Current sales pitch analysis-

Have spoken to 2 of the CA’s from NxtWave, and the entire call pitch was good. But I felt things were not in order.
I felt that Ac’s were more focused on the delivery of the course rather than what benefits I am getting after learning the
tools and all the opportunities I get post doing this program.

EX- If i learn Javascript, I can not only work as an FSD’r but also i can get into digital marketing roles, mobile app
development, Web development, and software engineering. Click here for the relevant blog.

This is called Technical pitching and dream selling. CX always thinks about what is he getting in return if he is
investing 40K-50K and explaining to him the multiple job roles with every tool learned will motivate him and make
him stick with us.

Also came to know that we don't have finance partners with us. We can reduce the discounts offered introduce the
finance partners and pitch the lowest amount of EMI/month so that cx feels it is affordable.(reduce the discounts and
include the subvention cost so that P&L doesn't affect much.)

AC should more concentrate on the career graph,no of job vacancies/salaries offered (specialization/tool-wise), and
the proof from Google.

ACs are pitching unnecessary discounts with a CX asking them, which can reduce the ARPU of the product.

was trying to talk to ac’s on the academic course but acs tried to avoid pitching the academy course(the reason being
cross-selling is strictly avoided as of now)

For Academy- needs to make the B2B teams strong, and have a plan for this.
 Sales Pitch-
Step 1: Introduce yourself / Set the Context
Hello, Am I Speaking to Mr / Ms. ABC

Good Morning, Mr. ABC, this is (your name), I am calling from the Admissions Committee of the
Nxtwave Intensive learning program which I believe you’ve expressed interest in.

How are you doing today?

Great!

So, let me help set the context for this call. This is an Admissions Evaluation call where I would like
to focus our conversation on 3 aspects:

First of all, I would like to understand your professional background and your motivations for
considering this program - both from career and learning point of view
Secondly, we will mutually analyze and understand whether this program/course is going to
be beneficial for you
And finally, help you with further details of the program with a brief discussion of the next
steps & help you with the queries regarding the same.

Step 2: Know your customer and his motivations

Before we start, I would like to know a bit more about your profile and motivations.

1. May I know about your educational background & professional experience?

2. What was your percentage in Xth ,XIIth & Graduation ?
3. What is the name of your organization & what’s your designation?
4. Do you have any prior Programming Language exposure? What are they?
5. Could you please brief me about the tools & technologies you are working with?
6. May I know what your daily activities are at your work front and when is your week off?
7. What is your current domain?
8. May I know if you have any understanding about Software Development or the
concepts/technologies such as Front-end, Back-end, Databases etc?
9. May I ask, what are your expectations out of any program that you are going to sign up
for?

▪ Thanks for sharing these details Mr. XXX, this helps me understand your profile and
motivations in further detail.

Step 3: Showcase the Value Proposition of the product which matches the
customer motivations
So, let me help you provide a perspective on what’s the objective of this program and where I can
see this program can help you

<Counseling on Software Development>

So, any software application we use either for personal or professional consists of 3 layers
 ▪ Presentation layer or the User interface with which the end-user interacts with.
▪ The middle layer or the back end - where the business and programming logic is
built based on user action.
▪ Data layer - where the information is stored/saved

A Full Stack developer works on all the 3 layers of a software application.

I’m sure you must be pretty aware of how the Software & Technology landscape has changed
drastically in the last decade and how it’s evolving with the widespread adoption of Full Stack Web
technologies, like APIs, Cloud, Big Data, Data Science, Distributed Systems, etc.

Few quick facts

▪ Software developer job is still the most in-demand job in India according to
LinkedIn's Workforce report
▪ Web-based software applications are becoming the norm
▪ Starting salaries are anywhere between 6-9 Lacs per annum
▪ Software Applications today are more complex and abstract using APIs, Cloud
computing services, DevOps, etc.

This is also changing the definition of a modern software professional of the 21st century. If you
look at Software development roles at major companies, the key skill sets that companies look for
are:
▪ Full-stack development - both frontend and backend frameworks
▪ Building and working with APIs
▪ Working with Databases
▪ Problem Solving skills - Strong in Data Structures & Algorithms

When we spoke to our hiring partners such as Amazon, Uber, Swiggy, Capgemini, etc. we clearly
observed that these companies are finding it VERY HARD to hire for these Software development
roles who possess these unique and challenging skill sets.

This is the primary reason why companies pay a huge premium/salaries for highly
skilled/qualified software professionals.
 In order to address this skill gap and empower the young graduates and working professionals like
YOU to rise up to this occasion and be part of this tectonic shift, IIT Roorkee in collaboration with
Great Learning has launched this Advanced Certificate Program in Full Stack Software Development.

We start with focusing on building the necessary Software Development skills required
from scratch. Here, we cover skills such as Java Object-Oriented Programming, Data Structures &
Algorithms, Web Development Frameworks- Spring, Front end development using HTML, CSS,
JavaScript, React, essentially the end-to-end full-stack web development skills required to be a good
software developer/engineer.

I hope this gives you some insight and perspective into what the course/program is all about and
what we are trying to achieve here for our learners.

Great! Now considering your profile and motivations, I believe this is where this program can help you

Profile
Script
0 Yrs Fresher
Start your career with entry-level roles such as Software Developer/Engineer, Full Stack
Developer, etc.

<3 Yrs
Software Engineer, Sr. Software Engineer, etc. development roles
Considering your profile, the next logical career step is to become a Full Stack Developer where
the key skill sets we mentioned earlier are required.

Testing / QA roles
 Opportunity to move from Testing to proper Software Engineering roles by learning full-stack
development, and software engineering skills.

Telecom / Networking Domain professional

Opportunity to move from Telecom/Networking to proper Software Engineering roles by
learning full-stack development, software engineering skills.

Other Non-tech / Commerce / BSc

Opportunity to move from current career to proper Software Engineering roles by learning full-
stack development, software engineering skills

Call to Action: (Now is the time to understand if the customer is hooked)

Let me take a pause here and address any questions you have till now.

If you’re interested, I can help you explain the next steps and further details about the program

1. If hooked, proceed to Step 4 explaining program's details

2. Not hooked,
1. No issues, Let me send you the program brochure and further details about the
program over an email which you can go through in detail to gain further understanding of
the program.
2. Meanwhile, I’m putting your profile on hold. If you wish to proceed further after
some brief consideration, you can drop me an email/WhatsApp and I will connect with you
again on the next steps accordingly.

Step 4: Program Details - Structure, Curriculum, Fees, Batch details, etc.

So, let me tell you about how any Great Learning Program works.
There are 5 key principles all our courses/programs judiciously follow

1. Long duration - Our programs are long duration - in this case, 8 months. We believe deep
tech skills need significant time to achieve some level of mastery
2. Practical Learning - Our emphasis is on practical learning through projects. Deep-tech skills
can’t be learned by just watching videos. You have to roll up your sleeves, make your hands dirty
and work on projects. In this course, we have 10+ projects that you will be working on giving you
hand on learning on these programs . How does that sound?
3. Academic Excellence - We strive for academic excellence by partnering IRC(Industry ready
certificate)
4. Industry Relevant - Our programs are Industry and Job oriented programs. Hence, we
extensively look for the involvement of senior software Industry practitioners as part of
course delivery through our Mentorship-driven learning format. Imagine learning software
engineering concepts from someone working at Microsoft, Amazon,Flipkart etc.
5. Dedicated Program Support - Learning is hard and needs extensive support. This is why we
have a dedicated team of Program Managers who help and assist our learners in their learning
journey and ensure they stay on track. This is the primary reason our programs have 90-95%
completion rates.

Let me try picturing you on how your typical learning week looks like.

During the program where we focus on the Software Development fundamentals

 ▪ Your week starts by going through the video content of ~2-3 hrs prepared by MANG experts
▪ All this prepares you for the job interviews.. The mentors are typically working as senior
software engineers from companies such as Microsoft, LinkedIn, Walmart, IBM, Dell, etc help u in
clarifying the doubts.
▪ Firstly summarizes the topics learned during the week

▪ Live coding and practical hands-on exercises

▪ Clarifies doubts and queries with the candidates

▪ This will be followed by weekly quizzes, periodic hands-on projects which are going to test
your application of the skills learned.

Curriculum(As per my understaanding)

The program helps build all the necessary Software Development aspects required to build
Software systems for Data Science applications. We will be covering the following courses

Back end Development (3 months)

▪ Object-oriented Programming
▪ Data Structures
▪ Algorithms
▪ Database Design & Systems - MySQL, NoSQL
▪ Server-side development & Frameworks - Spring, Hibernate

Front-end Development (3 months)

▪ HTML & CSS
▪ JavaScript
▪ JavaScript Frameworks – React

You have a choice here to make. There are 2 options for your specialization which you need to
choose before the commencement of the program:

Mern Fullstack (6 months)

▪ Programming with Python
▪ Responsive Web Design using Flexbox
▪ Developer Foundations
▪ Node
▪ JS JavaScript
 ▪ Essentials React JS
▪ MongoDB
▪ Capstone Project - Movies App Capstone Project - Tasty Kitchens
▪ Build Your Own Dynamic Web Application

Data Analytics (3 months)

▪ Introduction to Data Analytics
▪ Data Visualization
▪ Advanced-Data Visualization
▪ Data Cleaning & Transformation using Excel / Power Query
▪ Data Modelling & DAX
▪ Publishing Your Dashboards
▪ Data Analysis using Python Libraries
▪ Data Analytics using Tableau
Automation testing (3 months)
▪ Java fundamentals
▪ Automation Testing with Selenium

Delivery Mode-

Weekdays its self self-learning through LMS from Recorded Video Contents.2 to 3 hours of Self-
learning is required.

Doubt-solving app.
Doubts experts will be available from 10am-9pm.

Platform: Zoom
· All the daily sessions are recorded and available on LMS

Certification
On successful completion of the program, you will receive the Industry Ready certification in Full Stack
Software Development/MERN/DA/QA
You will also be provided with an e-portfolio that highlights all the 10+ hands-on exposure you have got
throughout the program.

Career Support
NxtWave has 1700 onboarding partners.

(Click here for every month's NW success stories with CX )

 You will have the access to NW Excelerate portal that helps you unlock your career potential by
highlighting your skills and connecting you to the right opportunities for your next job through the
following activities. We help achieve the same through 2 steps

Step 1 - helping you in the preparation with

▪ CV & LinkedIn Review
▪ 1:1 Career Mentoring Session with Senior Industry experts which help you set a clear goal
and a roadmap

Step 2 - Providing access to Job opportunities through

▪ Job boards where companies reach out to us for their specific requirements and we
coordinate the whole process
▪ Mega Drives

Note: Inform Customer that they will have to first go through theAI mock interview sessions,
Resume review, 2 sessions of 1:1 career mentoring sessions & only then will be able to apply for
jobs through Job Board

Let me pause here to understand if all the information given is clear, are you comfortable with the
program so far, please feel free to ask if any queries.

I understand it is tough to comprehend all these details in one go. I would recommend you to go
through the website & brochure where you can get all these details and spend quality time
understanding further details about the program.

Fees and Loan options

▪ Coming to the commercials, the program is currently priced at RS.55000+12% annual CTC
Lowest base price: Rs. 45000 + 12% Annual CTC (Not to be informed proactively)

▪ However, we do not expect our participants to pay the entire amount in one shot, all you
need to pay is the initial admission fee of Rs.2000/- to block your registration, we help you take
up loans from our finance partners such as credit card 0%interest (No Cost EMI) and offers you a
flexibility of paying the EMI. This helps you smoothly invest and complete your curriculum and
balance your other financial commitments as well.
▪ I would also like to inform you that your loan approval will be subject to your credit history.

Note: we are currently providing a scholarship of Rs, 10,000/- on base price but this is supposed to be
offered to cx after approval from Sr. Managers

For Prepaid-
After you complete the course, if you don't get a job, the amount paid will be refunded with a deduction of RS.-90000
T&C
 Call Closure & Next Step

I hope our discussion so far has helped you in understanding about the Intensive Program
I understand this is a lot of information to grasp and comprehend in a short amount of time.

This is what I would suggest. I will send you the link to fill the online application (which shouldn’t
take more than 3-4 mins)------Need to get in the application process(Tech integration)

So, quickly summarizing the next steps:

I would like to know if this is your whatsapp number?

Is it fine if I share the details on your whatsapp along with your email?

If yes:
▪ I will send you an email and Whatsapp with the application link and all the relevant program
details.
▪ I would like you to fill up the application form
▪ Post which I will schedule a personal interview with the Admission Director’s office
▪ Then a Provisional Admission Offer will be rolled out &
▪ You can secure a seat for yourself by paying the admission fees.

So, may I know at what time can I call you tomorrow so that I can schedule your interview?
Great! I will call you tomorrow at (time).

Please note this is a limited intake program and admissions for our November batch has
already started & we are left with very few seats. So I strongly suggest you complete your
application today itself to get started with the admission process.

It was nice speaking to you, have a great day!

Note: Batch start date: XX.

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Please note this is a limited intake program and admissions for our Next batch has already
started. So I strongly suggest you complete your application today itself to get started
with the admission process.

It was nice speaking to you, have a great day!

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Interview Scheduling Call

Thank you for submitting your application. The admission committee has reviewed your profile &
would like to have a quick discussion with the admission director’s office to take a final call on your
candidature for the program.

We have interview slots available for today & tomorrow -

Check the slots from calendar & block the slot.

Great! I have blocked the XX Slot for you. You would have also got a meeting request, kindly accept it
to confirm the slot.

Materials to be handy with interviewers(managers)-

Managers to have the sample projects with them to show what kind of projects and how exactly
projects look. This helps boost cx confidence much higher and makes them understand how easy
and what kind of results they get post completing topic-wise projects

Quickly getting into the next steps -

Based on the interview, you will be getting a provisional offer of admission

Upon enrolling in the program by paying the Admission fee of Rs. 2000-10000(to be decided).

Great! As discussed, your interview will be on XX, XX, this will be a telephonic/VC interview. Kindly
be available 5 minutes before your schedule.

What i believe to be introduced newly-

Webinars-every week (makes the cold leads hot) have the plan with me.(This can make our YouTube
channel stronger day by day)
Midfunnel activities-(push the cvrs to 0.2-0.6% on an avg)