15:01:19 Hello.

15:01:22 Hello, good afternoon.

15:01:23 Hello, good afternoon.

15:01:26 Good afternoon.

15:01:29 It's a phone number.

15:01:23 Hi, Hi. Hi, I look. Yeah, okay, good. Okay, so we must welcome that.

15:01:40 Okay.

15:01:37 And, Bruno, okay, back from China trick. Okay, so I hope that you enjoyed the although it's a
short trip right so but I hope that you enjoy it so I think first of all let's share with us about your
experience.

15:01:52 And I think just want to highlight to everyone that the trick is between is in invitation by
one of the biggest game and technology company education company and they might us to visit their
software development college as well okay i think software is very important i believe all you should
agree that, everywhere is software, right?

15:02:18 So whether you study the management of, master management or degree in management
accounting, I think, software is always is important and it's a must, right?

15:02:29 Yeah. Okay, yeah, so we'll be start with, A, you want to share with us?

15:02:35 You can, you can say share in the pasta or so, how you find the trip, you know, and yeah,
and I I'm not sure whether you go to China before,

15:02:47 Yeah, so yeah, okay.

15:02:45 Yes, yeah, okay, sir. Last week, China, So maybe as some, maybe for me.

15:02:57 Okay.

15:03:00 Yeah, so how you find the trick? Yeah, so how you see that the chances for cloud appreciate
between I you in Indonesia and in Indonesia and China?

15:03:13 Yeah. Yeah.

15:03:14 Of course, you know, you can see voice opportunity because I think all of us we agree that
China and Indonesia will be future partner and this is a combined market is very big.

15:03:22 It's combined the market is one the biggest in the world right so yeah okay so

15:03:26 Yeah, yeah, this is correct, sir. I think it's this opportunity to Indonesia, for IU.

15:03:35 To study in China we can learn deepen side of the world like new culture and talk people
from a different background I think in there.

15:03:51 And, in Fuji, we can, see, How the big, company company is very, very complete facility in
there.

15:04:13 Hmm
15:04:07 And I think it's for me it's it's amazing. And especially especially, this, first time I, I can meet
Bruno, I can meet, Mr. Kima. I can meet, Mr. Kim, also.

15:04:22 It is at this moment. Yeah.

15:04:21 Yeah. Yeah, we are meeting each other. You know, we are meeting each other every week,
right?

15:04:28 Yeah, yeah. What's that? And then.

15:04:29 But physically is the first time they need so interesting. Okay, okay.

15:04:36 We also discussion about between IU Global and and we got in difference in culture system.

15:04:46 Between in and China. We also bring bring up the issue. That are like.

15:04:55 Especially issue for fish, food, especially for, and culture in China. Like that.

15:05:03 Hmm, yeah. I think the Visa, I think Visa is a process every country we impose, like,
allographer, okay, also you go to a visa program.

15:05:16 So I think the most important part is that the quick 2 country, you know, what is a
relationship, right?

15:05:23 So, you, is good. In fact, they say where the opportunities come in. And as I mentioned, all
of you, right now the market is very challenging.

15:05:32 Global warming and a lot of conflict between the big country right yeah so I think I think I
know of course the technology at once man especially the AI technology and what is the impact
towards everyone, right?

15:05:48 So I think all this it pose a very complicated situation. So but for for us, I you we strongly
believe that we should able to extend our services.

15:05:59 From Indonesia to China. And I strongly believe that in China, there's a lot of, especially for
technology part, we are very interested in to cooperating with the China technologies.

15:06:11 At the same time you know I think also we can invite a lot of china student come over to
Indonesia I think that is the goal for the trip as well.

15:06:22 Yeah.

15:06:22 Okay, excellent. Yes, okay. So I don't know you have anything to add on

15:06:28 Maybe for next maybe we can for student we can see it come push to them and maybe
next maybe I hope like so yeah Yeah, yeah.

15:06:39 Yeah. For me.

15:06:36 Excellent. Definitely. Okay, yeah, okay, so the environment is okay, right? It's safe, right?

15:06:43 When you go there and see for our student to go there.

15:06:45 I think shape, sir, but maybe for, some put, we need, the selective part of foot maybe
almost there is Sorry if almost our foot is are not recommended for Muslim.

15:07:04 Hmm. Yeah.

15:07:10 Yeah, yes, correct.

15:07:07 So we need to especially arrange okay yeah because the nature of 2 country and the
practice in culture there's where we can learn also okay very good good point Okay, good.

15:07:22 Yeah, okay. Thank you, sir.

15:07:22 Okay, yeah. So thank you, Anagra. Okay, all right, I heard that you're now you like this trip
more than the last trip now.

15:07:36 Okay.

15:07:33 I am like quite confusing, Because the major confused me is I thought that would be a you
know, you know like host host hostel hostel for for the business and then we might we might be
shareables on my share room with PANOGUA and Timothy in the same room that does how I'm
imagined for the trip.

15:07:57 But however, it's not like hotel and everyone got one room. So that's actually, wow.

15:08:02 Okay.

15:08:04 So Quite surprising and that we that is a very good. Good, good experience. To see
something really, really bad. Everything is so bad.

15:08:15 Okay.

15:08:15 Yeah, even the bad is so bad. So I cannot. Yeah, I cannot tell you. Is this a business trip or, or
just long?

15:08:26 I cannot have. I will see you again up there. But the major thing is I believe there's a loss of
cooperations between IEU and LED Dragon, the web, the, the, the, the, the, the only company that,
that they are building and as well as, I have heard that, Anuba is quite interested in bringing some,
like, in bringing some, like, listen students between our

15:08:49 students to dare for like a cyber thing or even like a soft term soft and cheap extreme chips
on like this.

15:08:56 I believe that is also can do and then we have actually we have we BS I went there before so
we have actually have some developments or discussions about like maybe we can do some
developments or discussions about like maybe we can do some sort of program.

15:09:10 Hmm.

15:09:09 Or even a lot of program like the meaning of short term is like 2 weeks or even like a 4 4
weeks like by a month.

15:09:19 Hmm

15:09:20 For long time, will be 2 months or above like one year but I think I think that that part we
won't do that in sort but for a soft turn I think we can we can reach we can wait for this yeah

15:09:32 Okay, that's good. Interesting. So, so this sort of trick program, right? So, help me a bit more
on that so Joel during the meeting of course you know we also we wait until Timothy is still in China
now right so he's a within different company also so you just went to a shuttle program right so do
you have any idea about what our program that we can

15:09:57 organize

15:10:03 Hmm.

15:09:57 For me I have, actually I did not tell this to, Timothy yet, but I think again, I can tell him later.

15:10:07 I have 2 ideas. The first idea will be like a short shape like independent program which is
which are more likely, I like it like a side visiting or or even an exchange.

15:10:25 Hmm.

15:10:18 Program for the IU student to let you again for for like one week or 2 weeks to study or to
learn about the VLOO, ALO, and and and the need games, you know, e sports and something like this.

15:10:34 This one, this one would be 40, drift on by the left jock and then and then the server the
case I think will be lifted by that jogging as well for the second part is it's meaning that I you will be a
major part because as we all spoken that we have concentrations.

15:10:53 Yeah, we all have conversations as well as they are also believing in in a concept like one
plus and or one.

15:11:06 Hmm.

15:10:59 The minute of X is like a vocational vocational diploma or vocational de and then for the
one is of course is is the basically we yeah for the for one years or one or 4 years so as I see that most
of the token motion of course like like economics and comics and we all know as well as game
developments those things is kind of like us creative technology.

15:11:29 Hmm

15:11:29 The mojo that we have or the concentration that we have already. So, so I think this one will
also be a part.

15:11:36 A path for us to, to cooperate with them. Maybe like one more job, then people can can
study in that jogging.

15:11:44 Oh, so I think that there's 2 2 way we can do, yeah, for the corporations.

15:11:53 Very interesting. Yes, yes, yes. Okay, yeah. So, okay, that's good.

15:11:58 Yeah. So, Okay, so anything to add on? the, yeah, any more thing?

15:12:07 I think, I think that's all because the wording cannot, cannot describe how it's go.

15:12:12 Yeah.

15:12:12 I think it's better for you to go they are always at our IT. We are see. You go there or we set
our IT. We are CS.

15:12:18 I's an honor black hole pose a thumb photo on our IG as well.

15:12:20 Very good. Excellent. Excellent. Yeah, go there to have a lot, right?

15:12:25 So I'm sure that the we should look at the whole entire experience from 2 portion. The first
portion is to understanding the culture in China and of course they were like to learn from all of us
also right so it's a culture change I think there is one thing the second thing is that is a business
opportunity right so between 2 country as I mentioned that I think this 2 market is one of the biggest
in the world right

15:12:51 so if we able to take the opportunity and I think I think also I mentioned to all of you about
the job opportunity right so it make a big difference if you are able to you are familiar with not only
in Indonesia right so you get your master or degree in the IU, Indonesia, but when you look for a job,
right?

15:13:13 So if you have a spirit in like China, America. London, UK, then we always add on, additional
experience.

15:13:19 Oh, you're okay. Hopefully, you know one day we are able to, we can, we go new to Europe
and I, we can go into America, right?

15:13:27 So that's where we build a, you know, I you global. The reason why we have this work
global because we strongly believe that the opportunity is not just local in Indonesia, right?

15:13:39 The market is oversee and it's a oversee plus local right yeah so what we call local plus or a
new global so that is what we are going and in fact you can see that we also actively try to help to
link up with other other and other optimization like, you know, you know, some of you may be able
to find the job in future because lecture can also definitely, they are interested to

15:14:04 expand. To Indonesia market, ensure that they are hiring people. I'm sure they're looking
for talent.

15:14:11 Right? If you look for talent, isn't it? Right. So that's why you make a big difference
between, those talent that they have experience, I, IU and and, you have many added services so as
a university we don't just deliver the subject to you know when we don't just teach the major
subject, right?

15:14:32 We can just teach you, Well, you finish the 15 clusters, you know, previous subject or, you
know, 20 over plus or cheaper. That's it.

15:14:42 No, we don't do that. You see, right? We, we have, additional costs for you to improve your
soft scheme.

15:14:47 Right, yeah, and we have a career in that by Timothy. To help you, get your opinion on
opting certain skill, even IP technology.

15:14:56 Yeah, and also I think I know at the same time we also actively go over see and build up the
network.

15:15:02 So that you know you're able to tap into. Okay, so I think I think there is a value that we
have been trying to build in IU and at the same time We don't we know we keep our cost low.

15:15:14 We make it very affordable so the more people can join IEU. As I mentioned to you, right, if
you like the IEU and you want to have an additional, income and you can also be part of the sales
team, right?

15:15:27 Ambassador. And we mentioned that you know we have a public sharing with you 30% right
that the digital and it's why many of you also thank you for referring other ambassador scholar to IU.

15:15:40 Okay, so, remember IE is not part of, it's not belong to anyone.
15:15:45 It's belined to Anyway, okay, is a community that we've been going very fast.

15:15:53 Okay, yeah, so in one year time we grow 200 times okay Why if we go for months with Jaya
once still then now we have 200 plus right?

15:16:05 Correct.

15:16:03 220 times, isn't it? Okay, yeah, right. Jaya, you say, yeah, okay.

15:16:10 I thought Jay is truffling, okay? Okay, sure, Julia will be this, this will be your turn, right?

15:16:15 Yeah, so, okay, yeah, so I think I think I think let's work together. I think I you have been
avoiding a very interesting and double journey to everyone.

15:16:22 Alright, of course we paint the team, and, and, and of course our IT director, Tim, in China.

15:16:31 Right, yeah, and in fact for your information In the all time, all time, you mean this few
years ago, or before COVID-19, right?

15:16:40 When Patriot, China, I need to have a China bank account. I'm gonna take a few months to
station in China to get my China bank account. You know why?

15:16:50 Because Because you're helping account I cannot spend I cannot buy things right even we
know that China is very good in digital payment mobile payment right so ID pay you know, the, you
know, 10 cents.

15:17:04 I don't have China Bank account, I can I can able to buy my my food.

15:17:12 But now, okay, just one week ago, actually officially, LIPA have launched that LPA can Linger
with the OVER the credit card.

15:17:21 Official launch. Okay and our you know I I think, TBD, our IT is already, we've been using it
already this time, right?

15:17:30 This trip. I don't know that you link over your path, right? Bruno, are you linking, up your
car, right?

15:17:39 So I think, so with the mobile phone, You don't need to open a China bank account, you just
link to your credit card.

15:17:44 It's very convenient now. Right, so this is a, mobile technology that offer by, Alibaba.

15:17:52 So I think this group. Okay, yeah, so more more thing coming in and of course we don't end
up we don't into situation like oh China better than America.

15:18:00 I'm better than China. We don't need to do this. We are not going to do this, okay?

15:18:06 Let them to compete on them, but we know for opportunity. I think I think that is where
the benefit for all of us.

15:18:12 Right. Yeah, and I know that some of them, some of you have been doing very well and you
have been graduating very soon after you finish your fixes for those students especially as S 2 student
right congratulations and I think that you know when after after that I'm sure you're looking for job.

15:18:31 Opportunity as well and yeah who know right and we'll know but some of you may be
joined IU also as a staff we don't know right but basically the world is available and take look that
Indonesia is going to be one of the biggest country in this coming 10 to 20 years time.
15:18:50 So that is where the opportunities are. Okay, yeah, so, we will be, bringing in more, partner
into IEU.

15:18:58 Okay, good. Okay, yeah, so, let's start our, local, discussion, right?

15:19:08 And I say, as, as you know, then in IU, we share the entrepreneurship and also IU, we use it
as a, I see, case study for all of you, right?

15:19:17 So we show you our bucket thing. We show you how the Right, we think that is very useful
example for.

15:19:24 Right, yeah, so and as I say, there's no other university. We allow you to see in this car, well,
we call bought meeting, right?

15:19:33 Top key management. Okay, yeah, so you join in and then wherever we discuss you know
that Okay, so that is what we call, We call down model, okay, it's down model.

15:19:44 It's a brand new model in the, you know, in doing business in this future.

15:19:48 Okay, so I passed the last user, I passed the, and share with us about the progress. And
then, yeah, they have been oversee and, but you see that as a company, the staff, the keyst is going
for travelling for visa development, but the organization is going on.

15:20:04 Right. Yeah, how, can do that because of technology. Right, in China behind the marketing.
You know, at the pace you're going on because of the technology.

15:20:17 Yeah, so yeah, I mean, Shick.

15:20:20 Oh, sorry.

15:20:26 Okay, so let's take a look for the marketing campaign. Actually is quite good for, okay, let
me.

15:20:36 Actually, it's quite good for this month. You see the Facebook leads, which mean the total
amounts is is higher than before.

15:20:47 You can see is higher 29% for previous days which mean that the VPN like these various
months as well as the cost per lease is dropped.

15:20:57 So which means that, man, he, I believe it is, summer or is August September tend to be
September is tend to be like like a school day so so more more students would like to join the
program.

15:21:10 So, So I, I think that is also the reason why that was over feeling just via just least.

15:21:16 And then we can also see the hubboard. You can see that there's a wise one.

15:21:21 Oh, that's too, too over. No, I just see the, the, okay. Yeah.

15:21:28 Okay, I think I, I will take a take a look, take a more closer look for the, for the,
signalizations, which mean that I will draw out the list come up from the Facebook and then I will just
put input the data again to see whether they have a overlap that or any any reason that that the list
is slightly dropped or although that although that's similar your biggest life if we had just now it's 200

15:21:57 and it actually is similar see you a lot of maybe just tend to try of leads missing but we still
chat or still chat.
15:22:04 Is it there? Yes, they are they are feeling in the same form like again. Or 2 times or
something like this.

15:22:10 So that would be a case because because for host board they don't they don't synchronize
overlap the data so so I would check it but for now on we have over 300 300 list and then actually it's
a good group of performance for August.

15:22:27 As well as the reason, the reason that I said that is because the views. Yeah, for, we are, we
are actually over, you see, over, over, July.

15:22:40 Yeah, that's 21 views for now. So I'll be, for the August. Okay, is even better better than last
year.

15:22:52 Hmm.

15:22:52 You can compare with this. Yeah, it's even better than last year. So I think I believe that is.

15:22:56 That is a good case. We are as you, if you are joining IU for like one years, like or more you
can see our price not really standard.

15:23:07 Which means that for the last last year last August they won't be having the bad, they won't
be having life similar similar as you and for the next month or course they will be not having a similar
opportunity.

15:23:19 So that would be a case that would be a very good development for the views Okay, I don't
know why it's quite slow for the .

15:23:31 This one is boss today by day to chat down. But I believe that is also a big. Good for
performance because we own No more, as are we call, we are almost for the cost.

15:23:48 It's almost like one over over 1,000, but the list is not that bad. It's only, it's like 200 and
something.

15:23:52 So I believe that is a good good performance and I I think I would I would like to waste a
little bit.

15:24:20 Hmm.

15:24:01 Yeah, waste a little bit for the budget. So let's see, let's see for for this month will be better
or not because because to in 2 case Normally we have like one month for the for the follow up and
the sales and then for the last week we are fighting we are fighting for her for for the death so I
believe we now advise the price about the budget and and then we can get like 400

15:24:28 just bottled by hopefully find just it and then we can we can fight to the death then for the
last week then we will have a good Oh, better performance in the September.

15:24:37 Yeah. So that is how I predicted for the for this month.

15:24:45 Very good. Okay, yeah. So as you mentioned that, right, so when we are travelling, then, at
the back end the computer is working very hard for us to you know, for us to, able to, everyone our
marketing activities. Okay.

15:25:02 So of course, you know, it's still early, who is took a one week to go.
15:25:07 Hopefully this month we will create close with hires or even the one of the record month as
well okay of course i should dance anubra again and jay for the help okay i look out for the sales and
then join you for the bank support operation, right? Yeah.

15:25:21 So, I. I okay, so I pass to China, you have any, talk about sales portion, right?

15:25:30 Maybe I pass through. I look up first, okay? I don't tell you, have anything to add on for a
sales portion?

15:25:34 Yeah.

15:25:37 Thank you.

15:25:37 Okay, yeah, okay, from me from, about, but marketing, we already promotion our, our, flyer
to my networking.

15:25:52 Hmm.

15:25:52 Sir. So, beside, from the hotspot we also use from networking from my friend or my family
and in other search I get

15:26:06 Yeah.

15:26:05 Thank you, very much. Excellent. Thanks. So for for the company, right, IU, is a new, okay, all
those we are in the market since 1990 or more than 20 over years.

15:26:18 90 90 90 or more than 20 over years. But I you to always call consider as a brand new
company, right?

15:26:23 So, and, then it will always call consider as a brand new company, right?

15:26:28 So, and, then it mean that people may not know our, IT.

15:26:30 So we take one year to build our brand. We can't see that now we are very big everyone in
the, but I think we are growing Right, so at the same time we are adding the value.

15:26:39 To us the services. Right, so, for those you understand, right? So it's a you, you SP, you need
selling proposition.

15:26:47 We'll keep on acting in and hopefully we don't need to increase a lot of the price.

15:26:52 You know, right? Hi. But, because we have a huge discount. Right?

15:27:00 Because we have a huge discount. The standard, we go up, but we don't need to have a big
jump on the price.

15:27:01 So overall, I think our goal is to, make IU as a most popular leading. Technology university
more than university with the affordable price i think that mission we are able to this mission we are
able to do it.

15:27:20 Okay, our vision is always we want to become one of the biggest university in Indonesia.
Oh, you in the world. Right.

15:27:27 So, and then, as I mentioned to all of you, that, our goal, one of the reasons that why
recently we have a China trip because then we are moving towards I.
15:27:36 U. Okay, you may have about currently always 240 so 2 of all from 1 point oh right is one
per O is purely campus studying university right so we you know and then 2 were all up to COVID.

15:27:50 19 will move online. Right, the trip on our I will go is to bring the education in the world.

15:27:57 It's why when you start you, to bring the education in the world. It's why when you start,
you, you always have this platform cover degree, right?

15:28:04 So the concept is basically, everyone able to study. They may spend certain portion in time
or coming in the Maybe second time in China.

15:28:11 In Hong Kong in Singapore, right? So, that's why basically they are showing the whole entire
journey.

15:28:21 They're able to their experience in different country as well. Hello, so that is what we try to
do and it will take it's a big time for us right because they will need to be very careful about the
pricing because if you are including another country then the fee will be very high right so we need
to be very careful to look at the Right, I think that is what we are trying to do.

15:28:41 Okay, so thank you. I know, Buno and China, so we have a couple of things going on right we
have set up a assignment we take a couple of things going on right we have set up a assignment we
take a system right

15:28:53 Yes, correct. We have set the assignment. Awesome. Procedure for every one and 1 2.

15:29:02 Make the . That

15:29:15 Okay.

15:29:08 Hmm, okay, so yeah, maybe I can share the screen about the, Oh, you can talk, This is
something new.

15:29:33 Yeah, yeah.

15:29:26 Okay, yeah, but of course first of all I must terrify that you know we are not encouraging
you to we take the assignment okay you don't want you to do that remember they are all of you okay
we want you to submit our time and do your best and get a high school.

15:29:42 Okay, we understand that but however because a certain situation, okay, S 2 student maybe
you're working or some reason that you're busy in your family and some of you I know there's good
news right you have a newborn baby right so all these all these good news and situation you will
affect your submission Right?

15:30:03 Yeah, so because of that we designed that to allow the student to have we take assignment
and then as a way go on we realize it quite a lot of student will later with the assignment so you said
we designed that to put it into the system.

15:30:18 Last time it's very simple is you talk to, Anubra or Jaya, then after that, then we do, then,
then, then, then, then, then, we, submit, the, wall, said, we, give, a, call, right, but now, no, we, we
have public system now.

15:30:29 So I passed to China and about the, you know, about the, maybe thought about this, S 2,
okay, we take assignments.
15:30:36 Yes, sir. Okay, sir. Before you going to the, take the assignment for, first thing that you must
do is meg the I think payment.

15:30:53 Okay, and, the tech payment is. For its subject. It is. 500 K.

15:31:01 Yeah. 500, Okay.

15:31:07 50 or what?

15:31:12 Oh yeah. 50 hundreds. I mean, if the 100 K.

15:31:16 Yeah. 50 K, yeah, okay.

15:31:19 . DK in Yeah. So before you, you are, retaking the assignment, you must pay.

15:31:28 That a month of fee first and then you can Tell your, salesperson. Example you are, Mr.
Anugra and then you can tell Mr. That you want to particular You must, tell us the subject name also.

15:31:51 Instead, we will. Hello, you to the subject. Best on.

15:31:59 The payment you give and then also the name of subject you give to us.

15:32:05 Okay, here is the, the example when you are joining this. You can see all the Simon.

15:32:16 Of of our something. You can see only the assignment, not the answer. Okay, this is for at
many few.

15:32:32 So of course you only will see the assignment. Not the answer. Yeah. Of course, yeah.

15:32:39 Yeah, of course.

15:32:43 When when you are deciding to create this. We are, thinking that if, we are put all the
subject together, all the subjects together.

15:32:58 It is good for you if you want to You want to make your Great's better.

15:33:08 You can see all the. Subjects you need to reject. But of course, it's of them.

15:33:17 It's costly. 5, Yeah.

15:33:26 Okay, so, example. Let's say that, you want to retake.

15:33:32 3 subjects and you will may ask S. Times 3. 150 K. Yeah, and then you can detect like 3
subjugs.

15:33:53 Yeah.

15:33:49 Yeah, you just, it is easy like that. So, I think. I think enough explanation for me.

15:33:59 I might get back to

15:34:01 Yeah, okay. Yeah. So, in as I mentioned that, try your best, not to spend additional money.

15:34:08 Bye.

15:34:09 Okay.

15:34:08 By submitting the assignment on. Okay, yeah, and the reason why you need to pay is
because we need to be fair to other students.
15:34:19 They work very hard. Spend a lot of time and do a good job. Okay, yeah, so, Anoka, you will
say something

15:34:29 Yeah, sure. Some student, as, to me. Yeah, if we take, take assignment, The score can, from
before.

15:34:43 For example.

15:34:38 Okay. Yeah.

15:34:47 Yeah.

15:34:52 Oh no, Okay.

15:35:00 Yeah,

15:35:07 Sorry, I'm, I think it's.

15:35:15 Yeah, okay, sorry. Yeah, you can repeat.

15:35:14 Yeah, sorry. Yeah, yeah, some student asked, to me, if we take, the assignment, for discard
can up or no sir from before for example deeper they get a be take assignment can be to be a I'm not
sure.

15:35:40 Yeah.

15:35:35 So the answer is not sure. Depend on their work. Okay, we are not selling, we are not
selling the mark, okay?

15:35:44 You mean there anyone put the money sure the price go up okay we don't do that as a
university we are honest.

15:35:46 Yeah.

15:35:49 And we need to look at this call. So the reason why they pay for, they pay for, we take it not
because they pay for, we think they would get definitely get a higher map.

15:35:58 No, is they have one more opportunity. Today they was the opportunity in submission and
of course you know they should put effort in and if they put the effort in I don't see any reason that
the score will be lower.

15:36:13 Then the p first one because why they think we see it because number 10, s thing, they
escort very low.

15:36:20 Okay, but to be honest Okay, I there's some student like that. Okay, BULLO. Let's say for
example, you know, who know already.

15:36:28 91. 100, and, 98. Okay, so you do we take, right?

15:36:36 Yeah.

15:36:36 So, I mean, okay, so you do we take, right? So, I mean, this situation is very, very difficult to
command now, okay?

15:36:43 He may, he may do, I mean, this situation is very, very difficult to command now, okay?

15:36:45 He may, he may do his pen, but still, 89, right? Before that, he's 91 higher.
15:36:47 But normally most students when they think we see that with this score is 30 plus, 40 plus
50 plus 60 plus company.

15:36:54 Right, yeah, so I you need to think carefully, we cannot guarantee that you pay definitely
your we have a higher amount okay so an autograph the answer is no it depends on their work

15:37:05 Yeah, okay. Thank you, sir.

15:37:06 Okay, yeah, okay, okay, yeah, okay, good. Good. Okay, so Jayya agree also.

15:37:13 Good, good question. Okay, so any other questions?

15:37:17 Okay, yeah, so of course, you know, the question is the after you graduate, right?

15:37:25 Then when you update, can you, so is no one remember that because the moment that the
process is like that, because the moment that the process is like that, because the moment that the
process is like that, I think Jay will know also.

15:37:36 So after you finish the thesis, you have complete that all the subjects, right? So after you
finished the thesis, you have complete thesis, you have complete thesis, you have complete all the
subjects, right?

15:37:45 So, if you want to have, we take, you should have, we take before you, finish everything,
right?

15:37:46 Then after that, that other day, we will give a transcript. Okay, right now, right now, you can
see your score in SMS or in the e-learning, right?

15:37:53 Ajaya, they can see the score in SMS or you learning, right?

15:38:04 Oh.

15:37:55 Alright, can see. Better I suggest to look at the the learning first It is updated. Yeah.

15:38:09 In.

15:38:07 You know, okay, okay. We go to the, learning. Okay, yeah. So then we will be transferring all
the export to SMS in finally will we confirm your qualification with the the other subject right yeah
then after that then the okay maybe I this part so in this case how do they receive there because the
certification is from the Ministry of Education right For those Hello, Yeah, okay.

15:38:40 Yes, sir.

15:38:43 so when you question that right, the certificate is from the, Ministry of Education, like.

15:38:59 Okay, yeah, so how do they take?

15:38:48 Yeah, from, you, but, we already, that, from, But, we have, we have, like a number, this
number is, we called PIN.

15:39:08 So PIN is, different, different, have deeper number for the.

15:39:16 Hmm.

15:39:16 That had a PIN this PIN is from the Minister of Education.

15:39:21 Hmm, okay, okay. Yeah, okay. Yeah. So I think I think by the time, we, you know, we have
first fetch, that, after a few days, then we can, we can discuss on that,
15:39:31 Yeah.

15:39:33 Okay, of course I we might all of you that make sure that you are registered with Minister of
Education right by submitting all the necessary document to an aircraft.

15:39:42 Okay, we are very, we keep on repeating the same message, but it's so important, right?
Yeah.

15:39:47 So we always, we might, if you want, about the documentation, right?

15:39:58 Okay, yeah, so okay, please

15:39:59 Yes, products are. But the document, must be complete. Like, I decap, certificate and other
certain because, we must input the data.

15:40:14 Like that.

15:40:15 Yeah. Yeah. And I know that's, I know some of you right after the master. Then you may
want to go on for UK.

15:40:26 Program right so because your qualification can help you to get some assumption So I think
after that, then you can always talk to Buno about the UK program. Okay.

15:40:38 Yeah, so of course, then, bigger UK, the university is not an IEU and we don't own the
university we refer you there so the pricing we but we will try our best to get you back the price but
of course the price is much higher than IEU, that's definitely.

15:40:55 Okay, very good. So, okay, so today, So any other question about the operation our recent
China trade

15:41:07 Our future opportunity. Okay. If no, right? Okay, so as I mentioned to all of you that when
we are when we plan the IU we always you know following the our maturity model so we have
entrepreneurship between the model.

15:41:22 And why this model is all about is all about system, helping everyone to develop your,
business right so the level one is always a passion and passion is where you you have a passion in a
certain area and other day then you will plan your business.

15:41:41 So we're playing a business in level 2. We always talk about the business cameras. Right,
yeah, so, I thought that it's very useful, meaningful to share with all of you about and you may know
or you may not update, knowledge yet.

15:41:56 I may want to share with you this, business canvas concept, right? Yeah.

15:42:01 So, I just share with you, okay, and see back with us. And for those you have been with us,
you know that normally in the Monday, right?

15:42:11 So we have this entrepreneurship meeting and we discuss about all the business
opportunity and also share with you about the IEU progress.

15:42:19 At the same time, we also share with you some of the, knowledge. Okay, yeah, so this one
is talking about business mode.

15:42:29 Right? Yeah. And, today's as, because Timothy is not in, in Singapore, it's in China, in
chocolate.
15:42:39 We think we have a lot of partners. Hopefully we can link up with more partners for IEU.

15:42:44 So after this, after this lesson, that's it, okay, we don't have IT, sharing and we don't have
this career integration, right?

15:42:53 Current, the, equivalent to the IT learning cup. Okay, so, and, and join the Pizza Smallo
Camus lesson.

15:42:59 This now in this video we'll examine the 9 steps needed to create your first business model.
And we'll look at some examples to bring the theory to life.

15:43:09 But before we jump in and look at the canvas, let's just take a brief moment to define what
we mean when we use the phrase.

15:43:15 Business model. So a business model is defined as a plan for the successful operation of a
business identifying sources of revenue, the target customer base, products and details of any
financing.

15:43:30 Now essentially it tells us how the key drivers of a business fit together. Now, if you think
about writing all this down in a document such as a Word document, then it's obviously going to
require multiple pages to capture all of that information.

15:43:47 Now, if you think about trying to get all that information you've just captured into your
brain and playing with this in your brain.

15:43:55 Then it's a really complicated and confusing task and it's really easy to see. People get
overwhelmed when thinking about business models.

15:44:04 And that's where the business model canvas comes in. It gives you a way to create a pretty
clear business model using just a single sheet of paper.

15:44:12 And what is great about it is that it can be used to describe any company from the largest
company in the world.

15:44:20 To a start up with just a single employee.

15:44:24 So why would we want to use a business model? Canvas? Well, we've just touched to
punish that it can describe your business model in a single sheet of paper and that's the first point
here that the business model canvas is easy to understand.

15:44:37 But it's also focused, it removes all the fluff. That might have been present in a traditional
business model.

15:44:43 It's all killer, no filler. It's flexible. Because it's quick and easy to make changes to your model
and sketch out new ideas.

15:44:51 It's customer-focused. And that's because it forces you to think about the value you're
providing to your customers.

15:44:57 And only then what it takes to deliver that value. It shows connections. So the single page
and graphical nature of the canvas shows how the different parts of the model interrelate to each
other.

15:45:10 And that's something that's really hard to understand from a traditional business plan. And
finally it's easy to communicate and again that's because the canvas is so easy to understand.
15:45:21 You'll be able to share and explain it easily with your team, making it easier for them to get
on board with your vision.

15:45:28 So here in this diagram you can see a business model canvas, a blank business model
canvas.

15:45:34 That canvas is made up of 9 building blocks. So the first one we have is customer segments
and that answers who are your customers.

15:45:43 Then we have value proposition. And that answer is why do customers buy from you? What
is the gain that you provide or the need that you satisfy?

15:45:54 Then we have channels. How are your products and servers delivered to the market? Then
we have customer relationships.

15:46:02 How do you get? Keep and grow your customers. We have revenue streams. How does your
business earn money?

15:46:11 We've got key resources. And that answers the question what unique strategic resources
does your business have or does it need?

15:46:20 We have key activities. What unique strategic activities does your business perform to
deliver your value proposition? We have key partnerships.

15:46:28 What non-key activities can you outsource? To enable you to focus more on your key
activities. And finally we have cost structures.

15:46:37 What are the major costs incurred by your business? Now before we dig deeper into each
of these elements, there's one thing you should be aware of and that is that broadly speaking we can
say the elements on the left hand side of the business model canvas.

15:46:53 Represent costs to the business. And similarly elements on the right hand side of the
canvas. Represent revenue for the business.

15:47:04 Or they generate revenue for the business. So with that, let's dig into each of those building
blocks in a little bit more detail.

15:47:13 So the first building block is customer segments and in this building block you enter the
different customer segments that you will serve.

15:47:21 One really important point to get across here is that customers don't exist for you, but
rather you exist to serve your customers.

15:47:29 And many business will serve just one customer segment, but not all. So for example,
Google serves 2 customer segments.

15:47:38 Obviously it serves people who perform searches. But it also serves advertisers.

15:47:44 The next building block is the value proposition and this describes the value that you deliver
to each customer. What problems do you solve for each segment?

15:47:54 What needs do you satisfy? And the value proposition, what needs do you satisfy? And the
value proposition answers the question, why will customers buy from us?

15:48:01 Now some of the most common value propositions are shown here, things like It's the most
high performing product.
15:48:09 The design of the product is fantastic or the brand is really strong or it's really competitive
around price but there's lots of others too.

15:48:18 So the third building block is channels and these refer to how your products or services are
sold. To customers.

15:48:25 Ask yourself how do customers want to be reached or even how are you reaching them
right now. Now, broadly speaking, you can either have your own channels or you can partner with
someone else who has a channel.

15:48:36 So your own channel, or your own channels, might include any combination of things like
stores you own, a sales force you employ, or even your website.

15:48:46 Partner channels could include a multitude of options. So for example, using a wholesaler
or maybe working with affiliates or even using Google Adwords to advertise on Google.

15:49:00 The fourth building block is customer relationships and this answers the question how do
you get keep and grow customers. So when we say get We mean, how do customers find out about
you and make their initial purchase decision?

15:49:15 So for example, as we just said, you could advertise through Google. Keep. How do you
keep customers once you've got them?

15:49:23 So for example, excellent customer service might help you to keep your existing customers.
Grow when we say grow we mean how do we get your customers to spend more.

15:49:34 So for example, you could send out a monthly newsletter to keep them in form about your
latest products or your latest services.

15:49:41 Now the easiest way to define all this is to walk through the entire customer journey in
detail. And that is to define, you know, how do customers find out about you.

15:49:53 How did they decide whether to investigate your product? How do they buy your product?
And then how are they managed after they've made the purchase?

15:50:04 The fifth building block is revenue steams. Where does the money come from? And this
might sound really super simple, but it isn't.

15:50:14 So what you're actually trying to figure out is what strategy you'll use. To to capture the
most value from your customers.

15:50:22 And in a practical sense, there's a bunch of ways you could do this. So will customers pay a
one-time fee, will you have a monthly subscription fee?

15:50:32 Perhaps you give away your product for free, like Skype does, and hope that some portion
of your customers upgrade to your premium product.

15:50:42 So let's just take a step back for a moment. If you look at what we've done so far, we've
filled in our value proposition and all the building blocks to the right of it.

15:50:52 And in a nutshell, we've developed our understanding of everything that relates to our
customers.

15:50:58 But now what we need to do is obviously fill out the left side of the value. Sorry, of the
business model canvas.
15:51:06 So we need to build our infrastructure so that we're able to provide the value proposition
to customers. So with that, let's move on and look at the next.

15:51:16 Building block key resources. So this building block describes your most important strategic
assets that are required to make your business model work.

15:51:25 Now, broadly speaking, resources can fall into one of 4 categories. You have physical
resources. Such as buildings, vehicles, machines, intellectual resources.

15:51:35 Brands, any specialist knowledge you have or patents and copyrights. Human resources, so
sometimes your people will be your most key resource and that's particularly true in the creative
industries.

15:51:47 You could have financial resources such as lines of credit or cash balances. The seventh
building block is key activities and these are the most important strategic things you must do to make
your business model work.

15:52:00 Now, key activities should be directly relatable to your value proposition and if they're not
then something is wrong because the activities that you view as being most important in your
business aren't actually delivering any value to your customers.

15:52:17 The eighth building block is key partners and in this block you list the tasks and activities
that are important but which you're not going to do yourself.

15:52:28 Instead you'll use suppliers and partners to make your business model work. So as an
example, think about Spotify.

15:52:36 Spotify's key activity is probably updating their platform. However, as it doesn't produce its
own music, one of the key partnerships of Spotify will be the deals that it strikes with record labels
and publishing houses.

15:52:49 Without those deals. There literally wouldn't be any music in Spotify.

15:52:56 So the final block of the business model canvas is cost structure and this is where we map
key activities to costs.

15:53:04 We want to ensure that costs are aligned with our value proposition. Now it should be
straightforward to determine your most important costs.

15:53:13 And your most expensive costs. After you have defined your key resources, your key
activities and your key. Partnership.

15:53:21 So that's the theory of the business model canvas out of the way, but let's take a look at
some real examples.

15:53:28 So you really get a feel for how it works. So the first example we're going to look at is
Google.

15:53:35 And the first thing you should know about Google's business model is that it's multi-sided.

15:53:40 Now that means that it brings together 2 distinct but related. Customers. And in Google's
case, it's people who use the service for free, people who perform searches, and people who pay to
use Google searches, people who want to advertise.
15:53:57 So from the diagram we can see that Google makes money from the advertiser customer
segment whose ads appear either in search results or on web pages.

15:54:07 And we can see that that money subsidizes a free offering to the other 2 customer
segments, those of search users and content owners.

15:54:16 Now, Google's key resource is obviously its search platform and that includes google.com. It
includes Adsense for Content Owners and Adwords for Advertisers.

15:54:31 Now the key strategic activities that Google must perform. Are obviously managing its
existing platform including a really large infrastructure.

15:54:42 Which is needed to support that platform? It's key partners, our content owners. From
which a large part of its revenue is generated, that's indirectly.

15:54:56 Obviously advertisers generate the revenue, but they wouldn't make that. Revenue without
the content owners.

15:55:00 Now other partners are OEMs or original equipment equipment manufacturers. And OEMs
are companies who produce mobile handsets.

15:55:11 To whom Google provides its Android operating system free of charge. Now, in return,
when users of these handsets search the internet, they use the Google search engine by default.

15:55:23 Just bringing more users into the ecosystem and generating even more revenue.

15:55:32 And

15:55:43 Thank you.

15:55:49 Z. That we're going to look at is that of Skype and from the business model canvas.

15:55:56 You can see that Skype has 2 key value propositions. So the first is the ability to make calls
over the internet including video calls for free.

15:56:07 And the second is the ability to make calls to phones cheaply. Now Skype operates what's
known as a freemium business model and that just means that the majority of Skypes users use the
service for free to make calls over the internet with just about 10% of users signing up.

15:56:26 For the premium pre paid service. Now we can see from the customer. Relationship
building block. That customers typically have a help themselves relationship with Skype.

15:56:38 And typically this means they're using their support website. The channels Skype uses to
reach its customers are its website.

15:56:47 Skype. Com and partnerships with headset brands. Now if we look at key partnerships key
activities and key resources together, the main thing to notice collectively about these things.

15:57:03 Is that Skype is able to support its business model of operating cheap and free calls.
Because it doesn't have to maintain its own.

15:57:11 Telecommunications network like a traditional telecoms provider would have to. Skype
doesn't need that much infrastructure at all.

15:57:20 Just back-end software. The and the servers hosting user accounts and that's how come it's
able to offer this unique value proposition to the customer segments that it serves.
15:57:35 Now, the third example we're going to look at is that of Gillette. And Gillette's business
model is based on the beta and hook.

15:57:44 Business pattern or business model pattern and that pattern is characterized by an
attractive inexpensive or even free initial offer that encourages ongoing future purchases of related
products or services.

15:57:58 Now, within this business model, the base is often provided at a loss, subsidized eventually
by the hook.

15:58:07 So in Gillette's case They offer an inexpensive razor handle. And that's the bait and then
continued purchases of the blades represent the hook.

15:58:19 So this business model is also very popular in SAS businesses, software as a service
businesses. Where typically a free initial month leads to a monthly subscription.

15:58:30 So In the diagram here You can see that we've used the thickness of the arrows to indicate
where the revenue is coming from.

15:58:40 So as you can see here all revenues are generated. By just a single customer segment
customers. But within that, the vast majority of revenues come from frequent blade replacements.

15:58:53 With just minor revenues coming from the purchase of handles. Now if you look at the left
hand side of Gillette's business model canvas you will notice how all major costs are aligned with
delivering the value proposition.

15:59:07 So for example, marketing costs help to build Gillette's strong brand and R&D costs help to
ensure that the blade and handle technology is unique.

15:59:18 And proprietary.

15:59:22 So in summary, the business model canvas provides a way to show the key elements of any
business model on a single sheet of paper.

15:59:31 The canvas is based on 9 building blocks and the inter relationships between them. Now
through the examples that we looked at you should be able to see just how easy it is to represent the
complete business model of any company on just one single sheet of paper.

15:59:49 So that's it for this lesson. I really hope you enjoyed it. And I look forward to speaking to
you again soon.

16:00:04 Okay, yeah, so that's all for today. Any question before we end?

16:00:12 Okay, yeah, you know right, so I see you tomorrow during the major object okay.

16:00:18 Yeah, bye

16:00:19 We're best.

16:00:20 Bye.

16:00:20 Bye, sir. Thank you.

16:00:19 No, I.