Client Context

Our client, a leading higher education digital content publisher, was looking to expand its international reach to opportunity-rich higher education markets outside its core US business.

They requested Higher Education Market Intelligence to create a funnel defining top countries of interest as well as a path to approaching distribution partners in each country. We identified and screened top distributors in countries of interest.

Our Approach

We initiated the study with a top-down look at ~20 countries and selected four (Japan, Germany, Thailand and Spain) for deep dived based on:

• Overall higher education ICT infrastructure
• Proliferation of educational technology content and tools
• Market size for our client's product suite
• Ease of doing business

Our country deep dives focused on the market landscape for distribution of higher education content. We identified high value resellers or partners for our client, including cloud-based higher education content developers and distributors, English Language Learning content resellers and publishers and companies that supply technology, products and services into the higher education space in each country and offered pathways to approach them.

Impact

Our client was able to identify the most promising international markets for expansion of its higher education digital content and received warm introductions to top resellers within each country. This enabled them to accelerate their time-to-market and to expand globally using an asset-light model.