Research and Markets: Moves by Microsoft Have Already Had an Effect on the Entire IT Security Industry Read More inside A Strategic Sales Model for Security in the Education Market

Business Wire, Jan 22, 2007

DUBLIN, Ireland -- Research and Markets (http://www.researchandmarkets.com/reports/c48900) has announced the addition of A Strategic Sales Model for Security in the Education Market (Strategy Focus) to their offering.

This report outlines successful sales models for reaching education with security products. The business needs for IT security technologies in education remains strong but in order to capitalize on this opportunity vendors need to consider the unique features of the education environment.

Scope of this title:

- Vendors need to educate the educators about product possibilities;

- The "Microsoft effect" will determine which sales strategy will be effective;

- The correct channel partners are vital to reaching education customers.

Highlights of this title:

The unease that education IT managers have about security does not mean that they have a detailed understanding of the underlying problem. Vendors cannot assume that IT buyers in education have an in depth knowledge of the security issues effecting their institutions. This report will enable you to understand:

Reasons to order your copy:

- How the unique features of education affect their purchasing points;

- What strategies to employ to reach education customers;

- Who to communicate within education institutions.

Content Outline:

THE VIEW

CATALYST

SUMMARY

METHODOLOGY

ANALYSIS

Vendors need to educate the educators about product possibilities

A high level of security concern in education does not mean a high level of understanding

Vendors need to display understanding of an institutions pain points

Product development needs to be explained in language educators will understand

The vendors message to education must stay out of the technology weeds

Success requires communicating with multiple audiences within education

Vendors should leverage a variety of information channels to educate the market about IT security

The "Microsoft effect" will determine which sales strategy will be effective

Moves by Microsoft have already had an effect on the entire IT security industry

The Microsoft effect will impact the primary and secondary sector most heavily

Vendors need to respond to the Microsoft Effect

The correct channel partners are vital to reaching education customers

Partners with education experience add vital credibility in this market

Partnership with institutions offers a channel to students

School districts may act as a channel partner for vendors to reach primary and secondary schools

ACTIONS

The product message has must not get buried in technology issues

Vendors must be able to bring a diverse set of decision makers to the table

Vendors should consider alternative partnerships to capitalize on this opportunity

APPENDIX

Definitions

Extended methodology

Further reading

Ask the analyst

List of Tables

Table 1: Microsoft security acquisitions

List of Figures

Figure 1: Audiences within an HEI

Figure 2: Audiences within a local school district or other administrative body

Figure 3: Vendors can reach the student market through the institution itself

For more information visit http://www.researchandmarkets.com/reports/c48900

Source: Datamonitor