1. 2013 Territory Plan Steven Krum

3. STOP! Getting Pigeon Holed with IT/Professional Development/Virtual School/ETC Losing Clients Limited Adoption Allowing clients to run Old Versions

4. START! Focusing more on Curriculum & Instruction Selling the “vision” of xpLor for Curriculum Management Moving more clients to the K12 Bundle: ASAP Social Selling

5. CONTINUE! Marketing the Latest Features of Bb Cross Selling Working with User Communities and State Organizations Selling Consulting Solidifying Relationships with Clients

6. ACTION!

7. Major Activities Arrange meetings with Curriculum & Instruction at Large Districts (Over 50K Students) Identify opportunities to present xpLor to Large State Audiences Encourage clients on outdated versions to join Community Programs (ie Upgrade Cohort) Solidify relationships with any “new” accounts

8. Minor Activities Start Social Selling – Follow Me @Steven_Krum – Actually Tweet Continue to present latest Bb features to FLBbUG Work with other Reps on strategies to Cross Sell and identify Target Clients Drive attendance to Regional Marketing Events Stay informed!

9. RETAIN!

10. YELLOW Q1: None Q2 – Homewood City: $28,250: 06.25.13 – Broward County: $69,500: 06.30.13 Q3 – Citrus County: $22,154: 07.01.13 – Okaloosa County: $40,500: 07.01.13 – Orange County: $89,800: 07.01.13 Q4: None

11. Q2 YELLOW Homewood City – Market benefits of latest release – Address concerns with Ease of Use – Expand breadth of relationships with Bb Support Staff Broward County – Continue to make headway with Professional Development Support Staff – Remain actively engaged with Department Heads – Solidify relationship with Moodle team to demonstrate benefit of Moodlerooms

12. Q3 YELLOW Citrus County – Market benefits of latest release – Train and develop current Blackboard Support Staff – Solidify contacts within PD and begin to make headway within Curriculum & Instruction Orange County – Aim to avoid RFP: AT ALL COSTS – Address ANGEL migration concerns – Continue to market xpLor as a connection to their usage of Moodle in the classroom

13. Q3 YELLOW (Cont’d) Okaloosa County – Market benefits of latest release – Train and develop NEW Blackboard Support Staff – Solidify contacts within PD and begin to make headway within Curriculum & Instruction – Prevent further reduction in User Band

14. RED Q1: None Q2 – Volusia County: $96,600: 06.27.13 Q3 – Lake County: $16,720: 08.01.13 Q4: None

15. Q2 RED Volusia County – Have received communication on planned drop – Planned migration to Moodle by Remote Learner – Insider info indicates that “Activity” reporting in Moodle does not meet district needs – Aggressive push for Moodlerooms to keep some revenue within Bb – Approaching the District at ALL levels due to lack of response

16. Q3 RED Lake County – No “significant” investment in Bb since initial purchase – Limited adoption – Running v9.1.Service Pack 7 with 64 Bit Hardware requirement the major hurdle – Aim for a move to Managed Hosting Must sell value!

17. SIX FIGURE SALES Consulting Prospects – FCPS – Collier County Managed Hosting Prospects – Sarasota County User Band Increase – Cobb County License Expansion – Seminole County

18. EXPANSION SALE POTENTIAL 50% of clients ONLY have Course Delivery – CD IS DEAD Sell MORE Bundles xpLor will lead the charge for Content Management – Drive usage to increase content availability Expand use of Mobile Learn to increase stickiness

19. SMALL SALE POTENTIAL Learning.com – Must increase usage Training – Clients expanding from CD – Clients upgrading significantly School Central Upgrades – FINISH THEM!