If there’s one thing this session made clear, it’s this: Breaking into higher education is not about having a great product, it’s about understanding the system you’re stepping into.
The second InformED webinar brought together Kerstin Schofer (University of Technology Sydney), Kate Ames (Torrens University & ACODE) and Winnie Tong (Red Velvet AI) for a candid, behind-the-scenes conversation on how universities actually make decisions and why so many EdTech solutions never make it past the first conversation.
So, what stood out?
Universities aren’t one buyer, they’re many
One of the biggest mindset shifts? Universities don’t buy like a single organisation.
They’re made up of multiple decision-making worlds: enterprise IT, teaching and learning, research, each with different priorities, risk levels, and processes.
Which means: If you’re selling one way to “the university”… you’re probably missing the mark.
“Painkiller, not a vitamin” hit hard
This line stuck with everyone.
Right now, universities are under pressure financially, operationally, and strategically.
So the bar has shifted.
If your solution doesn’t:
- solve a real, urgent problem, and
- show clear ROI or productivity gains
…it’s not even entering the conversation.
“Nice to have” is no longer enough.
The word “pilot” is quietly falling out of favour
This was one of the most talked-about insights. What used to be the default entry point “let’s run a pilot” is now often a red flag.
Why?
Because universities have been burned before:
- pilots that never scaled
- unclear outcomes
- IP complications
- lots of time, little return
What they want instead is something much more intentional: a clear, staged roadmap that shows how this actually scales
Integration can make or break you
Even the best product won’t land if it doesn’t fit.
Universities are deeply embedded in existing systems: LMS, enterprise platforms, internal tools and anything new needs to work within that ecosystem.
Standalone brilliance isn’t enough.
Connected value is.
Trust isn’t built in a pitch, it’s built over time
Another big theme across the conversation: The best EdTech companies don’t just sell, they align.
They:
- Understand institutional priorities
- Speak the language of teaching, learning, and student success
- Build relationships with the right people (not everyone)
- Show up as long-term partners, not quick wins
And that shift from vendor to partner is where things start to open up.
Compliance isn’t a hurdle, it’s the baseline
Data sovereignty. Security. Accessibility. Privacy.
These aren’t “extra points” anymore, they’re non-negotiables.
Especially in Australia, where:
- Data hosting location matters
- Cyber security sign-off is mandatory
- Accessibility is becoming embedded in national standards
If you’re not ready here, you’re not in the conversation.
And then there’s AI…
Every institution is exploring it but not at the same pace.
What’s slowing things down isn’t interest, it’s:
- Academic integrity
- Ethical use
- Data protection
- And a big one: AI literacy across staff and students
At the same time, this is where some of the biggest opportunities are emerging especially around assessment, learning assurance, and student support.
The underlying message?
Universities are incredible partners but they’re complex, high-stakes environments where decisions carry long-term impact.
The EdTech companies that succeed here are the ones that:
- Solve real problems
- Understand the system
- Respect the process
- And think beyond the first deal
This session didn’t just explain procurement, it gave a much clearer picture of how to actually navigate it.
Read more about InformED initiative
Don't miss our next events
CEO Syndicate: Children’s Online Privacy Code Roundtable
Tower 2, Level 12/727 Collins St, Melbourne VIC 3008
AmplifyED: Understanding the Australian Education Market for EdTech Sales
Lower Ground, 323 Castlereagh Street, Sydney NSW 2000
CEO Syndicate: Exploring the Global K12 Education Sector
323 Castlereagh Street, Sydney NSW 2000
AmplifyED: Conversations and Connections
Lower Ground, 323 Castlereagh Street, Sydney NSW 2000
CEO Syndicate: System Level Priorities Shaping Australia's Education Sector
Tower 2, Level 12/727 Collins St, Melbourne VIC 3008