Top 50 GoalFY 11 in Review

South RegionFontaine Evaldo

v2

Top Accounts FY 11 vs. FY 10

Account FY 10 FY 11 $ Variance % Variance

Duke $307,211 $378,085 $70,874 23%

U of Texas $312,091 $316,444 $4,353 1%

U of North Carolina

$279,060 $266,805 ($12,255) (4%)

Washington U in St. Louis

$199,827 $229,227 $29,400 15%

Emory $180,821 $203,932 $23,111 13%

Tulane $129,139 $145,972 $16,833 13%

Southern Methodist U

$117,491 $126,800 $9,309 8%

Rice $134,536 $109,706 ($24,830) (18%)

Wake Forest $114,553 $87,851 ($26,702) (23%)

Totals $1,774,729 $1,864,822 $90,093 5%

OPPORTUNITIES

New Deans—Duke and Tulane

New MBAs—Online MBA at UNC-Chapel Hill, Americas MBA at Vanderbilt

New Programs—Summer Business Boot Camps for senior level non business majors at SMU, Vanderbilt, Wake Forest

Growth Accounts—Georgia State, Georgia Tech, U of Georgia, Florida International, U of Florida

New Product—new versions of sims, new IT Concepts

Verticals—Refreshed list should result in increased usage.

Course Modules—Re-promotion of revamped modules

Fracturing of textbook market prompting more faculty to consider using our materials with cost being main driver

CHALLENGES

Budget cutting at state schools—UT Austin and UNC. Resulted in flat and slightly down sales

Rice used open source materials and cut back on elective coursepacks

Xanedu took over MBA coursepacks at UNC

Wake Forest includes materials in cost of tuition and cut back case usage for budget reasons

Many faculty at top schools either don’t have time or don’t feel a need to see a rep.

Product delivery—request for single sign on capability; spread of e-readers

WHAT’S WORKING

What Where/How/Why

Simulations In use at all Top 50 accounts with Wash U and UT being the heaviest users

PCLs FY11 Millsaps, U of North Carolina—Charlotte, U of Tampa, Washington U in St. Louis.FY12 Georgia State, Texas Tech

Exploratory Visits to small accounts in proximity to key accounts

FY11 Lipscomb, Christian Brothers, Samford, College of Charleston, Appalachian State, UNC—Greensboro

FY12 West Texas A&M, Georgia Southern, U of St. Thomas, U of Ark-Little Rock

Case Mapping

Customer Service Buddy

Extremely popular—accounts for increased case usage across the regionMy buddy, Kathy Valois, is fantastic. She helps with Premium Access upgrades, exam copy shipping and invoice issues.

Create a Course Marked increase as awareness spreads of favorable price and convenience compared to bookstore products.

What’s Not Working

What Where/How/Why

Targeting faculty with discipline specific appointment e-mails

Until we have new CRM, impossible to do so given time constraints

Reaching Online MBA programs to fullest potential

Still need to show how case usage can be effectively used in online programs