Beyond the Sales Pitch: Building Vendor Partnerships That Actually Deliver

Every district depends on vendors, but not every vendor becomes a true partner. Some disappear once the contract is signed, while others become trusted advisors in critical moments. Drawing on a former K-12 CTO's experience on both sides, this session explores what district technology leaders should expect from vendors and how to build relationships that create long-term value. We will discuss evaluating vendors beyond product features, asking better questions during procurement, managing renewals, negotiating contracts, and setting clear expectations. You will also hear lessons learned from years of working with technology providers, including common district mistakes and the traits that separate great partners from great salespeople. You will leave knowing how to identify vendors aligned with your mission, negotiate from a position of knowledge, and establish accountability, along with key questions to ask before signing your next contract and a framework for partnerships that support your district for years to come.