B2B Tech Talk with Ingram Micro
B2B Tech Talk with Ingram Micro

Episode · 3 months ago

Driving K-12 Revenue By Enabling Engaging Digital Learning Experiences


The last two years have been challenging for both educators and students alike. 

But help is on the way. 

Investing in the right education technology can help create interactive, engaging, and effective classroom experiences that are perfect for our hybrid learning world.

Shelby Skrhak welcomes three experts from Samsung to the show: Linda Braun , Senior Director of Sales - Public Sector, Mario DiAntonio , Director of Solution Sales, and Tony Giaccio , Senior Director of Channel Sales. They talk about:

- Trends in education technology

- Research into pain points

- What Samsung brings to the table

- How the channel can capitalize on the K-12 market

To learn more, visit Samsung Education Technology .

To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify , Apple Podcasts , or Stitcher . Or, tune in on our website. 

You're listening to B to B tech talkwith ingram Micro. The place to learn about new technology and technologicaladvances before they become mainstream. This podcast is sponsored by ingramMicro's. Imagine next. It's not about the destination, it's about goingsomeplace you never thought possible. Go to imagine next dot ingram micro dotcom to find out more. Let's get into it. Welcome to B to B tech talk with ingramMicro. I'm your host, Shelby scar Hawk and our guests today are three subjectmatter experts at Samsung, linda Brown, senior director of sales in the publicsector Mario, d'Antonio director of solution sales, Antonio Jasio seniordirector of channel sales linda Mario and Tony Welcome Shelby. Thank you forhaving us. We're excited to chat with you and your partners today. Well,fantastic. Today we are, we're talking about the latest educational technologyand solutions that deliver engaging digital learning experiences forstudents. So linda, what are some of the trends that you're seeing ineducation technology and classrooms? Shelby, This is a great question to getus started trending today. Our classroom and campus technologyimprovements, educators have been advocating these needs for many years.Implementation has been accelerated by national recovery efforts and fundedthrough federal stimulus monies like the cares Act and the american rescueplan. We're seeing districts take advantage of recently available fundingto finally address the improvements they need in order to positively impactlearning outcomes. The driving purpose we're seeing is developed around thedesire to bridge that learning gap and technology is a key tool to improvestudent engagement. You know, another critical point and priority thateducators are finally able to address is the need for better campus-widesecurity, both from a physical and also a digital perspective. Well, youmentioned the campus wide security now do your first point about learning loss.You know, that is certainly a big challenge that districts are looking toaddress. But can I ask you to expand just a little bit on the campussecurity part and how that is being helped with education technology? Yeah,and maybe I can take this from here. You know, learning loss recoveryhappens in the classroom. It happens with a student engaging directly with ateacher. So when we talk about really trying to affect those needs, we startwith the classroom in mind and what we're seeing here again, just kind ofkeeping it overarching to to guide our conversation, we're seeing a majortransition from your traditional classrooms over to remote stylelearning. And then even to this hybridization model where you may havesome students in the classroom summer...

...at home, you may have a teacher insidethe classroom, but the teacher might also be at home. And so being flexibleis really important for schools. Now, the campus has to take all of this intoaccount when they're talking about security because when we're talkingabout a traditional classroom, security really just envelopes the students inthe classroom, the students walking around campus, but it's all on site.Physical and digital security. When we start talking about these hybridizationmodels, we have to take many more elements into into consideration aswe're talking about security and the district is keen to all this as welland with all these complex models that are kind of forming around educationwhere we have taken a stand is we have provided this thing that we're callingthe Samsung ecosystem where we are committed to providing a simplescalable and secure environment. Again, just addressing those campus needs,addressing the classroom delivery systems, but also absolutelycommunicating directly to the district and getting them what they need. Well,of course, these last two school years have really been among the challengemost challenging in recent history for both students and educators. So Samsunghas done some research with educators so find out their technology painpoints and find solutions for interactive classrooms. So linda, canyou tell us about that research and share more about what this interactiveclassroom experience would look like? Most certainly Shelby the researchwe've done is eye opening and that our findings that are consistent across abroad spectrum of contributors that we've worked and consulted with beforeI go further. I just want to mention that we've made it to take a point tothis consultative approach. So it's important to Samsung to build to theneeds of our users. So we interviewed educators thought leaders in educationas well as influencers who have specific knowledge about the day to dayuse of education technology and what we found is actually staggering that thereare consistent needs which have not been solved to any degree of confidencefor the better part of a few decades, so long before health and safetyprotocols have shut down our schools due to the pandemic, teachers werestruggling with daily lesson planned delivery and then the learning recoveryof struggling students, we also found students struggled to hear and seematerials that are being presented to them in the class and administratorsstruggled to keep up with the technological, social and emotionaltrends that are happening in the world around them. So we pulled in a group ofsuperintendents that we spoke with, we were inundated with stories aboutteachers being overworked and students...

...that are underperforming. So we'vereflected these stories and our solutions, we build solutions to themand um their concerns are also addressed in our offerings through ourpartners like yours Mario, let me ask you about Samsung's capabilities here.So there's a lot of technology choices for classroom tech, why Samsung andwhat does Samsung bring to the table? Yeah, I'm glad that you asked that andthis is what really gets me excited because now we get to talk a little bitabout the nuts and bolts and what it is that we're actually offering here a lotof times when we talk about education technology or classroom technologyspecifically minds go towards things like digital books or digital learningthose kinds of things. And really that's not the place where we're seeingthe most need, where we're seeing the greatest need as linda mentionedearlier is it's kind of the, the simple stuff. I mean if you've got a teacherin the front of the classroom working with a traditional whiteboard or evenwe're seeing a lot of is these projectors in the classroom, you've gotstudents in the back and in the corners, I can't see what's going on and there'svery little interaction now transition that classroom from traditional to ahybrid model and we've completely lost the attention because of the failuresof those pieces of technologies and I'm using air quotes very liberally here.And so that was the first place we wanted to address was, what is it likefor a teacher to deliver a lesson both traditionally and in this hybrid model.And so the first place we started was that white board. So we're offering aninteractive whiteboard that simplifies the process, not only captures theattention of the students inside the room, but can be used digitally toenhance the lesson being delivered synchronously or a synchronously acrossthe internet. Now there's plenty of interactive whiteboard companies outthere and I think some of the shortcomings that have been seen withthe technology over the last couple of decades have been that the interactivewhiteboard is traditionally incredibly difficult to use, uh it's difficult tounderstand and even after spending countless hours trying to understandprofessional development and utilizing this thing, teachers still don't feelconfident with the traditional interactive whiteboard. So what we'vedone is we've targeted The 80% or 70% of functions that are actually used byteachers. And we made those incredibly simple to be used so that rather than ateacher going in and having to spend hours and hours of professionaldevelopment time, a teacher could walk right up to our board and beganconfidently using that within minutes. Now, we didn't stop there because theinteractive whiteboard is only a piece of the overall equation. Ourinteractive whiteboard works on the exact same system that operates all ofour digital signage and all of our...

...visual communication tools, both insideand outdoors on the campus so that each one of these displays can be centrallymanaged by the district or by the school. You can push content to themand back to your security question, we can even use all of these displays toprovide campus security in the event of an emergency. So, uh again, we startedinside the classroom and then we work our way out into the hallways, thecafeterias, the administration buildings, even the athletics, thelibraries and outdoors with L. A. D. Well, Tony, let me bring you in to talkabout the channel here. So how can the channel capitalize on the K through 12market and what is Samsung doing to help. Yeah, thank you Shelby. Um, greatquestion. I think the channel is an area that I'm certainly very passionateabout and it's really key to success of Samsung as well as success of all ofour business partners and really there are three key areas that jump out at me.So first of all, you don't have to worry about as a partner with SamsungChannel conflict with one of the largest, if not the largest supplychain in the world. Samsung has always been a partner. First company, we havea very strong historical reseller channel business with very senior andexperienced channel managers as well as a dedicated distribution team andprocess. Yes, we do have an end user sales team as well, but they don't takeany business direct their financial incentive to drive business through thechannel. They can help an end user customer opportunities with our channelpartners and have deep, deep vertical expertise in such areas like educationand other areas. We also have a deal registration process which allows ourpartners to come to us first about an opportunity to get the price protectionover their competitors. The second point is that inventory, since we arelarge, one of the largest majority of the owners of our supply chain processcompared to most of the out of all of our competitors, We typically haveinventory. So these days, every company is having challenges in one area oranother and were seen as really loosened up in Q3 and Q4 compared towhat we've been hearing about delays from our competitors. In addition, wehave product diversity. So Samsung is certainly very diverse. There is noexception in display business with offerings and software and services andproducts such as hospitality, tv monitors and obviously our interactivewhiteboards, you can expand in your education customers with many productsin different areas. Finally we have structured programs and resources thatour partners can leverage so they can actually help them and financially andset them in other ways. So not only are able to leverage the Samsung brand andsales efforts, we also provide things like market development funds. So theseare funds you get as a marketing dollars to go back and spend intobusiness development activities. So the more you sell, the more Mdf or marketdevelopment funds, you get back rebates, you get money back for doing largevolume deals with our largest partners spits or incentives for the salespeople. We don't have any caps going on right now. So there's no calf forsalesperson or one of our partners to sell our interactive whiteboards duringQ3 right now. So it's a great time to...

...take advantage of making a lot of moneyif you are a partner rep. We also have a dedicated partner portal called RAscend with all kinds of information, including things like case studies andcompetitive information. We have a steady our customers experience center,which is what we call our BBC. So you can take your customers in and actuallysee the product's working firsthand. So great resources you can take care ofthrough great partners with, we can actually provide financing programs andwe also have finally really, really smart technical engineers that can helpwith demos improve of concepts with you Mario as part of my organization runsone of those teams. So mary maybe you can give a quick example have helpedone of two of our partners do this. Yeah, absolutely. So, um, partners willtypically kind of own that relationship with the end user as we refer to it.But really that's the school that's the district, maybe the superintendent andthe way we support them is we're able to deliver a first class demonstrationof exactly what it is that we've been talking about here today with youShelby. So we'll show up. We will do the entire setup, will demonstrate thesolution inside the environment in which it will be used utilizing thesoftware and even some of the methodology that that school hasadopted. And then what we'll do is we'll leave behind a subject matterexpert or an education specialist if you will to work directly with yourteachers and help them begin utilizing our equipment right away in a classroom.So it's um, it's a really unique program and it's a demonstration thatleads to an evaluation that really leads to our partners being positionedwell for success. So Shelby, I think you can see here that there's a goodchance Samsung has something that can help a partner or customer. We have alot of different areas that we can go down. So thank you, definitely,definitely. Well, you know, as we start to wrap up the episode before I get toour last question, I want to make sure we've hit on all those points. I guessI'll open up to the three of you and and I guess if there if there were tobe a headline on this episode, the most important takeaway that you want forour listeners, what would that be? Yeah, For me, you know, I'll step up firstthat I think Samsung is a big company and we have a lot of different productareas and I think we provide diversity. We provide flexibility. Were channelfirst Organization. We have deep vertical expertise and knowledge towork well with our partners. And chances are there's something therethat can help all of our partners in one form or another. So work a goodplace to start. You can reach out to your channel account manager if yourpartner already if now we can certainly help you get engaged with one. We alsohave the right tools and resources to keep things effective. So please we'rehere to help. And I think that's the biggest area for me, at least I don'tknow mary what are your thoughts? Yeah, I think, um, you know, the growingcomplexities that are happening both inside and outside of the classroomthroughout education and just, I mean, There's no way anybody could havepredicted the fallout from from 2020...

...and every day we learn new stories,look it's complex and it doesn't have to be. So I gave you three wordsearlier that really sum up our solution. It's simple, it's scalable, it's secure.Give us an opportunity to work with your team, will show you exactly howyou can capitalize on that. And I'll just add in on top of my peers that wehave dedicated resources specific to help channel partners with their enduser engagements. So we have knowledgeable industry experts in theeducation, both K-12 and higher ed to help them focus on the needs of theirclients, help them improve student outcomes bridge that learning loss gap,improve learning outcomes and really find the right bit of technology forthese districts, be it in the classroom or across the campus. So, our team ishighly focused on the vertical and certainly can help in many differentareas of the school and and really help them transform into the digital era oftheir campus-wide, definitely. Well, as we do wrap up this episode, we do havea question here that we ask everybody here on the podcast and that is fromyour standpoint whether it's within this particular niche of educationtechnology or, you know, technology at large, but where do you see technologygoing in the next year Mario, I'm gonna start with you. Oh, I love thisquestion, this is uh this is the stuff that we live and breathe over theweekend. You know, you love your job when you're actually reading articlesabout this over on your own time. So there's a couple of big, big words thatI think you're probably hearing over and over again. First one is definitelygoing to be, you know, stem and you know, specialized learning and buildingon these learning recovery models in such a way that they are verypersonalized and are affecting individual needs, not just for thestudents, yes, in those recovery plants, but also in identifying trends withinthe market where future students, which are students that become futurecontributors to society can participate. It's absolutely incredible howspecialized some of these schools are becoming, you know, before all we hadwere magnet schools and now we've got basically every high school in my areahas different programs tailored towards needs real needs globally and they'regetting students engaged in that, we do a program called solve for Tomorrow,which immediately affects a lot of these um, these kinds of initiativesand it's, it's really cool, you should, you should take a look at that, anotherbig one for us as e sports and it's just again, it's another great way toget students engaged and uh sure that...

...has to do with gaming which is kind oflike right on the forefront but there's so much more behind it. I mean there'scontent development, there's programs, there's programmatic advertising thatschools can take advantage of and then from a partner perspective we'retalking about lots and lots of equipment that they can participate inand plenty of opportunities for both uh you know, hardware, software, services,sales, engineering and consultative and then long term care of of these e sportleagues as well as e sports facilities. Lots of opportunity here. Anything toadd on that Tony or linda. Yeah, I'll step up. I think one of things I wantedto add, I think we'll feel really passionate about is that the linesbetween selling hardware and software and services are all blurring.Customers really want solutions and the flexibility and choice and how to payfor it. Samsung is able to offer all of that. So we're a perfect partner towork with. I see many if not most aspects of technology in general movingto as a service model as well with subscription pricing as a strongalternative to large capital upfront investments. So they want choice alsofrom a product perspective in addition to obviously interactive whiteboardsare led product line is the future for Samsung and the display business, bothindoor and outdoor and is growing very fast in the education market. So thoseare two key areas Linda. Yeah, I'll actually add on to what they said is,you know, you take all the technology and how do you incorporate all thattogether into an integrated learning solution. So you've got to bring it alltogether and make it simple for the information technology departments atthese schools, on these campuses, in these districts. So everything needs towork together in a seamless faction from software hardware and make sureit's easy to use for the teachers with minimal outages all wrapped together tomake that classroom really dynamic. And so how do you bring voice in theclassroom, You bring data in the classroom, you bring the software inthe learning management systems and the platforms in the classroom and make itall work So that again, these students are learning their engaging and reallythat outcome is then just positive going forward. And and they're nowcoming back to let's hope coming back to the classroom, all of them acrossthe United States and it will be very different from the last 18 months wheremaybe they were on their couch or their sofa. So that personalized learningexperience will be very important going forward definitely Well for ourlisteners who want to find out more about what we talked about today. Howcan they reach out From my perspective, there's a couple of ways one you can ifyou have no your channel account manager already, that's a great placeto start. You can reach out to one of us directly as well. I think it's youknow, certainly something we can do to...

...help get you engaged with the rightpeople and if you have a history of doing business with us, certainly go inand take a look at our scent portal which I talked about earlier. It's usedfor most communications and great, great place to start looking for whatyou need as well. Yeah, I think um most of those that are listening to yourbroadcast, they're already connected with ingram and they've got a rep thatthey know and they trust, ask them the questions. How do I get Samsung into myopportunities? How do I understand more about these things? How do I go and seethese things for myself so I can understand where to properly positionthese. We've got some great programs for you. They're all available to youand we're at the ready to support you. Fantastic stuff Mario, Tony and linda.Thank you so much for joining me. Thank you very much. Thank you. This is a lotof fun, appreciate it. Thank you and thank you listeners for tuning in andsubscribing to this episode of B two B Tech talk with ingram Micro if youliked this episode or have a question, joined the discussion on twitter withthe hashtag B two B tech talk until next time I'm Shelby scare hawk. You'vebeen listening to B to B Tech talk with Anger Micro. This episode was sponsoredby ingram Micro's Imagine Next B two B Tech Talk is a joint production withSweet Fish Media and Anger Micro. Ingram Micro production handled byLaura Burton and Christine fan. To not miss an episode. Subscribe today onyour favorite podcast platform. Mhm.

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