Company Description

DeVry Education Group, now operating under the name Adtalem Global Education (NYSE: ATGE), is a leading educator in the healthcare sector and serves as the parent organization for several prominent universities and schools. With an estimated 2,700 employees, Adtalem's web of institutions includes: The American University of the Caribbean School of Medicine, Chamberlain University, Ross University School of Medicine, Ross University School of Veterinary Medicine, and Walden University ^[1][5].

Adtalem's principal mission is to empower students to reach their goals, achieve success, and contribute to the global community. The organization runs Chamberlain University, known to be the number one educator of nursing students in the U.S. The university celebrated the graduation of over 14,000 students between July 2021 and June 2022, all of whom are now poised to help address the projected shortage of half a million nurses by 2030^[2].

As a higher education provider, Adtalem is deeply committed to fostering a diverse, equitable, and inclusive culture, both within its campuses and in the workforce it readies for the professional world^[4]. This commitment extends to the company's hiring practices and colleague programs, and reflects in the demographic diversity of their workforce^[4]. With a clear focus on achieving enhanced workforce preparedness, Adtalem equips a diverse population of learners to achieve their goals and make meaningful contributions to the global community^[5].

However, it's important to note that in December 2017, a former administrator brought a civil lawsuit against the company for retaliation and wrongful termination related to complaints about an incentive-based compensation program^[3].

Training and Certification

Apart from imparting education, Adtalem also offers certifications and works actively with organizations in the healthcare industry to solve critical workforce talent needs by expanding access to education and certifications^[5].

Sales Plan

Target Company

• Company Name: DeVry Education Group
• Website: adtalem.com
• Number of Employees: 2700
• Industry: Higher Education

Objectives

1. Gain initial interest by identifying and addressing the target company’s key pain points.
2. Schedule a discovery call to further discuss challenges and potential solutions.
3. Demonstrate how our SaaS solution can solve specific challenges through a tailored presentation.
4. Secure a partnership agreement for deployment of our SaaS solution.

Pain Points

Pain Point 1: Student Recruitment Challenges

Address the challenge of recruiting and enrolling students, which could be as a result of concerns about potential incentive-based compensation programs that reward campus deans for enrolling students³.

Pain Point 2: Increasing Demand for Healthcare Professionals

Address the increasing demand for healthcare professionals, particularly nurses that could strain on their existing resources².

Pain Point 3: Diversity, Equity, and Inclusion

Help maintain and enhance their commitment to diversity, equity, and inclusion within DeVry Education Group⁴.

Pain Point 4: Digitalization in the Education Sector

Help the target company adapt to the growing digitalization in the educational sector¹.

Pain Point 5: Competitive Market Positioning

Support DeVry Education Group in staying competitive and relevant in the increasingly saturated and evolving global education market⁵.

Strategy

1. Research and Preparation: Utilize the specific details of each pain point to formulate unique selling points about how our SaaS solution can address those issues.
2. Initial Contact: Use a tailored approach to reach out to key decision-makers at DeVry Education Group, focusing on addressing their identified pain points and how our solution can help.
3. Follow up: Send follow-up emails and/or calls within a week after initial contact. Focus on providing further information on our solutions and scheduling a discovery call.
4. Discovery Call: Use the call to further explore their specific challenges, understand their needs, and demonstrate how our SaaS product can help them succeed.
5. Proposal: Submit a detailed and tailored proposal, stressing our SaaS solution's direct benefits. Include customers testimonials or studies proving our solution's efficiency.
6. Close the Deal: Upon approval of our proposal, finalize the terms of the agreement and initiate the onboarding process for DeVry Education Group.

Tactics

• Utilize LinkedIn and professional networks for contact information and insights about potential decision-makers within DeVry Education Group.
• Craft personalized emails for initial contact, focusing on specific pain points and potential solutions.
• Use discovery calls to further discuss specifics of how we can resolve challenges and help Adtalem achieve their objectives.
• Develop a tailored proposal that aligns our SaaS solution features with their specific challenges and objectives.

Timing

The sales cycle will span over a period of three months, with specific timelines set for each phase of the process.