A Model for Selling Ubiquitous Computing to the Higher Education Market (Strategy Focus)

Publication Date	October 2006
Publisher	Datamonitor
Product Type	Report
Pages	16
ISBN Number	not applicable
Product Code	DAT04211

Price

£1,000.00
approximately: $1,529 | €1,115

PDF

PRINT £1,050 ($1,606 | €1,171)

Order above formats by FAX

Summary

Introduction

As a sales model has yet to emerge for ubiquitous computing, vendors and institutions must work together to create a mutually beneficial sales strategy that students will find compelling.

Scope

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

Highlights

A successful sales strategy for ubiquitous computing leverages multiple forces.

Ubiquitous computing solutions must appeal directly to student preferences for technology.

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

Reasons to Purchase

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

Content

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