Blog · Industry
Which school districts, universities and employers buy one programme and are eligible for four. Which renewals have no logged contact this term. Which regional manager covers two hundred institutions and has visited thirty. From the CRM and the order history, institution IDs only.
How an education provider reads its base by first-purchase cohort, from the order history: the institutions that first bought in each year, how many are still customers, what programmes they hold now against what the cohort held at first purchase, the cohorts that expanded and the cohort that stalled, and why a cohort view finds the year something changed in onboarding or product that the renewal rate never explains.
16 Sept 20262 min readHow an education provider measures utilisation of what each institution has bought from the licence register and the usage export: seats or logins active against seats purchased, per programme per institution, the institutions under a stated utilisation ahead of renewal, the ones over it that need more seats, and why a renewal conversation without this number is a price conversation.
16 Sept 20262 min readWhy an education provider's coverage and renewal numbers depend on rolling schools, academies and legacy codes up to the entity that signs the contract, how to keep sites as a dimension underneath it, and the checks that catch a trust counted as ten small institutions.
16 Sept 20263 min readHow an education publisher, edtech or training provider measures programme fit per institution and builds a renewal watch from the CRM and order history: programmes held against eligible, renewals due with no contact, territory coverage per manager, and the reconciliation to invoiced revenue, with no student data involved.
16 Sept 20263 min readHow an education provider measures what happened to its renewal price increases from the renewal proposals and the signed orders: uplift proposed per institution, uplift realised, the gap by account manager and by institution type, the institutions that renewed at a discount to last year, the correlation with utilisation from the provider's own data, and why the average uplift reported to the board is made of a few full increases and many that were given back.
16 Sept 20262 min readThe ten questions the chief executive of an education provider puts to the sales and success teams, which institutions renew in six months with low utilisation, which cohort stalled, which trusts and districts are counted as ten schools, what did the price uplift realise, which programmes fit which institutions, which entities have gone silent before the academic year, which account managers hold a price, what is the pipeline against the year's target, which institutions are over their seats, and what changed, each with the table from the licence register, the usage export and the orders, and the answer to send back.
16 Sept 20262 min readHow education providers should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
24 Sept 20263 min readThe complete licence utilisation calculation on five institutions, small enough to check by hand: purchased seats from the register, active seats from the usage export at a stated activity threshold, utilisation this term and the same term last year, the renewal date and value, the retention list under a threshold inside six months, the expansion list at or above purchased, the site licence measured against enrolment, and the assertion that active never exceeds purchased, so a reader can reproduce every figure and then run it on their own exports.
17 Sept 20262 min readThe ten sales KPIs a company selling to schools, trusts, colleges and universities should run on, each with its formula, the export it comes from and what it tells you: licence utilisation per institution, renewal rate by count and value, renewal watch, price uplift realised against proposed, programme or product fit, group and trust penetration, adoption by purchase cohort, budget cycle coverage, onboarding completion, and customer concentration by contracting entity. Also the three measures most providers miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readInstitution coverage analytics for education providers.
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