EdTech Insights: Trends, Best Practices & Learning - Sales - Getting schools, districts, colleges, and universities to pay for things can be notoriously hard, even if there’s evidence of wasteful spending in other directions.
Schools have lost their appetite for cold calls, long sales cycles, big-ticket software contracts, torturous implementations, and projects loaded with long-term risks. Without grassroots adoption, salespeople can't show the one thing that institutions crave most: demonstrated success under their own roof.
While customer quotes, white papers, and research analysts can claim that a product will be successful, teachers who already use the product in their classrooms are the real proof.
Bottom-up has replaced top-down. We're seeing more and more leaders of institutions large and small, influenced by stories of products that work today for their own students and teachers. Successful edtech products will draw a clear line between product adoption and improved student outcomes, and empower teachers to succeed with the product before it is adopted by their institutions. Establish yourself in classrooms and libraries and lecture halls before taking your case to administrators.
Reaching institutions through influential teachers is only the first step.
Your institutional customer will only stay with you if you empower them to serve their entire population of students and teachers, effectively and efficiently. Make sure your product and team are ready to help them transition from their early adopters to everyone else. It's a great feeling when an institution embraces your product on the back of grassroots success. We believe it's also the foundation of many transformative edtech companies to come.