IntroductionThis report outlines successful sales models for reaching education with security products.
The business needs for IT security technologies in education remains strong but in order to capitalize on this opportunity vendors need to consider the unique features of the education environment.Scope*Vendors need to educate the educators about product possibilities;*The ``Microsoft effect`` will determine which sales strategy will be effective;*The correct channel partners are vital to reaching education customers.HighlightsThe unease that education IT managers have about security does not mean that they have a detailed understanding of the underlying problem.
Vendors cannot assume that IT buyers in education have an in depth knowledge of the security issues effecting their institutions.
This report will enable you to understand:Reasons to Purchase*How the unique features of education affect their purchasing points;*What strategies to employ to reach education customers;*Who to communicate within education institutions.