A Model for Selling Ubiquitous Computing To The Higher Education Market (Strategy Focus)

• Offers insight into how ubiquitous computing vendors should interact with education institutions to increase their success in the market
• Identifies strategies vendors should use to develop more effective relationships and drive solution sales
• Suggests potential communication tools vendors may leverage to position themselves as trusted and established vendors in the education market

• Gain insight into how education institutions prefer to purchase ubiquitous computing solutions
• Identify strategies that will increase revenue from the education market
• Discover new ways to leverage the institutional structure as a tool to drive sales revenue

DATAMONITOR VIEW

CATALYST

SUMMARY

METHODOLOGY

ANALYSIS

A shift toward a ubiquitous computing model is gaining momentum in higher education

Student expectations for technology are driving the shift to ubiquitous computing

Challenges remain for the more widespread adoption of ubiquitous computing

The education market has yet to establish a model for selling ubiquitous computing solutions

A successful sales strategy for ubiquitous computing leverages multiple forces

Effectively managing student relationships must be a component of any sales proposition

The value proposition for ubiquitous computing varies at each stage of the student lifecycle

The immense popularity of cellular telephones has undercut institutional telecommunications revenue

Competing budget priorities are pushing the responsibility for hardware from the institution to the student

Aligning solutions to campus safety will draw the support of important constituencies

Ubiquitous computing solutions must appeal directly to student preferences for technology

Freedom and mobility are the preferences of the highest order for the millennial generation

Students will perceive seamlessly integrated solutions as more compelling

Pricing a solution is a significant and challenging factor in the sales strategy equation

Vendors should utilize the entire sales 'toolkit' when selling into the education market

Cultivating student satisfaction is a crucial part of the direct-to-institution sales model

The institution-as-channel partner strategy offers many benefits and interesting opportunities

The direct- to-student strategy is useful but it should not be the only approach

ACTIONS

Transforming college students into lifelong customers is the goal of any sales model

Vendors and institutions must work collaboratively to create an effective sales model

The education market must be patient and 'ride the wave' until a sales model is established

APPENDIX

Definitions

Further reading

Ask the analyst

List of Tables

Table 1: Personal preferences are a significant factor when students select a mobile device

Table 2: Different payment structures have distinct strengths and weaknesses in the education market

List of Figures

Figure 1: Effectively managing each stage of the student lifecycle poses different challenges for institutions

Figure 2: Students will find a bundled package of services, devices and applications more appealing

Figure 3: There are multiple strategies for selling into the education market