thanks that makes sense :) so while you are here, two more questions:
1- What is your route to market when you sell to a new university, do you sell directly to the instructors, or sell to some kind of central function with the university ("learning technology department")? The issue here is that the centralised functions are much more risk averse to paying for new LMS once they invest in supporting one.
2- Also, do you notice a difference between geography/type of universities and how much they are willing to pay? For example from our previous investments, usually it is easier to monotise European business schools (where departments have more autonomy over budget), but selling to large top-tier public universities is much more difficult.
1. Good question. We do everything, but often there is some bottom-up demand from instructors. Either they will initially go for a self-service plan on their own, or they will push the learning technology department from the beginning to purchase licenses for broader use. The technology department often gets interested to ensure SSO, integrations and security are taken care of.
2. Somewhat. We have been able to work with all sorts of institutions, mostly in Europe and North America. We have all Danish universities as customers today, but that is also our home turf.
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thanks that makes sense :) so while you are here, two more questions:
1- What is your route to market when you sell to a new university, do you sell directly to the instructors, or sell to some kind of central function with the university ("learning technology department")? The issue here is that the centralised functions are much more risk averse to paying for new LMS once they invest in supporting one.
2- Also, do you notice a difference between geography/type of universities and how much they are willing to pay? For example from our previous investments, usually it is easier to monotise European business schools (where departments have more autonomy over budget), but selling to large top-tier public universities is much more difficult.
1. Good question. We do everything, but often there is some bottom-up demand from instructors. Either they will initially go for a self-service plan on their own, or they will push the learning technology department from the beginning to purchase licenses for broader use. The technology department often gets interested to ensure SSO, integrations and security are taken care of.
2. Somewhat. We have been able to work with all sorts of institutions, mostly in Europe and North America. We have all Danish universities as customers today, but that is also our home turf.