WSM 2015 Slides

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Key Trends – Inside Out
New models of business
continuing to put
pressure on our
industry
Overall “wallet size” of
student not increasing
Innovating, but…
Customer and Content
still critical
• Rental model has put increased
pressure on an already pressured
industry; Used books continue
• 3rd Parties facilitate rental and used
• Despite the need for more innovative
solutions, the overall wallet size of the
student is not increasing
• The last several years have seen
innovations in our portfolio but overall
not gaining significant course market
share
• Customer and Content still need to be
top-of-mind or no matter the
innovation or price or we won’t keep
market share
• 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
Description Implications / Opportunity
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