Education
KEEP IT SIMPLE
Good products, good service and a good price are what schools want most of all, says Mike Barron, UK managing director of Synaxon.
Y
ou don’t have to be a big player or a specialist to succeed in education – you just have to keep it simple. What most schools, academy
trusts and colleges want are good products, good service and a good price. Yes, of course, there are partners who specialise in providing learning platforms and management systems. But otherwise, education is as open a market as any other and one that holds opportunities for all resellers. Schools, like every other organisation, need
everyday hardware, soſtware, support, and services – and what they really want here is simplicity and value. If a partner can deliver on both these counts, it has every chance of succeeding in education. Many partners – most of them smaller, proximity-focused businesses – already count schools amongst their key clients. In most cases, these are primary or secondary schools that want to work with a trusted and local supplier, one that they know has a good reputation and can offer hands-on help if it is needed at any time.
No compromises Providing keen pricing is important as well. Schools may like, trust, and want to work with you, but if the prices you charge are too high,
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they won’t. Schools need to make the best possible use of their budgets, so it’s vital that resellers offer competitive pricing. Tis does not however, mean that you can cut
any corners on quality. Schools like trusted brands, so having access to leading vendor products is important. Te most frequent requests we receive from partners for schools is for special bid pricing and deal registration support on top brands such as Lenovo, HP, Dell, and APC. Schools also need good, cost-efficient services. Tey will usually expect a bit of basic support to be
thrown in with the sale of hardware but at the same time, they don’t expect to get everything for nothing. Partners that offer their own maintenance and support contracts may have to give them a good deal, but they will be able to do business with schools. Another option which is becoming more attractive to schools
is a managed service. But not all partners have the capability or resources to set up their own offering. Instead, many of our partners can offer our own ready-to-deploy services – for backup, security (endpoint and anti-virus) and managed desktop. Tese are tried and tested services that resellers can provide without having to make any big upfront investments.
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