Supercharge Your EdTech Pipeline: The Role of the Client in Selling Tech-Enabled Tools
As a consultant with 20+ years of experience in the rapidly evolving field of educational technology (EdTech), I have come to recognize the crucial role that schools and districts play in the successful adoption and implementation of innovative EdTech solutions. In this article, we will explore how schools and districts act as key stakeholders in selling EdTech and the significance of their involvement in shaping the future of education.
EdTech companies often focus on creating cutting-edge products and features to cater to the evolving needs of educational institutions. While technological advancements are vital, understanding the customers’ perspective is equally essential. Over the years, I have realized that the best EdTech solutions are those that address the specific pain points and challenges faced by schools and districts.
One significant advantage of involving schools and districts in the selling process is the ability to offer customized and tailored solutions. Rather than presenting a one-size-fits-all approach, engaging with customers allows tech founders to gain valuable insights into the unique requirements of each institution. This knowledge empowers EdTech companies to modify their offerings, ensuring a seamless fit with existing educational frameworks and curriculum. ‘Know thy customer’ is sage-old wisdom. Leverage existing relationships with past and current clients by making clients feel special. Write them a card on their birthday, take them to lunch, or ask them for a referral. These warm leads will help to secure future prospects and better establish your current relationships.
Involve Schools in the Decision-Making Process
When schools and districts actively participate in the decision-making process and subsequently advocate for an EdTech product, it lends immense credibility to the solution. Positive feedback and endorsements from educational institutions create a sense of trust and reliability, which can significantly influence other institutions’ purchasing decisions. This validation plays a crucial role in selling EdTech products, especially in a competitive market.
No EdTech solution is perfect from the outset. Engaging with customers, particularly educators and administrators, allows tech founders to receive real-time feedback on product performance and usability. This invaluable information aids in identifying areas of improvement and refining the product to better align with the needs of the end-users. By involving schools and districts, EdTech companies can create solutions that continuously evolve, ensuring their relevance and effectiveness in the long run.
In the process of selling EdTech, acknowledge and address the challenges and resistance that may arise from educational institutions. Resistance to change and unfamiliar technology is not uncommon in the education sector. However, by fostering open communication and providing extensive training and support, tech companies can help schools and districts embrace the transformative power of EdTech.
Final Thoughts
To sum it up, schools and districts play an indispensable role in the selling of EdTech solutions. As a founder and consultant, I have witnessed firsthand the positive impact of involving customers in the development, customization, and implementation of educational technology. By understanding the customer’s perspective, offering tailored solutions, and valuing customer feedback, EdTech entities can create products that drive positive change and revolutionize the way we educate future generations. Together, we can empower education and pave the way for a brighter future.
From one founder to another,
Ted