WSM 2015 Slides

Key Trends – Inside Out

Implications / Opportunity

Description

New models of business continuing to put pressure on our industry

• Rental model has put increased pressure on an already pressured industry; Used books continue • 3 rd Parties facilitate rental and used

• Stabilize revenue in portfolio – manage the “blips” and “dips • Drive more revenue direct

• Migrate revenue from one-time purchases and used/rental models to subscription model (no used) • Appropriately “carve” same dollar amount • Incent users on multi-course, direct purchases • Use innovations as a wedge to opening the door for course adoptions • Offer course/program level solutions that integrate innovations and that create opportunities for multi-course, full curriculum adoptions • Model accounts to identify likely candidates and measure performance • Continue customer intimacy efforts • Use innovations to attract leaders in the market to WKH • Adopt flexible content acquisition strategy

• Despite the need for more innovative solutions, the overall wallet size of the student is not increasing

Overall “wallet size” of student not increasing

• The last several years have seen innovations in our portfolio but overall not gaining significant course market share

Innovating, but…

• Customer and Content still need to be top-of-mind or no matter the innovation or price or we won’t keep market share

Customer and Content still critical

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