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MICROSOFT
Can you get India’s top engineering faculty to create more engaged, interactive classrooms?
EdTech
Sales Innovation
New Technology Adoption
2018
Approach
A 6-week sprint to reimagine Microsoft Surface’s B2B sales strategy for Indian engineering campuses
- Immersed in life on IIT and BITS campuses sat in live classes, interviewed faculty, EdTech researchers, and Deans
- Mapped the “FLIP” journey: Faculty trying to shift from content delivery to active learning, but stuck with fragmented tools
Key Strategic Lever
Faculty weren’t resisting tech they were already on the journey.
What they lacked was clarity and coherence.
Everyone was talking about “FLIPPED classrooms,” but no one told them how to actually do it without juggling 4 different tools.
We stopped talking about specs and started talking about impact.Surface wasn’t a device. It became the single platform that could power their pedagogy.
Output
- Reframed Surface not just as hardware, but as a pedagogical enabler
- Designed a hands-on 90-min workshop: “FLIP your Classroom with Surface”
- Ran 5 workshops across IIT Roorkee, IIT Guwahati, IIT Madras, IIT Indore & NIT Bhopal
- Converted workshop into a Microsoft-owned, repeatable module
- Triggered enterprise interest and deals across multiple institutes
- Shifted Surface’s India positioning: from productivity tool → high-impact education enabler
A few simple ideas that were borne out of our Behaviour Design Codex
A deeper understanding of the USER
“I feel like I have already flipped the classroom enough, assuming that students experience it the way I intend.”
To redesign the SYSTEM
Increase ease quotient - by providing clear, simple guidelines that make the ‘flipping’ more salient
THE SIMPLE IDEA
Surface positioned as a one-device FLIP enabler record, annotate, share, prep
Built a structured pedagogy module into the workshop
Co-created a facilitator toolkit + handoff plan for Microsoft teams
A deeper understanding of the USER
To redesign the SYSTEM
The Simple Idea
A deeper understanding of the USER
To redesign the SYSTEM
The Simple Idea
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