Common Mistakes Solutions Providers Make In The Education Vertical

By Bernadette Wilson

Along with their responses to questions for the Business Solutions 2014 Partner Program Insider industry experts listed what they believe are the most common mistakes VARs, MSPs, integrators, and software developers make in the education vertical.

Some mistakes are related to sales and doing business with schools.

• Eddie Franklin, Vice President, Sales, Public Sector and Vertical Markets, SYNNEX Corporation: A common mistake VARs make is waiting for the RFP to address the needs of a district. Once the RFP is out, a solution provider’s ability to differentiate themselves or advance an innovative solution is limited. Most responses include the minimum components — adding in extra content such as professional development and paths for teacher education on how to maximize the technology can be a difference maker. It’s also important for VARs to look past the acquisition of the IT goods and determine what the goods are actually going to achieve. This will help solution providers stay connected and become a partner beyond the procurement of goods.

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