CourseNet University Management Systems

1. CourseNet University Management Systems By: James Esch For: Dr. Landrum EM-4201 April 22, 2003

2. CourseNet Systems: Company and Overview CourseNet Systems, coursenet.newknowledge.us, is a Bonita, Florida based corporation and a subsidiary company of Kent Technologies, www.kenttech.com. CourseNet Systems provides high-utility and high-value solutions for managing an educational institution’s enterprise environment. Our focus is to develop easy to use applications that are affordable and extend the greatest levels of efficiencies and functionality to both existing campus and emerging educational settings. CourseNet System’s software applications are in full production and servicing thousands of students. Therefore, the value of CourseNet products is well established and proven in existing enterprise learning environments.

3. Company Mission and Vision Mission CourseNet Systems creates innovative educational management applications and communication solutions that collectively enhance the success of our clients, employees, and investors. We accomplish this goal and achieve industry leadership through empowered, innovative and well-compensated employees that are committed to industry excellence. Our products bring value to our clients by leveraging advanced technology to maximize productivity and efficiency in addition to simplifying the human processes. Vision Our goal is the continued evolution of CourseNet Systems into a global solutions provider, with internal departments dedicated to providing innovative products and strategies that span all aspects of an educational institution’s operations. In addition, CourseNet Systems will continue to evaluate new venture opportunities and explore the creation of new and innovative product solutions. Our vision will culminate in positioning CourseNet Systems as an industry brand and leader with annual revenues approaching $7 million dollars within the next five years.

4. Product Description CourseNet Systems offers a variety of tools that allow educational institutions to leverage advanced technology to maximize productivity and efficiency, in addition to simplifying the human processes. These tools include internal management systems, online expansion tools, student relations and services applications, course management solutions, course delivery tools, and customized solutions. These products are offered as a full-scale enterprise solution or on a modular basis. CourseNet Systems’ flagship application, CourseNet Student Services System (CNSSS), is a highly advanced university management system that provides both intranet and Internet services and allows for a higher level of automation tuned to the needs of educational institutions offering on-line degree programs. CNSSS is a multi-platform, database independent, and highly scalable application that provides university staff members and students with an intuitive and user-friendly user interface, and may be accessed using a web browser on any platform. This application includes functionality for student management, student relations, curriculum and institutional hierarchy setup, advisors, tuition assistance plans, financial aid plans, shipping, graduations, and alumni relations.

5. Product Description (continued) To simplify the process of managing courses, students, and student grades, the CourseNet Course Management System (CNCMS) integrates seamlessly with the CourseNet Student Services System or can work as a stand-alone application to allow for a higher level of control over courses, students, assignments, and grades. The CNCMS system functions as an assignment repository system, interaction area, feedback system, and academic honesty confirmation system. An intuitive reporting area allows staff to immediately gain a detailed status report of their courses at any time. An interactive threaded discussion area allows students and staff to converse within the virtual classroom environment by leaving voice and textual messages. The CNCMS system optimizes all workflows and processes associated with the exchange, control and management of assignments, grades, student feedback, and virtual classroom collaboration. CourseNet Systems also offers an advanced and intuitive course material delivery system named CourseNet Content Delivery System (CNCDS). This application allows staff to implement course materials into a configurable template system to allow for rapid course material implementation. In turn, the course materials entered into the content delivery system may be viewed online and/or copied to media sources such as CD-R’s for distribution to students.

6. Market Segmentation CourseNet Systems views their market largely segmented by type and size of educational institutions. The primary types of markets are segmented by type of institutional learning delivery programs. First are traditional brick and mortar establishments that maintain resident only (class room) courses and programs. Second are a rapidly growing number educational institutions seeking to extend and expand all or part of their educational programs through e-learning and Internet mediated offerings. The third type of institution is the “virtual” university or school that offer 100 percent of their programs through e-learning and on-line programs. These types of institutions can be future segmented by the number of students they serve. For purposes of this business plan, we segment the size of institution as small (less than 2,000), medium (2,001 to 10,000), and large (over 10,000).

7. Strategic Target Market Opportunity The Statistical Abstract of the United States (2003 Edition) reports that there are currently 5,010 postsecondary institutions and growing; 1,680 of which offer distance-learning programs. As new technologies develop, geared toward web interaction, a strong raise in the demand of on-line educational programs is evident. As of 2002, there are an estimated total of 1,661,100 enrollments in distance learning programs and rapidly growing. With this hasty increase in demand for on-line distance learning programs, thousands of educational institutions are deciding to expand their operations to the Internet every year. As of 1999, Goldman Sachs reported that an estimated $233 billion were spent in higher education -- $3.5 billion of which was invested in e-learning. (Goldman Sachs, 2000) We believe that by offering a wide set of high-tech, yet simple to use, solutions, we can easily gain more than a 10% market share.

8. Target Markets Our market breakout consists of the following target markets: Primary - The primary market and focus for CourseNet Systems is both the brick and mortar with extended e-learning program and the virtual universities and schools. These institutions have the most immediate need and can benefit most from CourseNet products. Additionally, CourseNet System will target the small to medium size institutions where the purchasing decisions are most likely to be made base on overall price and utility versus market share. Secondary – CourseNet Systems will also address the secondary market consisting of brick and mortar institutions that have only resident and class room programs. Although of less consequence, we approach this market because these institutions may still benefit from offering resident students on-line tools, collaboration resources, knowledge systems, and on-line student portal services. Additionally, many of the institutions will eventually extend their programs in favor of e-learning.

9. Target Markets (continued)

10. Management Strategy James Esch serves as president of CourseNet Systems. James is an ambitious student and computer programmer turned entrepreneur. At the young age of 18, he hold three college degrees consisting of an Associate in Arts, a Bachelor of Computer Science, and a Bachelor of Business Management and will complete his MBA in December 2003. Throughout his life, Esch has demonstrated a need for achievement and shows a great passion for his work. Through working full time in his early teens as a computer programmer with 4What Interactive and taking a project and business management position in his later teen years, Esch has gained a firm knowledge of both technical and gestalt aspects of managing projects and businesses. Esch has displayed his abilities as a determined leader through the management and development of several successful large-scale applications including but not limited to: An assignment repository and collaboration system for an on-line university that allowed over 500% student growth; a high-tech security system dubbed the “Web Access Key” which has gained the interests of parties as big as the New York Transit Authority; and a robust student services system and internal management system for on-line and traditional educational institutions. James also garners additional financial and organizational support for this venture from the parent organization, Kent Technologies. Kent Technologies is a well-respected and prominent company that emerged from the Kent Group that has existed for over 50 years with 425 employees and over $50 million each year in revenue CourseNet Systems plans to receive adequate funding through the Kent Technologies necessary to achieve sustainable growth and stability as they emerge in a competitive market.

11. Competitive Analysis • Internal Strengths • Development and testing staff has considerable experience in management and • teaching positions within academia.   • Stable funding from parent company (Kent Technologies) • High demand by educational institutions for internal management systems, • course management systems, course material delivery systems, and student relation systems. • Close ties with non-profit organizations that are well known by many educational institutions. • Innovative designs allow educational institutions to gain more money by increasing • capacity and efficiency with minimal increases in staffing. • Advanced knowledge in the effectiveness of e-learning. • Smaller size enables organization to be more agile and make rapid organizational • adjustments necessary to track closely in support of strategy. • Internal Weaknesses • Name is not as well known as other competitors such as WebCT and Blackboard. • We are new to the e-learning application industry. • Not all skill positions have been filled yet.

12. Competitive Analysis (continued) • External Opportunities • Our software can be sold in the global marketplace. • Application is in production and producing revenue from reference • Clear pricing advantages over competition to gain market share. • Applications can be used in the business e-learning industry as well. • Joint ventures with other educational software development firms can introduce new revenues. • External Threats • Decline in demand for educational institutional management software. • Introduction of alternative open-source solution with strong support. • Severe software exploits that may hurt brand equity.

13. Lowest Price CourseNet Systems WebCT & Blackboard Fastest Service or Delivery Highest Quality Pricing Strategy Unlike our primary competitors, WebCT and Blackboard, the price for each of the CourseNet Systems applications will be based on a per-enrollment basis. WebCT and Blackboard offer several yearly license plans ranging from $7,000 for the most simplistic of applications up to approximately $150,000 (Calgary U., 2002). Our plan is to offer educational institutions licensing plans that grow with them. The initial rate for the enterprise system (combination of internal management system, course management system, course delivery system, and student relations system) will start at a fee of $5 per enrollment. Over the course of time, prices may increase as a result of new features, improved compatibility, and enhanced user interfaces. The pricing strategy in the first three years will be approximately as follows:

14. Sales Distribution Strategy - Pro-forma Sales Forecast

15. Sales Distribution Strategy (continued) • Direct and Indirect Channels • Direct Channel – CourseNet Systems has two forms of direct channel programs: First are the direct sales and support relationships. These are typically high volume, major corporations, which use CourseNet products for internal purposes including internal management, course management, course delivery, and student relations. These channels are managed and developed by in house sales and relationship managers. The second form of direct channel relationships consists of end users purchasing application packages on-line through e-commerce transactions. • Indirect Channel – CourseNet Systems leverages a variety of indirect distribution channel programs including OEM, Sales Associates, and Licensee/Franchise agreements. • The OEM program is targeted at high volume educational institutions requiring CourseNet products as a component to fully service their clients (their students). CourseNet supplies the products and services through the OEM agreement, and allows the university to re-brand the product under their name. This agreement is offered as an exclusive relationship and does not permit the educational institution to use any other supplier for products or services that are provided through the OEM channel. • The Sales Associate program uses sales associates and rep agencies to sell CourseNet products and services on a commission basis. These associates often rep multiple products that compliment CourseNet’s product line. Sales associates are trained in the CourseNet product line and are provided with necessary sales support. The Sales Associate program is used primarily to drive brand recognition and gain market penetration with large coverage area. Some of the most successful Sales Associates are offered licensee agreements.

16. Sales Distribution Strategy (continued) • Licensee and Franchise Agreements offer exclusive rights to a given geographical area and customer base. Under this agreement, the licensee must dedicate full time resources, support staff, and facilities for the promotions of 4What products. Licensees and their staff must be fully trained in the CourseNet product line. They are permitted to use the CourseNet name and brand for their business such as CourseNet Systems of Dallas. Licensees must maintain specified sales volumes or potentially lose exclusivity of their territory. • CourseNet’s referral program compensates any individual or company that refers a client that results in a sale. These referrals are assigned to a local Sales Associate or Licensee. • By leveraging diverse channels of distribution, CourseNet Systems achieves national and international reach, both geographically and by market segment. These various channels also facilitate relationship selling and personalized service. Competing companies are generally regional or local focused with minimal market reach and penetration. • The balance and interrelationship between CourseNet’s distribution channels must be carefully managed to prevent channel conflict. CourseNet Systems accomplishes this through its Sales Force Automation system and internal channel managers.

17. Promotion Strategy CourseNet Enterprise Management System General Release Launched Naples, FL – May 22, 2003 – CourseNet Systems (coursenet.newknowledge.us), a product line of Kent Technologies (www.kenttech.com) announced that it will be launching its general release enterprise edition management suite effective May 28th, 2003. Throughout the year-long development process, multiple educational institutions have begun to show their interest in adopting this highly scalable, flexible, and user-friendly application suite. Partner and co-founder Tom Esch, PhD stated: “This is a very exciting time for us as well as the e-learning industry as a whole. We’ve spent much time developing and fine-tuning these applications to fit the needs of both on-line and traditional educational institutions. We are looking to offer educational institutions one of the best bangs for their buck.” The CourseNet enterprise edition management suite consists of several proven highly- successful, platform neutral, and database independent, applications to serve purposes including: internal management, student relations, course management and collaboration, course content delivery, and academic dishonesty detection systems. Partner and co-founder James Esch noted that: “Our goal is to provide educational institutions with a full set of integrated solutions tailored to their needs at a competitive price.” The primary overlying goal of this robust enterprise system is to allow universities to increase capacity and efficiency while minimizing the need to increase staff, thus leading to larger profit margins for CourseNet customers. CourseNet Systems’ flagship application – the student services system – provides an advanced and user-friendly interface to allow administrative staff to more efficiently perform their jobs to increase productivity. Additionally, the course management and collaboration system and the course delivery system (included in the enterprise system) integrate seamlessly with the student services system to provide a singular yet highly scalable solution to solve a set of complex business problems. This eliminates the complex and stressful issues that arise when multiple systems from multiple vendors are used in unison. For more information concerning what CourseNet Systems can do for your educational institution, please contact one of the following partners:

18. Funding Strategy CourseNet Systems is privately funded through its parent company – Kent Technologies and the Kent Group. The Kent Group is a well-respected and prominent company that emerged from the Kent Group that has existed for over 50 years with 425 employees and over $50 million each year in revenue CourseNet Systems plans to receive adequate funding through the Kent Technologies necessary to achieve sustainable growth and stability as they emerge in a competitive market. In year one, CourseNet Systems will internally transfer $69,000 from the Kent Group for capital investments. The remaining years capital investments will be adequately funded from internal cash flows.

19. Year 1 Year 2 Year 3 Year 4 Year 5 Office Equipment 9,000 5,000 10,000 5,000 10,000 Computers 15,000 10,000 10,000 15,000 15,000 Computers (Laptops) 30,000 25,000 25,000 25,000 25,000 Furniture and Fixtures 15,000 5,000 5,000 10,000 10,000 Total 69,000 45,000 50,000 55,000 60,000 Use of Funds Plant and Equipment Pant and Equipment investment will be limited to computers, office equipment and personal communication equipment. (Cellular phones, pagers, etc.) The financial model assumes that $3000 will be sent to outfit each application programmer with equipment. The model also assumes $6000 to furnish each sales resource with computing and presentation equipment. Office and Personnel Equipment

20. Pro-forma Income Statement (5 yrs)

21. Pro-forma Balance Sheet (5 yrs)

22. Bibliography “Course Management System: Task Group Report to UPC InfoStructure Sub-Committee” University of Calgary, June 2002, http://commons.ucalgary.ca/~lcportal/blackboard/CMS_review_0602.pdf Derman, Parekh, Berquist, Elliott, and Chung (2000) “Internet: e-Learning – United States” Goldman Sachs Global Equity Research, http://www.almqvist.net/johan/studfack/esib/emobility/go_sa_elearn.pdf Meinhardt, Jane “St. Petersburg College embracing shift in instruction” The Business Journal, July 19, 2002, http://tampabay.bizjournals.com/tampabay/stories/2002/07/22/focus5.html “Statistical Abstract of the United States” U.S. Census Bureau, (2003 Edition), http://www.census.gov/prod/www/statistical-abstract-02.html

23. Fin