How to implement a ready-made startup in educational institutions?

Question

Startups

Good afternoon.
At the moment we have two small start-ups for educational institutions - electronic timetable and science reports.
Both projects are made according to the SaaS model, we work under a service agreement. According to the results of personal communication with various managers, according to the results of work with those institutions in which the implementation was still successful, according to the analysis of the websites of many institutions of higher and secondary education, it was concluded that our products will really help them in their work. The cost that we ask for projects for universities and colleges is simply ridiculous.
But we faced the main problem: to convey information to the people who make decisions in this area. Leadership positions are occupied by very mature people, usually 45+ years old with a very high heart rate, whom it’s even a miracle to meet, and they don’t even want to hear about the need to use modern information technologies in educational processes. Ordinary workers, potential users of systems, they are usually in favor. Sending informational letters to all known email addresses of universities does not give any result. somewhere the secretary checks the mail, and somewhere spam filters reject it, and someone does not check the mail at all. Personal demonstration visits are rarely successful.
Tell me, how is the implementation of software products in educational institutions?

Answer 1

As I understand your products are about increasing convenience/efficiency/productivity and you sell them in an environment where convenience/efficiency/productivity is not valued. Think about what you are still selling if sales happen. Analyze the real reasons why people have already bought your products.
Educational institutions are not turquoise organizations, they themselves will never introduce cool chips until there is a regulation or order from above. But IT departments can become the initiators of such implementations (there are such departments in any large university). You need to talk to the analogue of the CIO in corporations, this is someone like a deputy. vice-rector for IT of the university. He needs to show real benefits from the introduction, then he will probably go to persuade him to make an order for the introduction of this into the educational process.
By itself, the SaaS model for a large/sluggish organization looks dubious. The idea of ​​SaaS - use it, don't pay - don't pay. If the introduction of a product requires changes in the internal business processes of the organization (in the educational process, for example), then for the sake of some startup this is unlikely to be done. You need a solution that you can deliver and maintain in-house for 5 - 10 years. Make sure your solution doesn't require changes to existing business processes/policies/staff skills. Or that's another story.
Most educational institutions in the Russian Federation are state-owned and fall more under the category of social entrepreneurship. This is not a business and most likely not for a startup without serious external investment. Make sure your business model is realistic. Perhaps most universities are not even ready to use your products for free, what kind of business can we talk about here?

Answer 2

This question is not for the toaster.
1. He's not technical.
2. It's not about education.
3. It’s not even about a startup, it’s more about what a sales manager should do - look for customers and sell goods.
PS If you are trying to apply to state institutions, the budget there is not quite your own, and without protectionism and kickbacks, you are unlikely to succeed. Try contacting purely commercial institutions.
PS And the introduction of software products usually occurs according to the approval of the Ministry of Education by acquaintance and rollback of someone from the ministry / leadership.

Answer 3

and they don’t even want to hear about the need to use modern information technologies in educational processes

What kind of nonsense?
A person who is now 45 at the time the Internet appeared in universities was only 25 years old.
At one time, our vice-rector, he is now probably 60 years old, persuaded me to make a scheduling system.
Yes, do the same.
come and convince.
Personally.
No one will actually read the letters.
Who doesn't need it, doesn't need it.
Those who need it will buy it.
It is not necessary to impose on a person a thing that he does not need and blame the inertia of a person for this.
No need means no need.

Answer 4

Tell me, how is the implementation of software products in educational institutions?

If this is a budgetary institution, then only through a tender.
If the HEI is for-profit, how does the management benefit from the application of your system? Show the benefit in rubles.

Answer 5

Dmitry First, take care and include your software in the "import substitution register" :)