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IEEE IP Business Overview: Sales Performance and 2011 Challenges

The IEEE IP Business Overview highlights key sales insights and performance metrics for 2011. Targeting $180.4 million in IP sales, the revenue forecast shows promising contributions from IEEE Enterprise and eBooks, although challenges remain with international business, particularly in the Middle East. A significant drop in print subscriptions and tough economic conditions add pressure to achieve sales commitments. Success hinges on renewing major customers, expanding corporate partnerships, and enhancing sales processes, especially in emerging markets like China.

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IEEE IP Business Overview: Sales Performance and 2011 Challenges

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  1. IEEE IP Business Overview Jonathan Dahl IEEE Global Sales & Customer Operations June 23, 2011

  2. 2011 IP business summary… • On target to deliver $180.4 million in IP sales ($200K over 2011 revenue budget) • IEEE Enterprise (small business product) & eBooks strongest contributors to date • IEL forecast + $9 million over 2010 • But $1 million under 2011 budget • New int’l business = biggest issue • Middle East renewal problems also an issue…Saudi Arabia, Egypt, Tunisia, Iran • NM print subs down > $1 MM vs. budget • 2011 results will come down to the wire in December

  3. Key IEEE Product Sales Trends 2002-2011B in $ millions earned sales / 230% growth in 10 years $180.4 $78.5 +10% +11% +10% +12% +13% +8% +8% +10% +4% Source: IEEE Sales & Marketing 2010

  4. IEEE IP revenue 2008-2011F

  5. 2011 sales budget by sales team

  6. STM industry sales growth2008-2011 projected Source: Outsell March 2011; IEEE Sales & Mktg 2011

  7. Top 6 IEEE IP products(by $ 2011 forecast)

  8. IEEE Enterprise continues strong performance

  9. NM Subscription units12009-2011 YTD Opportunity? 1 Includes all society journals & trans, plus IEEE Spectrum & P’ceeds of IEEE 2 A large majority of Combo subs are for IEEE Spectrum

  10. Our 2011 sales challenge… • To achieve our sales commitments when… …almost all the major universities in the world now take IEL …most big multinational tech companies in the world now take IEL …tough economic conditions -- Europe -- Middle East -- US state budgets …renewal orders are becoming as difficult as new sales?

  11. Challenge to IEEE Xplore usageCorporate knowledge workers time spent on information is declining 11.4 10.7 5.1 6.3 4.8 Source: Outsell 2011

  12. What do we have to do to achieve 2011 sales? • Renew big $ customers • Find more corporate customers • IEEE Xplore for Corporate Work Groups • Journal bundles • Greater focus on China • Process our leads more effectively • Inside Sales steps up • Increase sales responsibility • Coordinate with international sales team

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