Name: Tailoring Sales Conversations for Education
Uploaded: 2026-09-23T15:16:27.703Z
Duration: 1 h 2 min 48 s
Description: Tailoring Sales Conversations for Education

Transcript for "Tailoring Sales Conversations for Education": Hello. Hello to everybody. Thank you to for having you at this webinar. This is, the second webinar for the Education Solution Academy, and we are happy to have here with us for this conversation together relating to the, the topic is tailoring safe conversation for education. So we are happy to be here with Microsoft and Intel to be sure we end we discuss with you this topic and, we have some good takeaway after this webinar. So, just to, I'm I'm just to be sure we, you you know about the, Education Solution Academy Lenovo program. So this education we started the Education Solution Academy Lenovo program in April 2026 with the objective to design a pow to design a program to empower education expert business partner, with the knowledge, ecosystem, and access, and credibility needed to drive the transformation we are living now we are, ex we have now in the education sector. And, these, we we are doing with you, because part of the topic and and the elements we discussed here, but also during the other conversation is based on your feedback. And, the important thing for us is really to give you, the elements to drive the right conversation with your customer. And we want this this this is just one of the element of the journey, the webinar. We have a lot of other elements. And for example, we created for you, an education solution academy, a close partner group in LinkedIn. So I would like it's really an exclusive online community where we publish different, assets where we start a discussion with you, and and we want to and also we connect each other. So I would like before to start the webinar to invite you to be part of this, LinkedIn group, and you have on the right the QR code. You can now, use it to enter in the Education Solution Academy, exclusive group created for you. So it's important now to go direct to the topic, which is the most important, interest elements. And, we want to discuss with, Gavin, master trainer and content manager in Microsoft, and with Brian, government and higher education sales strategy director. The, the May so the the the the main sales conversation, you can deliver with the the, customer. But together with Ming, also, we will have the occasion to, see together our portfolio and the solution we have in Lenovo for every need. And at the end also we have time for question and answer and suggestion for next topic and next conversation we have to deliver together on Education Solution Academy. Thank you for coming, and, I leave to you, for for for for, to start a conversation, Gavin. Oh, thank you so much, Rafa. This is great to be here. Thank you so much. Hopefully, everybody can see my screen and hear me. That's all good. So today we'll cover, cover couple couple of things, maybe three things. So, so when you're potentially so selling Microsoft products or while Microsoft in education, you know, what are the things to call out? We'll also talk about a little bit about a customer scenario so that you have maybe a little bit of a takeaway of a real scenario or a scenario that you could play out with your, with your customers through the sales process. So kind of calling out some of the things that are important along the way when we talk about, the solution and trying to make it a little bit real. We also have some polls along the way, so we're trying to make this as a little bit as interactive as possible. So we will actually, share that first poll. Let me just make sure that I have my there we go. We will share the I will actually share the first poll with you. So the first one just bear with me. I'm just checking my screen that it's moving. There we go. And I will launch the first poll. So, so we wanna know, so what are your typical customers that you're dealing with right now? So what are the typical customers? So primary school, high schools, or university, or colleges? So what are the kind of education levels that you're kind of currently dealing with? Give that a few seconds so that you can populate your answers. I don't see anything coming through just yet. Okay. Let me let me let me move. Thank you so much. Let's move along. Let's keep moving along here. So that was the first poll. So we are looking now at technical difficulties. Right? Let me just see what slide I am. We are on the mission slide. Let's talk about the Microsoft mission statement. This is really important obviously just to get started. So Microsoft mission is to empower every person and every organization on the planet to obviously achieve more. And education really sits, sort of at the center of that promise. So whether it's k 12 or higher education, Microsoft role isn't just really to supply technology. It's really to help institutions unlock opportunity. And that really is outcomes based for the learners, and educators, and also helping the IT teams. So that's sort of everything we'll cover, that we have today. So some of the some of the buying personas, which I think will make it a little bit easier, is to try and cover, not everybody that you deal with, but maybe some of the most common ones. So kind of the stakeholders, that are really important to talk to. So some of those con conversations will be important and how to align, the specific solution with that specific personas that you're talking to them, at the right level, at the right conversation, and they're, understand what the value of that product product is. So when we look at it, we are looking at maybe a couple of personas that are most common and we speak about Microsoft tools and services and education, we're kind of speaking maybe to a technology leader. So they're making, they are talking about technology. They are at the technical decision level, so they're making those decision. They're looking at the policies. They probably deal with some budget limitations, which they have to, try and cater for. So they're not only talking about, the implement of the technology, but also making sure that they're doing that within the budget and the limits of the budget. So and their priorities would be, cyber cybersecurity, compliance, and cost optimization. And, also, we're looking at educational leaders who oversee academic quality. So they really want the learning environments and optimized curriculums, and and also, they wanna do that within the budgets. And then lastly, we have or not lastly, but one of the other ones that we have is instructors or, designers that are design instructors who design courses and teach, and they want, students to obviously be engaged. And they can have to deal with a lot of diverse learning styles, and we can really show them how to streamline admin tasks and small spend more time with students and spending more time with their students, and actually getting the results that they're looking for. So let's take a look at, you know, the first three of these all these three, in a little bit more detail. So educational leaders, kind of kind of highlighted it, but just as a recap. So technology leaders, so they, again, try to support those day to day operations while still enabling growth. They might have to deal with the, you know, escalating cyber security threats. And sometimes the the data might be siloed. And, again, they might also be looking at, you know, having these disjointed systems where they're not always talking to each other. So they have to make sure that they're dealing with that, and trying to make make it as easy as possible to see everything across all of the the kind of, the different silos that they might be working on. So some of the ways that we can talk to them is obviously standardizing on Windows 11 Pro and Microsoft three six five, which creates that simple connected foundation and really helps the data and the visibility of everything that's happening in their environment. Educational leaders. If we can go back one slide, I think I'm on the next slide. Educational leaders, so educational leaders, they're really focused on improving those learning outcomes, again, while maintaining the, while maintaining the the budgets. So kind of sticking within their budgets, and obviously meeting those the more departmental, priorities. And again, Microsoft consolidates tools into that secure integrated platform that really replaces these fragmented third party applications, which they might be using to manage all of their different, different environments within their within their institutions. So they wanna make sure that they maybe consolidate that, and that will help lower cost and re Apologies, relative. Gavin. Sorry to interrupt you, but there. seems to be a technical issue. Basically, it's showing only the first slide, so it's not. advancing. It will be possible for you to share your screen Okay. and just No problem. because they're just. seeing. first slide. We tried to solve it out, but we couldn't, Yeah. so I'm interrupting. Thank you. No problem. I'll do that. Thank you so much. Let me actually share. Thank you so much for bringing that to my attention. Is that good? Perfect. Thank you so much. you. Well, thank you so much for bringing that. So, hopefully, you got you got all that and you're staying along with me without having to see the slides. Hopefully, that, you're, there wasn't too much of a technical difficulty that we're having. But, again, while I'm on this, educational leaders, so we're really looking to consolidate tools, and that integrated platform and really remove those fragmented third party applications. And all of this is gonna lead to better use of the resources, and the technology that supports the goals, and we're trying to avoid adding any complexity to that environment. And so quickly the, you know, educators, teachers, they're trying to juggle the teaching. They're trying to do the course development and still maintain all their admin, which they're doing at the same time. So that we again, we don't wanna create tools that add the complexity any complexity to their day to day talks. So, really, Microsoft simplifies their day to day and gives really time back to them, and they can focus on what really matters most, and that's really on the students. So, the combination of the, you know, Windows 11 Pro and Microsoft three six five really helps streamline this admin tasks and collaboration, and really focus on what the students are doing, and that's, what they really are looking at. So those are some of the personas. Again, we're talking about the same platform. Right? The same platform, and we're talking about three very different, value stories. So, again, it's all about tailoring the message depending on who you're talking to as well. So when we talk about the the Microsoft Advantage, so this is where you probably have the the value holds up when you're, talking to customers and, when you're talking about what that value is and what are the things that you can call out. So we wanna focus on what those customer needs are, and really lean into what that Microsoft Advantage is. So, calling out what are the what are the things that you can talk to them about. And one of the things is the devices. So when we talk about Windows 11 Pro devices for education, what are some of those, those those things that we can call out? So, we can really, you know, talk about choice, and so they can pick devices that match the users. They can talk about devices that match the learning scenarios, and even within within their budgets. And so that's again from classroom devices, so there's everyday classroom devices, to maybe high performance systems, for those specialized subjects that they might have as well. So really talking about the choice and the different form factors and, that are available. And these are all designed for modern workloads and peripherals, multi monitor support, so you can really recommend the right device instead of, sort of a standard configuration. And then we talk about, you know, being, being able to fit Windows into multi mixed environments, so it's really important that they, are able to do that in in case they have, network access, file access, and all of these other things that are needed. What's also important is obviously the scale of whatever the partner ecosystem brings. So, again, we talked about some of those applications which they might need, so, that's important. And any any of the support options as well. And then security and manageability, we can talk about things like the IntraID, Intune, and Defender. So this also brings all of that together, in identity management, protection, consistent policies. And with Windows devices, we also talk about chip to the cloud security. So from the moment you turn on that device, you know that it's secure all the way up until when you actually connect into maybe things like Microsoft three six five into the cloud. So all of this creates this, really great, ecosystem and this this really smooth experience across all of these devices. And so, ultimately, Windows is, Windows devices are actually giving you that flexibility, compatibility, security, and manageability. So, again, we're focusing on the customer's priorities, so this is really important. So all of these things are, again, focusing on those, those personas, those priorities that those customers still have. So I do do wanna spend, some time on the customer scenario. So, we really wanna make sure that, you can kinda put all that together, and make it a little bit more concrete. So, we have, kind of a real scenario that you could play out in in the school. So, many customers, you know, have, this kind of week to week, day to day experience. And so we'll talk about some of the things that potentially you you've come across already or that you've experienced. So we'll kind of dive into, a bit of a customer scenario here. So we can if you wanna picture picture a European school, so we have around probably, like, 800 pupils, maybe a 100 staff, maybe less than that, so somewhere around there. And then they have what what we call a part time IT admin. Potentially, it's permanent, but sometimes it's part time. And so, again, it's a really large number of, devices and and and information that that IT person needs to keep track of. So, what's also some some of the challenge that are very common is they run, probably like an aging fleet of mixed or shared devices. This could be across all of the different staff levels that they have. They they might have experiences with device management being complex, and and a lot of cases, it can be a manual process that needs to be done. And so we also have instructors complaining about these inconsistent technology experiences. So, this can be across different devices, different day, and, different problems. So we wanna try and alleviate all of this for the customer. So understanding all of these things when you're going to tailor a message is really important, so that you can really understand what are their day to day challenges. And one of the other things that could be a challenge is the leadership being concerned about data security and privacy. So that's obviously top of mind for sort of anyone anyone in the world or any, especially in in any organization, any educational institution, so they're worried about data security. There's obviously institution, so they're worried about data security. There's obviously privacy, which they have to meet. There's also compliance concerns, which are really important, so they have to manage all of those types of things. What could be also a concern is worrying about how to deploy all of these devices. So how do we we get all of these, devices into the hands of the people that really need them without creating complexity, without maybe having to hire additional IT staff or IT members, to manage all of that. So this could be a very common, profile for a lot of, a lot of the schools that you maybe deal with. So it's not really that the technology is a problem, but the capacity to actually make sure that they're running these things and managing all of these. So, what I've noticed what what's on the slide is a great way to look at it. So we're not leading with the products, we're leading with the key interests and the key priorities, and then we're sort of aligning, some of those technologies to those key, those key priorities. So we talked about the IT team or the IT leader worrying about, you know, security, compliance, and identity. So you can kinda see that, on the on the left hand side and how we can move that, how we can talk about some of the products to highlight or the solutions to actually highlight, are things like, you know, Microsoft Defender using Microsoft IntraID or using something like Microsoft Purview to actually make sure that they, meet all of those key interests and meet all of those demands that they have. Easy deployment. This talks around things like Windows Autopilot. So this is the Autopilot deployment, mechanism that is available. So we talk about that and how that can actually help in the in the deployment and device administration along with Intune for Education. So, again, we're we're we're covering all of these under a sort of, like, one umbrella and one salute and and different products, but under the one one Microsoft, story. And then, obviously, we're looking at, the device administration. So Intune and Education and Windows Autopilot, so this really helps ship, the devices and configure them, for the school. And then we're also talking about being able to manage devices for education. So, again, Windows 11 Pro devices or Windows 11 Pro for education devices are also a key part of that whole message, in terms of being reliable, secure, and manageable for the education team. So so when we look at, kind of moving, kind of looking at this grid, I know it is quite a lot of information on it, but what I wanna do is focus maybe on the first column per audience, because, again, we're we're talking about, the same solution, but we're covering three different value stories. So we're talking about three different kinds of value messaging that you can take, but you're still talking about this one, this one solution that you can actually talk to them. So tailoring that conversation depending on who you're talking to, is really important. So if we look at the first column, we're talking again to those technology leaders, which obviously leads us to being able to standardize on a secure platform that's easy to update and support. And then we can also set up and manage those devices remotely, with fewer manual steps, so that's a good call out. And then like I said in the beginning, so we're seeing all of the data, the device, information, the data, and the threat the threat risk, all in one place. So for an RT leader, that means that they're having the ability to see all of that, without having multiple tools, have multiple interfaces to actually go through and see all of that. So, you know, saving them time, saving them the the the the hassle of having to log in, log out in, multiple places to actually get a full holistic view of everything that's actually going on. And then the benefits of education to the leaders. So, for education leaders, what we're really, providing is that reliable access to learning tools, so being able to meet those expectations with the with the consistent device experience, across all of the the staff members, the staff that are actually using it. So, it is really creating, an environment that is, you know, is is protected for sensitive data and is being protected against the privacy, and their compliance expectations that they have as well. So kind of what we mentioned there. And then for instructors, we we wanna meet those needs about those dependable school ready devices. And so, we we know we can call on the Windows 11 Pro for education devices. The lessons really start with devices and apps ready to go. So, again, they're using familiar applications that they have within the Microsoft three six five suite. They have, the accounts and devices and the collaboration spaces that are all protected, so that they know they're getting, a consistent experience no matter what devices they're what what, from where they're connecting and those devices that they're actually using. So, really, it's the same investment, and then you can, obviously, give three different answers that you can, you know, kind of, three different messages, three different answers that you can give depending on who's in the room, depending on who you're talking to. So it really is, a great way to tailor the conversation, around who is who is the expected person, who are their what are their pain points, how I can align them to the different products and product set, and then what are the kind of messages that I can actually switch them about. So kind of, ending it off is, we do wanna say that Microsoft educations help help schools run. So it really helps them run more efficiently, more effectively, and more securely. So lead with the persona, and what we really wanna do is connect the priority of the solution, with Windows and Microsoft three six five to the specific, key point of interest, to their pain points that they might have. So we really wanna make sure that we address those. And the great thing is that you can do that all under one umbrella, and you can make the conversation, tailored to that, to those personas at any time. So, that is really what we're leading with. So if I take it away if I give you the the takeaways, so lead with the persona, connect with the priority and the solution that you have from a Microsoft point of view, Windows 11 and Microsoft three six five, and we can address those needs. And so yep. So we have questions at the end. So I with that, I'm going to hand it over to Brian. Thank you so much for your time. Alright. Thanks, Gavin. Thanks, everybody. Let me go ahead and pull up my slides in a second here. And so so while that's coming up, so, in way of introductions, my name is Brian Wirtz. I work at Intel. My job is to to manage the government and higher education sales strategy. I also work in our client group, so PCs. That's that's where my focus tends to be. However, what I can tell you all is that at Intel, which is in the same thing at Lenovo, we have a one Intel. All of our sellers sell the entire portfolio for for Intel. I know that's the case at Lenovo as well. So even though what you're gonna see tends to kind of it'll shift a little towards the client side of things, we we fully embrace the the hey. Client is is part of a broader ecosystem compute ecosystem. We wanna make sure that all of our products are are positioned in the right places to present them to the customers a full solution, which is really what they're after. Right? And so this will highlight what you've heard today, you know, from Microsoft is really aligned really well with what Intel has and what Lenovo has. So it really represents a really good partnership across the the technology industry to be able to bring those components. Right? No one company can can bring that solution, you know, all by themselves. So we're all thinking the same way. That's the good news, on on how this is working. To give you a perspective on what Intel, you know, what Intel's role is here, some of the questions I get, especially when I talk to customers, since Intel is a component inside of, you know, in my case, a a PC, I get the question a lot. Well, why are we talking to to Intel? Right? What what does Intel have to offer that we can't get, you know, elsewhere? And and, well, my response to that is Intel you think of Intel, it's it's the component inside the system, but it's the component that has all of the the features. Right? The vast majority of what a computer can do is is what the CPU can do. Right? And and so when we talk about what we want that computer to do, what problems it's solving, it's really important for Intel to know the problems that our customers have. Right? To know what technology can do and then have the CPU, the products that can then solve those problems. Alright? So so that's that's what we'll hear today. So personas and workloads are really important to to Intel and having that that feedback flow back and forth with customers, with with partners like Lenovo and Microsoft. Extremely important for for our business. Again, we we can't we don't we can't do that alone. A processor by itself, is is is great for, you know, something to sit on your desk but doesn't do anything. It needs a system. It needs an operating system. So so that that's really how we we come to the our customers and to our partners understanding that it it has to be a partnership. So when we look at education, this will apply to both higher education and and k 12. There's a broad range of of compute needs and this is what we're looking at here is is just a a sampling of a lot of what Intel looks at. Right? Kind of the big compute engines that are driving then, you know, what products we build. So if we just look at the classroom by itself, you'll see AI embedded in here. There's a lot of talk about AI and that's an important workload. The way that we view it is AI is the newest workload that we've seen in a while, but it's workloads that continue to evolve. Before AI, it was graphics. Right? Before that, it was networking. Before that, it was multi core processing. So there's just this evolution of the compute needs that that we have on our computers, and this one happens to be there. So we don't overemphasize, AI. It's important. It's where we see a lot of growth happening, and It's embedded. When we think about classroom, right, AI assisted learning, how can that help? What does that drive for compute? Understanding what's happening in the classroom is really important. We can do more personalized content you know, with with those sorts of, techniques. We can be more immersive in the classroom so that it brings a richer learning environment, to the to the classroom. That's something that a lot of the educators are interested in bringing to their students, right, where they can. It's more effective, for them. One of the new workloads, not new but the way that's coming about is new robotics has been around for a while in in compute, but we call it physical AI now. So we have AI in chatbots, we have AI agents that that are doing things in the digital world, and now we're starting to integrate that into things in the physical world. So that's called physical AI, and we see a lot of that development happening in the classroom, whether that be a robotics lab, whether that be a research. In university, we see research, joint joint research ventures between private industry and and university. Right? So we see a lot of development happening there. It's important that we have the right support there. Understanding if that's a workload, for your customers is is really important. And then we get into some of the, I would call the more the more standard, you know, traditional needs that we have. So we're still, you know, IT still needs to run the IT for their institution. Right? And that comes with things like we heard, you know, before about manageability, security, right, performance that we have, everyday performance. All those things are really important still. So we can't not do those things as we see these emerging workloads. One of the places that we tend to focus because it's the leading edge are those labs. So when you look at and these are labs that again could be in any kind of, you know, environment from, you know, k 12 institutions all the way up to university, all the way up through, you know, HPC. We see a lot of supercomputer clusters. So when we think labs, especially even for me as a PC person, I think okay well is that is that lab, you know, does is it just PCs and they're interested in doing let's say local AI development or local programming, right, engineering work on on those devices or is it something that's gonna feed into then a server cluster that they might have on-site? Right? How does that change the solution? So we're constantly thinking about what is really the actual solution that the university is after for their teaching outcomes, and then how can we support that best? That's where we get into the research side of things. Right? We see a lot of that research happening. Again, a lot of the leading edge of of what's coming gets first adapted in in those classrooms. So again for us, it's an important feedback loop to understand are we providing the right products that can keep advancing those those research needs. And then on what we've seen traditionally and before it was AI research, it was media and content production or content creation. See a lot of those creative labs out there as well and that has been previously and still is what's driving a lot of the the compute needs in education. So there's a broad range, right, of needs out there. That's why we have a broad range of products. But from an endo perspective, we have all of this, you know, on our radar. When we look at personas now, so we think there's this broad range of products and needs of workloads out there. How do we map that then to who's using those and in what capacity? That's really what the talk today is about. And so Intel has a very similar view on what the personas are to what what you heard from from Microsoft, earlier. There there's there's three main ways that we do this. There's there's more personas. You can divide this down and and get into, you know, specific, you know, details. But at a high level, there there's there's three main types of interfaces that that we tend to have as a sales team. So it's an instructional leader, and then it's the the IT decision makers, the IT shop, and it's the lecturer, the actual, you know, education professional, right, the teacher in the classroom. And so for an instructional leader, for the leadership in an institution, what they're interested in is, you know, having their institution run as smoothly as possible. We talk a lot these days about reducing friction. These are the folks that are really interested in making sure that we reduce friction. Make technology easy to integrate. Technology shouldn't be the answer. Technology is a means to do whatever they want to do. And if we can get technology out of the way, if it just works for them seamlessly, that's the most kind of success that we can have. So that's what we're looking for is how can I make this as easy as possible? You know, they're concerned with budgets, they're concerned with, you know, consistency capabilities, ease of use, security of course is is important to them as well. So that's where we focus on that. Now notice we're not talking about products, we're talking about what it is that they need. One of the the things that you'll kind of hear throughout is I eventually get to products, right, and Intel has, but really kind of flipping that. At Intel especially, we're good at describing our products. What what we what we struggle with sometimes and what we're trying to focus on more is exactly what we're hearing today. Let's talk about the customer needs. And and if we understand that, well, that will lead to the right products automatically. Right? To the solution to those to those challenges and those needs that the customers have. So that's where we we talk high level with the the the leadership. The IT shops, this is something that's consistent across the, I would say, the commercial space, whether it's education, whether it's an enterprise, small medium business, they all have IT needs. And so how can we we help there? So the conversation is slightly different. This is about manageability. How can we reduce those operational costs, for the for the institution? How can we make sure that security, your needs are are met? Right? Make sure the products that are in that environment are secure. Right? As as secure as they can be. How can we lower cost? How can we make sure that the stability is there to make the the operations of running IT as smooth as possible as things are integrated constantly, new workloads, new new, you know, devices, new, you know, entry points constantly. So that's that's we talk about that very consistently with our customers when we talk at IT. And then the third type is is the really the the classroom experience. So this is the lecture. So this is where, you know, from a university perspective, yes, there's running the business of education, but then there's, you know, making sure that we're, you know, the mission of of the the institution is to teach, you know, students. Right? And so so let's make sure that that's happening as well as it can. That's both in the classroom and outside of the classroom from a lecturer perspective. What do they need? And they need their device to do with what they want it to do as easily as possible. This is where we talk about things like performance and capabilities, and we get into a little bit of, you know, the features that that the the devices and the solutions can bring to make their job easier. Right? Using technology as an asset, as a as a tool to use, in the classroom that makes it, you know, either their job more effective, easier, you know, more capable, things that they couldn't do before that they can can now do. And so those are the three types. So to give a little bit of a sales, you know, side of it, for those three personas, right, we if we look at the the leadership, right, what we mentioned is outcomes are important. Equity, which we haven't talked about before, is important making sure that that's all students have equal access to technology. Right? So they can have the equal access to their education, right, through technology is important. So this tends to be what we talk about and then we just have a little bit of advice on hey, what what what to talk about. Right? So we talk about the standards, we talk about what's what's interesting to them, make sure technology meets their needs. This isn't the place for a speeds and feeds conversation. Right? I mean, it it can be helpful if if that person is technically inclined, but but generally speaking, they're more interested in how technology can help them. Right? When we get over to the IT side, in the middle column, that's where we talk a little bit more about mapping those those needs, into the environment itself. So we start talking about things like the AIPC. We start talking about things like, at at Intel, we have a product, you know, vPro. It's our commercial line of processors. That that's going to meet the needs. We talk about security. We talk about manageability and how those solutions can help that IT shop run more effectively. And then when we talk with, with lecturers, again, they're interested in in performance. Right? Make make that device, do what they need to do, but not add complexity to to their environment. Right? They're dealing with enough, as it is. So so in this case, you know, we're looking for, things like making sure the latest software, the latest capabilities are on device, right, making their their lives as as easy as possible. And this is one case where where we we look at, here are the workloads that we can demonstrate for for that, you know, individual or that department. And that really goes a long ways to for them to to show. We talk a lot about what the technology can bring, but the actual you know, if they can see the technology in use, that really helps them understand how that can help them in their classroom. So, you know, any capability you have to to run demos, show them the technology, show how it works using their workloads, using their software, that really helps and goes a long way towards towards them understanding how technology can help and it really helps the conversation along. Alright. So then we do get into products. And at Intel, it's good, I think, for people to just kinda take a step back and and, you know, ask the question, well, what products again, this is our PC portfolio, so from a PC perspective, what products does does Intel have? You know, what what can we bring, and and what does that look like? And and really the the thing that we wanna make sure that people know about Intel is that we have from from entry through high end, the entire spectrum of PC needs, we have products for. Right? And and the way to look at this is if we start, you know, just quickly go, you know, on on the left side, Intel Core. So if you see Intel Core, that's a entry level mainstream device. Right? So those are very good value for the compute that you get. You get amazing compute. You add a very good value. So think about things like in operations, student devices really work well there for a generic, you know, kind of student device. The next, name that you'll hear is Core Ultra. So there's and everything else above there ends up getting that that Core Ultra, brand. That's the premium side of things. So now we get into some what I would call more serious compute. Right? We need more cores. We need more capabilities. You start to see some requirements from those IT shops about maybe specialized degrees that need a higher level of compute. Right? If we add more graphics onto there, right, the the graphics capabilities of these devices has gone way up. So things like AI, inferencing on device, Right? Happens with your onboard graphics. Things like, you know, you know, creative, you know, shops, photos editing, video editing, simulation that happens, you know, on device a lot. So we start to increase those capabilities there All the way up through workstations when we talk about research labs depending on what the research focus is, we all the way Xeon is our top end line of processors. It's also the same processor brand that goes in our servers. We have workstations that have server class processors in them. So really whatever the needs of that institution are, you know, all the way from entry through through high end processing, you know, borderline into, I mean, mini servers, you know, we have those those products available. So it's good to understand that that that's all the way through there. There really should be a product available for for any type of persona, any type of workload in a in an institutional environment. Alright. Just to wrap up my portion here, so so with a quick I mean, a call to action. So the whole talk today is about personas. We have different conversations with different individuals. So understanding what they're interested in and start the conversation at that place, that's really what we wanna start with. So understand who your audience is and and who we're talking to. Talk about what they're interested in, the outcomes that that they're looking at. If it's IT, it could be operational. It's leadership, it could be more strategic, high level, you know, learning outcomes. If it's a if it's a teacher in a classroom or a professor in a classroom, that that could be, you know, how do we make that experience better for them? And then anytime we can. And this is something where you can engage your Intel counterparts. You know, you can you'll have my contact information after this. You contact me. Contact if you have somebody at at Intel that that, you have contact with, show them. Show them the technology and and demonstrate what it is that it can do that really a lot of times I see the light bulb go off when people see what, what happens there. So, high level that's that's what we do at Intel, and and that's, the call to action. So thanks everybody for your time. I'll turn it back over to the Lenovo team to continue the the the pitch. Thanks, team. Thank you, Brian, and, I'll go next. Hi, everybody. My name is Ming Gao. I work as a portfolio strategy manager at Lenovo, and after hearing more, about the persona from Brian, I wanna talk more about it from the Lenovo portfolio perspective. Let me share my screen quickly. Yeah. So I'll talk about Lendable Solutions for every need for roughly ten minutes here. Before we dive into it, let's take a look of the commercial offering that Lenovo has in education. So when we look into it, we can kind of take you as two major part. The first one will be, the PC. So any laptop, port station, or desktop will be under that, and then everything else. So the the accessories, the visuals, and even the software solutions beyond those. And for the PC part, we kind of separate into four, different categories, The k 12 student, the k 12 educators and staff, and then the higher education students and higher education educators and staff. Now when we look into this, for the k 12 students, we have the traditional Windows education devices that has the most volume, the iconic a 100 w, 500 w, and 13 w. And besides those, we also have the tablets offering that are good especially for lower grade students, who like to use the touch part of the device. And then we also sell a good amount of the theme center desktop for k twelve, which I'll talk more about later. And for k twelve educators and staff, the Lenovo commercial offering will be the, the entry level ThinkPad. So we are talking about the e series here, the l series here. And those are the ones with extremely well total cost of ownership that show the best value to the k twelve customers without a big biggest investment like the more high end ThinkPad, but at the same time, provide all the commercial, offering, like, including the BIOS deployment and services that attach with them. For higher education, it's a little bit more tricky, since, it's more, various compared to the k twelve offering. But in this case, we'll be talking about the AI PC that's been out, especially with the Intel Aurora edition features and also the Copilot Plus PC features. And we have the mobile workstation, we have the desktop workstation, and the traditional ThinkCentre desktop as well. And let's go a little bit more onto each part of that. So let's start with k 12. So for k 12 students, we really build those devices specifically for education, specifically for students. Every device is engineered to think about the real world usage of them in the classroom. So for example, we have extensive testing, for for their durability, and we also know well about, what parts are most easily to be broken in the classroom and make sure that those are the modular designs to make them, more repairable. We have a really, good security for those devices as well, enabled by the ThinkCent ThinkShow, the features. And, also, I mean, the Lenovo commercial software that's specifically for education will also ensure that the classroom rests smoothly with those devices. So, for example, we have the Lenovo Lens School, the the NetSuipper, and the Lenovo device orchestration that help to manage the devices and make it easier for the manageability of the teachers and the IT admins. And really what set us apart is, the story about durability and repairability. We have an average of nine out of 10 I fix it score, which is considered really high in terms of how well they are for their repairability. We know the parts that students use and may be broken most easily and we make them all very easy to be repaired in terms of the number of steps needed to take it out and also, how easy it is, to to swap that particular part rather than a larger unit. And that only not only, shows that we are better at managing the repairability but also that means the devices can stay in the classroom for a longer time so that students will have uninterrupted learning experience, and make sure that they have the tech available for them at all times in the classroom. Another program that I'd like to highlight here is the OWAYS two Education Wonder program, and that is designed for the packaging of those education devices. And what we did is we printed out the STEM related kit onto the package. So for the school, rather than three out of the package, they are able to easily use the package into those STEM kits for education. So we have a few, examples in the photos below, but, they show that how the students can actually make something out of the the package. And that's not just the story of sustainability, but it's also about STEM education and it's about creativity. And let's move a little bit onto the teachers and items and staff in K-twelve. So I mentioned earlier that we sell a ton of ThinkPad l and e series in this, in this scope. Those are the ones that really make sure that the audience have the productivity and workflow that they need for their everyday teaching and everyday work. But at the same time those devices are also durable and repairable. While they are not designed as student devices, they also have to follow the commercial standard for durability, so they are very tough. And they have the, modular design for repairing the parts as well. And more than that, security is always on the top of our mind. So when it comes to the security consideration, it's really both hardware and software part of the design that makes sure that we, cover everything to have them available for the for those audience. So so let's take a look of the overall value proposition for the Lenovo portfolio in K-twelve education. We have the devices designed particularly for education, with the hardware specifically engineered for students and everyday use in the classroom. And when it comes to the differentiator, we are really proud about our durability and repairability and also the long life cycle for those Windows education devices. And when it comes to a larger scope here, they are really scalable and manageable, which are the parts that make our devices, designed not only for education, but also for, the the manageability for the institution. And last but not least, we have to add on services and software, designed specifically for the education environment that make the full cycle complete. And now let's move a little bit to the Higher Education. While it's more tricky to say particular products are designed specifically for Higher Education, we do have a few, series that are selling really well here. So first of all, ThinkCentre. And I have to say that ThinkCentre also has a really good volume in the k-twelve as well. So this would apply to both K-twelve and higher education. But those are really the devices that has the the commercial trusted quality and reliability without too much of a big investment from our customers. They also have the security, in mind in terms of the design and also the manageability of those devices. So when we look into the portfolio of the SNC center powered by Intel, we know that, the M series, which is a mainstream think center, sells the most in education. And in terms of the form factor, we have everything from tiny to small form factor to tower and all in one. And we see that we saw the most of the tiny form factor. Our customer like that, they don't have to have a big space on their desktop in order to have those devices, but at the same time, the the timing will be perfect for any labs, for any, from the library lab to the research engineering lab, and also for the everyday use of the staff as well. I do want to point out that, well, the the tiny and, Sirius is the best seller here, we do have a few really, exciting offering. One of them is the x r u one. That's the newest and most exciting desktop with the Intel Aura addition additional features. And that one has the newest feature of smart lens, for example, that's, not only good for students to use it to take notes and, switch them to the digital format, but can also be good for the teachers to use them to prepare for annual courses. Let's move a little bit more to the workstation. So we have a reliable and iconic workstation series for both the desktop workstation and the mobile workstation. When it comes to the, the desktop workstation, it's the ThinkStation portfolio. And in the higher education, we see that our customer love anything from the p two all the way to p four, while the rest are also, really impressive in education, but have a slightly lower volume. But in terms of the selection, we see that the p three is the most popular among our higher education customers. And we have multiple offering of the form factor for p three, making it, really, good option if they want something that's not as expensive as a p 10, but also, they can have the flexibility for the form factor. And for the mobile workstation, so we have the Intel offering, from p 14 s all the way to p 16. And they are all relatively all, equally being picked by the customers. We don't see a particular trend of one selling a lot better than another, which means that they are really designed for different use cases, and they are ready for any customer's scenario. So in that case, I we would position them all, really well for the higher education. And time is almost up, so I'll stop here. And thank you all for your time and attention today. So thank you. Thank you very much, Brian, Gavin and Ming. We would like just to launch a short, poll, to have your opinion also for next step. Okay. You can see the poll, on the right. How relevant were the topics covered during this webinar to your role? Please submit your your, reply. It's really important for us to understand the the topic we need to, discuss for next time. Okay. I think I think it's done. And, this okay. We can move to the next. We are we are still receiving. Okay. We are still receiving some some reply, please. So more more need to come. We don't have a lot. So it's just a quick question. Please let us know. Okay. So the second question, is would you be interested in joining future education solution Academy webinar and initiative? Yes. Not sure. Probably not. 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