar Ecommerce

A visual analytics of the company profile for the last 26 months is given below.

Figure 6 Company profile for last 26 months
Web Redesign
33%
Digital Mkt
20%
Transfrd clients
19%
New clients
28%

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Work details

The work that I was entrusted by ComputoVision was that of lead generation and sales strategy
for Web Development Company. I worked mainly on sales strategy formulation and
implementation. I was directly linked with the marketing department of the company. Following
work has been accomplished by me

Market Research & Market Analysis Data collection involved
Client cold-calling & Approach Client meets completed
Understanding client requirements and coordinating with technical team
Searching competitors and having meet-ups for third party outsourcing partnerships
Proposal Development as per requirements (9 different verticals covered)
Marketing Strategy Project Involves developing a complete lead generation and
Sales plan for achieving targets and generating sales for selling services online
Through an ecommerce website. The project involves all activities related to online
presence of a brand/business. The work covered each stage of lead generation and
sales planning for selling services online through this website.

I was working in marketing and business development function in company. The main work of
this department was to approach clients for website designing, redesigning and digital marketing.
This involved cold calling clients or calling clients referred by present clients. It followed with
meeting with clients and giving him short demo of what is needed. I also worked in field of
market research and market analysis which involved data collection. Data collected showed the
trend of market i.e. what numbers of customers are interested in website designing or redesigning
and who can be potential customers. I also looked upon potential third party tie ups which will be
beneficial for the company. I also managed writing proposals for various clients. As a part of
marketing strategy project I also created a presentation that is used by the company to give demo
to new clients.
Marketing department worked in tandem with operations and technical department. Once the
customer confirmed the order, operations team used to take care of installments that customer is

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going to pay. Also operations team handled the problems faced by customer. The technical team
was responsible to create the product that customer had asked. Thus the entire three departments
worked smoothly with one another to have efficient sales and after sales process.
The work done by me helped company to achieve its strategic mission in one way or other.
Project study completed by me assisted ComputoVision in gaining new customers which relates
to their mission statement of staying ahead in competition by having more customers.

























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Tabulations and findings/result
Table 1: Leads that were approached for sales.
Business Name Address Cell No status
doctor Indore 9981097659 dropped
sai finacals "Sai-Krupa", 1/357, Shree HSG society, Tambri
Vibhagh, Shivaji Nager,Osmanabad,,
Osmanabad 413501
090 96 490009 dropped
little scholars C 83, Sector 12, Near State Bank Of
Hyderabad, Kharghar, Navi Mumbai - 410210
(91)-
9820364848
dropped
arihant fibrotech F-62, Chordiya Niwas, Jaichand Chowk,
Lonavla, Maharashtra, India
9890197370 Will revert
back
ashok iron works pvt. Ltd. Ashok Iron Works Pvt.Ltd.,Corporate Office,
Mazagaon Road, Udyambag
9742260646 Did not
answer call
unigem fine jewellery Pune 9823060404 interested
nakoda silver and gold abhushan
pvt. Ltd.
Survey No 44/B , Near Kasturi Chowk, Raviwar
Peth, Pune - 411002
9324620726 dropped
aalankrit Delhi 9891197670 Dropped
Edvantage international
consulting services
Pune 9757237374 Dropped
viva beauty clinic Pune 9822098522 Dropped
Speciality Indl Polymers &
Coating Pvt Ltd
Pune 9960094569 dropped
CITI DENTAL CLINIC Kharghar 9920991323 Dropped
kaveri lawn Lonavla, Maharashtra 098 90 093677 dropped
Shree Krupa Enterprises kharghar 9820060342 dropped
New Hope Animal Hospital Shop No.4, Sharamik CHS,Plot No.17, Sector
20,Kharghar, Navi Mumbai
9833149004 dropped
just gorgeous pune 9545080808 Not
interested
rcl retail M/S. RCL RETAIL LIMITED NO.84/85, 9884866440 Will revert

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WALLTAX ROAD,1ST FLOOR,CHENNAI
600003
back
accra pac india pvt ltd Kothrud, pune. 9838438742 No answer

A.R. tutorials SS-4/10, FLOOR-1 , SEC 02, VASHI 9221440049 Will revert
back
VNS PRO PACKS Jammu Dropped
Urja The designer Store Pune 9730367773 Dropped
Jagrutee Creations Vashi 9323557855 Did not
answer call
Bohler India belapur dropped
Dento Care sanpada 9773503413 interested
Hindustan Trading agencies thane 9819433088 interested
JackN Jill Kharghar 9699087221 dropped
BelitaIndia Vikhroli 9819838959 Dropped
stepping Stone nerul 9820136632 interested
Glaze surface innovations malad 9836472819 Did not
answered
call
Superb Bakery Sanpada 9821229900 Dropped
Perfection Grooming Zone kharghar 9643668788 Dropped
JD Mables Survey No 12, Warje Jakat Naka Dudhne Nagar
Near Vithal Mandir, Pune Mumbai haiway,
Warje, Pune - 411058
9822006565 Will revert
back
Mahapragya Marble Bangalore Mumbai Highway, Vadgaon
Budruk, Pune - 411041
9822448712 Talks in
progress
K K Marble & Granite Vidya Nagar, Road No 7 Airport
Road, Vishrantwadi, Pune - 411015
8055082311 interested
Tirupati Construction Survy No 84, Laxmi Nagar, Kondhwa
Budruk, Pune - 411048
9970397713 dropped
Kiran Marble Near Jagatap Dairy, Kalewadi, Pune - 411017 8007131100 Talks in
progress
Armania Marketing Survey No 32 1 A 1 Godown No 2, Opposite
Hanuman Mandir Behind Shiv SAI Hotel, At
9850233252 Will revert
back

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Pisoli, Pisoli, Pune - 411028
Nainaram Malviya Maruti Ali Chowk, Kondhwa, Pune - 411048 9372400699 interested
Gajanan Marble & Granite Sortapwadi Fata, Bazar Maidan, Uruli
Kanchan, Pune - 412202
9890356879 dropped
Om Sairaj Marble Fatima Nagar, Pune Solapur Road, Bhairoba
Nala, Pune - 411013
9175708723 interested
Atul ceramic center Near hotel kinross, Mumbai Pune Bypass
Road, Bavdhan, Pune - 411021
9922533060 interested
Shiv Prasad Sales Sushil Vihar,Shop No.1, Opposite IBM Infocity
,Bhekrai Nagar Near Sarkhi Restaurant, Pune
Saswad Road, Fursungi, Pune - 412308
9881467074 Did not
answer
call
Aadesh Marble & Tiles Survey No 112, Opposite SAI Services
Godown, Pune Saswad Rd, Uruli Devachi, Pune
- 412308
9960301330 Talks in
progress
Siddhivinayak Marble Wagheshwar Nagar, Wagholi, Pune - 412207 8413992581 dropped
Nageshwar Marble & Granite Near Shah Petrol
Pump, Mutakewadi, Chakan, Pune - 410501
9766326591 Dropped
Shree Krushan Marbles Near Sahara Motors, Pune Nashik
Road, Manchar, Pune - 410503
9767152438 Talks in
progress
Doctor Bhalerao Eye Care Centre
& Opticians
Yash Chandra rang, Sudarshan Nagar, Shrusti
chowk, Pimple Gurav-Pimpri Chinchwad, Pune -
411061
9921048168 dropped
DR PAREKHS HOMEOPATHY
CLINIC
Office 123 1st Floor Pamar Park
1, Wanowrie, Pune - 411040
9975296389 Talks in
progress
Baherjee Advanced Homeopathy Survey No 52, Near Gagangiri Mangal
Karyalay, Dhanori Road Bhairav
Nagar, Bhagyodaya Nagar-Kondhwa
Khurd, Pune - 411048
9561449346 dropped
Ayurved Ashram Shanti Homes Plot No 154, Near Mount
Carmel, Bibwewadi Kondhwa Road, Lulla
Nagar-Kondhwa Khurd, Pune - 411040
9422318411 dropped
Suresh Traders 397 Radhavallab Apartment, Munjaba
Lane, Narayan Peth, Pune - 411030
9422089258 Talks in
progress
Matrix Biomedics Pvt Ltd Office Number 4 Ranjeet Complex, Narpatgiri
Chowk, Mangalwar Peth, Pune - 411011
020-26054612 dropped

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Swaroop Medicals Chiranjeev Apartment Survey No 415a/5b Plot
No 11, Near Kasat Petrol Pump, Karve
Road, Karve Road Kothrud, Pune - 411038
020-25459418 Will revert
back
Paras Agencies 399, NR Quarter Gate, Laxmi RD, Nana
Peth, Pune - 411002
9822491081 Did not
answer
call
Ganraj Distributors 39 Durga Kripa HSC Soc, Bh Jogeshwari
Temple Opp Shantini Celler, Budhwar
Peth, Pune - 411002
9371004111 Talks in
progress
Supervene Inc 185, Phulwala Chowk, Guruwar Peth, Pune - 9422316371 Dropped
Prashant Medical S No. 220/10, Near deenanath Mange Dropped
skar Hospital, Erandwane, Pune - 411004
8793389544 Will revert
back
Parag Agencies 399, Laxmi Road, Nana Peth, Pune - 411002 9822491041 Dropped
SHUBHAAM SURGICALSS SHOP NO.3 SHIVSHAAKTI PRASSAAD
APPT., NEAR DR.GARG CLINIC, Off Pune
satara rd, Balaji Nagar-Dhankawadi, Pune -
411043
9890146376,
9657321900
Will revert
back
SHRI MEDICAL & GENERAL
STORESS
GULMOHAR APPARTMENNT shop
no.4, NEAR TULJA BHAVANI
TEMPLE, Balaji Nagar rd, Balaji Nagar-
Dhankawadi, Pune - 411043
9881748743 dropped
Shivam medical and general
stores
Fressiya appartments, shop no.3, Sadashiv dangat
nagar, Vadgaon Budruk, Pune - 411041
9403428652 Did not
answer
call
Laxmi medical & general store Sr no 13/3A, Near axis bank ATM, Shitole nagar
road, Sangavi, Pune - 41102
9049856440 Will revert
back
Anushka Enterpries not found 9881969495 dropped







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Findings/Result:

After making up calls and meeting different customers, it was found that there is huge potential
customers in market who can opt for digital platform for their business. Pune is a city with mix
population from various parts of country. Traditional population that belongs to Maharashtra still
prefer in old ways of business. This situation can be exploited to companys profit if these
customers are made aware of wonders what internet can do to their business.
Market is also rigid with respect to change of already what they are using. Enough convincing
has to done in order to to switch the customer to our company or to upgrade from what customer
is using presently. Still company is providing very competitive rate in order to drag in more
customers and stay ahead in competition.

Table 2: Sales made
Client name Contact address remarks
Hotel kamal 9595114953 Modi no 3,sitabuldi,
Nagpur
Dynamic website
developed
Arihant marbels 9579887950 Shivaji nagar, Pune Facebook marketing










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Summary
ComputoVision is new player in the market. Within span of 28 months it has grown in all
dimensions including its employees and customer base. As it is a new player in market, the total
market share is less. ComputoVision has good hold in western parts of Maharashtra and
Karnataka state. The main aim of the study was to increase awareness about website designing
and social media marketing in Pune and surrounding region.
ComputoVision provides good quality products at affordable and competitive rates. They have
launched web campaign stating development of website at just Rs 2014 only. This effective
costing is enabling them to gather more customers. Overall ComputoVision has great potential to
increase its market share.
The study provided great opportunity in hands on experience in sales and marketing. We
were given responsibility of developing the business in our area by applying all the marketing
theories. It helped us to gain on insight of the market.
SWOT Analysis:
Strength:
Amazing technical talent in website design and digital marketing services: They have
a good technical team which works 24*7 for customers to get them the best product.
Good market share in the Maharashtra region: they have established a settled market
in Pune and Mumbai region which are the main business hub of Maharashtra.
Good relationship with many high class corporations which they can leverage to gain
more customers. ComputoVision has always been very professional and cordial in
maintaining relationships with customer even after sales. This enables them to get
several references from already existing customers.
Weakness:
Too competitive market. The current market is full with many competitors.
ComputoVision being relatively new company has to find its way out of the
competition

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Needs a lot of technical knowledge. The world is changing very rapidly in terms
of technology. What is today may become obsolete tomorrow. So there is
continuous need of adapting to technological changes in the field.
Not a great amount of awareness in the upcoming markets. Traditional business
owners need to make aware of power of internet for their business.
Opportunities:
A lot of markets which does not have a lot of good web development companies.
Globally there are many countries where there are not enough companies to
develop website. ComputoVision can exploit those markets.
A lot of businesses are going digital every day. This is the latest trend in modern
business which can serve company whole lot of potential customers
Threats:
It is a very competitive space, so there are low margins. ComputoVision needs to
be always price competitive to survive in price driven market. Always there is
threat to loose deal if some other competitor offers same deal in low price.
Customers can easily transfer to another service provider. Customer having plenty
of options can shift to competitor. They need to be aware and maintain a good
customer relationship
Uncertainty of technology change. This threat is always there as what is today
may be outdated tomorrow.











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Recommendations

ComputoVision should have their office in prime area so as to attract customers with high
profile. Also with this they can get more walk in customer. This will help company to
gather customers who are willing to spend more . Also it will help in increasing the profit
margin per product as high profile clients opt for best product and are less concerned with
cost
ComputoVision should advertise aggressively to bring awareness among various strata of
society to get more clients. Till today there is some portion of society who are unaware of
advantages of internet that can do to their business. This section of society should be
approached by aggressive advertising or giving demo to such customers to make them
understand.
They should also go for tie ups with various third parties to increase sales. It is one of the
most effective techniques to get in more customers. Tie ups with third party vendors will
give them huge customer base on regular basis.
Getting into the international markets with a solid technical skill would make good
returns. Internet as we know is not confined to a region. ComputoVision should go for
international clients as in this field of business place of operation does not matter. You
can attend clients all over the world sitting at one place. Plus profit from international
market will be more and will increase the revenue of the company.








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Limitations of study

There was no doubt about the fact that ComputoVision offerings were very unique and one of
their kind. However, as interns and being new to this field, it was difficult for me to interact with
clients and learn the art of actually pitching a product. We were not aware about the kind of
responses people working in this field are expected to give and hence, we had to be very
impulsive while answering their queries.
Being interns, we were obviously not briefed about the internal trade secrets of the company and
its pricing schemes. Thus, there were times when clients would want to know some very specific
technical details and other information regarding the pricing strategies of the company. During
such times too, we were faced with some dilemma as to what information should be shared and
what information should be guarded. However, we were provided with some very good FAQs
guide as well as proper training was given about how to answer some key questions that the
customer may come up with. So, this limitation was reduced drastically up to certain extent.





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Scope for future improvements

ComputoVision is good company which is growing at a fast rate. Internet connectivity is
increasing day by day. Also India is one of the fastest growing markets in the world. So they
need to grab the opportunity of such a vast customer base with both the hands. The products
offered by ComputoVision are good. They need to be price conscious in such competitive
market.
The company has less focus on the mobile application development platform, but now a days
lots of mobile application are coming up for various purposes. Hence, it is necessary for the
company to have a strong focus on the mobile development space as well.
Although, the company have a location in UK, it is necessary to establish further offices in other
parts of the world if the company is serious about being a global service provider.








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Sources of information

1. www.computovision.com
2. ComputoVision Brochure
3. www.google.com
4. Interaction with the staff at ComputoVision
5. www.wikipedia.com
6. ComputoVision study material