Hi Todd,
I'm with a small non-profit who is selling courses to public schools. We have certainly had some growing pains figuring this process out as well, so I'll share our process with you and if you get some good ideas out of it then we'll all be better people for it.
Right now our process consists of this:
Schools request access to preview material. Some like it, some don't. However, for copyright infringement issues we do keep track of who views it to follow up at a later date if they choose not to purchase it. There is only so much you can do to prevent it, but by knowing who is looking at it, it narrows down the pool of who is using it illegally.
Then when schools decide to go with it, we send them a quote for the number of students and instructors they want, then we require that they send back a purchase order. A purchase order is a legally binding agreement to purchase the material provided that the material is delivered.
After we receive the purchase order we set up a course and enroll the teacher. Then the teacher enrolls the students and we monitor them on the administrative side to make sure they have the appropriate number of students enrolled.
After we have enrolled the teacher we expect the payment to be made.
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