We’ve been privileged to speak with even more edtech and industry thought leaders this term, and the insight they provide us and our community is invaluable.

 

So thank you Tony Lockwood for talking to us about how companies can improve the performance of their products and develop new solutions.

 

Thanks to Duncan Baldwin for giving us an insight into teaching, his time at Capita SIMS, influencing government as Deputy Policy Director at ASCL and his current Headship.

 

We were delighted to welcome Winston Poyton back for a follow-up chat on IRIS Education, especially given how much has changed in the world of school management systems in the last 12 months alone.

 

It’s great to speak with colleagues from MIS support teams as it gives such a unique and insightful view of the landscape, so thank you Keren Wild for getting involved and giving us your perspective.

 

Sue Macgregor talked to us about Alps Education’s focus on providing the right analytical tools to schools so they have the power to help every student achieve their full potential, thank you!

 

And finally, thank you to Ian Koxvold of Supporting Education for talking to us about changes across the education sector, what the future might hold in terms of new solutions, and new strategies.

 

 

Sarah and I have thoroughly enjoyed making the series, and already have some great sessions ready to go in the new term with industry thought leaders Andy Kent and Jonathan Coyles – watch this space!

 

Have a great Christmas and see you in 2022!

 

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In case you missed it, here’s a round-up of all our thought leader Q&A sessions from last term.

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Glossophobia. A cute name for a frankly crippling problem – the fear of public speaking.

There’s a theory that it’s rooted in evolution. At one point, if you found you had 20 pairs of eyes staring at you, chances are you were either going to be eaten or beaten . . . so feeling scared was definitely the correct response!

Depending on which source you believe it affects anything from 25% to 75% of us (me included!).

So how do you deal with this anxiety?

 

I asked my network on Linkedin what they do when they’re scared of public speaking. Their messages and advice was brilliant and included:

 

• Chewing gum before you stand up/go on stage to help regulate breathing
• Visualising success – run through the scenario in your head where the presentation goes well and the audience loves you
• Focus on the content of the presentation and not the audience (although I’m not sure about this one, surely the audience are the important people here?)
• Use the adrenaline and nerves to make you better (!)
• Create your own confidence by REALLY knowing your stuff
• Mindfulness
• . . . and of course the classic tactic of picturing the audience naked.

 

The main piece of advice though was practice, practice, practice.

 

How do you handle public speaking?

What’s the role of Management Information Systems in schools these days?  Something to save teachers time?   That’s what is was first invented for in the 80’s but it’s not what it’s about now.

Something to give the government more insight?  While government and academy chiefs want to know more about each child, teachers say data entry has become burdensome and a source of stress.

We work with MIS suppliers all the time but I wanted the opinion of a school leader, so I asked my headteacher friend what she thinks schools need from an MIS.  Her response was straight to the point:

1. Everyone needs to be able to use it whenever they want, however they want
2. It’s not just about school staff any more – it’s for parents and students too
3. You need to prove you’re getting value for money
4. It needs to make your lives easier every day
5. It has to support your School Development Plan
6. It can’t be unnecessarily complicated – people just won’t use it.

So what do you choose to achieve the above?

There are more choices available now than ever. Local MIS support units who traditionally only supported a single supplier now offer their customers a range of MIS contracts. They support the process, not the product.

MIS will continue to evolve as schools and academies evolve – it has to.  There’s no point in sticking with the old way of doing things purely because “this is what we’ve always done”.

Throughout many years of working with different companies, it is amazing how many people say the product sells itself. Yet the truth in many cases is:

• The solution has cost far more than it had to because they didn’t truly understand their market needs, so compensated by building everything a customer wants.
• They had no control on costs and this means no control on profit
• The price normally was too low, as no understanding of the competition or value was understood
• The product was not used to its full potential, so customers didn’t understand the true benefit
• The business doesn’t understand the value of the solution, so direction of where the business is going is organic, with no true vision.

Getting the Product culture right

This is where Product Managers are able to add value to a company. They drive the commercial success of a product and lead the cross functional teams to deliver a solution that meets the needs of customers and drives the greatest growth for the business. It is an important organisational role that:

• Sets the Vision and Strategy for the business solutions,
• Communicates the roadmap
• Defines the feature definition for a product or product line.
• (The position may also include marketing, forecasting, and profit and loss (P&L) responsibilities. In many ways, the role of a product manager is similar in concept to a CEO of a solution)

Product managers provide the deep product expertise needed to lead the organisation and make strategic product decisions which is why they analyse market and competitive conditions. They lay out a product vision that is differentiated and delivers unique value based on customer needs. The role spans many activities from strategic to tactical and provides important cross-functional leadership most notably between engineering, marketing, sales, and support teams.

The Product Manager needs to lead cross-functional teams from a product’s conception all the way through to its launch. Therefore, they are the person responsible for defining the Why? When and What? of the product that the engineering team builds – and it’s ultimate success.

The ability to communicate well is an important skill for any Product or Business Development Manager. This means, among other things, that you should be able to present about your solution fluently and to different stakeholders, who will require a different level of information.

A persuasive presentation not only requires thorough preparation of content, but also good style. It takes considerable skill to come across coherently for any particular audience and to stay in control of the situation. For this purpose, the following 7 tips may offer some guidance to help you on the way to delivering a memorable presentation.

1. Show your Passion and Connect with your Audience

But time and again, the great presenters say that the most important thing is to connect with your audience, and the best way to do this is to let passion for your solution shine through.

Be enthusiastic and honest, and the audience will respond.

 

2. Focus on your Stakeholders Needs

As you prepare the presentation, you always need to bear in mind what your stakeholders need and what they want to know, not what you can tell them.

Don’t show your homework, just because it makes you feel good.

 

3. Keep it Simple: Concentrate on your Core Message

You should be able to communicate that key message very succinctly.

Always have in mind what are the core three points I want to get across?

 

4. Start Strongly you have 3 minutes to impress

The first three minutes, as when you first meet someone, is so important to a presentation. So smile, make eye contact and make sure the first 3 minutes of the presentation holds the stakeholders attention. Make them laugh!!

Think of a story that is relevant at the start of the presentation which will hold the audience.

 

5. Don’t use the presentation as a script

Don’t bore the audience by ‘Death by Powerpoint’. By all means use the presentation as a reminder, but do this in as fewer words as possible and use images if you can.

Remember you want your stakeholders to listen to you, not be deciphering what the slides are saying.

 

6. Tell stories

The best presenters are raconteurs , who can tell a story about the subject and keep an audiences attention. We all relate to stories, we also remember things better through stories.

Make your story funny and about you.

 

7. Relax and enjoy

Many people find it hard to relax and enjoy a presentation, but your body language and the speed you speak will have a major effect on the stakeholders perception if you know your subject and also if you can get a message across. Breath, and slow your delivery of the presentation down.

Remember you know more about your solution than your stakeholders

I have now been working with a number of companies across the Edtech market for over 18 years. The one thing that always inspires me is the innovative, engaging companies that want to get it right.

However, there are a number of companies that just do not understand the Education market.  And so, while they may have a great solution, they are not really working on their Product Strategy and how they need to adapt to a market where relationships and advocates are essential to strong growth and success.

The Education market is unique in many ways to other private sector markets and as an Edtech company you need to be able to talk the right language and work in a slightly different way. If I was a MAT or a school there should be 3 key things I would be looking for in a company, never mind the solution they are selling to me.

 

Relationship

Does this company want to work in partnership?  This means not going missing, once you have sold to a school or MAT.

A School is an exceedingly busy place with lots of challenging priorities for peoples time. The person in the office could be putting a plaster on a knee one minute and then dealing with the police on a bullying incident the next. But ultimately the children come first, not embedding a solution. A school needs support throughout this process and then ongoing support with new functionality and getting the most out of a solution.

Just because a school is paying for a solution doesn’t mean they are using it, eventually a school will stop paying and never go back. As a company stay in touch, help out!!

Also there are companies that can add support which are local to schools, engage with them to help make the most of a solution.

 

What the solution does now

Many schools don’t have the time to do an audit on their solutions, but I suggest they should. Remember, a solution is there to support a need.

Schools should look at their own processes and ask the question:

• Can this be done better via a technical solution or by a different solution?
• Are my incumbent solutions really meeting our needs anymore?
• Are our needs the same as a bigger school down the road? if not consider looking at lighter solutions or a reduction in cost due to the amount of the solution you are using.
• For the need that the solution meets, is the cost acceptable, is there an alternative?

Needs change along with your ambitions, so should companies to meet your needs.

 

The Future

Technology and challenges in schools are changing at a rapid pace. As a school or MAT you need to be comfortable that the Edtech partners you have are able to rise to this challenge.

To this end, I would be asking the companies you are working with for a view on their vision. Where they see the Edtech market moving towards, and how they are going to meet these future challenges for schools and MATs.

Gain an understanding of are they nimble or slow, will they let you down in the future? Will they listen to you and help find solutions to your needs in the future?

I am sure there are many other things a school or MAT is looking for in a company, when they are dealing with them, let me have your thoughts?

A “Persona” is a fictional representation of an actual user and is applied in the early stages of product development or product redesign.

Personas are vital to the success of a product because they drive design decisions by taking common user needs and bringing them to the forefront of planning before design has actually started. Personas provide the team with a shared understanding of users in terms of goals and capabilities.

The Benefits of Persona Development

If you don’t think Personas are worth the trouble, think again. Benefits include:

Personas give stakeholders an opportunity to discuss critical features of a redesign: This is especially helpful when you have multiple stakeholders with different ideas about what needs to be developed first. Using Personas to walk stakeholders through common interactions unveils frustrations and pain-points that will help clarify actual user priorities over the stakeholder’s personal wish list.

They help team members share a consistent understanding of the user group: Personas take data and make the stories more compelling and fun, thus making them easier to remember and consider when the team is working towards a solution – together.

Personas help designers develop informed wireframes and site architecture: Since Personas focus on the needs of the users, the team can walk through scenarios and determine optimal placement of content to specifically support the goal of the product. This is vital to the success of a website or application, and will save your client thousands in budget and/or man-hours reworking a product after it’s launched (and “officially” tested by actual users).

Personas provide a “face” to the user story, creating more empathy and understanding about the person using the product: This prevents designers and developers from applying their own mental models to the product design which may not align with actual user needs.

 

I found 3 ways to keep your pipeline moving and choc-full of leads:

Step 1 – Get your 5-a-day. And when I say 5-a-day, I mean identify by name 5 target prospects or partners for your business and reach out to them, either via Linkedin, Twitter or directly by phone or email. It never hurts to expand your network.

Step 2 – Focus on keeping everyone warm. If you leave it too long and try and contact everyone at once it makes it harder to tackle and can seem overwhelming. Always be sorting and filtering by ‘last activity/contact’ and keep in touch with those who haven’t heard from you in a while.

Which brings me on to . . .

Step 3 – Use your CRM correctly, it’ll help you keep your pipeline flowing. Keeping a log of everyone you contact and everything you do is critical to successful selling.

These 3 tips will make you better. What are your techniques for running a healthy pipeline?

How many hours have you put into building your sales pipeline? 

Loads. 

Once you add up all the calls you’ve made, events you’ve attended, email campaigns, social selling, face-to-face meetings and everything else it totals up to a big investment.

So letting that pipeline go cold is heartbreaking, and it’s even harder to get it moving once it’s frozen.

This post will show you how to defrost your frozen pipeline with a simple 30-word email. 

There are three easy steps and it will take less than a minute to contact each cold prospect.

Time to get cracking!

Step 1:  Identify something of value that you can send to your prospects.

The first step involves identifying something of value to your prospects, and preferably something you already have.

You’re looking to provide something specifically useful to them.  The idea here is to open up dialogue but also to create a reciprocal relationship where you have helped them so they will want to help you.

The thing of value can be anything really (and obviously if it’s something from your own business/website the so much the better!)  Good ideas include:

• A free ebook on a subject you know they are interested in
• A cheat sheet to help save them time
• A How To guide on something they might not know about

If you or your company genuinely doesn’t have any valuable free resources to send out, then a link to a blog they might find useful can be equally as helpful.   It’s all about the value it will give the recipient more than the format itself.

Step 2: Create the email

Create a short, 30-word email using the exact format below (of course, top and tail it in the way you would usually with Hi, Best regards, etc. – you want to keep in personable!)

Enter the resource title in the first paragraph, it shows you’ve taken the time to understand what might be interesting to them.  (N.B. don’t forget to also include the attachment or link to the resource – it’s easy to accidentally forget!)

Choose a date you’d like to set up a call and add it to the second paragraph.  Suggest just one option as a binary choice of yes/no is more likely to produce a response. For example . . .

Subject: Thought you might find this interesting

Dear [XXXXXXXX],

I thought you might find this resource useful on the subject of [XXXXXXXXX], an area I know is of interest to you.

Are you free to catch up by phone on [XXXX]?

Step 3: Send the email

That’s it, that’s all you need to do.  Now press send, move on to your next cold prospect, and do it again!

Almost all of the work I’m doing with businesses at the moment centres around the value proposition and, specifically, how to create a good one.  So I thought it was about time I blogged about it as it’s something which is so important but which so many people get wrong.

Put simply, the value proposition is a clear statement of the value your product will deliver and will be the main reason your potential client will buy from you.  It’s not a description of how good your product is, nor is it about how many clients you have, how many awards you’ve won or how much your customers like you.  The value proposition is about the customer, not you.

The value proposition should:

• Explain how your product solves customers’ problems or improves their situation
• Explain how you will deliver specific benefits
• Explain to the ideal customer why they should buy from you and not from the competition

Ideally the value proposition should be snappy and be the main focus of all engagement material, from the website through to marketing literature.  Easy peasy eh??!

Well no, it’s not.  Getting the value proposition right involves knowing exactly what your product can do compared to the competitors out there and understanding what it is that your potential clients need.  You then have to take all this info and formulate it into a proposition that highlights your uniqueness in the market and creates something your customers actually care about.  So no, it’s not easy but, when you see how customers respond, you’ll see it’s well worth the effort.