FY 11 IN REVIEW

SOUTH ASIA REGION SANTOSH JHA

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TOP ACCOUNTS FY 10 vs. FY 11

Account FY10 FY11 $ Variance % Variance

ISB $310,990 $318,211 $7,221 2%

IIM A $147,807 $182,032 $34,225 23%

IIM B $33,239 $103,418 $70,179 211%

SPJIMR $48,861 $98,046 $49,185 101%

NMIMS $85,422 $84,143 ($1,279) -1%

IIM L $39,437 $75,086 $35,649 90%

IIM I $29,357 $65,277 $35,920 122%

Welingkar $12,004 $61,317 $49,313 411%

IMT G $53,940 $59,288 $5,348 10%

IIM C $59,757 $56,348 ($3,409) -6%

Grand Total $820,814 $1,103,166 $282,352 34%

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OPPORTUNITIES

Although enrollment in degree/diploma programs are declining, HE market overall is growing.

• More usage based revenue from existing customers

• Business model for distance learning program

• Business model for consortium market

• Business model for skill development program

• Simulations market is growing

• Continued interest in site license by academic institutes

• Increasing interest in adopting our content by other South Asian countries

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CHALLENGES

• Serious shortage of full time academic faculty and quality faculty leads limits ability to use case method – ignorance and myths abound

• Quality of students, their poor reading habits and neglect to read / prepare for case discussions are mentioned by schools as a significant barrier in adopting PCL pedagogy in L2 and L3 institutes

• Recent govt. policy litigation is affecting decision making on site licenses by some new prospects as well as growth in current customer growth

• Promotion of cases by other schools in India (e.g., Ivey, IIM-A, Insead, Emerald) could create confusion and pricing pressure

• HBS faculty availability to facilitate further local PCL programs that would allow us to grow the case community

• Continued, albeit reducing, abuse of educator access, sim trials, online course trails, EBSCO and ECCH access

• Sims competitors ( e.g.,Biziga.com, smartsims, capsim etc.) provide continued training to adapt their content for classroom teaching

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WHAT’S WORKING

What Where/How/Why

• Course materials site license

50+ existing site license arrangement and many institutions are interested in direct relationship (e.g., IIMA, IIMB, NMIMS, GLIMS etc.)

• Simulations Recently launched site license arrangement for simulations. Two institutes have adopted and we are in discussion with many institutes (e.g., Christ Univ. and PSG)

• Usage based license arrangement

Eight institutes are under this arrangement and many L2 and L3 institutes are interested to sign license agreements.

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WHAT’S NOT WORKING

What Where/How/Why

• Online CoursesInstitutes shows interest during presentation and discussion but lose interest due to long trial period

• Unlicensed UsageInstitutes like LIBA, GIM, ASCI etc. procure single copy of cases through online purchase and use it in class room discussion

• PCL programsAs more institutions are signing site licenses, expectations to organize program increases and we are finding it difficult to organize due to non-availability of HBS faculty

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