Contents:

CATALYST SUMMARY METHODOLOGY ANALYSIS There are important factors in the education market influencing the adoption of BI Powerful contextual forces in the education market drive the adoption of BI The uptake of BI solutions will languish unless gaps in market knowledge are addressed Successful BI vendors are strategic in how they approach education institutions The primary focus of BI decision-makers is not technology A consultative sale demands a direct sales strategy Centralized purchasing offers new opportunities for vendors Developing relationships must be a crucial part of a vendors go-to-market strategy Offering partnerships provide more long-term success than selling contracts Strong reference accounts will provide essential credibility with peer institutions Strategic alliances are an effective way to leverage functionality for access Technology solution providers Business process consultants An effective communications strategy depends on having deep industry knowledge Increase visibility in the industry through active participation in its key events and efforts Educate the industry about the value of BI solutions A note about effective marketing collateral Focus messaging on how solutions are aligned to the specific needs of educators Increase credibility through recruiting sales representatives with industry experience APPENDIX Definitions Further reading Ask the analyst List of Tables Table 1: Selected independent software vendors (ISV) serving the education market by solution area List of Figures Figure 1: The relationship between a solution and the institution is key to selecting a sales strategy Figure 2: Educators clearly cite the influence of relationships on purchasing decisions Figure 3: Strategic alliances should be based on the potential sources of institutional data