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

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Page 1: Top 50 Goal FY 11 in Review Latin America and East Asia Al DeCarvalho v2

Top 50 GoalFY 11 in Review

Latin America and East AsiaAl DeCarvalho

v2

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

Top Accounts FY 11 vs. FY 10

Account FY 10 FY 11 $ Variance % Variance

Globis University $208,788 $240,633 $31,845 13%

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 $146,686 63%

INCAE $73,236 $104,493 $31,257 30%

ESE & UniAndes $46,179 $60,238 $14,059 23%

Insper $52,772 $36,021 -$16,752 -32%

Totals $784.232 $971,703 $187,471 23%

*FY10 usage year factor

Page 3: Top 50 Goal FY 11 in Review Latin America and East Asia Al DeCarvalho v2

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

Page 4: Top 50 Goal FY 11 in Review Latin America and East Asia Al DeCarvalho v2

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

Page 5: Top 50 Goal FY 11 in Review Latin America and East Asia Al DeCarvalho v2

WHAT’S WORKING

What Where/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

Page 6: Top 50 Goal FY 11 in Review Latin America and East Asia Al DeCarvalho v2

What’s Not Working

Insper – case method schools will not always be our best customer

Internal developed cases; Darden; Pride?

Mass emails Asia and Latin America/ tight anti-spam by schools…faculty hard to reach…

eProduct manual set up No self serve function for enterprise customers on the site

Page 7: Top 50 Goal FY 11 in Review Latin America and East Asia Al DeCarvalho v2

…a good approach…


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Secretaria de Banco de Dados Diretoria Geral Administrativa Pr. SEBASTIÃO PAZ DECARVALHO

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Vice President for Research...FY 2011 FY 2012 FY 2013 FY 2014 FY 2015 FY 2016 FY 2017 FY 2018 FY 2019 FY 2020 SVP 20% Colleges & Institutes Up to 35% Research Admin & Strategic Investment

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Federal Budget ActivityFederal Budget Activity · Federal Budget ActivityFederal ... FY 2010 FY 2011 President House Agreement FY 2013 FY 2014 FY 2015 FY 2016 FY 2017 FY 2018

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