Education

Education

The education industry covers primary, secondary, and higher education institutions.

This section focuses on key decision makers, their personas, and the need for a

buying program to adequately meet their evolving needs.

Quick Reference

Stage 1

Target agency profile
Identify your buyer persona
Identify persona care- abouts and challenges
Review prospecting questions
EA myth busters

Prospect

Stage 2

Position EA buying program – leverage EA discussion guide
Review objection handling and FAQs
Map EA program to institution-specific compliance, contract, and capital needs

Qualification

Stage 3

Present use case for EA enrollments
Leverage sales plays to propose EA cross-architecture offers
Share case studies and references

Proposal

Stage 4

Understand EA program terms

Agreement

Stage 5

Smart Licensing for air-gapped environments

Closing/
EA onboarding