Sprint Nextel Education Roadshow March 1 2007

Education Training

Education Strategy: K-12 and Higher Education

Robert LaceyEducation Account Manager404 [email protected]

© 2005 Sprint Nextel. All rights reserved.

2 Sprint Business Services Overview

Education Training: Agenda

> What is my role?

> What is Education?

> Education Strategy

> Who do you contact?

> Solutions for Education

> Funding

> Follow Up!



What can you expect from me?> Vertical expertise: “ All I do is sell to Education Accounts!”

> Vertical training

> Best practices from market to market

> Organize Sprint-Nextel resources: SE’s, CNS, Alliances, RPA, Contracts, RFP’s, E-rate, etc.

> Develop and implement Account Strategy

> Organize and attend conferences and trade shows

> Attend sales calls

> Close deals



Local Market Responsibilities

> Tactical account lead. Day to day customer contact

> Primary source of service and equipment pricing

> Research customer information

> Uncover opportunities

> Schedule appointments.

> Set agenda

> Propose solution

> Follow up to close deal



Education Account TeamThe Sprint Team

Robert Lacey Education Account Manager, Alabama / Georgia

Tim Traylor Solutions Engineer

Michael Flood Regional Education Segment Manager

David Brown Senior Manager, Custom Network Solutions

Melissa Sanchez Public Sector Development Manager

Dr. John Hurlimann Grants/E-rate Consultant



What is Education?> K-12 Public

> K-12 Private

> Libraries

> Public Colleges and Universities

> Community Colleges

> Technical Schools

> Private Colleges and Universities

> Church Schools



How to sell to Education Accounts

>Who is the customer?

>What do you sell?



Education Strategy

> Walkie-Talkie as a product differentiator

> EVDO Cards

> Solve problems with “Data Solutions”

> Attend Tradeshows to development relationships across Alabama and Georgia. Exhibit, Sponsor, and Speak!

> Involvement in GA and AL Statewide Associations: GAEL, GAMEIS, GAPT, AETC and CLAS

> Engage State Leadership to help shape policy and funding

> Influence RFP’s! We loose the ones we don’t write!

> Engage Sprint Nextel resources: CNS, Proposal Group, RPA, Alliance Team, Wireline, Solutions Engineering, Solutions Consultants, Public Sector Development Manager, Deal Funnel, SPEF Process, Pricing, Legal, and Contracts



Education Strategy

Who is the target audience?

> C-Level………Superintendent, Assistant Superintendent, CIO, COO, CFO

> Department Directors……..Transportation, Security, Facilities, Social Workers, IT, Telecommunications,

> Schools……….Area Superintendents, Principals, Assistant Principals, Media Specialists, and Technology Specialists

> Colleges and Universities……Similar to K-12 except for Housing and Auxiliary Services.



K-12 School District Ecosystem

District Office

Technology

Facilities

Food Services

Athletics

Social Work

Security

Transportation

Schools



K-12 School District Ecosystem

Where do I spend my time?

> Board of Education 15%

> Administration 60%

> Schools 25%



K-12 District Office

Assistant Superintendent

HR Director

Area Superintendent

sCOO

CFO

Chief of Staff

CIO

Superintendent



Education K-12 Department Check List District Name:

Department Name Phone Number E-mail AddressSuperintendent

Assistant Superintendent

Area Superintendent(s)

Chief Information Officer (Director of Technology)

Chief Financial Officer

Chief Operations Officer

Director of Security (Chief of Police)

Director of Transportation

Director of Facilities

Director of Food Services

Director of Social Work

Director of IT/Telecom (can be the same as CIO or Dir of Tech)

Director of Athletics

Director of Purchasing

High School Principals

Middle School Principals

Elementary School Principals

Board Members

State Senators

State Representatives

US Representatives



Higher Edu Department Check List School Name:

Department Name Phone Number E-mail AddressUniversity/College President

Vice President

Chief Information Officer

Chief Financial Officer

Chief Operations Officer

Director of Auxiliary Services

Director of Municipal Services

Director of Security (Chief of Police)

Director of Transportation

Director of Facilities

Director of Food Services

Director of IT/Telecom

Director of Athletics

Director of Purchasing

Director of Housing

Director of Transportation/Parking

Director of Student Life

Director of Student Center

Dean of Students

Dean of Business School

Dean of Law School

Dean of Engineering



2006 – Five Key Strategies

1. Top Down Selling: Leverage existing C-Level relationships to develop higher level contacts.

2. Trade Show and Conference Involvement: Leverage long time relationships to secure break out sessions at AETC and CLAS, GAEL, GAMEIS, and GAPT

3. K-12 Student Safety Message: Up until this point, our K-12 message was divided into several parts. Student Safety is the best way to unify the Sprint Nextel value proposition.

4. Technology briefings: In 2006, I used Technology Briefings as a way to close new accounts and increase penetration in existing accounts.

5. Constant Sales Channel Communication: Dailey, Weekly, and Monthly communication regarding the above Four Strategies.



Education Strategy10 Key Components> GPS> Data Access (Blackberry/Treo/6700)> EVDO> Wireless Data Solutions> Alliance Partnerships> Emergency Management> CNS> Grant Writing> Prepared Conferences

The key is to communicate these components to all levels of leadership within our Education Accounts. Don’t assume that the information will spread from one department to another even though you might be working at the C-Level



Solutions for EducationGPS> Bus Tracking / Student Tracking> Facilities Department> IT Department> Social Workers

Blackberry/Treo/6700> District Executives: Superintendent, Assistant Superintendents, Area Superintendents,

COO, CFO, CIO> Department Directors: Security, Facilities, Transportation, Social Work> School Management: Principals, Assistant Principals

Wireless Work Orders:> Facilities Department> IT Department

EVDO Cards> Traveling workers> Portable Classrooms> District Executives> Facilities> IT



Funding Education Solutions

Education Budgets Planning starts in Feb-March Most budgets are finalized by the end of May K-12 Budgets are from July 1 – June 30

E-rate Voice Data Access ( Unlimited Data Plan and Unlimited Blackberry Plan) October is the beginning of the application process

Grants Federal Grants Homeland Security Safe and Drug Free Schools Private Foundation Grants



IL Education Strategy> Create list of Top 5 IL Opportunities

> Contact account to schedule employee day to sell IL

> Work with your IAE and Melissa

> Code Education IL with Education Root Node or Corp ID



Public Schoolshttp://nces.ed.gov/ccd/districtsearch/Private Schoolshttp://nces.ed.gov/surveys/pss/privateschoolsearch/Council for Leaders in Alabama Schoolshttp://www.clasleaders.org/displaycommon.cfm?an=1&subarticlenbr=13Alabama Association of Schools http://www.aasbo.com/index.htmlSchool Superintendents of Alabamahttp://www.ssaonline.org/index.htmlGeorgia Public Librarieshttp://www.publiclibraries.com/georgia.htmGeorgia Technical Collegeshttp://www.dtae.org/teched/colleges/menu.htmlGeorgia Colleges and Universitieshttp://www.usg.edu/inst/Georgia Superintendents http://www.ciprg.com/ss/peodb_list.asp?

Type=PC_Code&Title=&SchStr=super&Client=gssa&Dept=&Dist=&GetAll=YesGeorgia Association of Education Leadershttp://www.ciclt.com/gael/Colleges and Universitieshttp://nces.ed.gov/globallocator/E-rate Informationhttp://www.sl.universalservice.org/



Follow up and Next Steps!

> Uncover opportunities> Qualify opportunities> Schedule appointments> Find the pain points> Recommend solutions> Close deals> Make money!!!!!!

Thank You!!!!!

Education Strategy: K-12 and Higher Education

Sprint Nextel Education Roadshow March 1 2007

Documents

Transcript of Sprint Nextel Education Roadshow March 1 2007