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 K12 e-Rate Executive Education Webcast Training Series

 



Session One: Navigating Well in Education: Market Structure, Trends & Drivers of K12 
Tuesday, August 22 | 3:00 – 4:00 p.m. ET


Wednesday, August 30 | 3:00 – 4:00 p.m. ET


Wednesday, September 6 | 3:00 – 4:00 p.m. ET

*Complimentary and exclusive to CTAM Business Services members 

This webcast series is designed for business services marketing, training and sales teams focused on
K12 education and eRate programs.

Tuesday, August 22, 2017
3:00 – 4:00 p.m. ET

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Ken Kraft  
Susan Gentz
Deputy Executive Director
e.Republic​
Alexandra Sewell  
Joseph Morris
Vice President of Research
e.Republic
Topics covered include:

  • Major trends impacting education today including funding and policy
  • Typical technologies, typical spend categories and size of market
  • Differences in the roles and functions at a school district and at the State Department of Education
  • The major functions and applications are for education
  • The roles of a school board, superintendent, principal, CIO/CTO, or teacher in a technology buy 
  • Role a state or local elected official plays in education
  • Numbers of school districts in each state
  • The major IT systems within school districts 
Wednesday, August 30, 2017
3:00 – 4:00 p.m. ET


Alexandra Sewell  
John Halpin
Senior Fellow, Center for Digital Education
e.Republic
Ken Kraft  
Joseph Morris
Vice President of Research
e.Republic









Topics covered include:

  • Organizational structures
  • Seasonality – key sales activities by year 
  • The differences from private sector selling
  • How to qualify an account whether it is for a product, a pilot, or a major system or service
  • How to formulate important opening talking points before you make the first call
  • How to ask for help and information that will move the account and interest forward 
  • A plan and questions for an in-person briefing
  • What not to ask a CIO or other senior government executives
  • What not to offer public employees
  • How to set up for sales follow through
  • When a deal is “closed”
  • Differentiating the sales cycle from the procurement cycle
Watch the webcast here

 


Wednesday, September 6, 2017
3:00 – 4:00 p.m. ET

Ken Kraft  
Susan Gentz
Deputy Executive Director
e.Republic​
Alexandra Sewell  
Joseph Morris
Vice President of Research
e.Republic
Topics covered include:

  • Typical budgeting
  • Matching roles with decision-makers
  • The national contracting environment as it pertains to education
  • Trends in contracting
  • Levels of purchasing – informal (below “threshold”) and formal – customized discussion to fit your product area
  • The differences between and RFI, RFS, RFQ, and RFP or Bid
  • How to use various types of contracting 
  • State and Multi-State contract “vehicles” and Approved Vendor Lists
  • How a procurement agency or department operates
  • What the “quiet period” means?
  • Responding to a bid
  • Competitive pricing and partnering
  • Contesting an award
  • Specialized grants such as E-Rate in K-12 
Watch the webcast here
For questions or more information, please contact info@ctam.com
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