Emphasise value Mark Whitfield, director of school sales at Stone, A Converge Company, adds that many education institutions will be coming to the end of their current IT infrastructure as per the current stage of their lifecycle, so there will be an increased need to invest in new technology to replace their current obsolete infrastructure. “Resellers will be keen to capitalise on this and market their products effectively to key buyers,” he says. “To achieve this, they must emphasise the value of what they have to offer to help prepare young people for a digital-first world. Will their tech make a significant improvement to learning outcomes? Will their skills and services help streamline the administrative processes within a school? And most importantly, can resellers provide a positive return on investment to their customers? If they can achieve these things, then they will market themselves as an attractive proposition to current and future customers.”
If resellers follow these tips, then they can give themselves the best chance of being successful in the education market.
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