How do you approach that conversation?

"What is your student engagement journey? Where do you start it? Where are you along that path?" And then technology will follow. We take that time and investment to understand what are the … challenges of the school or where are they along that journey to implement personalized learning in the school. And we'll hear everything from "We're not really doing anything," to "Well, we have some tablets that we've rolled out." And we'll follow that up with "How are you using them? What's the environment [in which] you're using them? How do those applications tie back to your LMS to get a single pane of glass for students to really know what's their homework, what their grades are?

This ultimately leads to application technology … That will lead to much larger and much richer opportunities for the integrator.