2. Top 50 Goal FY 11 in Review Latin America and East Asia Al DeCarvalho v2

3. Top Accounts FY 11 vs. FY 10 AccountFY 10FY 11$ Variance% Variance Globis University$208,788$240,633$31,84513% IPADE*$116,010$100,347-$15,663-13% FGV/EAESP*$100,879$99,443-$1,436-1% IAE*$96,273$93,748-$2,525-3% INALDE$90,095$236,781$146,68663% INCAE$73,236$104,493$31,25730% ESE & UniAndes$46,179$60,238$14,05923% Insper$52,772$36,021-$16,752-32% Totals$784.232$971,703$187,47123% *FY10 usage year factor

4. OPPORTUNITIES Expansion Plans are in Executive Education Programs at 3 to 1 rate Increase usage/adoption of eproducts by site license customers in MBA…they MUST realize the value/benefit of a site license in order to renew next year Globis University returned to a growth mode…MBA and Exec Ed programs are expanding..school is very profitable. Be their friend

5. CHALLENGES Cases is the only translated product line Limited number of regional cases in major disciplines: entrepreneurship; HR; finance; etc. Local faculty is starting to write their own—competition. Technical challenges delivering simulations in FY11…getting those disenchanted faculty back to adopting our simulations. Spreadsheet reporting for site license customers…painful for everyone/not efficient/risky

6. WHAT’S WORKING WhatWhere/How/Why Don’t try to sell products— relationship based All schools. Develop relationships/gain their trust. Show interest/be genuine Developing relationship with Dean/Directors to transition to site license INCAE; ESE; UTH and IDE—now top accounts Marketing Brief Cases; PCL Seminars; Webinars for Simulations all popular Dozens of faculty attended PCL in the USA. Two seminars scheduled for Latin American in FY12

7. What’s Not Working Insper – case method schools will not always be our best customer Internal developed cases; Darden; Pride? Mass emailsAsia and Latin America/ tight anti-spam by schools…faculty hard to reach… eProduct manual set upNo self serve function for enterprise customers on the site

8. …a good approach…