Understanding Priorities in Education Sales
Global spending on education technology in classrooms topped $13 billion last year, and increase in 11% from 2012, according to Futuresource Consulting. Technology in the classroom is creating a generation of students with “sharper skills, broader knowledge and no experience with the tedium of dated, old-school materials and methods.” There is a large demand for mobile devices, networking and peripherals. Data from the Pew Research Center says that 73% of educators will be using mobile phones in the classroom to complete assignments. A study from CompTIA finds that 70% of teachers use edtech tools such as “classroom management software, interactive whiteboards and digital textbooks.” A majority of US classrooms now have access to WiFi. According to Ingram Micro, the sales break down is as follows: 27% in systems, 23% in components, 22% in software, and 21% in networking. From these studies, there are four tips to closing a deal in education: 1) different priorities—schools are focused on improving the educational experience for students, 2) cost and efficiency—classrooms need to address education and organization efficiency, 3) nimbleness—ability to store information in the Cloud, 4) understanding the sales cycle—in education, a deal can take up to 20 months to close.
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Kattie is a Teach for America alumna who is motivated by technology's potential to empower teachers and their classrooms. After teaching middle school science, she now helps teachers bring technology into the classroom through Gradeable and Listen Edition.