Distribution/Channel Strategies

K-12 Channel Marketing: A Lost Art and Opportunity

K-12 SalesContent marketing is all the rage. Meanwhile, back at the ranch, tried and proven channel marketing programs are out to pasture. K-12 sales and marketing managers don't understand the concept, have not fully embraced it, or are afraid to make the move. Here's a really easy move to make. Take ten minutes to read this article and discover the amazing power of channel marketing programs to boost your sales.

Drive more sales from your current channels

An Exclusive Agreement: Will It Drive Your Education Sales Goal?

K-12 Sales ChannelsThe decision to do an exclusive distribution deal is one of the toughest choices that education-market managers must make. How do you evaluate the pros and cons of a K-12 sales agreement that puts all your eggs in one basket? What benefits might you get, and what should you be prepared to give up?
The pros and cons of exclusivity

Selling to Schools with Independent Reps and Resellers

K-12 Sales ChannelsWhat's the best way to sell to schools? It's the focus of this web site and it is the topic of most interest for everyone who wants to succeed in the education market. Many newcomers would like to find a low-cost entry, and the idea of using independent reps or resellers is popular. What have we learned about this sales approach? What do you need to know to be successful working with third party channels?
Think independently!

PTOs and PTAs: Could They Ignite Your Education Marketing Plan?

Do you think PTOs and PTAs could help sell your product or service to schools? Yes, these organizations can be a great resource in your plan for marketing to schools, but they can also be maddeningly enigmatic. What works and what doesn't when connecting with parent organizations?
Learn a new approach

K-12 Sales Strategy: The Ten Deadly Sins You Must Avoid

sales persons teaserBuilding sales channels for the K-12 school market, whether your own sales reps or with channel partners, has always been a challenge. Now, with a budget crunch and pressure on sales, there is urgency to fix the distribution problem, and to improve channel efficiency and effectiveness. But how do you avoid costly mistakes?
Discover sales channel insights

Education Channel Alert: The Homeschool Market--Part 3 of 3

Homeschool marketLooking to connect with homeschoolers who may be interested in your products? In Part 3 of our homeschool series, we explore opportunities for you at curriculum fairs and conventions where crowds of homeschool parents visit exhibits and evaluate curricular materials.
Expert advice for networking with homeschoolers

Education Channel Alert: The Homeschool Market--Part 2 of 3

homeschool marketingDo you want to bring your product or service to the attention of the homeschool market? In part two of our homeschool series, we take a look at an integral part of many homeschooling families: the support group. To be successful, you’re going to need to know the functions and approaches to work with these groups.
Take a look at homeschool support groups

Education Channel Alert: The Homeschool Market--Part 1 of 3

Looking for neHomeschool marketw sales opportunities? How about the homeschool market? It's a rapidly growing channel. But is your product or service right for homeschoolers? You need to first learn about homeschoolers to answer this question. And that's the gist of this first of three articles designed to arm you with expert homeschool insights.
Come learn about the homeschool market

Emerging Education Channels for the Print to Digital Shift

digital content sales channelsHow will the shift from print to digital impact the channel strategies for companies that serve the K-12 school market? What does the dramatic rise in educators' use of eBooks and digital content suggest about the role for traditional field sales? It was a hot topic of discussion in New York City at the SIIA Ed Tech Business Forum. Take ten minutes to hear your colleagues' react.
Hear what leaders in digital content publishing say

Discover School Sales Success with Independent Reps

School Sales RepThe popularity of commission-only independent reps for K-12 sales is on the rise. Many newcomers to the market, and some established companies as well, want to cut sales expenses. They view independent reps as a quick, low-cost way to generate revenue. But wait -- before you sign up independent reps, be well advised -- there's no free lunch! Be sure you know what YOU are signing up for!
Ten timely tips in 60 seconds