1. Top 50 Goal FY 11 in Review Mid Atlantic, Australia, New Zealand Region David Klindienst v2

2. TOP ACCOUNTS FY 11 VS. FY 10 AccountFY 10FY 11$ Variance % Variance UNIVERSITY OF PENNSYLVANIA$455,843$435,035($20,809)- 5% UNIVERSITY OF VIRGINIA$345,493$376,784$31,2929% GEORGETOWN$272,029$281,921$9,8934% UNIVERSITY OF MARYLAND (COLLEGE PARK & UMUC) $242,694$291,654$48,87020% CARNEGIE MELLON$208,159$216,713$8,5544% MELBOURNE BUSINESS SCHOOL$117,002$109,185($7,817)- 7% PENNSYLVANIA STATE UNIVERSITY$154,876$151,903($2,973)- 2% GEORGE MASON$109,037$107,076($1,961)- 2% Totals$1,905,124$1,970,271$65,1473%

3. OPPORTUNITIES Stabilization of Exec Ed Interest in experiential learning (of all types, at all levels) - PCLs Demand for shorter, more focused materials (BCs, sims, caselettes, book chaps) Online/Hybrid courses Proliferation of specialized Masters Streamlined/simplified simulation administration – GSCM, Everest New IT for Management program

4. CHALLENGES Demand for lower costs to students (e.g. MD course materials affordability law, decimation of state-school budgets – Recession 2.0?) Custom Exec Ed Shortened courses = fewer assigned materials “Live” cases/projects Continually increasing emphasis on self-branded materials (Wharton, Darden) E-Delivery of materials – too many formats, too many devices Engaging program directors/managers No customer data – who buys what, what area of the school or what product is driving growth this year, what professor or program didn’t come through this year, etc. Delayed release of new IT for Management program

5. WHAT’S WORKING WhatWhere/How/Why PrematricsUVA, UMD, GWU, GMU, VCU, PSU SimsWharton, Georgetown, Drexel, Duquesne Brief CasesEverywhere! LicensesAustralia, Darden Self-serve Single ClickAll central-pay programs Establishing relationships w/ central curriculum coordinators JHU, Pitt, UTS PCLsAustralia Easier sim trials on site Non-HBS collections Excellent support from HE Ops and HE Prod teams (via new email boxes) Sim webinars

6. What’s Not Working WhatWhere/How/Why Faculty at Elite schools won’t engage Wharton, Darden, MBS Verticals(except Penn State) Arranging visits/presentations through dean/program offices (except Australia) Managing accounts solely via email/phone Engaging program managers/directors “I don’t need to talk to you. Faculty make all materials decisions, we only order what they tell us. Besides I’m too busy.” Pressure to self-serve eProd set up on site, and pressure to drop Forio/Saba Delays, push back from TS, customer frustration and confusion, no assurance that CB will be able to meet all permutations of customer needs. One size does not fit all! Cold Calling(except ‘friends’ on campus) Visiting after Thanksgiving