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Transcript: SNHU Selling SaaS in the Enterprise Rene Birthday Year 2 Southern New Hampshire's quaint red-brink New England Campus is home to 2,750 undergraduates, making it the size of some high schools. Founded in 1932 as the New Hampshire School of Accounting and Secretarial Science There are no limits to what students can achieve. As an institution, there are seemingly no limits to what SNHU can achieve as well. SNHU was a modest school when Le¬Blanc joined as president in 2003, recognized for its culinary arts, business, and justice programs. way Monthly SaaS Revenues Southern New Hampshire's quaint red-brink New England Campus is home to 2,750 undergraduates, making it the size of some high schools. Founded in 1932 as the New Hampshire School of Accounting and Secretarial Science There are no limits to what students can achieve. As an institution, there are seemingly no limits to what SNHU can achieve as well. SNHU was a modest school when Le¬Blanc joined as president in 2003, recognized for its culinary arts, business, and justice programs. HOSTED (SAAS) SW LICENSE Year 1 Harvard Business Review Spend on M&S REVENUE Year 1 cost of sales! Matrix Partners preso! Marketing Step Two About About Us SaaS causes a drop in revenues The Penman Press Tuesday June 30, 2015 676 b) sustain losses for n-years What to do? This small school in Manchester New Hampshire has been named 12th most innovative organization in the world by Fast Company in its World’s 50 Most Innovative Companies edition. President Obama gave Southern New Hampshire University a shout out last fall during his national address on higher education. He referenced the university as the first program in the U.S. to receive accreditation for a competency-based direct assessment model. David, Welcome to SNHU we sell! $77,285k New Deals ('11) Small school, giant online 382 What's a Penman? Career counseling Career exploration Mock interviewing Résumé review Career and internship fairs. And with success This small school in Manchester New Hampshire has been named 12th most innovative organization in the world by Fast Company in its World’s 50 Most Innovative Companies edition. President Obama gave Southern New Hampshire University a shout out last fall during his national address on higher education. He referenced the university as the first program in the U.S. to receive accreditation for a competency-based direct assessment model. Traditional Enterprise Sales How "Penman” was designed to evoke memories of the spirit of the hardy New England colonials. Since the university was founded as New Hampshire College of Accounting and Commerce, the quill, or pen used by colonial accountants, became the “staff” of the character. a) Acquire clients @ high cost Remove Sales Funnel ? Annual M&S guess what? $65M Southern New Hampshire University utilizes SNHU Recruit to manage employment and internship postings. EMAS Recruitment Pro conversion rates for specific departments, majors and schools on campus Assesses each organization's unique needs Instruction is based on innovation and incorporates a learning environment that encourages experiential education Rewire your brain to not fight the cloud but to use it! COST What 2011 Gap is too big to close with traditional SaaS sales. ($9,008k) $19M Diff Welcome to SNHU ($50,804) Perpetual $45M Why Success at SNHU $18,836k Amid the great recession there was a viable market for online education created by elite institutions such as Stanford, MIT and Harvard. SNHU seized the opportunity by supplying the missing link for a new generation Using technology the 80-year-old college transformed into a modern education powerhouse. The University went from 2,000 online students to roughly 40,000, while the main campus enrollment rose from 2,000 traditional students to 3,00 Profits on a 25,000 software license Thank You for the inspiration New Deals ('11) How to lower the cost of enterprise sales? BCOV B2B Deals have a High Client Acquisition Cost The Penman Press Due to rev-rec policies only the Annual Contract Value (ACV) in the 1st year can be recognized. Most SaaS contracts have an exit clause after 12 months, rendering Total Contract Value (TCV) worthless. Southern New Hampshire University gives course credit based on how well students master the material, not just on how many hours they spend in the classroom. So the idea would be if you’re learning the material faster, you can finish faster, which means you pay less and you save money 77 Southern New Hampshire University utilizes SNHU Recruit to manage employment and internship postings. EMAS Recruitment Pro conversion rates for specific departments, majors and schools on campus Assesses each organization's unique needs Instruction is based on innovation and incorporates a learning environment that encourages experiential education ($4,319) Career counseling Career exploration Mock interviewing Résumé review Career and internship fairs. Athletics Understanding millennials 2010 The