Selling and buying education technology solutions in K-12 is fraught with complications. To help providers clear some common hurdles, the Education Industry Association (EIA) and Digital Promise conducted education marketing research in conjunction with the Johns Hopkins University Center for Research and Reform in Education. The group examined how districts discover and acquire education technology solutions to assess current methods and suggest best practices.
EIA, Digital Promise and Johns Hopkins previewed research results during EIA’s EDVentures Conference last week in Newport Beach. During the conference, education marketing business leaders convened to discuss industry trends, share practical advice and develop new ideas about how to capture and keep business.
Here are a few procurement insights shared during the conference:
- Districts want long-term support and an ongoing relationship with vendors.
- Pilots and trials are critical to discovery and procurement for districts.
- Districts say their search for providers is hindered by the fact that vendors are widely dispersed – there’s no single repository of solutions.
- Districts report that technology directors are most directly involved in the procurement process.
- Districts say that independent, third-party research is important in the evaluation stage of procurement.
- Referral from a similar district remains the most influential way for vendors to break through in a cluttered marketplace.
A full list of procurement best practices for education marketing vendors is available on the EIA website.
What education marketing best practices have you used to successfully navigate the sometimes-bureaucratic procurement process? Leave your tips in the comments section.