At least one blended-learning school, Summit Public Schools, is partnering to build its own solution to the problem and use content from different sources to support the new competency-based learning model it is developing, which seems like a smart backward integration.
If it wants to work with multiple content providers on the other hand, there is a good bet it might work with a company like Education Elements, which is emerging as a leader in helping schools move to blended-learning models and offering a single sign-on software solution for schools so they can easily work with multiple content vendors.
Meeting someone at their point of need with a solution, a salesperson can then create a lead who is interested in learning more about a product or service.