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AN INTERNSHIP REPORT ON ORGANISATIONAL STUDY AT MOSERBAER

Submitted to the Bangalore University in partial fulfillment of the requirement of the Degree of MASTER OF BUSINESS ADMINISTRATION

Bangalore Submitted by

University

RISHABH SHARMA REG NO: 10YUCMA074 Under the guidance and supervision of Internal Guide Prof-V.S CHAUHAN Faculty ABBS External Guide Mr. ABHAY KRISHNA TRAINING MANAGER

Acharya's Bangalore B School #3, Lingadheeranahalli, Off Magadi Road, Bangalore 560 091, Karnataka, India

DECLARATION

I hereby declare that the internship project titled ORGANISATION STUDY AT MOSERBAER LTD. is submitted in partial fulfillment of requirement forthe award of the degree of master of business administration is my originalwork under the guidance and supervision of ProfV S Chauhan, Faculty ofABBS and Mr.Abhay Krishna,Moserbaer Ltd.

DATE: PLACE: BANGALORE STUDENT SIGNATURE

ACKNOWLEDGEMENT

My sincere regards to, Prof.V.S Chauhan Faculty of , Acharya's Bangalore B School Bangalore.He has been source of inspiration throughout our training, his guidance and advice coupled with sustained encouragement has made this project report possible . I would like to express my gratitude towards Mr. Abhay krishna, Training Manager Moserbaer Ltd.(U.P.) for providing me an opportunity to do the project work in their organization. Finally, I sincerely acknowledge my parents and my friends who stood by me as a source of inspiration to complete this task and also my respondents who were kind enough to spare time for me.

RISHABH SHARMA Regd. No: 10YUCMA074

Chapter 1 INTRODUCTION 1.1 INDUSTRY DETAIL


Overview Moser Baer India Limited, the global technology company has entered into the manufacturing of solid state devices. Moser Baer has become the first company in India and among a select few worldwide to offer a comprehensive portfolio of storage solutions. The company is already the worlds second largest manufacturer of optical media products. Moser Baer reinforced its commitment to data storage earlier this year by setting up an additional facility for solid state media manufacturing unit in Noida, a part of the extended National Capital Region. It has an annual capacity of 24 million products with capacity for further expansion. With storage capacity ranging from 1GB to 64GB, Moser Baers range of solid state devices will cover storage requirements of all consumer segments. The state-of-the-art manufacturing facility has a unique module that enables all digital contentin audio, visual or data presentation formatto be pre-loaded into the solid state media products. The high-end 32GB product can store over 6,500 songs or more than 20 films in standard definition format. The Solid State Media Market The USB Flash and Micro SD cards market is slated to grow at over 30 per cent in India this year. The popularity of solid state drives is on the rise because of their performance advantages over hard disk drives. Today's latest generation drives are significantly faster than the early models that began to appear in the market in 2007 and 2008 was an impressive growth year for the market. Despite the challenging economic environment that the world has experienced, solid state devices remain in the spotlight as a technology and an area of growth in the storage market. For Micro SD Cards the chief application is mobile phones and with Indians adding a phenomenal ten million new connections every month, the three hundred million mobile phone subscriber base is expected to reach 500 million in 2010. For USB flash drives, its the convenient form factor and portability, as well as competitive pricing, which is driving demand. Also, consumers and enterprises continue to show increasing interest in having portable applications on a USB device.

Moser Baer launches content loaded Micro SD cards New Delhi, January 18, 2010: Moser Baer, the global technology company, has launched contentloaded Micro SD cards for use on mobile devices. The cards come pre-loaded with films and music and offer anytime, anywhere entertainment to customers. The entertainment arm of Moser Baer owns more than 10,000 Indian films, providing an extensive library for deployment of the preloaded content. Commenting on the launch of the Micro SD cards, Vijay Malhi, Senior Vice President, Moser Baer India, said: &ldquoWe have already launched several value-added products and the content-loaded cards for mobile devices add a new dimension to our growing product portfolio. High quality film and music experience is what consumers desire and the content-loaded Micro SD cards provides that environment. These pre-loaded cards give convenient access to audio-visual content irrespective of
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time or location and without having to wait for downloading.&rdquo The current offering of content loaded micro SD cards will be extended to include the Secure Digital (SD) and Secure Digital High Capacity (SDHC) cards, further enhancing the consumer multi-media experience. The content-loaded Micro SD cards are attractively priced and available at all leading retail outlets on pan-India basis. The company reinforced its commitment to data storage in 2009 by setting up an state of the art facility for solid state media manufacturing in Noida, a part of the extended National Capital Region. Moser Baer grabs 11 per cent of India's solid state media market Moser Baer India Limited, the global technology company, has captured 11 per cent of Indias USB Flash Drive market, in its first four months of operations. The entry into the manufacturing of solid state devices makes Moser Baer the first company in India and among a select few worldwide to offer a comprehensive portfolio of storage solutions.The company is already the worlds second largest manufacturer of optical media products. Ratul Puri, Executive Director, Moser Baer, said: We are proud to be the only company in India which offers the entire range of storage solutions. Moser Baer has played a pioneering role in offering optical storage media products and the new manufacturing line of solid state devices is further evidence of our leadership position in storage solutions. We will continue to offer quality storage products at competitive prices and will further grow this business. In particular, the solid state media line addresses the needs of students, professionals and people in enterprise segments. Vijay Malhi, Senior Vice President, Moser Baer, said: Moser Baer has achieved the SSM manufacturing capabilities through vertical integration of product line to encompass an entire range of functions including in-house R&D for printed circuit board assembly designing and software development for customized user interfaces. We see a great opportunity in the local and international market in Flash Drives and Micro SD cards. Moser Baer India, the global technology company has captured 11 per cent of Indias USB Flash Drive market in its first four months of operations. The entry into the manufacturing of solid state devices makes Moser Baer the first company in India and among a select few worldwide to offer a comprehensive portfolio of storage solutions. The company is already the world's second largest manufacturer of optical media products. Moser Baer reinforced its commitment to data storage earlier this year by setting up an additional facility for solid state media manufacturing unit in Noida, a part of the extended National Capital Region. It has an annual capacity of million products with capacity for further expansion. With storage capacity ranging from 1GB to 64GB, Moser Baers range of solid state devices will cover storage requirements of all consumer segments. The state-of-the-art manufacturing facility has a unique module that enables all digital contentin audio, visual or data presentation formatto be pre-loaded into the solid state media products. The high-end 32GB product can store over 6,500 songs or more than 20 films in standard definition format. The USB Flash and Micro SD cards market is slated to grow at over 30 per cent in India this year. The popularity of solid state drives is on the rise because of their performance advantages over hard disk drives. Todays latest generation drives are significantly faster than the early models that began to appear in the market in 2007 and 2008 was an impressive growth year for the market. Despite the challenging economic environment that the world has experienced, solid state devices remain in the spotlight as a technology and
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an area of growth in the storage market. For Micro SD Cards the chief application is mobile phones and with Indians adding a phenomenal ten million new connections every month, the three hundred million mobile phone subscriber base is expected to reach 5oo million in 2010. For USB flash drives, its the convenient form factor and portability, as well as competitive pricing, which is driving demand. Also, consumers and enterprises continue to show increasing interest in having portable applications on a USB device.

Competitors of Moserbaer : Competition Last Price CMC Redington Spice Mobility HCL Info Moser Baer Smartlink Net Compuage Info TVS Electronics MRO-TEK Zenith Computer 1,173.00 89.30 107.45 89.60 38.90 46.65 99.90 23.60 15.25 18.00 Market Cap. (Rs. cr.) 3,554.19 3,550.07 2,558.24 1,955.60 654.71 139.97 51.75 41.71 28.49 27.87 Sales Turnover 798.08 8,322.73 945.80 11,979.45 1,872.87 195.03 1,373.91 194.47 26.12 193.18 Net Profit 155.73 128.44 78.20 261.55 -406.42 16.56 8.67 -3.43 -12.89 2.18 597.11 279.09 134.11 432.19 875.45 169.73 164.12 100.76 76.76 102.43

USB Token It is secure device, having inbuilt Cryptographic Service Provider (CSP) and Cryptographic processor, used specifically to carry Digital Credentials of individuals and is primarily used for Two Factor authentication. A virus cannot affect USB Token, and the digital Certificate stored would always be secure. USB Tokens were created for security, and they are used extensively for two Factor Authentication. In USB Token when you insert the USB Token, it automatically copies the certificate to the browser and when you remove the USB Token it automatically removes the certificate from the browser. The Private key never leaves the USB Token and signing takes place within the USB Token itself. So, the security is guaranteed. USB Token is specifically used for secure storage, so the data reliability is higher in USB Token.

1.2 Introduction to the topic Analysis on system integration space with respect to IT Security Token
SYSTEM INTEGRATION

A system is an aggregation of subsystems cooperating so that the system is able to deliver the overarching functionality. System integration involves integrating existing (often disparate) subsystems. The subsystems will have interfaces. Integration involves joining the subsystems together by gluing their interfaces together. If the interfaces dont directly interlock, the glue between them can provide the required mappings. System integration is about determining the required glue. System integration is also about adding value to the system, capabilities that are possible because of interactions between subsystems. This segregation of responsibilities also allows the enterprise to assign specific groups to use the full function set of the subsystems while keeping the entire enterprise up-to-date. Benefits of system integration 1. 2. 3. 4. Improved working procedures. Better communication with other related organization. Job Satisfaction. Redefine job specification.

System Integration Tools: On the basis of enterprise systems, this group consults customers about system building, and then customizes the packages and provides add-ons.

ERP-related system: accounting, sales, manufacturing management, human resources, salary, general affairs and capital asset management SCM-related systems: stock management and procurement management CRM-related systems: sales support, telephone sales support, service management and call center management E-commerce-related systems: BTO (Build-To-Order), portal site, order placement/acceptance and EDI DWH/KM-related systems: data analysis, data search and document management

PKI(Public Key Infrastructure): Introduction Moser Baer is launching PKI Token a data security solution. PKI (Public Key Infrastructure) is a set of software, hardware and processes to create, manage, distribute, store and revoke digital certificates. PKI Token is used for secure communication over the network. The company wants to develop market positioning strategy and design an effective product launch strategy for this product. For this purpose, a descriptive research design will be used and a survey will be conducted. The survey will be done by directly meeting the customers and their responses will be gathered with the help of a structured questionnaire. The primary data and information so collected shall be analysed to decide the positioning of the product and designing an effective product launch strategy. Public-key cryptography It refers to a cryptographic system requiring two separate keys, one to lock or encrypt the plaintext, and one to unlock or decrypt the cyphertext. Neither key will do both functions. One of these keys is published or public and the other is kept private. If the lock/encryption key is the one published then the system enables private communication from the public to the unlocking key's owner. If the unlock/decryption key is the one published then the system serves as a signature verifier of documents locked by the owner of the private key. This cryptographic approach uses asymmetric key algorithms, hence the more general name of "asymmetric key cryptography". Some of these algorithms have the public key / private key property, that is, neither key is derivable from knowledge of the other; not all asymmetric key algorithms do. Those with this property are particularly useful and have been widely deployed and are the source of the commonly used name. The public key is used to transform a message into an unreadable form, decryptable only by using the (different but matching) private key. Participants in such a system must create a mathematically linked key pair (i.e., a public and a private key). By publishing the public key, the key producer empowers anyone who gets a copy of the public key to produce messages only he can read -- because only the key producer has a copy of the private key (required for decryption). When someone wants to send a secure message to the creator of those keys, the sender encrypts it (i.e., transforms it into an unreadable form) using the intended recipient's public key; to decrypt the message, the recipient uses the private key. No one else, including the sender can do so.

Figure 1.1 Cryptographic system

Thus, unlike symmetric key algorithms, a public key algorithm does not require a secure initial exchange of one, or more, secret keys between the sender and receiver. These algorithms work in such a way that, while it is easy for the intended recipient to generate the public and private keys and to decrypt the message using the private key, and while it is easy for the sender to encrypt the message using the public key, it is extremely difficult for anyone to figure out the private key based on their knowledge of the public key. They are based on mathematical relationships (most notably the integer factorization and discrete logarithm problems) which have no efficient solution. The use of these algorithms also allows authenticity of a message to be checked by creating a digital signature of a message using the private key, which can be verified using the public key.

1.3 Market Research


Environmental Assessment An environmental assessment should be performed before setting targets, identifying alternatives, determining cost and benefits. This will be helpful to demonstrate how PKI/smart cards are needed for our agency vice other technologies. For example, a case for change may be based on: Need to improve security posture within your agency Requirement to comply with legislative, executive, and agency guidance Ability to accomplish mission Participation in e-government initiatives.

Some agencies conduct security audits to assess their present security posture. This provides the impetus for change that decision makers often require and should be described in great detail in the business case

Improve Security Posture

Agencies improve their security posture by ensuring the integrity and confidentiality of their data, validating all users who wish to access data, and by providing a means for digital signatures that cannot be repudiated at a later date. For example, digital signature provides an audit trail which allows one to determine which user performed a specific action, and under whose authority that action was performed. The security improvements realized through the use of digital signature provide agencies and their stakeholders greater confidence in the integrity of their systems and the accuracy of their data. Further, agencies will be confident that their data is being used as intended. Without these improvements in security posture, agencies will not be able to become a true competitor in the new ecommerce economy by participating in e-government initiatives.

Accomplish Mission

Improving your agencys security posture is consistent with the mission of the Moser Baer. Providing high-quality customer service is a top priority for many agencies. Agencies can vastly improve the level of customer service they provide by: Providing a means for completing forms over the Internet Ensuring the integrity of the data provided to customers Guaranteeing that confidential data will not be compromised Validating that users attempting to gain access to systems are authorized users.

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Appropriate Agency to Implement PKI-enabled Tokens A profile of characteristics that would indicate if a particular agency is a good candidate for PKI/smart cards is presented below. If an agency possesses these characteristics, in part or in whole, it should investigate how this technology could benefit the agency as well as consider the applications that could be enabled by the smart cards. Agencies that deal with sensitive data and therefore have a great need for a high level of security are prime candidates for cryptographic smart cards. Examples include agencies that ensure national security, deal with large amounts of money, or maintain substantial databases holding private information on the public. Thus banks were our main targets. Data Integrity.

If an agencys performance relies on the accuracy of its data, PKI/smart cards should be considered because they enhance the data integrity. Data integrity relates to the reliability of data and ensures that data has not been tampered with. An agency depending on reliable data would benefit from using PKI/smart cards.

Confidentiality.

An agency that maintains confidential data (including financial and medical data) is a good candidate for implementing PKI/smart cards. The large agency in the case study is an example of an agency where maintaining confidential data is crucial to delivering high-quality customer service to its millions of beneficiaries.

Authentication.

Most agencies have a significant need for authentication or the verification of the identity of a user who is logging onto a computer system.

Internet-Based Transactions.

The amount of business transacted over the Internet also is a factor for agencies considering the use of PKI/smart cards. The use of electronic signatures is surging. The Electronic Signatures in Global and National Commerce Act gives electronic signatures the same legal weight as hand-written signatures and recognizes e-commerce as a legally binding transaction. As electronic signatures are used to submit forms over the Internet, the need for a higher level of security is greatly increased. Mobile Workforce.

An agency with a significant part of its workforce at multiple locations would benefit substantially from the use of PKI/smart cards. Possible functionality that would benefit this user group includes logical access and physical access. Additional benefits are gained by the PKI-enabled encryption of data on laptops, making them inaccessible to unauthorized personnel

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Chapter 2 COMPANY SPECIFIC :


About Moser Baer India Ltd. Moser Baer, headquartered in New Delhi, is one of India's leading technology companies. Established in 1983, Moser Baer successfully developed cutting edge technologies to become the world's second largest manufacturer of Optical Storage media like CDs and DVDs. The company also emerged as the first to market the next-generation of storage formats like Blu-ray Discs and HD DVD. Recently, the company has transformed itself from a single business into a multitechnology organisation, diversifying into exciting areas of Solar Energy, Home Entertainment and IT Peripherals & Consumer Electronics. Moser Baer has a presence in over 82 countries, serviced through six marketing offices in India, the US, Europe and Japan, and has strong tie-ups with all major global technology players. Moser Baer has the distinction of being preferred supplier to all top global OEM brands. Moser Baer stands committed to supplying highest quality fully licensed media to its customers. Moser Baer's products are manufactured at its three state-of-the-art manufacturing facilities. It has over 6,000 full-time employees and multiple manufacturing facilities in the suburbs of New Delhi.

Quick Facts

Among the top two media manufacturers in the world Entered the highly exciting and emerging global technology space of photovoltaic in mid2005 Foray into the fast growing Home Entertainment Business in 2006. In-house developed and patented technology has been considered as one of the four standard media to be included in the Blu-ray Disk Association The first storage media company in the world to ship HD DVDs using a special disc structure using common materials. Lowest-cost manufacturer of optical media in the world Highly R&D-focused company OEM supplier to all the 12 leading storage media brands in the world

Locations

Corporate Headquarters: New Delhi, India Indian Offices: Mumbai, Kolkata, Chennai and Bangalore Worldwide Offices: The Netherlands, USA (New York and California), Japan, Middle12

East

Products/Services

Optical Storage Media: Recordable Compact Discs (CD-R), Rewritable Compact Discs (CD-RW), Pre-recorded CD/DVD, Digital Versatile Disks (DVD-R) and Rewritable Digital Versatile Disks (DVD-RW), LightScribe-enabled media. Photovoltaic: Crystalline Silicon Cells and Modules, High Concentrator and Thin Film Modules Entertainment: Distribution of movies, film production and theatrical distribution IT Peripherals and Consumer Electronics: Optical Disk Drives, Headphones, Keyboards, Optical Mouse, DVD Players Replication Services

Employees

Over 6,000

Number of Plants

Exchange Listing

National Stock Exchange (NSE), The Stock Exchange, Mumbai (BSE)

Summary Financials

For the financial year ending March 31, 2010 Net Turnover: Rs. 20,575 Million Net Operating Cash-flow: Rs. 4,439 Million

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2.1 Vision and Mission

Vision "Touching every life across the globe through high technology products and services" Mission We will drive growth through our excellence in mass manufacturing. We will move up the value chain through rapid development of technology, products and services. We will leverage our relationships, distribution, cost leadership and "can do" attitude to become a global market leader in every business. Our Values Teamwork Thinking and working together across functional silos, hierarchies, businesses and geographies. Cooperating and supporting each other towards common goals. Integrity Consistently behaving and taking decisions in an ethical, trustworthy and fair manner in all spheres of life. Passion Missionary zeal coming out of one's heart to drive to the goal which gives one a feeling of "do it with pride" and "love to be there". A feeling that encourages one to dream & realise the dreams. Self commitment to give more than 100% & create value. Speed Meeting and exceeding customer's expressed or implied expectations by a "do it" attitude and by doing right, first time, on time and every time.

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2.2 HISTORY
Moser Baer India was founded in New Delhi in 1983 as a Time Recorder unit in technical collaboration with Maruzen Corporation, Japan and Moser Baer Sumiswald, Switzerland. In 1988, Moser Baer India moved into the data storage industry by commencing manufacturing of 5.25inch Floppy Diskettes. By 1993, it graduated to manufacturing 3.5-inch Micro Floppy Diskettes (MFD). In 1999, Moser Baer India set up a 150-million unit capacity plant to manufacture Recordable Compact Disks (CD-Rs) and Recordable Digital Versatile Disks (DVD-Rs). The strategy for the optical media project was identical to what had successfully been implemented in the diskette business - creating a facility that matched global standards in terms of size, technology, quality, product flexibility and process integration. The company is today the only large Indian manufacturer of magnetic and optical media data storage products, exporting approximately 85 percent of its production. Since inception, Moser Baer has always endeavored to create its space in the international market. Aiding the company in its efforts has been a carefully-planned and sustainable business model - low costs, high margins, high profits, reinvestment and capacity growth. Along the way, deep relationships have been forged with leading OEMs, with the result that today there are hardly any global technology brands in the optical media segment that Moser Baer is not associated with. In 2006, the company announced its foray into the Photovoltaic and Home Entertainment businesses. In 2007, the IT Peripherals and Consumer Electronics division was formed. Milestones 1983 1985 1987 1998 1999 2000 2002 2003

Established Production of 8.0"/5.25" Disks Production of 3.5" Disks ISO 9002 Certification Production of CD-R Production of CD-RW Completely Integrated Manufacturing Production of DVD-R Production of DVD-RW ISO Certification for all Facilities Launch of 'Moserbaer' Brand in Indian Market Signed one of Largest Outsourcing Deals in Indian Manufacturing 'Lightscribe' Deal with HP HP Deal for India and SAARC Region
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2004

Contributing Member of Blu-Ray Disk Association ISO 14001 & OHSAS 18001 certification for Moser Baer plants. Commencement of Phase III of Greater Noida Plant Announced Moser Baer Photovoltaic Ltd as it's wholly owned subsidiary Received status of SEZ developer from Govt. of India Announced a wholly owned subsidiary-Moser Baer SEZ Signed MoU with IIT, Delhi The first company in the world to start volume shipments of HD DVD-R Signed Technology MoU with IT BHU Patented technology approved by the Blu-ray Disc Association In-house R&D Centre approved by Ministry of Science and Technology Launched USB Flash drives Forayed into entertainment space, enters Home Video market Acquired OM&T BV - a Philips' optical technology and R&D subsidiary Announced start of trial run of solar photovoltaic cell production facility Set up the world's largest Thin Film Solar Fab Launched US$150 mn FCCBs Moser Baer Photo Voltaic announced commercial shipment of solar photovoltaic cells Moser Baer Photo Voltaic announced US$880 million strategic sourcing tie-up with REC Group Forayed into PC peripherals market: Launches Optical Disk Drives (ODDs), Headphones, Keyboards, Optical Mouse etc. Launched Branded DVD Player Moser Baer plans 600 MW Thin Film PV capacity with an estimated investment of over $ 1.5 bn Moser Baer Photo Voltaic announces strategic sourcing tie-up with LDK Solar Moser Baer announces successful trials of first Gen 8.5 Thin Film plant Moser Baer gets the coveted blu-ray product verification Moser Baer signs exclusive home video licensing deal with UTV Motion Pictures Moser Baer launches a digital video processing facility in Chennai Moser Baer secures customer sales orders of $500 million for solar modules Global investors inject Rs. 411 crore into Moser Baer's solar photovoltaic business Moser Baer announces successful trials of first Gen 8.5 Thin Film plant Moser Baer Photo Voltaic announces strategic sourcing tie-up with LDK Solar Moser Baer plans 600 MW Thin Film PV capacity with an estimated investment of over $ 1.5 bn Moser Baer launches sleek and stylish MP3 players Moser Baers thin film solar modules are now IEC certified Moser Baer to set up one of Indias largest rooftop solar PV installations in Surat
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2005

2006

2007

2008

2009

Slim and Elegant Moser Baer TFT Monitor Moser Baers thin film line ready for production of ultra-large solar modules

2.3 Strategic business unit :

Storage Media Moser Baer India, the second largest manufacturers of optical media in the world, is a technology company focused on the preferred OEM for all 12 of the world's optical media manufacturers and commands a 16% development, manufacture and supply of optical media across the globe. With a strong R&D thrust, the company has been able to lead the technology curve in the optical media business. In the process, it is among the very few Indian companies to have contributed to the establishment of new global technology standards. As a result of this single-minded drive and commitment, Moser Baer became the first storage media company in the world to ship HD DVDs. In the Indian market, Moser Baer made its foray into the burgeoning domestic optical storage market with the launch of the `moserbaer label in 2003. The company has blazed a new trail by introducing technologically innovative and truly world-class product in the Indian market. Moser Baer's new range of Gold and Platinum CD-Rs have been developed keeping native conditions in mind in terms of enhanced durability and resistance to both environmental and human-induced hazards. In a market estimated at US$ 350 million in 2005-06 - Moser Baer is already the leader with a share of over 40%. The company manufactures the entire spectrum of optical storage media products including Recordable Compact Discs (CD-R), Rewritable Compact Discs (CD-RW), Recordable Digital Versatile Discs (DVDR), Rewritable Digital Versatile Discs (DVD-RW) and blue laser discs (HD-DVD and Blu-ray). Moser Baer's products are manufactured at its three state-of-the-art manufacturing facilities that adhere to the most stringent process and quality standards. The company employs over 6,000 people and has an annual production capacity of over 3 billion units.

SOLAR :

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Established in 1983 in New Delhi, Moser Baer is one of Indias leading technology companies. Moser Baer's flagship company, Moser Baer India Limited (MBIL) has successfully developed cutting edge technologies to become the worlds second largest manufacturer of optical storage media. Moser Baer Solar Limited erstwhile PV Technologies India Limited is a subsidiary of MBIL and were launched between 2005 and 2007 with the primary objective of providing reliable solar power as a competitive non-subsidized source of energy. We have leveraged our core competencies in high volume manufacturing of optical media products to create a world class photovoltaic manufacturing facility. Our strategy is to straddle multiple technology platforms and to drive scale to be able to drive down the costs of the technology and make it more affordable to consumers globally.

ENTERTAINMENT : Moser Baer Entertainment offers home video titles in various Indian languages at unmatched prices and is also engaged in media content creation. The company is the first to offer home videos in every popular language of India and it is today India's largest Home Entertainment company. It currently offers home video titles in Hindi, English, Tamil, Telugu, Malayalam, Kannada, Marathi, Gujarati, Bengali and non-film categories. Moser Baer Entertainment has acquired the rights for close to 10,000 titles in all the popular languages and has already released close to 3,000 of them in the market. Headquarterd in Mumbai, the company is establishing a strong presence across the country in all major metros as well as in smaller towns through an active and well-organized multi-tiered channel. This move will take advantage of the established Moser Baer production capability and a well developed distribution network. The company has released video content in DVD and Video CD formats using Moser Baer's proprietary and patented technology that ensures the highest quality standards and significantly reduces cost. The movie titles come with world-class packaging. In short, Moser Baer Entertainment is working towards providing unprecedented value by offering high quality products at a price that delights consumers.

IT PERIPHERALS & CONSUMER ELECTRONICS : Moser Baer has entered into IT Peripherals and Consumer Electronics. In IT Peripherals the product range comprises of USB drives, Memory Cards, DVD writers, PC Peripherals, TFT Monitors, UPS and External Hard Drives. In the Consumer Electronics arena, the company has come up with a product range with medium to hi-end positioning comprising of Ultra Advanced LCD TVs, DVD Players, Portable DVD Players, Digital Photo Frames, Media Players and Multimedia Speakers.

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2.4 MANAGEMENT TEAMS :


Board of Directors The difference between a good company and a great one lies in its core management team. Moser Baer's Board is a classic example of just how a group of thought leaders, visionaries, evangelists and technocrats can come together to galvanize a company to achieve excellence - and that too on a global scale. Meet the people who provide the inspiration and guidance to make it all happen for Moser Baer. Deepak Puri provides strategic direction to the company. He is the driving force in creating an environment of integrity by ensuring fair business practices and profound respect for Intellectual Property Rights. It is his ceaseless quest for human capital development that has helped steer the company along a continuous growth path. A leading spokesman for the Indian industry, Deepak Puri has never shied from speaking his mind and sharing his opinions. He is also Chairman of the Electronics and Computer Deepak Puri Software Export Promotion council (ESC), a non-profit autonomous organization of the Managing Ministry of Information Technology, Government of India. He holds a Master's Degree in Mechanical Engineering from Imperial College, London, and is an alumnus of St Director Stephens College and Modern School, New Delhi.

Ratul Puri Executive Director

Ratul Puri joined Moser Baer in 1994 and has been Executive Director since 2001. Prior to assuming this role, Ratul was General Manager (Business Development). In this capacity, he was instrumental in setting up plants for manufacturing Compact DiscRecordables (CD-Rs), the first to come up in India. He has also played a pivotal role in reinforcing Moser Baer's focus on maximizing shareholder value and in raising funds from best-in-class investors. He has a degree in Computer Engineering from Carnegie Mellon University, USA and did his schooling from St Columbus, New Delhi.

Nita Puri is a co-promoter of Moser Baer India Ltd and a Whole-Time Director of the Company. A graduate from Calcutta University, she has over three decades of experience in managing businesses. As Director (Administration and HR), she has been closely involved with the company's growth since its inception.

Nita Puri Whole Time Director Prakash Karnik was a Director at Electra Partners Asia Private Ltd, one of Asia's leading private equity firms. An engineer from the Indian Institute of Technology (Chennai) and a management graduate, he has over 25 years of experience in the engineering and finance sectors. He has worked in senior positions in both government and private sector organizations, including Jardine Fleming India Securities Ltd, Unit Trust of India and the Economic Development Corporation of Goa Ltd. Prakash
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Karnik Director Rajesh Khanna has been working with Warburg Pincus for the last six years. He is an MBA from the Indian Institute of Management, Ahmedabad and a Chartered Accountant. He earlier worked with leading finance and consulting firms such as Citibank NA. He is now the Managing Director of Warburg Pincus India Private Ltd and also serves on the Boards of Nicholas Piramal India Ltd, Max India Ltd, Max Healthcare Institute Ltd and Max New York Life Insurance Company Ltd. Rajesh Khanna Director (Nominee Warburg Pincus Singapore LLC) Bernard Gallus brings with him over four decades of experience in the international technology and finance markets. He was earlier Managing Director and member of the board of J Bosshard SA, Lausanne, later taken over by the manufacturing company W Moser Baer AG, Switzerland.

Bernard Gallus Director John Levack has over 20 years of private equity experience with Electra and 3i Pic in Asia and Europe, four years of which have been in India. Levack has a degree in business administration from Bath University in the UK. He is a Director at Aksh Optifibre Ltd, Zensar Technologies Ltd, Electra Partners Asia Ltd, Electra Partners Mauritius Ltd, EP Asia Ltd, eTelecare International Inc. and RT Packaging Ltd. John Levack Director Mr. V. N Koura has been inducted as an Additional Director of the Company since 29th September, 2006. Mr. Koura received his formal legal education at Lincoln's Inn, London and currently is a senior partner of Koura & Co., a leading firm of legal consultants in India. He is also on the Board of Bharti Infotel Limited, National Cereals Products Limited, Controls and Switchgear Contractors Limited and HCL Infosystems Limited. Virander Nath Koura Director Dr. Vinayshil Gautam has been inducted as a Director of the Company w.e.f 12th December, 2006. He was the first Director of India Institute of Management (Khozikode) and the first Head Management Department at Indian Institute of Technology (IIT), Delhi. He is currently the Dalmia Chair Professor of Management at IIT, Delhi and coordinator of the Institute's Dalmia Research Programme Dr. Vinayshil Gautam was a
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Vinayshil

Gautam Director

member of various significant committees of Government of India including the Committee appointed to look into the efficiencies of promotional processes of 10 senior Positions in Government; Quinquennial review team of CMFRI, NAARM; Committee appointed to review the working of NSTEDB, etc. He is also on the Board of J.K Industries Ltd, Shivam Auto Tech Ltd, EXIM Bank, Steel Authority of India, KEC International Limited. Frank Dangeard was Chairman and CEO of Thomson, a provider of digital video technologies, solutions and services, from 2004 to early 2008. Earlier, he was Senior Executive Vice President of France Telecom, a global telecommunications operator. He is chairman or member of a number of boards or advisory boards of international companies and non-profit organizations. Dangeard was educated in France and the United States. He has been the recipient of the National Order of the Legion of Honour

Frank E. Dangeard Director

(Chevalier), the highest decoration in France.

Viraj Sawhney is a Principal of Warburg Pincus India. He was earlier a consultant with McKinsey & Company. His business experience spans a range of strategic and operational issues across several industries.

Viraj Sawhney Director

2.5 CORPORATE SOCIAL RESPONSIBILITY :

CSR Policy At Moser Baer, we believe that Corporate Social Responsibility (CSR) is the way to conduct business
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that achieves a balance or integration of economic, environmental and social imperatives while at the same time addressing stakeholder expectations. Under its CSR policy, the company affirms its commitment of seamless integration of marketplace, workplace, and environment and community concerns with business operations. Moser Baer uses CSR as an integral business process in order to support sustainable development and constantly endeavors to be a good corporate citizen and enhance its performance on the triple bottom line. CSR Mission

Whilst being committed to excellence and total customer satisfaction through team work, ceaseless innovation and timely delivery of quality products of international standards, we recognize our responsibilities towards social and environmental dimensions of our business and thus aim to visibly play a leading role within our spheres of influence. We will strive to be a leader while continuing our business in a socially and environmentally responsible manner. We affirm our commitment to contribute to nation building measures through improving quality of life of our workforce, their families and the communities of the area we exist and beyond.

The Structure

Community Development vehicle, Moser Baer Trust is headed by CSR Head of Moser Baer Trustees are senior leaders from the company Functional scorecard and KRAs align initiatives with companys strategic objectives Regular board level reporting to CSR Committee Programs evolved after stakeholder dialog and have independent budget, action plans and targets Community programmes designed to meet Millennium Development Goals (MDGs) in MBILs sphere of operations- as contribution to nation building

Chapter 3 METHODOLOGY
3.1 Objective of the study

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This report was prepared as a means of helping Moserbaer to understand the components for building a sound business case for using PKI/smart cards (cryptographic smart cards).This report provides decision makers with a framework to construct a business case and provides detailed information on the costs, benefits, and risks associated with both PKI and smart card technologies. The decision makers will be able to determine for themselves whether the investment costs are justified and whether the benefits outweigh the risks. It will help decision makers prepare an effective market positioning Strategy for PKI Token:Crypto The study was based on identifying the business opportunities in the field of Information technology for the security services provided to the clients. Below are the two main objectives of the study. 1. To study the product launch strategies of successful data security solutions launched by the competitors of Moser Baer: - this will help the company to find out who are the main competitors of this product Crypto in the market. And on what parameters the companies launched and marketed their products.

2. To identify the target segment for PKI Token and prepare an effective market positioning Strategy for PKI Token: - Crypto is mainly a business to business product. So, it is very important to identify the target segment and their needs to prepare the market positioning strategy accordingly. 3. To Design a Product Launch Strategy for PKI Token Crypto A Data Security Solution Developed By Moser Baer: - after a detailed study of the two upper objectives it is easy to design an effective product launch strategy for Crypto.

3.2 Research Methodology


The project was executed in such a way that it is complete to the maximum extent covering all the aspects and thus arriving at a suitable conclusion to meet the objective of the project. Few recommendations were also suggested to the company, which can help the organizations to penetrate faster into the market.
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3.2.1 Research problem: Moser Baer has developed a new product Crypto PKI Token, which is a data security solution. Moser Baer wants to design an effective strategy for the launch of this new product after studying the position of similar products introduced in the market by the competitors and the requirements of its potential customers. 3.2.2 Scope of the Project: The study was conducted in all the IT companies present in India. So, I personally visited the regional and head offices of companies in Delhi/NCR region. For this purpose I visited different places like Connaught Circle, New Rajendra Nagar, Barakhamba Road, Sansad Marg, Noida etc. Beside these, I also made calls to the companies present outside Delhi/NCR region. 3.2.3 Research Plan: The research was started with a well laid research plan and weekly schedule. The research plan included the following important stages.

1) Data Sources 2) Research Instruments 1) Data Sources Primary Research: All the data in this project is collected through primary research conducted on companies. It was done completely through personal visit, through a prepared questionnaire.

The data collection was itself divided into two phases: (a)The First Phase. (b)The Second Phase.

In the first phase : The information about all the companies in India including domestic and multinational companies was collected through internet and then I made calls in their head offices to collect the required information about security solutions they are providing to their clients, which included the name of the company, their contact numbers and their official address. A database of the collected information was prepared. This
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database was used to get my questionnaires filled. Later this database will be used by the company to contact the IT companies, as they are the target customers of Moser Baer for the product Crypto.

In the second phase: The data collection work was done through questionnaire. The required companies present in Delhi/NCR regions were personally visited by me. The banks present outside this region were contacted through telephone and e-mails. Thus, the data of 35 companies was collected, which was used for analysis later.

2) Research Instruments The research instrument consisted of personal visits, telephone calls and e-mails, which were guided by self prepared questionnaires. The questionnaire consisted of 18 questions. The questions were mostly close ended. Also the close ended questions were a diverse type consisting of multiple choices and rating scales. 3.2.4 Sampling Technique: For the purpose of this survey, non-probability sampling technique was employed as the target population was large(there are about 300 companies in India). In non-probability sampling technique, convenient sampling was chosen so that we could get the respondents conveniently. 3.2.5 Sample size: As the target population consists of companies, therefore it was not possible to keep a large sample size as in most of the companies their Head offices and other departments are present in Mumbai, Banglore, Chennai and other places outside Delhi/NCR region and it is not possible to visit those companies. Also on telephone and e-mail, most of the banks are not willing to give their data for security regarding products. Therefore the data of 35 banks was taken. Target Population: As the product is a business to business product, the target population consists of private as well as multi national companies in India. . 3.2.6 Research Questions There are total 18 questions in the questionnaire. An inverted pyramid approach was used i.e. the first few questions are the warm up questions and are general in nature. Later the questions are specific to the product and adhere to the relevance of study. The questionnaire was designed keeping in mind the target
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customers and the data required by Moser Baer for their product.

3.3 Research Design: A descriptive research design has been used which is a part of quantitative research, by conducting a survey using a questionnaire. Primary data collection was done by calling the IT companies through telephone and directly meeting the employees of IT companies. The entire primary research was open to various IT Companies in Delhi, Noida, Gurgaon and Ghaziabad and a quantitative protocol was used to conduct it. In order to provide a current snapshot of the market, this protocol involved data collection through a detailed questionnaire (attached as annexure) with a requisite sample allocation to garner comparative opinion from different parts of Delhi NCR region. The questionnaire was designed to elicit valuable information on various parameters. Each sample was administered by at least one research worker through a personal interview of about 15-20 minutes depending on the nature and size of the establishment the respondent is associated. In all 35 samples were collected and all the complete responses were deemed valid and used for coding. The sample size was small as the study was based on information technology sector.

Key links has to be established between research aims and individual questions. Issues Services provided to the clients Awareness of PKI Token/OTP Are securities being provided to the client or not Question focus To know whether the security is needed or not. To understand the level of interest of client in such product To understand the chances of client going for such a product since it can be given.

The questions were mainly closed ended. Verbatim were also included to have an all encompassing view.

Chapter 4 Observations And Analysis Of The Study


Various Pie-charts and bar graphs are made to have an easy and quick understanding of the study conducted. Initially all the questionnaires were analyzed individually, and then finally an overall
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comparison of the various responses from all the customers was done and analyzed. In last chapter, we discussed about the sample size of 35 customers whose feedback was successfully taken. In this chapter, we will analyze the data we collected from the survey. 1. Are you providing security solution to your clients ? Providing security solutions to your clients Yes No
120% 100% 98% 80% 60% 40% 20% 0% Yes

98% 2%

2% No Providing security solutions to your clients

Graph 4.1

INTERPRETATION From the above table, it can be observed that 98% companies are providing security solution to their clients. INFERENCE: From the table, we can get inference that whether they are providing security solutions or any other services to their clients. 2. Who are your main clients ?

Main clients of IT companies

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Banks Government Insurance company Telecom company Airlines

91% 3% 3% 2% 1%

3%

3% 2%1%

Banks Government Insurance company Telecom company Airlines

Main clients of IT companies


Graph 4.2

91%

INTERPRETATION From the above table, it can be observed that 91% of the companys clients are Banks.

INFERENCE: It can be said that mostly banks are there to provide security solutions to its clients. For Moserbaer, banks are very important clients as they are providing security solutions. They are of great use as a client. 3. What services you provide to them ?

Services provided to the clients


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Network security Data maintenance Online Banking Support

40% 9% 51%

60% 50% 40% 30% 20% 10% 0% Network Security Data maintenance Online Banking Support 40% 51%

9%

Services provided to the clients Graph 4.3

INTERPRETATION From the above table, it can be observed that most of the companies are providing online banking support services to their clients.

INFERENCE: It means that Moserbaer should more focus on Banking Sector as 51% companies are providing online banking support service to their clients.

4. Which is the service your clients are availing maximum ?

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Services your clients are availing maximum Network Security Data maintenance Online Banking Support 36% 9% 55%

60% 50% 40% 30% 20% 10% 9% 0% Network Security Data Maintenance Online Banking Support Services your clients are availing maximum 36% 55%

Graph 4.4

INTERPRETATION As from the above table, it can be observed that online banking support is the service which is maximum availed by the clients. INFERENCE: We can make inference from this diagram that PKI Token can be more useful in Banking sector rather than other sectors. So, Moserbaer should more focus on Banking sector in order to make huge profits in business.

5. Is all the information stored and maintained in electronic form in your organization?

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Information store and maintain in electronic form Yes No 90% 10%

100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Yes 10% No Information stored and maintained in Electronic form 90%

Graph 4.5

INTERPRETATION Result: 90% companies are digitally storing and maintaining their data.

INFERENCE: Most of the companies are storing their data in computers so there is a need for protection.

6. Are all your branches online?

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Yes No

75% 25%

80% 70% 60% 50% 40% 30% 20% 10% 0% Yes No Branches Online 25% 75%

Graph 4.6

INTERPRETATION Result: In 75% IT companies their branches are connected online.

INFERENCE They need a secure connection for transferring data freely within the organization.

7. Are you using any information/data protection system?


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Using any information protection system Yes No 90% 10%

90% 80% 70% 60% 50% 40% 30% 20% 10% 0% Yes No Data Protection System 10% 90%

Graph 4.7

INTERPRETATION Result: 90% companies are using data protection either by means of software or hardware.

INFERENCE: More awareness should be created about data protection by hardware and software as many companies are only using antivirus as their data protection system. 8. If no, are you planning to buy a data security solution?

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Are you planning to buy data security solution

Yes No Maybe

94% 3% 3%

3% 3%

Yes No Maybe

94%

Planning to buy data security solution


Graph 4.8

INTERPRETATION Result: 94% companies are not planning to buy any new data protection system.

INFERENCE:

Previous conclusion follows.

Nobody is willing to try anything new, so the products benefits need to be told to them over the protection they are currently using. 9. Which level of authentication do you use?

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Levels of authentication No Authentication Single Factor Authentication Two Factor Authentication Three Factor Authentication 1% 50% 48% 1%

60% 50% 50% 40% 30% 20% 10% 0% 48%

1% No Authentication

Single Factor Authentication

Two Factor Authentication

1% Three Factor Authentication

Graph 4.9

INTERPRETATION Result: Depending on the use most of the companies are using only single factor authentication i.e. only password protection. Most of the companies are using One Time Password i.e OTP INFERENCE: utmost we should provide two factor authentication and not spend on adding three factor authentication like biometric authentication etc. until required. 10. Do you use password protection or encryption for your confidential documents?
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Use password encryption for confidential document Yes No 95% 5%

5%

Yes No

95%

Password Protection for confidential documents


Graph 4.10

INTERPRETATION From the above table, it can be observed that 95% companies are using password protection for confidential documents whereas 5% companies are not using password protection for confidential documents.

INFERENCE: We can get inference from that companies are more sensitive towards confidential documents so more companies are using password protection for this purpose.

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11. Information Security in the organization enables better communication among the employees of various functional areas and among various branches. Information security enable better communication Strongly Agree Agree Neutral Disagree Strongly Disagree 75% 15% 5% 3% 2%

2% 5% 3%

15%

Strongly Agree Agree Neutral Disagree Strongly Disagree 75%

Information Security enables better communication


Graph 4.11

INTERPRETATION Result: Most of them strongly agree that using information security in organization enables better communication among the employees and the branches.

INFERENCE: A need of secure communication network is felt. This can be a good functionality of PKI Token to tell about.

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12. Are you aware of PKI Tokens/OTP? Aware of PKI Token/ OTP Yes No 96% 4%

4%

Yes No

96%

Aware of PKI/OTP Token


Graph 4.12

INTERPRETATION From the above table, it can be observed that 96% companies are aware of PKI/OTP Token whereas 4% companies are not aware of PKI/OTP Token.

INFERENCE: From the table, we can draw inference that as most of the companies are aware of OTP Token. So, we should educate them about PKI token which is soon entering in the market .

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13. If yes, then tick the name(s) of the PKI Token/OTP available in the market, you are aware of. PKI Token/OTP available in market Aladdin Gemalto Athena Vasco Any other 40% 20% 10% 30% 0%

0% 30% 40% Aladdin Gemalto Athea Vasco 10% 20% Any other

PKI/OTP Token available in the market


Graph 4.13

INTERPRETATION Result: 70.1% companies are using Safenet and One Time Password

INFERENCE :The organizations are not aware of many other similar products of other companies, present in the market and are using products recommended to them. Good amount of advertising is required.

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14. The above brand(s) are popular because : Brands are popular bacause Easy to use Easily available Good Features Widely used 40% 3% 55% 2%

60% 50% 40% 30% 20% 10% 3% 0% Easy to use Easily available Good features Brands are popular 2% Widely used 40% 55%

Graph 4.14

INTERPRETATION Result: People using these products think that they are popular because of their good features and user friendliness.

INFERENCE: They are habitual of using the same PKI Token, therefore it is necessary to give our product the same look and feel of the product they are already using.

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15. Is your organization using PKI Token/OTP? Organisation using PKI Token/OTP

Yes No

75% 25%

25%

Yes No

75%

Organisation using PKI Token/OTP


Graph 4.15

INTERPRETATION From the above table, it can be observed that 75% companies are using One time password i.e OTP whereas 25% companies are not using any kind of token or password for the security purpose.

INFERENCE: We can get inference that security token are of great help in companies as 75% companies are using for this purpose. Moserbaer should spend heavy expenditure on advertising in order to promote PKI Token. So that it can be more useful in the future.

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16. If yes, since when are you using Token/OTP? Since when are you using Token/OTP Few months 1-2 years 3-5 years Many years 6% 24% 62% 8%

70% 60% 50% 40% 30% 20% 10% 0% 6% Few months 1-2 years 3-5 years Since when are you using this Token/OTP 8% Many years 24% 62%

Graph 4.16

INTERPRETATION Result: 62% of companies are using the same OTP i.e One Time Password since last 3-5 years.

INFERENCE: It is difficult to change the habit when the password they are using is fairly fulfilling their needs, so we need to give the same look and feel with some extra benefits like cost etc.
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17. Are you satisfied with the PKI Token/OTP you are using? Satisfied with PKI Token/OTP Yes No 99% 1%

1%

Yes No

99%

Satisfied with the PKI Token/OTP


Graph 4.17

INTERPRETATION Result: The result is 99% of the companies are satisfied with PKI Token/OTP that they are using whereas 1% companies are there who are not satisfied with PKI Token/OTP that they are using.

INFERENCE It is important to give some extra benefits/functionalities or advantage over the competitors.

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18.The main purpose(s) for using PKI Token/OTP in your organization are:Purpose for using PKI Token/OTP Secure E-mail communication Secure VPN Access Secure Access for Extranet & Intranet Secure PC Online Banking Any other (Please specify) 2% 5% 3% 9% 81% 0%

0% 2% 3% 5% 9% E-mail communication VPN Access Extranet & Intranet Personal computer Online Banking Any other 81%

Purpose for using PKI Token/OTP


Graph 4.18

INTERPRETATION Result: Most companies are using only limited functionalities of One Time Password, mainly for the online Banking transaction and sending online documents to the clients or for the digital signature.

INFERENCE: We can market the product by telling about other functionalities/uses of our product.
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19. Do you have more requirement of PKI Token/OTP?

Requirement of PKI Token/OTP Yes No Maybe 2% 94% 4%

4% 2%

Yes No Maybe

94%

Requirement of PKI Token/OTP


Graph 4.19

INTERPRETATION From the above table it can be observed that 94% companies do not requirement of PKI Token/OTP whereas 4% companies may be required PKI Token/OTP and 2% companies are there who requires PKI Token/OTP.

INFERENCE: The inference from this table is as most of the companies do not have requirement of PKI Token as they are satisfied with this OTPi.e One Time Password. Moserbaer should provide more benefits over their competitors in order to come in front.
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Chapter 5
FINDINGS

Major findings of this research are:


1. 90% companies are digitally storing and maintaining their data.
2. In 75% companies their branches are connected online. In 87% companies more than 50% clients are using online banking services. Although in most companies their branches are connected online to exchange required data and for better net IT services, and a major portion of clients is using these services. 3. 90% companies are using data protection either by means of software or hardware. 4. 93% companies are not planning to buy any new data protection system.The companies already using data protection systems either by software or hardware are not willing to try new data protection systems because they are satisfied with the amount of protection they are getting and they might not have faced any big challenge regarding data security. 5. There can be three levels of authentication: single level- it is only the password protection for access, two level- it uses the interactive system like voice recognition, third level- third level make use of biometrics like finger print scanner. But most companies are only using single level authentication and one time password. 6. Most of them strongly agree that using information security in organization enables better communication among the employees and the branches. 7. 68% companies are using Safenet. Majority of companies are using OTP i.e One Time Password because they are satisfied with this security token. 8. 61% of companies are using the same OTP since last 3-5 years. 9. People in companies using these products think that they are popular because of their good features and user friendliness. 10. 100% of all the companies using one time password are satisfied with the one they are using. 11. Most companies are using only limited functionalities of OTP Token, mainly to send the data .

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Chapter 6
Recommendations
1. 2. 3.

4. 5. 6.

7.

Although the price of the companys PKI Token Crypto is low but the company should also offer discount on bulk purchase of product to penetrate in the market. Company should target distributors i.e. the CAs in India, which helps the company to increase their sales and company should also offer some benefits in purchase and distribution to the CA. Proper marketing of Crypto can be done through print media and personal visits in the banks. Because its clear from the research that most of the banks didnt have enough knowledge about the PKI Tokens of different companies present in the market. Some steps should be taken to motivate the customers to buy the Moser Baers PKI Token software; this can be done by telling the customers about the other benefits of using Crypto. Convincing telephone calling can also be done by randomly selecting the customer from the data base. Marketing by word of mouth will be the best way to convince the customer. Company should focus on this. Company also needs to focus on good advertisement in the targeted market.

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Chapter 7 Limitations of the study


Although I tried my best in preparation of this project, but this study has some limatations: 1. The period of the project was not sufficient to study all the factors in depth. 2. Visiting various places for the study consumed a lot of time. 3. I cannot say that what the clients have revealed will be right for each and every situation because their perception is influenced by many factors. 4. Many client showed less interest in providing information and havent cooperated. 5. Some of the confedential information related to financial transaction were not disclosed by the competitors. 6. The company is targeting only the banking sector right now but the product can be used for many other industries. 7. Many companies in India do not use digital storage and maintenance of data so they dont have any need for this product. 8. The Head Offices of most of the companies is present outside Delhi/NCR region and far from the companys network. Therefore product promotion and distribution would be difficult for the company.

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Chapter 8

Conclusion

This study highlighted that in Delhi/NCR , Moserbaer has a good scope to increase its market share with respect to PKI Token. If Moserbaer wants to target these untapped market segments of customers it should ensure that customers needs to be made aware of the productive usage of these products. Also Moserbaer needs to modify their advertising strategies in order to educate the target audience about the product. Hence Moserbaer will be able to win a major between the competitors. It has been concluded that the company needs a good amount of advertising for its PKI Token. And it is necessary to give their product the same look and feel of the product that is already being used by the banks. It is important to give some extra benefits/functionalities or advantage over the competitors. As most of the companies I visited using OTP Token. So, the company should give more focus on its product i.e PKI Token to peneterate into the market. The company should give more features into it so as to give more preference over its competitors.

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Chapter 9 APPENDIX
9.1 Questionnaire On Data Security Solution We are conducting a survey on the data security solutions used in banking industry. Your answers will help us design a product as per your needs. Your participation will be appreciated. 1.. Are you providing security solution to your clients ? a. Yes 2. Who are your main clients ? a. b. c. d. Banks Government Insurance companies Telecom companies b. No

3. What services you provide to them ? a. Network security b. Data maintenance c. Online banking support 4.. Which is the service your clients are availing maximum ? a. Network security b. Data maintenance c. .Online banking support 5. Is all the information stored and maintained in electronic form in your organization? a. Yes b. No .6. Are all your branches online? a. Yes b. No

7. Are you using any information/data protection system? a. Yes b. No 8. If no, are you planning to buy a data security solution? a. Yes b. No 9. Which level of authentication do you use? a. No authentication b. Single factor authentication c. Two factor authentication
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c. Maybe

d. Three factor authentication 10. Do you use password protection or encryption for your confidential documents? a. Yes b. No 11. Information Security in the organization enables better communication among the employees of various functional areas and among various branches. Strongly Agree Neutral Disagree Strongly Agree Disagree

12. Are you aware of PKI Tokens/OTP? a. Yes b. No 13. If yes, then tick the name(s) of the PKI Token/OTP available in the market, you are aware of. a. Aladdin b. Gemalto c. Athea d. Vasco e. Any other________ 14. The above brand(s) are popular because: a. Easy to use b. Easily available c. Good features d. Widely used 15. Is your organization using PKI Token/OTP? a. Yes b. No 16. If yes, since when are you using Token/OTP? a. Few months b. 1-2 years c. 3-5 years d. Many years 17. Are you satisfied with the PKI Token/OTP you are using? a. Yes b. No 18. The main purpose(s) for using PKI Token/OTP in your organization are:a. Secure E-mail Communications b. Secure VPN Access c. Secure Access for Extranets & Intranets d. Secure PC e. On-line Banking f. Any other (please specify) _____________________

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19. Do you have more requirement of PKI Token/OTP?


a. Yes Bank Details: Name of the Bank: Name of the Respondent: Designation: Address of the Bank: Phone No: E-mail Id: Any Suggestions (Please specify) b. No c. Maybe

Thank you for your time and patience in taking the survey.

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9.2 Bibliography

BOOKS a. b. c. d. Dr. D.D.Sharma, Marketing Research Sultan Chand & Sons Philip kotler, Marketing Management Rajan Saxena, Marketing Management, TATA McGRAW HILL, fourth edition, first reprint 2009. Stephens P. Robbins & Seema Sanghi, Organizational Behaviour, Pearson Prentice Hall, Second edition 2009

Websites a. b. c. d. e. f. g. www.moserbaer.in www.moserbaer.net www.reportjunction.com www.wikipedia.org www.blogofindia.com www.questionpro.com www.economictimes.com

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