Start of Main Content
Author(s)

Mohanbir Sawhney

Rosalie Chin

Jennifer Ord

Noam Ragins

Kris Rich

Liza Wintroub

Todd Wilson, manager of partner development at Educational Technology Corporation (ETC), needed to determine the targeting, positioning, and selling strategy for its innovative Interactive Mathematics software for the college market. He needed to decide what types of colleges to target, and what stakeholders to focus on within the institution. His task is complicated by the unclear objectives of non-profit institutions and by the differing motivations of teachers, students, and college administrators in adopting software-based learning technology. The case highlights the difficulties in innovation adoption within large non-profit institutions, and the challenges in marketing to institutions with complex decision-making processes, multiple influencers, and conflicting motivations.

Date Published: 12/01/2004
Discipline: Marketing;Technology
Key Concepts: Marketing Strategy, Marketing to Non-Profit Institutions, Innovation Adoption, Segmentation, Targeting, Positioning, Sales Force Strategy, Interactive Learning Technologies
Citations: Sawhney, Mohanbir, Rosalie Chin, Jennifer Ord, Noam Ragins, Kris Rich, Liza Wintroub. Educational Technology Corporation: Crossing the Chasm. 5-104-032 (KEL095).