INDUSTRY REVIEW OF THE INDIAN IT SECTOR Submitted to Prof Dr. Ganti Subrahmanyam and Assist Prof Dr.B.

Padma Narayan

By SAILESH KUMAR MBA (IB) Section A 1226110133

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NEED OF THE STUDY

Marketing Research is a primary tool for establishing the detailed marketing plan before sales to take place. Any organization, before going to sales finds the pain point of client. It conducts a market survey regarding the recruitment process going within organization. The complexity involve in recruiting a potential candidate within organization. Thus, my study is the feasibility report on sales of ATS to pharma companies.

OBJECTIVES OF THE STUDY

1) 2)

To study and understand the conceptual framework of market sales. To give brief description about the Pharma industry.

3) To present the analysis regarding the prospective growth of Pharma companies and recruitment being the area of concern. 4) To give summary, findings and suggestions.

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RESEARCH METHODOLOGY

DATA COLLECTION:

Primary data: The Primary data is collected through the interviews from the assistant HR of company and the questionnaire survey by online. Secondary data: Secondary data is collected from internet, registers, records and annual reports of the organization. The data obtained for the list of potential company of Pharmaceuticals of mid-size company. The data was collected based on     Total number of employee Turnover of the company Number of job opening Total number of employee hire annually.

Data collection Instrument: For collecting the data questionnaire method is used. Questionnaire Design begins with an understanding of the capabilities of a questionnaire and how they can help in research. If it is determined that a questionnaire is to be used, the greatest care goes into the planning of the objectives.

Questionnaires are like any scientific experiment. One does not collect data and then see if they found something interesting. One forms a hypothesis and an experiment that will help to prove or disprove hypothesis.

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Sample Size Design It refers to the number of elements to be included in the study. A sample design is a definite plan for obtaining a sample from a definite population. It refers to the technique or the procedure the researchers would adopt in selecting items for the sample. It is determined before data is collected. Samples of 37 companies are collected for general survey out of population of 60.

Sampling Process Convenience Sampling: A convenience is obtained by the selecting convenient population units.

TOOLS FOR ANALYSIS: Percentage Analysis: In percentage analysis, charts like bar chart and pie chart are used to graphically represent the results from percentage analysis of the questionnaire. Factor Analysis: The question based on rating where it is necessary to analysis of the questionnaire for the sales of ITRM HR tool for pharmaceutical company. Cluster Analysis: The analysis was done on the secondary data collected and finding the potential clients (Pharmaceuticals Company) for sales of product based on data collected.

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FIELD STUDY AND ANALYSIS Percentage Analysis  Pie chart analysis for each data collected Factor Analysis Cluster Analysis

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FIELD STUDY AND ANALYSIS

1. Do you use Applicant Tracking System:

Do you use Applicant Tracking System YES NO

RESPONDENTS 19 16

PERCENTAGE 42 58

Do you use APPLICANT TRACKING SYSTEM

42% 58% YES NO

Interpretation: There are 58% who do not use Applicant Tracking System (ATS) and rest 42% have ATS. Thus the 19 companies are potential client for sales ITRM HR tool.

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2. Would you like to integrate the ATS along with your development software of your own:

Would you like to integrate the ATS along with your development software of your own YES NO

RESPONDENTS

PERCENTAGE

29 16

64 36

Would you like to integrate the ATS along with your development software of your own ?

36% YES 64% NO

Interpretation: It can be seen that 64% want to integrate the ATS along with their development software whereas rest 36% do not require it.

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3. What is the work force count within your organization:

Work force count <50 50 -500 501-1000 1001 - 3000 >3001

RESPONDENTS 3 15 6 7 14

PERCENTAGE 7 33 13 16 31

Total Number of employee

16 14 12 10 8 6 4 2 0 <50 50 -500 501-1000 1001-3000 >3001 3 6 Total Number of employee 7 15 14

Interpretation: As 33% of the company has employee s in between 50-500 are the area of focus for sales and rest of 13% and 16% are major potential client.

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4. How long have you been using the internet for recruitment:

No: of years of internet Usage as recruitment <1 years 1 to 5 years 6 to 10 years >10 years

NO. OF RESPONDENTS

PERCENTAGE

0 3 15 27

0 7 33 60

Internet usage as recruitment

0% 7%

33% 60%

<1 years 1 to 5 years 6 to 10 years >10 years

Interpretation: Almost all the company are using the internet for recruitment from above 6 years. Thus there form the potential client where their recruitment cycle as well as cost of hiring can be reduce effectively.

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5. How many recruiters are there within your organization:

Number of recruiters

NO.OF RESPONDENTS 7 18 15 5

PERCENTAGE

1 2-5 6 - 10 > 10

16 40 33 11

No: of recruites
17% 15% 1 2 to 5 31% 37% 6 to 10 >11

Interpretation: As it can be seen the company invest huge amount on recruiters where 37% has 2 to 5 recruiters where most of the company are having employee strength between 500. Thus ATS would reduce the cost of hiring and speed the proces

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6. What is the duration of recruitment cycle in your organization:

Recruitment cycle 1 2 weeks 3 4 weeks 1 months >1 months

RESPONDENTS 7 19 11 8

PERCENTAGE 16 42 24 18

Recruitment cycles
18% 16%

1 to 2 weeks 24% 42% 3 to 4 weeks 1 months >1 months

Interpretation: There are 42% where the recruitment cycle is within one month to more than one month. The area of focus being this company so as to reduce the recruitment cycle time within one month.

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7. Do you outsource recruitments to fill positions:

Outsource (Agency)

RESPONDENTS PERCENTAGE

YES

20

44

NO

25

56

Outsourcing(Agency) Recruitment

44% 56% YES NO

Interpretation: 56% of the company do not outsource recruitments to fill position as being mid size company look for prospective candidate that suits their organization.

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8. Do you have multiple hiring managers:

Multiple hiring manager

RESPONDENTS

PERCENTAG E 80

YES

36

NO

20

Multiple Hiring Manager

20%

YES NO 80%

Interpretation: There are company who have multiple hiring manager about 80%.

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9. How many employee do you hire annually:

Annually hired employee <100 101 - 300 301 - 1000 >1000

RESPONDENTS 17 11 8 9

PERCENTAGE 38 24 18 20

Annually hired employee

20% 38% <100 18% 101 - 300 301 - 1000 24% >1000

Interpretation: The area to concentrate is 24% and 18% which contribute around 16 company.

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11. Is your hiring process:

Hiring Process

RESPONDENTS PERCENTAGE

Centralized

30

67

Decentralized

15

33

Hiring Process

33%

Centralized 67% Decentralized

Interpretation: As 67% of the company the hiring process is centralized . The focus of selecting potential candidate and speeding the process of hiring is the important criteria so the major company to concentrate.

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12. Would you like to have a demo of ITRM from VLS Systems:

Demo of ITRM YES NO

RESPONDENTS 19 26

PERCENTAGE 42 58

DEMO of ITRM

42% YES NO

58%

Interpretation: As 42% wish to have look for a demo of ITRM before ging for the purchase of a product.

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Factor Analysis: 10. Please rate the following factor required while selecting for Applicant Tracking System.

Correlation Matrix 10. [D) Cost 10. [B) Internal Ease of use] Correlatio Ease of use] n 10. [B) Internal integration System] 10. [C) Recruitment cycle ] 10. [D) Cost of Hiring(Recruitment cycle completion)] 10. [E) Searching ( e.g., application/resume)] 10. [F) Email Tracking System] 10. [G) Return on Investment (ROI)] -.061 .250 .322 .474 1.000 -.050 .094 -.081 .413 .344 1.000 .474 .082 .337 .139 1.000 .578 .413 .250 .191 .003 1.000 10. [C) of Hiring(Recru 10. [E) Searching ( e.g., 10. [G) 10. [F) Email Return on Tracking System] -.082 Investment (ROI)] .053

integration Recruitment itment cycle application/r System] .139 cycle ] .092 completion)] -.081 esume)] -.061

.092

.578

1.000

.344

.322

-.011

-.088

-.082

.191

-.011

.082

-.050

1.000

.059

.053

.003

-.088

.337

.094

.059

1.000

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From the correlation matrix it can been seen that that factor 1. Internal integration system with recruitment cycle being 0.578 2. Internal integration system with cost of hiring being o.413 3. Searching with cost of hiring being 0.474 Are the factor which represents the factor which are dependent with each other and thus form the basis for selection of ATS.

KMO and Bartlett's Test 0.592 Kaiser-Meyer-Olkin Measure of Sampling Adequacy. Bartlett's Test of Sphericity Approx. Chi-Square df Sig. Communalities Initial 10. [A) Ease of use] 10. [B) Internal integration System] 10. [C) Recruitment cycle ] 10. [D) Cost of Hiring(Recruitment cycle completion)] 10. [E) Searching ( e.g., application/resume)] 10. [F) Email Tracking System] 10. [G) Return on Investment (ROI)] 1 1 1 1 1 1 1 Extraction 0.896 0.775 0.747 0.76 0.65 0.902 0.871 40.503 21 0.006

From the table it can be interpreted that KMO value above 0.5 indicate that factor analysis is appropriate. The KMO is 0.592.

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Total Variance Explained Extraction Sums of Squared Initial Eigenvalues Comp onent 1 2 3 4 5 6 7 Total 2.234 1.238 1.077 1.051 .626 .420 .354 % of Variance 31.913 17.687 15.392 15.014 8.941 5.993 5.059 Cumulative % 31.913 49.600 64.992 80.007 88.947 94.941 100.000 Total 2.234 1.238 1.077 1.051 Loadings % of Variance 31.913 17.687 15.392 15.014 Cumulative % 31.913 49.600 64.992 80.007 Total 2.088 1.335 1.099 1.079 Rotation Sums of Squared Loadings % of Variance 29.827 19.071 15.697 15.411 Cumulative % 29.827 48.898 64.595 80.007

Extraction Method: Principal Component Analysis.

As from the eigen value it can be seen that there are four factor whose value is greater than 1. That being 1. 2. 3. 4. Ease of use Internal integration System Recruitment Cycle Cost of hiring 2.234 1.238 1.077 1.051

Are the factor which form the major part in selecting the ATS from company point of view.

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The factor extracted contribute to 80.007% cumulative.(for normal it should be >60%). Thus the analysis gives the better result. Cluster Analysis: Based on secondary data obtained for potential 30 Pharmaceuticals Company based on 1. 2. 3. 4. Turnover (2010) (V5) Total number of employees. (V6) Number of job opening. (V7) Number of employee hire annually. (V8)

The Two Step cluster analysis is taken into consider and the result obtain is Cluster Distribution N Clust er 1 2 3 Combine d Total 23 6 1 30 30 % of Combined 76.7% 20.0% 3.3% 100.0% % of Total 76.7% 20.0% 3.3% 100.0% 100.0%

Centroids V5 Std. Mean Cluster 1 2 3 Combined 4.08E8 4.73E9 1.80E10 1.86E9 Deviation 8.214E8 Mean 332.17 V6 Std. Deviation 339.295 1643.979 . 2671.348 Mean 4.48 18.33 25.00 7.93 V7 Std. Deviation 3.073 4.082 . 7.206 Mean 70.65 516.67 880.00 186.83 V8 Std. Deviation 61.317 121.106 . 234.868

2.006E9 4366.67 . 1.20E4

3.684E9 1528.00

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It is clearly can be seen that there are 23 companies out of 30 are combine together with forming the largest cluster based on following criteria. 1. 2. 3. 4. Turnover of 38 lakhs to 100 cores With number of employee in range of 50 to 900 employee Number of job opening ranging from 2 to 12. Number of employees hired annually are in range of 10 to 300.

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Annexure

Questionnaire

Feasibility Report on sales of ITRM to pharmacy Company. Questionnaire. COMPANY NAME : 1. A) Do you use Applicant Tracking System? Yes B) No

2. Would you like to integrate the ATS along with your development software of your own? A) 3. A) B) C) D) E) 4. A) B) C) D) 5. A) Yes B) No

What is the workforce count within your organization? <50 50-500 501-1000 1001-3000 >3000 How long have you been using internet for recruitment? <1 year 1 to 3 years 4 to 6 years > 6 years How many recruiters are there within your organization? 1

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B) C) D) 6. A) B) C) D) 7. A) 8. A) 9. A) B) C) D)

25 6 -10 >10 What is the recruitment cycle within your organization? 1 -2 weeks 3 -4 weeks 1 month > 1month Do you utilize outside recruitment services to fill position? Yes B) No

Do you have multiple hiring managers? Yes B) No

How many employee do you hire annually? <100 101 -300 301 1000 >1000

10. Please rate the following factors required by you for selecting a applicant tracking system? A) B) C) D) E) F) Ease of use Internal integration system Recruitment cycle Cost of hiring Email tracking system Searching ( e.g. application/resume) 1 1 1 1 1 1 2 2 2 2 2 2 3 3 3 3 3 3 4 4 4 4 4 4 5 5 5 5 5 5

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G) 11. A) B) 12. A)

Return on investment Is your hiring process? Centralized Decentralized

Would you like to have demo of ITRM from VLS System? Yes B) No