Published on March 10, 2014
Key selling points
Introduction 2 There are a lot of reasons why a school or education authority might choose itslearning. But we can’t mention them all every time we speak or write. So we’ve identified the seven most important. These are our key selling points. Every sales person should know these key selling points inside out. They should be top of mind whenever you talk to a potential customer or write about our product, whether it’s in an email to a single customer, a presentation or a piece of sales collateral. Read the document carefully, and keep it with you for reference at trade fairs and meetings. Why we’re here
Introduction 3 As well as explaining each key selling point, this document also includes links to pages on our intranet and webpages where you can read more about the supporting features. In this book, each key selling point contains the following: The KSP the key benefit for the customer The Example customer-focused text that explains the key selling point in detail The Illustration a graphic to illustrate the key selling point The Pitch an explanation of how to use the key selling point The Evidence all the features or selling points that support the key selling point (with links to more information)
4 What's in the book Our messaging structure Our main message Our key selling points for teachers & decision makers Improve student performance pg.9 The example The illustration The pitch The evidence Teach 21st century skills pg.17 The example The illustration The pitch The evidence More time to do what you love pg.25 The example The illustration The pitch The evidence Help every student achieve pg.33 The example The illustration The pitch The evidence Improve teaching quality pg.41 The example The illustration The pitch The evidence Teach the way you want to teach pg.49 The example The illustration The pitch The evidence Our key selling points for IT staff A worry-free IT system pg.57 The example The illustration The pitch The evidence Integrate with anything pg.65 The example The illustration The pitch The evidence
5 Our messaging structure Improve student performance Teach 21st century skills More time Help every student achieve The supporting pillars (key selling points) The supporting evidence (features & benefits) (there are many more than listed here) App Library Automated tests Premium content Ease of use The wheel Our main overarching message The learning platform that teachers want to use
6 Our messaging structure Teach the way you want to teach Improve teaching quality concentrate on other things Integrate with anything The supporting pillars (key selling points) The supporting evidence (features & benefits) (there are many more than listed here) Open system In-built digital tools Cloud-based platform Parent portal Data Security eSafety Our main overarching message The learning platform that teachers want to use
Main Message 7 The learning platform that teachers want to use Ultimately, we know that itslearning benefits the young people studying today. Students use itslearning to keep track of their learning, access resources outside of class time, complete assignments and tasks online, collaborate with each other and their teachers, and much more. But we also realise that students will only truly benefit from itslearning if their teachers use it effectively. That’s why we believe the best learning platform is the one that teachers want to use – and it’s why we ’ve designed itslearning with teachers in mind.
Main Message 8 Research by professors such as Dylan Wiliam and John Hattie shows that the teacher remains the most important aspect of education. That’s why we’ve designed itslearning for teachers to use. The message that itslearning is the learning platform that teachers want to use is a powerful one, for both teachers and decision makers. People often come to itslearning because they’ve tried another system but found that their teachers didn’t use it. itslearning is different: it’s the learning platform teachers want to use because it’s easy and effective. This message sets us apart from other learning platforms. Most other platforms put the student at the heart of what they do. But we believe that focusing on the teacher enables us to increase user adoption – and so the effectiveness of our platform – because students will only really use the platform if their teachers fill it with exciting and relevant resources, news and tasks.
The KSP 9 Improve student performance by engaging their imaginations
The KSP - Improve student performance by engaging their imaginations 10 itslearning is primarily a pedagogical tool that helps teachers bring modern technology into the classroom, so they can create activities that engage their students’ imaginations. Using itslearning, teachers can encourage their students to explore, learn, share and express themselves using creative digital tools and the kind of social media tools their students love. All this means more engaged students, which ultimately leads to better student performance.
The Example 11 Today’s students communicate through Twitter, share photos on Facebook and keep up to date through blogs. Many also make their own videos, animations, computer games or music. itslearning gives you a simple way to encourage your students to use these skills in an educational setting. The itslearning App Library is full of educational apps and resources that you can use to inspire your students, from photo and video repositories to stop-motion animation creators and music mixers. Improve student performance by engaging their imaginations
The Example 12 There are also plenty of in-built tools, such as test tools and discussion forums, that enable you to move traditional classroom activities online. This makes it easier to put educational techniques such as blended learning and assessment for learning into practice. In short, your students can chat, share knowledge, write blogs, play educational games, collaborate and complete assignments online. And, because itslearning is a secure website, there is no danger of random internet users stumbling across any of their, or your, information.
The illustration 13 Helping teachers engage their students’imaginations
The Pitch 14 Helping Teachers engage their students’ imaginations Almost everyone agrees that students learn better when they are engaged in their activities. Today, in a modern classroom, this requires mixing pen and paper methods with modern digital activities. itslearning makes this possible. Research A number of researchers cover this point. Perhaps the best know is John Hattie. Among other things, he argues that teachers must give students clear success criteria, find out where they are in their learning, give them space to show their skills, and engage them in work that is related to their real life. See his book Visible Learning for more info. • See also Lev Vygotsky and Howard Gardner • See also our whitepaper on Blended Learning How to demo “Students should create on the computer, not be passive” Show how students can use apps, such as J2E Infant Tools, to paint, animate and more. You could also show how pages can be used by students to create and share their own resources. “I want to use video, but don’t want students on YouTube” Show how a teacher can embed videos from websites, such as YouTube, TeacherTube or khanacademy, on their course page. You can extend this by linking the video to a test or assignment. Examples • See the Eastfield Primary School case story • See the Lutterworth College case story
The Evidence 15 In-built digital tools Premium content parental engagement Engage your students with creative tools App Library An open system better communication Resource sharing Supporting research: Why blended learning is on the rise: Passion for Learning Improve student performance by engaging their imaginations
SIMPLIFY YOUR LIFE safe, secure and always available cloud based eSafety Data security Find out more on www.itslearning.eu or the Sales & Services section of the intranet. fast admin easy to use Improve student performance by engaging their imaginations
The KSP 17 Teach 21st century skills and give your students the skills they need for the modern workplace
THE KSP - 18 With itslearning, ITC skills are no longer just the realm of IT classes. Teachers of any subject, from biology to modern languages, can use itslearning to introduce modern teaching and learning methods that build-on and expand students’ IT skills. For students, this means they get to practice the kind of skills they will need in the modern workplace throughout their school life. Teach 21st century skills
THE EXAMPLE 19 Many modern employers want employees who are comfortable with email, instant messaging, video conferencing, digital spread sheets and much more. Traditionally, these IT skills have been taught in school during IT class. itslearning makes it possible for teachers to help students develop these skills – in any subject, from biology to modern languages. With itslearning, you can ask your students to complete part of their studies online. They can find study materials online and collaborate using shared online work spaces. Teach 21st century skills and give your students the skills they need for the modern workplace
THE EXAMPLE 20 They can also create videos, PPTs, digital images, music and much more – and then share their creations with other teachers and other students. All this makes itslearning an ideal way for you to introduce digital skills into your lessons. For many students, this way of working matches the way they interact with each other outside the classroom. As a result, it feels more relevant to their daily lives, which helps increase their engagement in the subject – and ultimately helps improve student retention.
THE ILLUSTRATION 21 Helping teachers MODERNISE THE CLASSROOM
THE PITCH 22 Better student retention with modern teaching methods For many schools, the pressure to produce workforce ready students is an ever present. As a result, they need all their teachers to teach digital skills, not just IT teachers. This increases the perceived relevance of education among students and leads to fewer students dropping out. Research The Partnership for 21st Century Skills is a US organisation that advocates for 21st century readiness for every student. The Partnership gives a holistic view of 21st century teaching and learning to help students master the multi-dimensional abilities required of them in the 21st century. • See also the Passion for Learning course page • See also our whitepaper on Blended Learning How to demo “I want my students to talk, not stare at a computer” Demonstrate activities that are done collaboratively inside itslearning. For example, student-made tests. “I teach history (or any other subject). How can this use IT?” Show a history course page that includes videos, discussion forums and polls. Focus on activities that teachers can create for their students to complete online, such as digital tests. Example • See the Curry College case story
THE EVIDENCE 23 In-built digital tools Premium content Engage your students with MODERN tools App Library An open system collaboration tools assessment for learning lifelong learning modern teaching methods Blended learning Teach 21st century skills and give your students the skills they need for the modern workplace Supporting research: Why blended learning is on the rise: Passion for Learning
safe, secure and always available cloud based eSafety Data security fast admin easy to use easy to get started high user adoption Single sign-on Teach 21st century skills and give your students the skills they need for the modern workplace Supporting research: Why blended learning is on the rise: Passion for Learning
THE KSP 25 More time to do what you love: TEACHING
THE KSP - More time to do what you love: TEACHING 26 itslearning automates the routine tasks that teachers have to do everyday - such as grade reporting and setting and collecting assignments - so they have more time to focus on their students. itslearning also enables teachers and students to digitalise their tests, assignments and reports. As a result, teachers have less paperwork piling up on their desks, and can access information and complete work online, whenever it suits them.
The example 27 More time to do what you love: Teaching itslearning automates the routine tasks you have to do everyday - such as grade reporting and setting and collecting assignments - so you have more time to focus on what you love: teaching. Using itslearning’s automatic tools is simple. When you create a test in itslearning, for example, your students are automatically notified of the task and the deadline. You can also decide whether to mark the tests yourself, or to have itslearning mark them automatically. Also, when you grade the assignments, all the grades as well as your assessment comments are automatically transferred to your students’ gradebooks.
The example 28 Relevant information, such as grade and behaviour reports, is always available for you, the student, school mentors, department heads and even the student’s parents. This gives everyone at the school valuable information about how individual students, class groups and year groups are progressing, so you can spot any warning signs early. You can also use itslearning to minimise the work involved in communicating class news and other information to students and parents. Add a simple note to your course dashboard, about an upcoming class trip, for example, and every student will see it when they log into itslearning. All this means you have less paperwork clogging up your desk, fewer admin tasks to remember, and more time to spend teaching.
the illustration 29 Helping teachers Do more with less time
The pitch 30 Every teacher would love more time Teachers are under ever-increasing pressure. They need to deliver more differentiated teaching, master more advanced technology and introduce new techniques. But they also have less and less time, because they need to interact with more children in more classes, compile more detailed reports and communicate more fully with parents. Research A 2006 report called The Time Thieves (Tidstyvene) surveyed 1,177 elementary and 1,273 secondary teachers in Norway about working hours. The report found that 20-40% of teachers’ time was spent following up students and doing practical tasks around teaching. • Read the full report • See also our whitepaper on the 12 Benefits of a Learning Platform and our whitepaper on Assessment for Learning How to demo “Writing reports on each student is time-consuming” Show how a teacher can work systematically during the term (with the assignment/test tool, grade book and ILP) to save time at the end of term. “Common staff meetings to give basic info take too much time” Show how staff can use itslearning to communicate basic information, such as timetable changes and staff absences, and so negate the need for a meeting. Example • See the Barnsley Academy case story “Creating lessons & resources takes too long” Show how teachers can share lesson plans and activities with other teachers (with My Library or courses set up for teachers).
The evidence 31 simplify your life automatic reporting parent engagement resource sharing faster admin plagiarism control More timeto do what you love: TEACHING See the 12 benefits of a learning platform whitepaper for more info
See the 12 benefits of a learning platform whitepaper for more info supporting education dedicated to education international experience integration easy to get started fast admin easy to use high user adoption Single sign-on More timeto do what you love: TEACHING
The Ksp 33 Help every student achieve with differentiated exercises and materials
THE KSP - Help every student achieve 34 itslearning gives teachers a host of ways to differentiate their classes and activities to ensure they reach every child, whatever their ability level or preferred learning style. It also makes it possible to deliver instant and timely feedback to individual students, so they benefit from an education that focuses on their individual strengths and weaknesses. Students can even personalise their itslearning view, so when they log in they see up-to- date information about the classes, projects, exams and assignments that are relevant to them.
The example 35 With itslearning, you can set up groups within courses, enabling you to set assignments and assign resources for groups of students with differing abilities within the same class. And, because your resources are always available online, you can easily provide individual students with additional materials with just a few clicks of a button. Help every student achieve with differentiated exercises and materials
The example 36 Also, because you can access itslearning from home or school, you can see the results of assignments and online group activities and discussions before class. This means you can identify any areas where your students struggled, and plan your lesson more effectively. You can even set aside or prepare matierals in advance for students who struggled. itslearning also gives both you and your students your own individual dashboard. You can personalise your dashboard to contain any information important to you, such as your individual task list, notifications and calendar. Students can also personalise their dashboard to show, for example, a quick overview of their courses and projects, a list of upcoming deadlines and assignments, and personal photos, videos and news feeds.
The illustration 37 Helping teachers create individual learning paths for students
The Pitch 38 Helping teachers put theory into practice in the classroom Many learning platforms can say they can help differentiate teaching. But we believe that our training and resources (on topics such as blended learning and assessment for learning) set us apart from our competitors. Research Many researchers and educational experts, from Gordon Stobbart to John Hattie, have shown that students learn in different ways and need and individual feedback in order to reach their full potential. For detailed information, see this NESTA report. • See also our whitepaper on Multiple Intelligences (Howard Gardner) or this talk by Howard Gardner on the Nesta website How to demo “I have many students, I can’t remember individual needs?” Show how a survey used at the start of the course, combined with the ILP, can help teachers remember individual needs and desires. (See this recipe.) “I don’t have enough time in class to speak to every student” Show how to use the flipped classroom model to ensure teachers have more time with each student during class time. Example • See the Maria School case story
The Evidence 39 simplify your life parent Engagement resource sharing faster admin plagiarism control Help every student achieve with differentiated exercises and materials automatic reporting See the Assessment for learning whitepaper for more info on individual feedback
See the Assessment for learning whitepaper for more info on individual feedback supporting education dedicated to education international experience integration easy to get started fast admin easy to use high user adoption Single sign-on Help every student achieve with differentiated exercises and materials
The KSP 41 Improve teaching quality with shared resources and better collaboration
THE KSP - Improve teaching quality 42 itslearning makes it easy for teachers to share lesson plans and student information with other teachers, so every teacher always has the information they need at their finger tips. They can also share resources with each other, and find resources created by teachers using itslearning around the world. But teachers also need to share information with other people, such as student mentors, departmental heads, students and parents. So we’ve created a number of simple tools that makes sharing and finding information quick and easy.
The Example 43 Most teachers have a bank of resources and lesson plans that they’ve created themselves or collected from textbooks, websites, colleagues and other sources. itslearning makes it easy for you to store, organise and share these resources and lesson plans with other teachers - and share them with your students as and when they need them. And because everything is online, you know that you can access them at any time and from anywhere. itslearning also gathers all your student information – such as attendance, progress and grade reports – and makes the information available to relevant staff, such as other teachers, mentors and departmental heads. Improve teaching quality with shared resources and better collaboration
The Example 44 With itslearning, you can also create shared project spaces where students can work together online, establish project groups with other schools and find resources made by teachers in the worldwide itslearning community. And, the itslearning parent portal automatically updates parents on their children’s grades, behaviour, attendance and upcoming assignments and tests, so they’re always up to date with their children’s education.
The illustration 45 Helping teachers collaborate with colleagues
The Pitch 46 Helping teachers collaborate with colleagues One of the key reasons for a school to choose a learning platform is to aid collaboration between teachers. For most, this means providing a space where teachers can exchange resources and lesson plans with each other. itslearning makes this process simple through shared courses, the Library function, the parent portal and automated reporting functions. Research This is a common theme in much educational research. Most researchers agree that the key is first to realise what works and what does not. This requires teachers to share their success within the school and educational community. • See Visible Learning (Chapter 9) by John Hattie • See Dylan Wiliam’s book on Embedding Formative Assessment • See our whitepaper on the 12 benefits of Learning Platforms How to demo “I have great materials, how can I share them?” Show how My web files and My Library can be used to store and share materials. “I don’t know what other teachers are doing in my department” Show how teachers can see each other’s courses in order to see lesson plans, materials, student progress and much more. Example • Barnsley Academy case story
The evidence 47 Improve teaching quality with shared resources and better collaboration Easy to get started Single sign-on ease of use high user adoption fast admin Dedicated to education automatic reporting SPECIFICALLY FOR EDUCATION
collaborate more effectively Improve teaching quality with shared resources and better collaboration collaboration integration efficiencyParental engagement individual learning plans An open system
The KSP 49 Teach the way you want to teach from planning & preparing to assessing & reporting
THE KSP - Teach the way you want to teach 50 At itslearning, we believe that teaching is an art. Every teacher has their own style, and adapts the way they teach to meet the needs of each class or student. But there are still a number of steps that teachers repeat again and again – so we’ve designed itslearning to make these steps easier.
The Example 51 One of the beauties – and frustrations – of teaching is that no two classes, lessons or activities are ever the same. Often, an activity that worked wonderfully last week can fall flat the next, and a video that excited one group of students may inspire nothing but boredom in others. As a result, teachers have to constantly adapt to suit the changing needs and moods of their students. But, like a dance full of individual expression, teaching still involves set steps. Whether preparing for a semester, unit, lesson or single activity, the teacher still plans carefully and finds engaging resources and activities to help them teach. They then asses their students’ progress, reflect on the results and create reports that they can share with others and use when they begin planning again. Teach the way you want to teach from planning & preparing to assessing & reporting
The Example 52 itslearning is designed to follow these steps in the teaching process. Whether you want to link each activity in your lesson plan to a learning objective or see a clear report of how much work in a course each student has completed, you can do it in itslearning.
The illustration 53 Helping teachers teach the way they want
The pitch 54 Helping teachers teach the way they want The wheel is one of our most important sales tools. But it needs to be explained carefully, stressing its flexibility. You can use a tool (the test tool, for example) in a number of different steps in the process. You can omit steps, and you can repeat the process each semester, or a number of times during one class. Research Much of the technology used in schools is designed for the consumer or corporate markets. But teaching involves a unique set of processes. We use the itslearning wheel to show that we understand and support these processes. This helps teachers use technology – not just itslearning but other technologies as well, such as digital images and videos – in a learning context. • See the Nesta Report Decoding Learning (Chapter 4) How to demo “How can I plan for all my different students?” Show how the ILP can be used to set specific learning goals (linked to the curriculum if desired) for each individual student. “Can itslearning help me with my semester plans?” Show how a teacher can plan a single lesson, linking each activity to a learning objective. Then demonstrate how this can be recorded in a full semester plan. Example • See Monika’s ILP recipe • See the Barnsley Academy case story
The Evidence 55 Supporting evidence: Check out this article on the itslearning planner simplify your life Teach the way you want to teach from planning & preparing to assessing & reporting parent engagement resource sharing App Library Digital Tools automatic reportingcollaboration
understanding education Teach the way you want to teach from planning & preparing to assessing & reporting efficiency dedicated to education international experienceintegration
The KSP 57 A worry-free IT system that gives you time to work on other things
THE KSP - A worry-free IT system 58 As a cloud-based learning platform, itslearning is fast to set-up, simple to maintain and inexpensive to run. This makes it ideal for schools looking to get up and running quickly, and reduce their IT spend.
The Example 59 As a cloud-based learning platform, itslearning is fast to set-up, simple to maintain and inexpensive to run. With itslearning, you don’t have to invest in additional hardware or take the time to install software on local computers. In fact, you can be up and running in just a few days. You simply pay for the licences you need. We then set-up your own individual itslearning school site, and give each of your users their own unique username and password (using single sign-on functionality if you wish). They can then log-on and start working. A worry-free IT system that gives you time to work on other things “Most parents saw the benefits of the parent portal when we first put the idea forward. They’ve seen the possibilities and they welcome it as a simple way to follow their child’s education.” Kristi Odéen Headteacher, Apeltun Primary School, Norway
The Example 60 We look after the system for you, guaranteeing 99.7% uptime 24/7, and offer full support if you experience any problems. If you decide you want to add more users, just let us know. We perform upgrades 4–6 times a year, so you always have access to the latest technology. (Thanks to our cloud model, these updates are completed without disrupting your use of the platform.) In order to ensure you get the most out of each improvement, we invite all our customers to join free upgrade webinars, introducing the new features and possibilities. In short, we take care of all the technical issues – such as maintenance, upgrades, backup and data security – so you have more time to focus on other things. “If we hadn’t chosen itslearning, I’m sure I would be working a lot more in order to support and train teachers. With itslearning, I can focus more on creating good courses and the pedagogy, instead of the technical aspects.” Filip Levälahti e-learning coordinator, Arcada University of Applied Sciences, Finland
The Illustration 61 Helping You make things easier for teachers
The Pitch 62 An IT system that makes people’s lives easier IT staff don’t want to use time maintaining a system, updating individual teacher’s computers or answering support queries when the system goes down. They want a system that just works – all the time – and will work with their existing IT infrastructure. It has to be easy to set up, scale and maintain, and reliable and easy to use. Research There is much research on the SaaS model and cloud-based systems. One main benefit for schools is that we update the software online. This saves the IT manager from the time-consuming task of updating software on, potentially, hundreds of devices each time there is an update. • See Wikipedia for a discussion of the concept • See also Microsoft’s list of benefits How to demo There are plenty of examples of customers who are happy with our delivery model. Here are a couple to start: Examples • Flint High School case story • BI Norwegian School of Management article • Bærum Municipality article
The Evidence 63 Development Methodology Release process always up to date easy set up full training packages high user adoption Single Sign-on tailored implementationEase of Use A worry-free IT system that gives you time to work on other things
full integration Secure and Compliant Cloud Based easy to integrate reliable Data Security scalable and Robust A worry-free IT system that gives you time to work on other things
THE KSP 65 Integrate with anything and get all the benefits of a closed-source system
THE KSP - Integrate with anything 66 With itslearning, you get the best of both worlds: the security of a closed system with the flexibility of an open one. You can integrate itslearning with pretty much any other IT system, develop your own apps and import content from any third-party supplier. And, because itslearning is a closed- source system, you know that itslearning will work smoothly, that your data is secure and that you can get all the support you want if you need it.
The Example 67 A hosted service available over the internet, itslearning is simple to implement and fully scalable – and it integrates with most school IT systems. This means you can import and export student data and information from your Management Information System or Student Information System. And, because it uses Single-Sign On functionality, you can do all this without needing to log onto two different systems. itslearning also enables teachers to add resources, curriculum information, learning objectives and teaching applications from almost any source – the internet, curriculum, SCORM packages or third-party publishers – and export student results to your favoured reporting tool. Integrate with anything and get all the benefits of a closed-source system
The Example 68 The itslearning App Library contains hundreds of educational apps – from ready-made maths exercises to animation tools, video repositories and educational games – that teachers can use directly through the learning platform. And, thanks to the open itslearning API, any person or company can create an app and add it to the App Library, so if you have an app you love using and would like to use it inside itslearning, just ask. This gives you all the flexibility of an open system, with the peace of mind of choosing a fully supported closed platform. We guarantee uptime and data security, and take care of any upgrades and maintenance. We also offer you full technical support if you need it, so you can concentrate on other things.
The illustration 69 Helping YOU BRIDGE THE GAP BETWEEN TECHNOLOGY AND USERS
The Pitch 70 Giving schools the best of both worlds A closed platform, itslearning offers many benefits related to uptime, security and technical support. But many IT staff want the flexibility of an open platform. We give them the best of both worlds. This sets us apart from many other suppliers. Research When choosing digital resources, the British Educational Suppliers Association (BESA) reported that more than 70% of schools rate integration with their learning platform as more important than quality. • See the BESA report on tablets and apps in schools To demo, you could show... • The App Library (Just2Simple, Kikora, Britannica Online and Bridgeman Education may be good apps) • Plug-ins for common services, such as YouTube, Flickr and TeacherTube • The developer portal (our open API) • Cloud programs/email (Microsoft and Google, for example) Example There are plenty of examples of customers who are happy with our integrations. Here are a couple to start: • See the Grace University case story • See the Poole High School case story
The Evidence 71 Development Methodology Release process Tailored implementation Secure & Compliant CLOSED Integrate with anything and get all the benefits of a closed-source system Single Sign-on
App Library Full integration Scorm reliable Data Security scalable and Robust Integrate with anything and get all the benefits of a closed-source system MIS/SIS cloud based OPEN
itslearning is a cloud-based learning platform used by millions of people around the world. It can be found at all levels of education, from primary schools to universities, helping teachers make education more inspiring and valuable for today’s students. We provide a full range of services, from simple training sessions to full-scale implementation projects. Established in 1999, we have our headquarters in Bergen, Norway, and have offices in London, Birmingham, Berlin, Paris, Mulhouse, Malmö, Enschede and Boston. Helping teachers inspire students to greater heights Head office itslearning AS, P.O. Box 2686, 5836 Bergen, Norway +47 5523 6070 www.itslearning.eu | firstname.lastname@example.org
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