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Conference Presentation

Developing Other Routes to Market

This report is for Education Services members only

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In order for education organizations to fulfill on the promise of driving product adoption, they must first land in the account. That is not going to happen if the only route to market is the product sales team. Attach rate for education organizations has hovered between 10% to 14% for the 10 years that TSIA has conducted the Education Services Benchmark Survey. So, clearly, if the only route to the customer is via a product sales rep, education organizations, by default, will never impact product adoption in a meaningful way. So, that means that education organizations must develop capabilities to leverage any, and all, routes to market.
 
The video portion of this session covers the following:

  • Routes to Market, Maria Manning-Chapman – An overview of five routes to market, other than product sales.
  • Routes to Market: Leveraging Support Service, Brian Fortney – An overview of how the education team at Rockwell Automation partnered with the support organization to include a monetized learning subscription in the support contract.
  • Routes to Market: Bundling with Product, Gord MacDonald – An overview of how the education team at Ceridian partnered with product management to bundle a monetized learning subscription with every product.

Tracks: Business Challenge Accelerator, Education Services , Industrial Equipment

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Publish Date: December 10, 2020

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Peg Rodarmel, SVP, Subscription Services, Infor

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