1. Top 50 Goal FY 11 in Review Southern Europe, Singapore, Middle East Region Hazel Jourdin v2

2. Top Accounts FY 11 vs. FY 10 AccountFY 10FY 11$ Variance% Variance Bocconi$63,329$76,298$12,96920% ESADE$89,183$136,678$47,49554% ESSEC$48,351$72,741$24,39056% HEC$77,354$51,779$25,57533% IE$90,861$235,070$144,20963% IESE$390,761$474,661$83,90022% IMD$202,880$145,430($57,450)-28% INSEAD$521,410$675,400$153,99029% Nanyang$48,585$49,588$1,0032% NUS$106,671$87,192($19,479)-18% Totals$1,639,385$2,004,837$416,62925%

3. OPPORTUNITIES Spain: (IESE and IE) post-LACC pricing and ELAs (IE and ESADE). Singapore: visit in October w/EK to secure ELAs. France: HEC and ESSEC; and Italy: Bocconi - ELAs on the table, hopefully data from this year will encourage them to go for this option. France/Singapore/Abu Dhabi: INSEAD’s growth can be attributed partly to new EMBA program. Pushing online materials and v2 sims (hooray!) Switzerland: prematrics looking more likely in MBA program. Case Mapping – still hugely successful throughout. V2 sims for ereaders and prematrics.

4. CHALLENGES Fragmented purchasing and program/department/individual ‘fiefdoms’ inhibiting ELA growth (ESSEC, HEC, Bocconi) Home grown materials (INSEAD, IMD, IESE, IE and to a lesser extent ESSEC and HEC) The greater the growth, the swifter the measures to control spending are implemented (HEC prohibiting visits, IE don’t want ELA mentioned) Growth also highlights faculty not using homegrown materials (INSEAD ‘press gang’, IE, IESE). Difficult to counteract love/hate relationship. Still not enough international material. Incumbent sim and online material providers (ChangePro, Markstrat, EIS and Crossknowledge) difficult to usurp. New pricing complicated to communicate

5. WHAT’S WORKING WhatWhere/How/Why Prematrics and Sections More interest in these after years of trying (NTU, INSEAD, IMD). Targeted efforts at Specialized Masters and Bologna Masters really paying off now. HMM modulesESADE are regularly using these in their Exec Ed and are hooked. SimulationsEverywhere Brief CasesEverywhere – a hit with every level of program. Case MappingEverywhere – such a great service. Bringing Adjuncts into the family Bocconi, ESADE, ESSEC, IE. They become very loyal customers. Strong Service Management Everywhere – supporting and leveraging the admin community Single Click Self Service INSEAD, IESE, IE, ESADE Marketing collateral and faculty reviews Great to see faculty reading and enjoying collateral. They appreciate the fact they can read and comment on products if they wish – generating sense of involvement.

6. What’s Not Working WhatWhere/How/Why Confusion over IFRRO/EBSCO/Direct HEC “we won’t pay twice’ Substantial homegrown material collections INSEAD, IE, HEC, ESSEC and to a lesser degree NUS, NTU, HEC Economic climate unstableEverywhere – repercussions on Exec Ed (IMD, NUS) Difficult to get ELAs approved despite institution pay HEC, ESSEC, Bocconi (fiefdoms) Difficult to get ELAs approvedNUS, NTU – fragmented purchasing, mix of Institute/Student pay, and local UGrads InvoicingOld problem, fresh face with new pricing (IMD, INSEAD)