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hi everyone thank you for joining us my name is karthika and i'm from lead squad's marketing team in today's session we will be discussing about building a solid sales pipeline in edtech so yes the session is for the edtech vertical but anyone and everyone who is interested can definitely tune in joining me are our amazing speakers we have mr nitin golani who is the business head at akash by juice mr nitin please tell us a bit about yourself and your journey so far thank you thank you for hosting me today and thank you everyone for taking this time out to join today for the sessions uh as karthika mentioned i am nitin i am the business head for akash baiju's digital business uh akash baiji's digital business is basically uh into providing or educating students uh in their journeys for they need preparation it's a it's a one one and a half year old business uh of course a tremendous growth story in the last one and a half years so look forward to sharing my experiences with all of you thank you so much mr nitin looking forward to learning from you today we also have mr prashant singh who is the co-founder and the ceo of lead squared prashant please tell us a bit about yourself yeah hi hi everyone thank you so much for joining us today and special thanks to nitin who has taken time out in sharing some of his experience and knowledge about uh building solid uh sales pipeline in tech akash guys who's been one of the top tech businesses in india i think we have a lot to learn uh so i am prashanth singh i am co-founder and chief operating officer of beachboy uh i think as probably most of the audience would know that we uh offer a very solid sales and marketing or automation platform and it is used by 2000 plus customers worldwide by using one of our you know uh old and you know one of the biggest customers and uh nintendo team you know being very supportive and you know great customers i mean so thanks i think for joining once again i think we can uh probably get started yes uh so before we get started i just wanted to watch everyone kind of [Music] last year probably in april uh baiju's partnered with uh akash right it has been more than a year since then uh how has the business changed right what kind of goals you had and uh you know can you share you know how things have unfolded last november sure sure happy to happy to share on that point so you're right it's been almost a year uh or probably a little over a year since uh akash and baiju's came together uh i think april 3rd of 2021 is when we signed the deal so a little over a year to where we are today uh so you know the journey has been phenomenal the last one one and a half year uh the kind of impact that we've been able to create to students uh across the jee neet segment has just been phenomenal uh we started off of course when when the partnership came together with akash you know let me just maybe take some takes like take a step back and first if you look at the test prep market in india it's uh it's close to about the total addressable market or the dam for test prep in india is about 10 billion dollars right uh 10 billion right 10 billion yeah 10 billion 10 billion dollars is the time for uh test prep market in india this is basically coaching for j nate aspirants across the country this tam of 10 billion is split between two parts there is a organized part to it and there is unorganized part to it when i say organized i basically mean players which have 50 students of plus in their in their educational domain players like akash allen fitchy some of the known organized players they constitute about 30 percent of the market and then 50 of the market is basically uh players which which like which are like mom and pop stores in uh every nook and corner of the country which are basically educating students in their journeys to become engineers and doctors now so 7 billion is basically the unorganized market and 3 billion so you know when we look at when we look at the dam and we look at the organized sector alone there is no one player which owns over five percent of the market so it's a very fragmented organized sort of a market right so there is no one player which uh which owns over five percent uh and as a consequence there was a scope for consolidation or there was a scope for sort of accelerating uh by one of the players uh to be able to gain market in the organized segment alone right so this was basically the first pillar uh when we were looking at akash uh as a possible target uh for acquisition when we look at the tam and we look at the organized uh tam specifically we felt that you know there is a good enough scope uh for akash as a business to significantly expand in the organized space in the traditional offline organized sort of space right so that was pillar number one pillar number two was you know we as baijus we were like the pioneers in technological education solutions uh and we felt that you know there is this huge unorganized market of about seven billion seven billion dollars which which which has nobody which has some of these mom and pop stores which is like a plain green field opportunity for us to come up with a technological superior product uh with the technological advantage of baijus uh with the sort of 34 years of experience of akash and take that product to market uh to just like make that killing there to just like uh have that like significantly stronger and far more uh enhanced product for the digital segment so this was the second player second filler we looked at akash and third of course was the uh the profitability or uh the fact that i mean test prep as a market is a very highly profitable business you know uh the offline segment alone operates at about 50 plus cross margin the online segment operates at a 70 gross margin uh with a pat of about 20 so this would have been like a cash rating business for us as a company right so these were broadly the three pillars why we looked at uh akash and you know in the last one year all these all these three pillars have been checked out checked out in the sense like we've achieved anything that we sort of imagined from the akash acquisition i'll start with the first one first so the the offline or the organized market which we thought that we will accelerate uh as soon as we do the akash acquisition and that's what we've done so when we acquired akash akash was about 200 centers nationwide today there are about 300 centers nationwide so in just one year uh 50 of center edition happened which basically meant that there was scope to sort of tap onto those markets uh and we like we just accelerated that growth for the online segment the second pillar which was on the digital segment the business that i am responsible for i had that business that business grew by 3x in the last one year so the overall uh the digital market for akash baijus we started off with 20 000 students that we inherited from akash because akash of course ran their own digital sort of business uh at the end of this financial year which is like march of 2022 which is like immediately one year after acquisition the business grew by 300 so we closed at about some sixty thousand students uh in just about one year uh of uh of getting into the digital business and the third pillar which is like the cash generation automatically happened because uh the business grows significantly and of course uh the profitability from the business also improved as we grew that's phenomenal i mean absolutely phenomenal and very glad to have that and congratulations i think over here i mean turning around not turning around but scaling the business which is already cal generating so significantly in one year i think that's uh that's uh amazing uh so i think curious to know on the digital side right what exactly you know you did right i mean what learning from say by those techniques you applied on this business in order to scale it 3x right can you share some insights on that sure no more certainly happy to share that see uh as far as business is concerned uh the first and the foremost thing that we did immediately after the acquisition was basically launched the akash app right so around i think uh august or september of last year is when we launched the akash app and prashant today that app the akash app uh has over 10 million downloads which is about one crore students have already downloaded the app we have an average app store rating of about 4.3 and over the last one year you know everything or i would say most of the things that you can imagine that are available to a consumer in an offline sort of a setup you know right from doubt counters i i think you you went to an iit yourself i don't know if you went to quota for education but yeah i know kota has a concept here yeah quota has this concept of doubt counters right where you've got they say 100 teachers sitting across the table and through the day whenever you have a doubt you can actually go to one of these teachers clarify your doubt you don't have to really wait for a class to happen you can just go whenever you want to clarify a doubt you know something like that is what we have launched in the digital business so we have actually like in fact that's about to go live in the next 15 days but we are going live with a downtown doubt on chat service which basically means that you know as a student if i have a question anytime through the day beyond the time that my classes happen or am i with a teacher i can actually go to that doubt on cat feature first that feature will actually search in an existing database of questions there is a ai which sits behind that feature which uh searches among say 20 million questions and gives me an answer to my question or if the database does not have a similar question there will be a teacher who will come in and actually solve step by step that question for me so so imagine something which is so peculiar or something which is so specific to the offline world is now going to be available with akash baiju's online products this is just one example you know back in my day there used to be extra classes so like for example i was a shy student i would never ask questions to teachers within the class i would rather wait after the class or like be at the tuition center 15 minutes before or 20 minutes before to be able to ask my doubt clarification because i didn't want like uh i didn't want like 60 students or 100 students to hear questions that happened to me you know something like that is something which we have revolutionized and quartered in the digital business so we already have launched uh doubt classes as a feature so you know typically uh je need classes start immediately after school so say about 3 3 15 is when our first class starts every day every day from like 2 15 to 3 15 until the class starts there is a one hour in which the same teacher which for which i'm supposed to attend the class is available in a small sort of a breakout room digitally where i can go and in smaller groups ask my clarifications ask my questions so everything that you can imagine in the offline world most of it which the students want is something which we've made available in a digital product right uh and yeah so so of course the product is is very superior uh it's very very enhanced uh it combines 34 years of our cautious educational pedagogy content uh and of course the last 11 years 12 years of by juice technology technological advantage and all of this is like packed into a product for the consumers great i'm absolutely thrilled to you know hear that uh i still recall my own days of it preparation i used to subscribe to brilliant tutorials if you you know remember they were based out of chennai and there was no no i mean i used to write letters to them to ask about my doubts if i'm unable to solve a problem and i tried for a few days could not so i used to write chitti let them help me wait for the reply yeah i mean and today we are talking about solving doubts on an app right and yeah i help you on that like like that yeah so uh one question that i have is i mean there are like like you mentioned no player is having more than five percent of the market right in the opening space right uh so is the product uh the quality of product is what differentiates akash or is it the entire experience the product the sales you know the entire student actually in the differentiate so what is what is that uh you know makes you ahead of the competition sure sure so you know uh maybe i'm gonna just take you through the entire journey of our consumers i think that will give a fairly good perspective and of course i mean we have innovated on this journey uh over the last one year and over the last 11 12 years of baiju's experience and 34 years of akash's experience and all of that is combined so it's very difficult for me to say what is what is working but from our side we've constantly it is our endeavor has been to constantly innovate on our offerings to consumers uh make sure that we are ahead of the curve in terms of giving technological solutions uh or making sure that our content is updated but of course we'll take you through the entire journey uh on how does uh how does the how does the consumers sort of say get our get our product sure so bashan typically the consumer journey starts with uh with downloading the app right so the consumer can either download the app or the consumer can visit an offline sort of a center we have centers across 300 locations nationwide today basically prior to that downloading the app i mean what would be the marketing uh investments so that our audience get a sense of what is how you are generating how how is the interest getting generated right sure sure sure sure so even before downloading the app see now there are multiple so of course app is one of our one of our foremost top of the funnel now of course to make sure that the app reaches the user there are multiple things that we do right so uh one sort of the basic thing is basically uh usc's right so universal ad campaigns that we run on google android to basically uh share with consumers about our app and more often than not i mean if you are a jee neet aspirant and if you if you don't have the app and you see an ad like that you would want to download the app and just sort of uh see what the product is all about one of the key things that works for us is basically having a tender trial class feature on the app so a lot of our ctas are around attending a trial class we believe in in experiencing or giving that experience to our consumers to actually take a child class see what they're about to get into see the power of uh our offering and then basically take a conscious decision of whether they want to buy the product or they want to uh further evaluate options so abc or attending a trial class is one of the key sort of cpas that we drive as far as our marketing initiatives are concerned and then of course there is there is youtube we invest a lot on on our youtube channels in terms of our teacher bandwidth we make sure that our videos i mean there are multiple series that we run on youtube to uh to educate students on most difficult concepts uh maybe as we come closer to examinations we uh we talk about uh practice series and multiple things keep happening on youtube so youtube is a good sort of uh lead generation for us uh which works very well another key thing that works quite quite well for us is basically engagement campaigns so engagement campaigns what i mean to say that you know you could have downloaded my app right uh but you may not be watching my app right you may not be watching the content that i've put for you on the app uh so like taking you and you know maybe you may be searching on google for uh say something in physics that you're not clear on on something in biology that you're not clear on so we make sure that we run a lot of these engagement campaigns where if you as a consumer are searching for a certain type of content we have these engagement campaigns run for you so that you will be shown the content that you are searching for and then you can go to my app uh and view that content uh and basically get a feed of our get a feed of our product right of course seo works very very well for us over the last one year we've significantly invested on seo right uh seo traffic is just ballooned uh which is when i say seo i mean the google organic traffic organic traffic for uh for our app and even for our website is this balloon significantly which is the beginning if i come in for you for leech is it paid ads or organic channel which is what is a mix of channel yeah so prashanth see from a conversion perspective of course organic ads give us a bit of conversion so from a cost of enrollment perspective uh organic ads tend to be higher organic ads will be higher it's quite intuitive as well from a split perspective our organic to paid uh is pretty much like a 50 50 split right now so our organic of course this organic number is sort of grown in the last one year uh but today as we speak we have a 50 50 split where 50 of our leads get generated from uh from our paid marketing efforts whether it's on youtube usc's uh engagement campaigns uh or atc campaigns and 50 is basically organic right yeah that's a pretty good mix given that just a one year kind of you know journey right uh so pretty good mix correct correct so this is how basically we create the top of the funnel uh and we get the consumer to download the app uh post which of course thanks to lead squared we have a very strong uh lead scoring mechanism which has been built uh over the years uh of course with lead squad uh that lead scoring mechanism basically helps us then prioritize on consumers like basically like what food do you want to give to your sales teams uh that is uh that is basically how we prioritize on because every day we get about over 10 000 uh downloads of the akash app uh every day we have like 40 000 consumers so our daily active users is close to about 40 000 spending about 20 25 minutes on the app uh so we have like real-time data of consumers to figure out you know who's spending time what what are they spending time on to be able to customize some of our offerings to consumers as well right so for example i may be a consumer who may be focused on karnataka city uh as a as a product right and maybe i would want uh to buy a karnataka ct product versus a simple je product right so karnataka ct is basically karnataka state entrance examination so so this basically enables us to customize the product for our consumers as well as soon as the lead i mean as soon as we are able to see this data and lead gets allocated to some of our sales counselors the counselors then actually do all the heavy lifting where there is a detailed counseling session done with the consumer over about 60 to 90 minutes one one and a half hours where the consumer is completely educated about our product right so what is the consumer getting into how will we ensure that we are taking care of the how we ensure that we are taking care of the student over the next two years because this is a this is a relatively long term purchase the typical uh product is for two years or for one year depending uh depending on the student's preference but in the in the in the counseling session that is being done by the sales person is it is it like a mix of online offline counselling or uh yeah so prashanth more often than not uh it's actually a mix of online and offline it's it's more dependent on the consumer preference so i'll just maybe take you back in time uh when we were like when i think the entire nation was sort of reeling with the second wave or the third wave of kobe nobody was wanting to have anybody come at home of course education was still critical back in the day but uh you know there was still a there was still a resistance in having somebody come to your home or you coming to a branch to be able to take that counseling so which is where a lot of our consumers preferred zoom or teams and we would basically do these counseling sessions over zoom or teams but of course today now everything is open uh consumers are more than happy and they are more i mean they get more confidence when they are able to visit uh one of our branches see the product experience the classroom themselves speak to the academic faculty themselves uh or even within the digital sort of a setup in a zoom or a microsoft team setup uh it's it's just helps for the consumer to sort of experience uh the academic team and also get a live sort of experience of the product so it's a mix to answer your question it's a mix of both offline and online uh sort of counselling sessions once the counseling is done uh hopefully the consumer uh goes ahead and purchases the product once the product is purchased uh immediately after that we have the post sales teams that come in uh the post sales team basically again educate the consumer on when the classes will begin when they should expect the books uh they make sure that the product that the consumer has bought is is to the tune of the needs of the consumer right because we make sure that the consumer is not buying something which they don't want so even at this point we believe we make sure that we educate the consumer that this is what you bought and this is what you'll get if you believe that you don't want the you don't want the product you still have a chance to sort of cancel or take a refund and we do that for about a good two weeks to make sure that the consumer is convinced about the product uh post twitch the student journey sort of starts we have a dedicated mentor which is assigned to every consumer that mentor is with the user or with the student over the entire duration of the product the mentor constantly speaks to the student the parent keeps the parent abreast about students performance in terms of attendance performance across unit tests performance across monthly tests bi-monthly tests quarterly tests cautious all india test series so we make sure that the parent is regularly updated about uh how the student is performing and not performing and if there's anything that we want the parent to intervene on we make sure uh via the mentor that is communicated to the parent as well you know every quarterly we have these parent orientation sessions where the academic team which is our teacher fraternity comes and speaks to teachers uh in these parent-teacher meetings to educate them on the students performance for specific subjects whether it is physics chemistry maths biozoology botany uh so by subject we have these sessions and yeah that's how the entire journey sort of finishes yeah very very insightful i think i think you you and your team has uh thought about uh i think every step of the journey you know all the possible uh you know uh place where the experience of the student and parents has to be optimized so yeah yeah good too good to hear that um so nathan give me give us our audience some sense of the product it works in hybrid model or fully digital or some some products are fully offline so how what is the how are you thinking about it given that i think students are kind of used to doing some part of the you know learning you know in online mode but the parents still prefer them to go to offline center schools right so how are you thinking about it correct correct no so i'm happy to share you know so at least the good thing is that in the last one year we have innovated our go to markets multi-fold you know when we acquired akash there was largely like one or two go-to markets uh but today our go-to markets are multi-fold and maybe elaborate a bit on that you see of course increasingly the consumer is is shifting towards a hybrid mode of learning right and of course covert has sort of accentuated the move towards hybrid you know it's very similar to the demon uh sort of a scenario what happened with the some of the some of the upi or these online payment companies like paytm and some of the other players it just accelerated the adoption of uh for some of these fintech companies and that is precisely what has happened for uh for us in uh in edtech as well and especially in the test prep market increasingly the consumers prefer a hybrid mode of learning one of course it's convenient right you don't have to you know because see think about it and you know i mean just think about it from a parent's perspective uh is the parent sorry prashant can you hear me yeah i can hear you i mean yeah perfect i can i can hear yeah perfect so if you think about it from a parent's perspective see a parent now imagine a working professional like you uh now let's let's maybe just hypothetically take an example uh let's assume your son or daughter is preparing for je and me you are a working professional yourself uh you know you have a of course i would love to say you have an easy job but i know you have a difficult job it takes a lot of time and effort to sort of uh sort of uh i mean be where you are today so the commitment and ensuring that you know your child is able to go to a physical center every day is not is not what every parent is able to do in today's world because of commitments to corporate words commitments to other things and so on so forth uh and as a consequence you know unless uh i mean unless you have a dedicated person which can take your child every day because here we are talking about younger students we're not talking about people in graduation or people we are talking about 16 years old 17 years old and even for our foundation courses we're talking about say 12 year olds 14 year olds they are very young people you know parents are not that comfortable sending their students to uh to institutes which are beyond say a particular radius of their homes right right and and as a consequence you know parents themselves are saying that you know it's good if we have classes which are physical over the weekend when we we can personally take our students we can personally take our uh children to centers but during the weekday at least we would prefer a online sort of a mode where we are able to monitor our students performance or our our children's performance uh even if we are not there at home we are sitting in the office but we know so which is where increasingly in the market there is a trend to move to hybrid sort of learnings and that is what we have seen in the test prep market as well and the proof of the pudding is this growth of 3x that has happened uh in the last one year of the digital business you know for tier one markets it is still okay but or for tier two markets it is still fine but think about prashanth in tier three tier four markets you know i'll just maybe take an example of a small city in up hard right or maybe a small city in uh in telangana by the name of adeelabad you know in those cities you do not have anybody who's sort of you don't have some of these large players who are coaching people or coaching students for je ne preparation you know in far from the cities of india even they have aspirations they want to become engineers and doctors but they don't have the right medium you know which is where like this this edtech solution of akash baijus comes into play and ensures that we are able to offer a akash by juice sort of product to tier three tier four tier five markets and even they are able to achieve their dreams even within the tier one and two markets you know everybody doesn't come from a privileged family to be able to to be able to afford a two lakh rupee r2 product right so a typical offline sort of product is expensive right for j preparation you have to invest in you know not everybody is so privileged so at least we at baijus have a very constant endeavor to bring our cost per lesson down so every day one of the key things that we are solving for is you know how do we bring our cost for cost per lesson down so that we are able to make our product more affordable we are able to make our product impact more consumers right so so of course hybrid is the future and and we are all working towards the making sure that we are able to offer a affordable economical product uh of the highest quality of the highest standard to our consumers i see so this what's per lesson i think there was a new insight for me hybrid i think i am personally a firm believer in the ibid model i mean like rightly pointed out i am a parent and the biggest issue in the children's education is logistics right even though you know i happen to have a driver you know unfortunately a driver but then also it's very difficult to you know figure out all the logistics to you know send central brand and pick them and for multiple classes so that's a big and i think uh online classes in weekdays and offline on weekend i mean they solve the problem perfect so i i'm very bullish about this model personally yeah same here so in fact you know we've seen some early trends around it we've recently launched a hybrid sort of an offering for our so of course we had offline we had online now we also launched hybrid uh as an offering to our consumers and it's received a great success uh you know consumers increasingly are preferring hybrid uh because it gives you the best of both worlds whether it's online or whether it is offline and we are seeing some good traction on on hybrid products yeah also i think uh being in the vicinity of say if you're present say in every five kilometer kind of radius right in metros and maybe have some presence in tier two tier three tier four presence there's a brand recall also so like i mean i i had some debate with my friends regarding banking right whether the bank branches are going to vanish because everything is going digital right my belief is that bank branches will not vanish for the simple reason that people associate you know loyalty and relationship with the bank right and education is much more you know uh i mean it requires much more affiliation in that sense correct so i think besides and i think you know especially the category that uh that it is via akash baiju's uh plane which is the 11th 12th category i think in this category that association is even more enhanced right because uh this is serious education you know you are putting your your your child's uh future into somebody's life yeah serious education and as a consequence that touch and feel at times becomes uh becomes slightly important so how many uh offline centers you are thinking about i mean can you give us some sense of scale how many are there what is the plan say for next 12 months yeah yeah so as i mentioned so we in so we did the akash acquisition we were we were close to about 200 centers a little over 200 centers today we are uh we are like a 300 center plus organization uh we further intend to uh accelerate this some of the numbers are slightly confidential but we would see a very similar sort of growth in terms of our offline center base in the next one year on the digital side as well as i said the last one year we grow by 300 uh even in the coming year like which is this current ongoing academic year 2022 we are looking at 100 growth so even at this higher base after achieving the 300 growth we are still looking at 100 growth uh and of course i mean i'm hoping that this trajectory should continue over the next uh say three to five years given there is a huge sort of opportunity to basically bring a lot of the unorganized market into the organized market with uh with a digital first product or a hybrid first product uh so of course i mean good times ahead you know one more interesting point i would want to share the market itself is expanding so so need test takers this year right so july 2022 uh in another say uh 10 days from now is the neat examination for this year it typically happens in may this year it got pushed last year also it got pushed [Music] we saw 20 uptick in the need test registrations for this year so which basically means that the market went up by uh by 20 uh similarly for jee uh of course there is je examination then you have a lot of other engineering examinations i think the test speaker data is yet to come out but there is there is a certain uptick expected for je as well uh so of course the market is expanding uh there is clearly an opportunity so it's a complete land grab opportunity is the way i would look at it the land is up for grabs the market is expanding uh it's just about doing the right things and accelerating the market sure yeah and having this hybrid model gives you opportunity to create impact in the remote parts of india as well right i mean uh you mentioned you mentioned i think there are places which are remoter than there's some parts of say or not but online of course gives them access to all the you know education right and having offline center uh you know it's kind of uh uh you know significant addition on top of that so yeah it's a great impact can create uh so i think we are 37 minutes in this webinar uh let me ask you some uh basically your take on the overall uh the test prep for you know market in india right jay you know other tests for examinations and in general about ethnic business in india right i mean how do you see because of late there have been a lot of negative news about right you know so how do you see uh technology driven education unfolding right in different segments especially in uh space uh you know in india sure sure yeah so you know specifically talking about the test prep market uh as i shared of course the market is expanding the need test takers went up i'm very confident as the as soon as the nta publishes on the jee testicles data as well the market is expanding so there is clearly uh increasing opportunity to further grow in this segment uh as far as edtech is concerned and i'll maybe keep it specific to the test prep segment only which is like grade 11 and 12 and also grade 13 i mean the repeater or the proper sort of market uh my view personally is that you know educational technology in the test prep market will actually be bigger than the offline space uh and and the reason and my logic of saying that is pure play from the tab right you know everything so opportunity uh you know if you and me just let's just think of plain consumers of say jane eat products you know we'll be better off going with say an akash baiju's online product versus i'm just putting it out loud maybe nithin gulani who's teaching in hardware who like nobody knows about right so you know you'll be better off because there is as i said this is serious learning you know you are putting your child's aspirations your child's careers or your child's future ambitions with a within education company and there is a lot of ownership that we take in that aspect as well which is where we invest a lot on our content our our technology solutions to make sure that we are able to do justice and ensure that some of our products truly enable students to become engineers and doctors right so you know with that i feel that because there is a huge tam it is quite likely for users to prefer us uh because of course we come with 34 years of experience we as akash baijus have uh like proven content proven results proven pedagogy so as a consequence you know i am of the belief that given the next two years the online segment in the or online slash hybrid is what i'll put as one bucket this will be bigger than the offline test prep segment uh of course only time will tell uh how this will play out but at least that's the way i'm envisioning the future okay all right all right i think uh that's uh pretty much it uh in terms of you know what wanted to cover uh if you have any additional thoughts you can feel free to i think uh you have uh looks like uh the partnership with akash has been absolutely fantastic and uh it's creative for akash business going to create huge impact in india desperate market and very glad to see that and very glad to be a partner in that journey you know from the expert perspective uh so karthika i think we can open uh the discussion for uh open this webinar for questions if there are any questions maybe you can read it out and maybe people can just uh mute and ask questions let me okay i think uh we haven't enabled permissions for people to come onto the stage but we definitely have questions from the audience uh i will read the first question up it's from harit he asks is there there is an aversion towards tech from parents who can't who don't want their children to study at uh who want their children to study at a traditional or offline center how is akash baijus looking to tackle the stigma is offline is online is hybrid it's all three combined so it is not about uh uh it's not about it so all three products are are available from the akash baju's sort of uh uh sort of portfolio so you know we honestly don't distinguish in our heads on uh it's more about what the consumer wants so the consumer wants an offline product we give them the offline product if the consumer wants a hybrid product we give them the hybrid product if the consumer wants the online product we give them the online product so it is there is no classification in our minds uh on on how the on on what we want to push to the consumer it's about what's the consumer so consumer first consumer says i want this we give them that that's how it is yes and i think we have also discussed that hybrid is the way to go in the future so i don't think only online is something that the parents have to be bothered about also because we will have all kinds of models so i hope that answers no question uh prashant do you want to add something to that can't hear you oh uh am i audible are you able to hear me yeah i can hear her i can hear i think i can hear you okay so i think prashant can just refresh his um page i will just yeah all right meanwhile we can take up another question it is from neeraj i hope we can take up another question nathan is that okay please please please all right sure so neeraj asks any specific engagement tools or models as online self learning can become quite boring or unengaging sure so nina uh you know uh i would say that for some of our competitor products but you know if you look at the offerings that we as akash baichus have uh you know i at times feel that some of our videos are even more interactive than what i watch uh on on netflix as content or maybe at amazon prime as content so it's very very interactive content uh i don't know if you've experienced some of our new products that you've updated uh in the last six eight months uh they are very very interactive uh and of course uh sorry there's something on my screen so they're very interactive and you know uh as akash by jews as i mentioned as far as our offerings are concerned there are two main offerings that we have one is of course our async or like recorded content where you can learn uh from like some of our course materials on the go on the fly wherever you are or there are these online classes that happen in a very similar sort of a platform where there is a uh where there is an academic teacher and then there is a class size of say 40 50 people and they are attending classes you know they are very very interactive and we have our two teacher model there as well where you have a master teacher who explains the concepts uh and gives all the clarifications and then there is another teacher who's sitting in to handle any queries that you know like just the way we are doing this q a right now uh imagine there was a recorded content playing and if i had a question there was another feature maybe karthika sitting right here and kartika would have answered some of those questions for me just like one-on-one for myself so today our digital product is sort of enhanced to that level uh so yeah i mean i don't know if you've experienced movement offerings but if not you should certainly do that they are far more superior than what they used to be maybe you should look at creating some serious uh netflix that is also going to happen but it is no plan right now but i'm sure that is going to happen sometime yeah yeah in the near future hopefully uh so okay i will take up the next question it's from mihir uh he asked what are some of the metrics you use to measure the success you are seeing in your hybrid model sure i'll just put it up on the screen for everyone to see yeah perfect so uh here specifically as far as hybrid model is concerned there are a couple of metrics i would just maybe talk about both hybrid and online [Music] the success of uh our model is basically in terms of the ranks that we are able to generate right so whether it is classroom whether it is online or whether it is hybrid uh the key success metric is how many students did we get admitted uh into uh engineering colleges like how many engineers uh did we sort of sort of say get admitted or how many doctors would get admitted you know as far as that is concerned uh i'm sure most of you are aware but i would just want to share that last year we as akash baijus had three rank ones for the neat examination like it was a hat trick uh that we had achieved and i think this was very stellar uh i don't i don't i can't think of any other competition uh being able to do that uh all of that happened because of our academic pedagogy which has been built in the last 34 years our content uh the technology support from from by jews to be able to deliver that so as far as metrics are concerned you know ranks or admissions is the key metric of course there are this is the end metric but there are a lot of input metrics ensuring that the students are attending classes ensuring that the students are uh giving the right feedback ensuring that the students are able to tweak the test series uh whether it is whether it is in an offline or an online sort of a mode so there are a lot of input metrics around it across the various sort of sub functions that get equipped to support the overall organization but the ultimate metric is uh how much would we get for engineering and need uh [Music] uh okay i hope that answers uh your question uh we have one last question again from harit so to the audience we have a couple of more minutes so if anyone has any more questions please do put it up on the questions tab not on the chat box because it'll be easier for us to just track all the questions um all right so we have another question from harit on the chat box he asked access to te2 and three markets come with technological or implementational challenges like bandwidth week logistics financial constraints for end users could you please shed light on how akash baijus is going to mitigate these issues sure sure a very nice question by the way i think it's a great question to to ask because you know that's been our focus as a company i think i talked about that as well that you know we've been constantly working hard to ensure that our uh cost per class uh is on a declining curve so that we're able to make our products more affordable and able to create a bigger and uh a vaster impact to students across the country specifically in terms of ensuring that how do we ensure that in say tier 3 tier 4 tfi markets where maybe internet connectivity may be an issue or you know affordability may be an issue how do we ensure that uh they are able to use our product so one key thing that we do is that as far as our async product is concerned our async product does not need an internet connection to view the videos so it comes in a tablet and it comes with an sd card the sd card is pre-loaded on your tablet so you don't really need an active internet connection to be able to sort of use our product and of course we as a company have a clear idea in terms of certain locations or certain pin codes across the country where uh internet connectivity is possibly a bit of a challenge and of course i mean it's getting solved but we make sure that in those pin codes in those locations we don't sell our our live products where you need a live internet connection the products that we that we offer as a company to consumers are more around async which is like a tablet product so that you don't really need an internet connection uh so it's a very conscious attempt that we as a company do to ensure that uh you know our products really uh are are well used by some of the users as well and then of course cost per video is something that we are constantly uh optimizing on to make it more affordable all right uh i i guess one thing i can definitely understand from it this is that akash by juice has thought about every single aspect that can be an issue and tried their best to tackle it so i hope this uh answers the question we have another question from neeraj again he asked how do you manage reputations on google whatsapp etc if users mark your email whatsapp etc as spam this is a huge challenge for the smaller startups so honestly we've not faced that that issue i'll be completely honest here we've not faced that as an issue and no email as a mode of communication uh whether it for is sale or whether it is even for post sales uh has a low success rate right emails in general have a less than two percent open rate uh sort of uh uh so uh you know there are multiple other ways to sort of reach out to potential users or of course if a paid user you are anyways in constant touch with them so i would just say i would just recommend maybe uh i mean as as an emerging startup if uh whoever that question came from uh maybe reduce your reliance on emails uh and resort to other ways of reaching out to potential consumers uh yes leader i hope that answers your question yes uh all right so i i think we have answered all the questions um if there are any more please do put it up we can take up maybe one more if there's time so in the next two minutes if you have any more questions please do put it up um so nothing in the meantime any uh plans to go international with the akash product uh yeah in fact you know i i didn't talk about [Music] uh all after growing the business so international is another avenue that we're looking at because there is a huge sort of uh england despora which is sitting in some of the asian countries and some of the middle eastern countries uh who have aspirations for their children to become engineers and doctors uh so uh we are largely foraying into a b2b or a b2b to see sort of a setup in some of these geographies we haven't really ventured into a own center or a like our own location as yet in some of these locations but i'm sure you'll see that soon on the cards in the next say sometime all right thank you uh so we do have one more question actually i think prashanth has internet issues um meanwhile uh is it okay if we take one more question up nothing yeah yeah please stop tickle go ahead all right um again neither does you have any partner models for student acquisition uh so of course neither we have we have partner modules uh we have something which is called an admission advisor or an academic advisor uh where we leverage a lot of the a lot of fusion teachers nationwide uh to be able to support and help us create a funnel of course that is one of the ways one of the sort of legion sources for us but i would just say it's not a very significant uh source of conversion for us it does exist but it's not something which is which is a large contribution to the business all right uh thank you so much uh i don't see any more questions okay we just got uh one more uh mihir asks if tear two and three and four are the target audience what are some gtm strategies for places where seo you seo youtube and google ads may not work right so you know uh uh i was a bit surprised to see the data you know everybody's watching youtube videos uh to be able to access content because not everybody can afford of course netflix or on amazon prime not everybody uh i mean not everybody is able to access that content so which is where youtube is a very very powerful sort of way of engaging with students [Music] to my surprise and i'm sure you're surprised as well it is accessed by people across the airport tier 6 markets uh i hope that answers the question um okay i don't see any more questions and i think we can uh stop the question answering session also so uh nitin prashanth if you want to add something to the session well it was i think wonderful really i think i personally learned quite a few things i'm sure our audience got to know a lot that they can apply if business thanks nitin thanks for joining us today appreciate your time and thanks kartika for organizing it thank you thank you thank you and thank you the audience for taking out time today it was really great uh doing this uh please have a have a great evening ahead thank you thank you so much everyone for joining from across the globe uh thanks to the speakers for joining us and taking the time to deliver this wonderful session all right uh i think we can wind up thank you so much mr nitin mr prashant thank you so much for joining thank you thank you you