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ROI 300%
in 2022, with sales to schools and libraries. Digital publisher, Chile.
Read the story: eBooks PatagoniaPast webinar
How to sell to institutions with publica.la
Access models, integrations and good practice for building your institutional channel.
Selling to institutions can open new opportunities for your digital catalogue, and you can often start without building anything from scratch.
- Thursday 15 October 2026
- 60 minutes
- Held in Spanish
This webinar has already taken place
To see how it applies to your catalogue, book a demo with the team.
Presented by Lara Sastre · Emilia Miranda
B2B sales
How an institutional sale works
One sale to an institution puts your books in the hands of all its members.
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The publisher
Decides which catalogue it assigns to a library, university or company, and how many copies of each title can be read at the same time.
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The institution
Gives its members access from its own platform: by IP, EZproxy, SAML or LTI.
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Its members
Students, faculty or staff read on any device, with no individual purchases.
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The metrics
Afterwards, the publisher sees detailed usage metrics for its catalogue at each institution.
Agenda
What the session covered
- 1 What institutional sales are and what they can be worth.
- 2 How to build a sales strategy for institutions.
- 3 How to make the most of the reader’s features to win institutional sales.
- 4 Which authentication types are supported and how to choose the right one.
- 5 How to create and use external plans for institutional sales.
What you can offer
The pieces of an institutional channel
These are the pieces the session went through, and when each one fits.
Institutional and private plans
Plans that are not listed in your shop and are shared by link, and external plans to record the institutional sales you close outside the platform.
Prepaid plans
A single payment for access over a fixed period, with no automatic renewal. Ideal for academic terms or seasonal access.
Users and collections
Organise your catalogue into collections and manage which users at each institution can reach each one.
Access integrations
IP, Referrer, EZproxy, SAML and LTI, so the institution’s users sign in with the credentials they already have.
An institutional sales story
Speakers
Who gave the talk
Lara Sastre
Account Manager
Lara Sastre is an Account Manager at publica.la. She knows the platform and what customers need inside out, from working alongside them every day and helping them through whatever comes up. She specialises in the technical side: she advises on integrations and the API, and guides content ingestion. Today her work centres on building close relationships, understanding customers’ challenges and helping them get the most out of the product.
Emilia Miranda
Account Manager
Emilia Miranda is an Account Manager at publica.la. She helps publishers and educational organisations grow their digital businesses, from optimising their shops to adopting new tools and sales strategies. She has more than 10 years of experience in the publishing and technology industries, with a background in product management and digital transformation.
Want to start selling to institutions?
Book a demo and we’ll look together at how to offer your catalogue to libraries, universities and companies.
