IntroductionThe characteristics of the education market demand that vendors must adopt a customized sales strategy that engages institutions in more substantive and long-term ways in order to sell business intelligence (BI) solutions successfully.ScopeOffers insight into how business intelligence vendors should interact with education institutions to increase their success in the marketIdentifies strategies vendors should use to develop more effective relationships and drive solution salesSuggests potential communication tools vendors may leverage to position themselves as trusted and established vendors in the education marketHighlightsSuccessful business intelligence vendors are strategic in how they approach education institutions.Developing relationships must be a crucial part of a vendor's go-to-market strategy.An effective communications strategy depends on having deep industry knowledge.Reasons to PurchaseGain insight into how education institutions prefer to purchase business intelligence solutionsIdentify strategies that will increase revenue from the education marketDiscover new ways to leverage relationships as a tool to drive market penetration