Top 50 Goal FY 11 in Review New England Region Cynthia Biron v2

Top Accounts FY 11 vs. FY 10 Goal: $2,080,000 Result: $2,168,189

CHALLENGES Two Top 50 Accounts Transitioned from purchasing directly from HBP to working with Xanedu: Boston College, ($183,000 FY11) Tuck School of Business,($206,000 FY11) Dartmouth, which equates to an automatic minimum decline of 7% Faculty continue to illegally post HBP Materials on course websites Course Planning sell-thru continues to be on the lower side. Babson faculty created 33 courses and the average sell thru was 49%. This could be contributing factor to the 4% sales decline at Babson

WHAT’S WORKING WhatWhere/How/Why Transitioning Trustworthy Schools to Self Serve Single-click Babson Exec. Ed, Kennedy School, Yale MBA and Exec Ed Curriculum MappingEverywhere! Word continues to spread. Seeing a surge in repeat customers. Sponsored Faculty Admin Lunches and Demonstrations Explaining HBP copyright: Make Compliance Easy! Spring FY11, MIT, Babson Executive Ed, Tuck MBA, Yale Online Courses and SimsAdoptions are up! FY11: $185,000 vs.FY10:$120,000 Excellent Responsiveness of Higher Ed Operations Team Team worked diligently to provide ~100 PDFs for a 2 semester pilot at MIT. Visiting New Accounts:WPI: FY11: $22,000 vs. FY10: $12,000 Quinnipiac: FY11: $27,000 vs. FY10: $14,000 Tufts: FY11: $30,000 vs. FY10: $18,000 SNHU: FY11: $22,000 vs. FY10: $15,000

What’s Not Working WhatWhy Faculty who use course planning and refuse to be “copyright police” Faculty are increasingly busier. Some Schools don’t respond to requests for appointments: The window of availability tends to close earlier each semester. Good News is that often professors keep the and write later with requests. is still very effective. Lack of CRMCreates duplication of effort and less effective recording of account history.

OPPORTUNITIES Enterprise Site Licenses: Hult International School of Business $195K MIT $426K Continued expansion of online course and simulation use throughout the region, especially in EMBA programs. Brown and MIT to date. Online Programs present growth opportunities for all HE product lines