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2013 Territory Plan Steven Krum

2013 Territory Plan Steven Krum. STOP!. Getting Pigeon Holed with IT/Professional Development/Virtual School/ETC Losing Clients Limited Adoption Allowing clients to run Old Versions. START!. Focusing more on Curriculum & Instruction Selling the “vision” of xpLor for Curriculum Management

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2013 Territory Plan Steven Krum

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  1. 2013 Territory PlanSteven Krum

  2. STOP! • Getting Pigeon Holed with IT/Professional Development/Virtual School/ETC • Losing Clients • Limited Adoption • Allowing clients to run Old Versions

  3. START! • Focusing more on Curriculum & Instruction • Selling the “vision” of xpLor for Curriculum Management • Moving more clients to the K12 Bundle: ASAP • Social Selling

  4. CONTINUE! • Marketing the Latest Features of Bb • Cross Selling • Working with User Communities and State Organizations • Selling Consulting • Solidifying Relationships with Clients

  5. ACTION!

  6. Major Activities • Arrange meetings with Curriculum & Instruction at Large Districts (Over 50K Students) • Identify opportunities to present xpLor to Large State Audiences • Encourage clients on outdated versions to join Community Programs (ie Upgrade Cohort) • Solidify relationships with any “new” accounts

  7. Minor Activities • Start Social Selling • Follow Me @Steven_Krum • Actually Tweet • Continue to present latest Bb features to FLBbUG • Work with other Reps on strategies to Cross Sell and identify Target Clients • Drive attendance to Regional Marketing Events • Stay informed!

  8. RETAIN!

  9. YELLOW • Q1: None • Q2 • Homewood City: $28,250: 06.25.13 • Broward County: $69,500: 06.30.13 • Q3 • Citrus County: $22,154: 07.01.13 • Okaloosa County: $40,500: 07.01.13 • Orange County: $89,800: 07.01.13 • Q4: None

  10. Q2 YELLOW • Homewood City • Market benefits of latest release • Address concerns with Ease of Use • Expand breadth of relationships with Bb Support Staff • Broward County • Continue to make headway with Professional Development Support Staff • Remain actively engaged with Department Heads • Solidify relationship with Moodle team to demonstrate benefit of Moodlerooms

  11. Q3 YELLOW • Citrus County • Market benefits of latest release • Train and develop current Blackboard Support Staff • Solidify contacts within PD and begin to make headway within Curriculum & Instruction • Orange County • Aim to avoid RFP: AT ALL COSTS • Address ANGEL migration concerns • Continue to market xpLor as a connection to their usage of Moodle in the classroom

  12. Q3 YELLOW (Cont’d) • Okaloosa County • Market benefits of latest release • Train and develop NEW Blackboard Support Staff • Solidify contacts within PD and begin to make headway within Curriculum & Instruction • Prevent further reduction in User Band

  13. RED • Q1: None • Q2 • Volusia County: $96,600: 06.27.13 • Q3 • Lake County: $16,720: 08.01.13 • Q4: None

  14. Q2 RED • Volusia County • Have received communication on planned drop • Planned migration to Moodle by Remote Learner • Insider info indicates that “Activity” reporting in Moodle does not meet district needs • Aggressive push for Moodlerooms to keep some revenue within Bb • Approaching the District at ALL levels due to lack of response

  15. Q3 RED • Lake County • No “significant” investment in Bb since initial purchase • Limited adoption • Running v9.1.Service Pack 7 with 64 Bit Hardware requirement the major hurdle • Aim for a move to Managed Hosting • Must sell value!

  16. SIX FIGURE SALES • Consulting Prospects • FCPS • Collier County • Managed Hosting Prospects • Sarasota County • User Band Increase • Cobb County • License Expansion • Seminole County

  17. EXPANSION SALE POTENTIAL • 50% of clients ONLY have Course Delivery • CD IS DEAD • Sell MORE Bundles • xpLor will lead the charge for Content Management • Drive usage to increase content availability • Expand use of Mobile Learn to increase stickiness

  18. SMALL SALE POTENTIAL • Learning.com • Must increase usage • Training • Clients expanding from CD • Clients upgrading significantly • School Central Upgrades • FINISH THEM!

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