Challenger selling to higher education institutions
Presenting Google as a secure technology platform alternative to senior IT decision makers and their peers.
When the Google for Education team responsible for marketing G Suite to higher education institutions adopted the ‘Challenger Selling’ approach to new business opportunities I was tasked to develop new messaging and pitch presentations.
These presentations were aimed at senior IT stakeholders and their peers in other areas. The messaging was designed to appeal both to the specific requirements of IT and also to get other stakeholder groups to identify and agree upon common priorities across their entire institution for which Google for Education provided a solution. (The example slides below are some of those that include non-confidential information available in the public domain but still demonstrate the style of the presentation.)
