Higher ed is no longer inching towards change; it’s being forced to confront it. Demographic shifts, economic pressures and the rise of AI have exposed the cracks in legacy systems. The old playbook isn’t just outdated—it’s a liability. Institutions that cling to it risk irrelevance.
This year’s theme, The Future Unbound, is a call to action. It invites leaders to challenge assumptions, dismantle silos and make bold decisions that drive real transformation.
In service of that mission, we’ve curated a speaker lineup and session program built around reinvention, student-centered innovation and the levers of growth that will define the next era.
Here’s your first look at the voices and ideas shaping InsightsEDU 2026.
Explore the Sessions Reinventing Higher Ed’s Playbook
The Great Reinvention
A candid fireside conversation with university presidents who are leading from the front. Expect bold perspectives on what higher ed must dismantle, redesign and accelerate to stay relevant in a rapidly shifting landscape.
Opening Session: The Modern Learner Intel
Get exclusive first-look access to EducationDynamics’ 2026 research on today’s Modern Learners—what they value, how they make decisions and why flexibility, career outcomes and undeniable ROI now drive every enrollment decision.
The AI-Powered Marketer: Evolving Your Approach for the ChatGPT Era
EducationDynamics’ Vice President of Marketing reveals how AI is rewriting the rules of search, content and digital engagement—and what marketers must do now to stay ahead. Learn how to unify search, social and storytelling into a single, high-performing strategy that meets today’s learners on their terms and moves them from first click to enrollment.
Aligning for Impact: Credentialing That Connects Campuses, Students & Employers
See how one institution built stackable, employer-aligned credentials that meet workforce demand and create clear career pathways, plus practical strategies any campus can use to deepen employer partnerships and market high-value programs.
AI for All Learners: Integrating AI Across Career Pathways
Learn how institutions are integrating AI across disciplines through accessible, scalable curriculum design. Attendees will leave with a sample syllabus, implementation roadmap and lessons learned from bringing AI education to diverse learners, including high-barrier communities.
Leading After Rapid Transformation: Culture, Clarity, and “What’s Next” in Higher Ed Marketing
Leaders from University of Cincinnati Online reflect on how to move forward after organizational transformation, discussing how they rebuilt culture, aligned teams and kept momentum amid ongoing change. Expect honest insights on sustaining creativity, clarity and trust in a world where transformation never stops.
Unifying Your Enrollment: Building a Cohesive Strategy for the Modern Learner
This session brings together university leaders and EducationDynamics enrollment experts to unpack how to break down silos and build a unified enrollment strategy that strengthens your brand, improves outcomes and meets the diverse needs of today’s Modern Learner.
InsightsEDU 2026 brings together changemakers from across the sector—each session designed to spark new thinking, foster connection and fuel collective reinvention. Explore the full, evolving agenda here.
Meet the Speakers Disrupting the Status Quo
From enrollment innovators to digital trailblazers, this year’s speakers are united by one goal: help institutions evolve faster than the market around them. Here’s a preview of who’s taking the stage.
Gregory Clayton
President of Enrollment Management Services at EducationDynamics With over 30 years of experience in the higher education space, Greg brings valuable expertise in enrollment management and performance marketing. As President of Enrollment Management Services at EducationDynamics, he leads a comprehensive team offering agency marketing, enrollment services, strategic consulting, and research, all tailored to the higher ed sector. His leadership and career position him as a visionary strategist, equipped to offer insightful commentary on the higher education landscape and enrollment solutions. Join his session to learn more about how to better serve the Modern Learner and implement strategies that drive institutional success.
Session: Opening Session,The Modern Learner Intel
Amanda Serafin
Associate Vice President of Enrollmentat Indiana Wesleyan University With more than twenty years in higher education enrollment, Amanda serves as the Associate Vice President of Enrollment at Indiana Wesleyan University, where she leads strategic initiatives and a high-performing team supporting IWU’s National & Global programs.
At InsightsEDU, Amanda joins EducationDynamics’ Vice President of Enrollment Management Consulting to unpack three years of competitive research—revealing what secret shopping uncovered about competitor strategies, the depth and quality of student nurturing across the market and how IWU leveraged those insights to strengthen enrollment outcomes.
Session: Mystery Shopping 2.0
Alex Minot
Client Partner Lead at Snapchat As Client Partner Lead at Snapchat, Alex helps higher ed institutions and nonprofits modernize their marketing through full-funnel strategies built for Gen Z and Millennial audiences. With experience spanning Snapchat, Reddit, Facebook and Google, he brings a deep understanding of how today’s learners discover, evaluate, and choose their next step.
At InsightsEDU 2026, Alex will break down why traditional enrollment marketing no longer works—and what it takes to earn trust in a world where Gen Z is curating their own narratives. Joined by EducationDynamics’ Senior Social Media Strategist, Jennifer Ravey, he’ll explore how to design a content ecosystem that creates belonging, builds confidence and inspires advocacy from first touch to final decision..
Session: From Awareness to Advocacy: Designing a Full-Funnel Strategy for Gen Z Engagement
Chris Marpo
Head of Education Partnerships at Reddit As Head of Education Partnerships at Reddit, Chris leads the charge in building high-impact collaborations with higher ed institutions and agencies. At InsightsEDU 2026, he’ll share how Reddit’s unique communities—and the behaviors driving them—are reshaping the way universities reach and influence the Modern Learner.
Drawing on his experience helping scale advertising businesses at LinkedIn, Pinterest and Quora, Chris brings a sharp understanding of the digital landscape and what truly resonates with today’s audiences. Attendees can expect actionable insights on how institutions can meet prospective students where they are and stay relevant in an era of rapid change.
Session: From Keywords to Conversations: Winning Student Mindshare in the Age of AI Search
Kevin Halle
VP of Enrollment at Wayne State College With more than a decade of experience leading undergraduate, transfer, graduate, and financial aid teams, Kevin brings a deep understanding of how to build enrollment pipelines that serve diverse learner groups.
At InsightsEDU, he’ll unpack what it takes to break down the silos separating traditional, graduate and adult learner strategies and how institutions can create one unified approach that works for all students.
Session: Unifying Your Enrollment: Building a Cohesive Strategy for the Modern Learner
Katie Tomlinson
Senior Director of Analytics and Business Intelligence at EducationDynamics Prepare to unlock insights with Katie Tomlinson. As the Senior Director of Analytics and Business Intelligence, Katie expertly manages data and reporting, uncovering key trends to support EducationDynamics in delivering data-driven solutions for the higher ed community. Learn from her as she discusses findings from EducationDynamics’ latest report, where attendees will gain a deeper understanding of the evolving learning environment and the significant factors that influence Modern Learners’ educational choices.
Session: Opening Session, The Modern Learner Intel
The voices shaping InsightsEDU continue to grow. Check out the full speaker lineup and new additions on our Speakers page.
This Isn’t Just a Conference. It’s a Catalyst.
Higher ed doesn’t need just another conference. It needs transformation.
InsightsEDU 2026 is where bold leaders confront what’s broken, challenge what’s outdated and build what’s next. If you’re ready to lead the future of higher education, this is your moment.
Trust in colleges and universities is slipping. Public narratives about higher education are being shaped without institutional input. At the same time, search behaviors that marketing teams have spent years refining are being rapidly overtaken by artificial intelligence and that shift is fundamentally altering how visibility is earned and maintained. If institutions do not begin treating public relations as a strategic imperative they risk being left out of the conversations that define relevance.
The urgency becomes clearer when we look at the data. According to our 2026 Landscape of Higher Education Report, 74% of Americans in 2010 believed college was “very important” to success. By 2025, that number has dropped to just 35%, as shown in Gallup’s latest trend data. Meanwhile, the percentage of people saying college is “not too important” has increased fivefold. These are not isolated shifts in public opinion. They are broad signals that confidence in higher education is diminishing and with it, the sector’s influence in shaping the future workforce and civic landscape. The reality that this is not business as usual, but what comes next, is becoming harder for leadership teams to ignore.
Despite this, many institutions continue to rely on messaging frameworks and digital strategies that were designed for a web environment that no longer exists.
AI Is Rewriting the Rules Quietly and Quickly
Search behavior is evolving at a pace that is difficult to match and artificial intelligence is now redefining what visibility looks like. EducationDynamics’ Q3 2025 data shows that nearly 43% of all Google searches end without a click. In other words, users are getting their answers directly from AI-generated summaries, often without ever reaching an institution’s website.
That change does not diminish the importance of websites or blog content, but it does alter how they function. Pages that were once primary destinations are now source material feeding large language models and search algorithms. The value of that content is not in clicks alone, but in its ability to influence what AI tools surface in response to user questions.
The AI Visibility Pyramid featured in our 2026 Landscape of Higher Education Report illustrates how visibility is earned in this new environment. At its foundation is owned content, which includes blogs, faculty profiles, explainer articles and program pages. These assets contribute essential signals that shape how AI systems understand and rank institutional authority. However, they are not sufficient on their own. They must be elevated and validated through external sources to carry meaningful weight in this ecosystem.
Owned content becomes most effective when it is distributed and linked through credible channels. Media coverage, thought leadership placements and backlinks from high-authority outlets all play a critical role in reinforcing an institution’s visibility and shaping its reputation in the broader information landscape. What matters most is not just what institutions say about themselves, but where and how those messages are repeated, cited and trusted.
The transformational work happening within higher education is substantial, but it is often not reaching the audiences who need to see it most. Whether it is a first-generation student securing a high-impact internship, a research partnership influencing policy or faculty-led innovation with industry implications, these stories are powerful proof points of institutional value. Yet too often, they remain confined within internal channels or are overlooked altogether.
Public relations plays an essential role in ensuring this work does not go unseen. Visibility must be actively cultivated, not assumed. Trust is built not only through consistent messaging, but through third-party validation that reinforces an institution’s credibility and relevance. As AI becomes the first layer of search for many users, the presence of credible, external proof will determine whether institutions are even included in the digital conversation.
The absence of that visibility has consequences. When institutions are not showing up in external media, not being cited in trusted sources and not contributing to narratives beyond their own platforms, they become harder to discover and easier to overlook. That decline in visibility often coincides with declines in public trust, prospective student interest and donor engagement. Reversing those trends begins with being present and recognized in the places that matter most.
For many colleges and universities, that also means grounding PR strategy in data from resources like the EducationDynamics’ Marketing and Enrollment Management Benchmarks, which tracks how visibility, demand and student behavior are shifting across the sector.
Public Relations Is Not a Press Release Function
In many institutions, public relations remains anchored to a traditional calendar of announcements tied to internal milestones. Press releases about new buildings, faculty honors, strategic plans and major gifts continue to dominate the output. While these updates have their place, they rarely break through the broader noise or shift the public narrative in a meaningful way. The same structural constraints that can keep marketing from leading, as we describe in Marketing Can’t Lead If Shackled by Structure, often limit what PR is allowed to be.
Today, public relations must function as a core strategic asset, not a service center. Its value lies in its ability to translate institutional mission and outcomes into public narratives that are credible, compelling and consistent with the institution’s brand. These stories should not be reactive, nor should they be generic. They should be aligned with the brand pillars that define what the institution stands for and where it is headed.
Institutions that claim leadership in areas like social mobility, research innovation or workforce readiness must make those claims evident through the stories they place and the voices they elevate. It is not enough to state the promise. It must be demonstrated through ongoing, credible engagement that reflects those themes in national and regional conversations.
This is where owned content and earned media intersect. Blogs, faculty profiles and campus features continue to matter, but they must be intentionally positioned and supported through media outreach and content distribution that expand their reach.
According to Muck Rack’s 2025 Generative Pulse report, more than 95% of the sources cited by generative AI tools are unpaid. Of those, 27% are journalistic, with the most frequently cited outlets including Reuters, NPR, the Associated Press, The New York Times and Bloomberg. These platforms are not pulling directly from institutional press centers. They are reflecting content that has been validated, shared and linked widely across trusted networks.
For institutions that want to shape public perception, these are the environments where visibility must be earned. That means placing stories where they will be seen, cited and shared. It also means ensuring that those stories reflect the strategic priorities and differentiators that define the institution’s place in a competitive market.
Leaders do not have to guess where to begin. EducationDynamics’ market research solutions and consulting services are built to help institutions translate insight into narrative strategy, then connect that strategy to measurable revenue and reputation outcomes.
Public relations is no longer optional. It is an infrastructure investment in how institutions are discovered, described and believed. It builds the signals that matter most to both human audiences and machine-driven systems. It is not enough to have a good story. It must be findable, credible and aligned with the identity the institution wants to project.
What Leadership Should Do Now
For presidents, CMOs and enrollment leaders, treating PR as infrastructure starts with a few concrete moves:
Audit your external visibility Compare how you are described on your own channels with how you show up in search results, media coverage and AI summaries. Identify the gaps between the story you tell and the story the market sees.
Align PR with brand and enrollment goals Build PR around a small set of institutional themes, such as social mobility, research impact or workforce readiness, that reinforce your brand and support priority programs. Measure success in terms of visibility, inquiry growth and reputation, not just clips.
Prioritize a short list of voices and proof points Elevate a consistent bench of leaders, faculty and partners who can speak to your themes with credibility. Match their stories to concrete outcomes, such as student trajectories, employer partnerships or policy influence.
Resource PR to lead, not just respond Shift PR from a press release calendar to a proactive pipeline of narratives aimed at the outlets, conversations and audiences that matter most. Integrate that work with marketing, enrollment and crisis leadership, as we emphasize in Leadership Matters During Crisis.
These steps move PR from a communications activity to a strategic system that shapes how your institution is discovered and believed.
Leadership Cannot Afford to Miss This Moment
The question is no longer whether an institution is doing meaningful work. It is whether that work is being seen, cited and valued in the right places. Institutions that fail to show up in earned media, in search results and in national conversations are not simply underexposed. They are at risk of becoming irrelevant, not because they have failed to deliver, but because they have failed to be discovered.
The stakes of that visibility gap increase during times of disruption. The same is true for the sector’s own story. EducationDynamics’ In the News presence and Insights hub illustrate how consistent, strategic visibility can reinforce a clear point of view and a challenger mindset in the market.
This is not a short-term communications problem. It is a long-term visibility challenge. For colleges and universities that want to remain vital to the communities they serve, public relations may be one of the most urgent and strategic tools available right now. When PR is aligned with full-funnel marketing services, enrollment strategy and market intelligence, it becomes a force multiplier for both revenue and reputation.
The convergence of changing demographics, economic volatility and the relentless disruption of AI presents every leader with a stark choice: drive transformative growth or manage a legacy of decline. The choice is yours.
The era of steady traditional enrollment is over. Beginning in 2026, most institutions will confront a lasting decline in their core undergraduate market. At the same time, public faith in higher education’s value is weakening, leaving institutions to rebuild trust through proof, not promises.
Growth in this new era demands more than adaptation—it demands reinvention. Institutions must lead with strategy, act with urgency and build around the Modern Learner. Because in a market defined by disruption, there are only two paths forward: reinvent or risk irrelevance.
Key Takeaway #1: An Unstable Economic and Employment Landscape
Economic volatility is rising as job creation slows, and uncertainty spreads. The workforce is growing more cautious than ambitious, and in this climate, the traditional promise of a college degree is under siege.
College graduates still enjoy higher employment rates, yet public faith in that value is eroding. The perception gap is widening, and institutions can no longer rely on reputation alone to carry their story.
This is the moment to lead with proof, not platitude.
Institutions must demonstrate return on investment with clarity and consistency. Publish outcomes data. Showcase alumni success. Connect every program to real career mobility. This isn’t just about convincing students, it’s about rebuilding trust across the entire ecosystem of alumni, employers, policymakers and the public.
In today’s economy, outcomes are the new currency of reputation. The institutions that clearly and consistently prove their value will be the ones that grow.
Key Takeaway #2: A Radically Transformed Enrollment Environment
Institutions now operate in a fundamentally different enrollment landscape. The long-anticipated demographic cliff is no longer a future threat; it’s here. The 2025 cycle marked the high-water mark for traditional-aged undergraduates. From 2026 on, institutions will face a sustained and irreversible decline in their core market.
But this doesn’t have to be a crisis. It’s an opportunity to pivot and capture where growth has moved. The new lifeblood of higher education lies in:
Adult learners seeking rapid reskilling in a volatile economy
Dual-enrollment students accelerating their path to a degree
“Some college, no credential” learners returning to finish what they started
The lines between traditional and nontraditional students have disappeared. These aren’t separate segments—they’re one unified audience shaping the future of higher education.
Leaders who continue to operate with outdated distinctions risk designing strategies for a market that no longer exists. Modern Learners value cost, convenience and career outcomes—and they expect institutions to deliver all three.
This is the moment to retire the old playbook, embrace a new mindset and build for the learner who’s already redefining what comes next.
Key Takeaway #3: AI Is an Unmistakable Force with Far-Reaching Implications
AI is accelerating change across every dimension of higher education, from how institutions engage to how graduates build careers.
While the technology itself isn’t new, its rapid integration is rewriting the rules. AI has fractured the traditional recruitment funnel. Modern Learners use AI-powered tools to search, compare and evaluate options before they reach an institution’s website. The student journey is now self-directed, hyper-personalized and constantly evolving, demanding that marketing and enrollment teams adapt in real time.
But AI’s impact extends far beyond recruitment. Its growing influence in the workforce is forcing institutions to rethink their academic mission. Institutions that lead will design education for the AI era by combining technical fluency with human-centered skills such as creativity, critical thinking and ethics.
Key Takeaway #4: AI Is an Unmistakable Force with Far-Reaching Implications
Incrementalism is now the greatest risk. In an age of constant disruption, small adjustments and siloed strategies hinder growth. The institutions that succeed will lead with clarity, agility and a unified vision centered on the Modern Learner.
Sustained growth demands leadership that acts decisively across three dimensions:
Align program portfolios with high-growth sectors. Move beyond tradition-bound curriculums. Invest in programs that meet labor-market demand and retire those that no longer serve a clear purpose.
Unify brand and enrollment strategies. The boundaries between undergraduate, graduate and online student populations are disappearing. Institutions must speak with one voice and focus on the three factors that drive every learner’s decision: cost, convenience and career outcomes.
Lead the conversation on value and outcomes. Public trust cannot be rebuilt through messaging alone. It must be earned through transparency, data and measurable results.
This is the moment that will define the next decade of higher education. The difference between survival and sustainable growth hinges on decisive, informed action. Leaders must either seize this moment to shape the future or watch their institutions be defined by it.
From Insight to Action: Ten Strategic Imperatives for Sustainable Growth
The era of incremental adjustment is over. Conviction is now the currency of leadership. This moment demands bold leadership and a decisive strategy that converts disruption into a roadmap for measurable growth.
The EducationDynamics’ 2026 Landscape of Higher Education Report delivers that roadmap. Our Ten Strategic Imperatives are pragmatic, research-driven levers designed to help your institution build resilience and sustainable momentum for 2026 and beyond.
Publish transparent results and illustrate career alignment to help students understand program value.
Imperative #2: Market ROI Relentlessly.
Lead with affordability and clearly communicate a projected and proven return on investment.
Imperative #3: Capture the Dual Enrollment Surge.
Build structured high school-to-degree pipelines.
Imperative #4: Own the Adult Learner Market.
Offer flexible, online and stackable options with the support working learners need to balance their multiple priorities.
Imperative #5: Prioritize Accessibility through the Three C’s.
Deliver education that meets learners on cost, convenience and career outcomes.
Imperative #6: Lead in Responsible AI Adoption.
Optimize marketing for AI discoverability and AI powered platforms, while Integrating AI into advising, engagement and instruction.
Imperative #7: Reinvent Vulnerable Disciplines.
Reframe liberal arts around adaptability and skills attainment.
Imperative #8: Re-engage the Stopped-Out Majority.
Convert the 43 million with some college, no credentials into completers through credit recovery, tailored pathways and adult-first design.
Imperative #9: Stack Credentials into Careers.
Link short-term certificates to degree pathways.
imperative #10: Advocate for Policy Stability.
Simplify aid communication and push for predictable funding.
Together, these imperatives form a blueprint for how higher education can evolve from reactive adaptation to proactive growth.
Transform Disruption into Growth
The time for caution has passed. Those who hesitate or fail to act with purpose will fall behind in a marketplace that does not wait.
At EducationDynamics, we partner with colleges and universities prepared to lead this transformation—those who understand that meeting the Modern Learner where they are is not just an enrollment strategy but the new mission of higher education.
For deeper insights and actionable strategies, download the full 2026 Landscape of Higher Education Report and learn how your institution can stay ahead of the curve.
For many colleges, the fall 2025 enrollment numbers brought a mix of emotions. While some institutions are celebrating record-breaking classes and hitting their targets, others—equally committed to their mission—fell short. This stark contrast isn’t just a symptom of demographic shifts; it reveals a deeper, more urgent truth: the status quo is failing higher education.
Many institutions are struggling not just because of demographics, but because of outdated, fragmented enrollment strategies. They are kept in silos—admissions, marketing, financial aid—creating an inconsistent student experience that leads to missed starts, early attrition and lost potential.
Today’s Modern Learners are more discerning than ever. They expect speed, personalization and transparency, making fragmented approaches not only ineffective but unsustainable. The future of higher education does not belong to those defending the past. It belongs to institutions bold enough to build what’s next—a unified, data-informed strategy that transforms these challenges into opportunities for sustainable growth.
Missed Starts: The Silent Threat to Student Recruitment
Enrollment managers face a stark reality: the decision-making window has never been shorter. Students aren’t shopping around like they once did. Students are making decisions faster than ever. According to our latest Engaging the Modern Learner Report, 67% inquire at only one or two institutions, and 45% apply to just one. This is a fundamental shift. In 2015, only 43% of learners would enroll at the first school that contacted them. By 2025, that figure has skyrocketed to nearly three in four. For your institution, this is a wake-up call. The window to turn interest into enrollment is closing, and any delay, inconsistent follow-up or fragmented outreach means you lose students before they even begin their journey.
Speed and consistency are not just critical—they are the price of admission. Slow, fragmented communication—whether through delayed responses, inconsistent messaging, or glaring gaps across departments—is not an inefficiency. It is a direct cause of a hemorrhaging enrollment funnel. The only way to transform this challenge is with a unified enrollment management approach.
Think of the bright prospective student who loves your campus culture after a visit. The prospective student sends a follow-up email with a simple question about a scholarship deadline, but the admissions team is swamped, and a response is delayed. Meanwhile, another school sends a personalized text message with the needed information, along with a link to a testimonial from a student in the desired major. This prospective student’s trust is built and stolen by the competing school, and your school is now completely out of the consideration mix—not because of your academics or campus life, but because of a missed connection.
The Four Pillars of Strategic Enrollment Management
The path to reversing missed starts and early attrition isn’t guesswork—it’s a disciplined, coordinated approach. The Four Pillars of Strategic Enrollment Management give institutions a clear framework to turn insights into action, strengthen recruitment and improve student success. By combining brand alignment, AI-driven analytics, full-funnel marketing and student-centric engagement, campuses can act decisively, close gaps in the enrollment process, and ensure every touchpoint moves students toward enrollment and persistence.
Strategic Brand Alignment for Student Recruitment
In a crowded market, a compelling and authentic brand is not optional—it’s the foundation of any winning student recruitment strategy. Reputation drives decisions more than ever, with 31% of all applicants and 51% of traditional undergraduates ranking it among their top factors for choosing a school. Most Modern Learners start their search with the institution itself rather than a specific program, which means that without a strong, visible brand, your institution risks being overlooked before the conversation even begins. For marketing and enrollment leaders, this makes it clear that visibility and authenticity are essential for influencing enrollment outcomes.
Brand is also about proving value. Affordability remains important, but today’s Modern Learners are increasingly focused on career outcomes and program benefits in addition to cost. Messaging must clearly convey the tangible return on investment and the real-world impact of a degree to resonate with prospective students. By aligning programs with student aspirations and demonstrating clear student success outcomes, institutions can create meaningful, personalized engagement that drives enrollment forward.
AI-Powered Analytics and Performance Optimization
Data alone won’t drive results; insights must inform every decision. Integrating AI into your enrollment strategy isn’t a strategy of the future—it’s a strategy of now. Competitive institutions use predictive insights to identify which students are most likely to apply, enroll and persist, turning complex data into actionable strategies. By analyzing engagement, inquiries, social sentiment and historical trends, enrollment managers can uncover funnel leaks, prioritize outreach, and allocate resources effectively.
At EducationDynamics, we combine AI-driven insights with human expertise to ensure recommendations are contextually grounded. This lets teams act quickly, maintain consistency and optimize every touchpoint. Integrated with targeted marketing insights, these analytics help institutions reach the right students with personalized messaging, strengthening enrollment management and driving long-term success.
Full-Funnel Marketing for Student Recruitment and Retention
Modern Learners move seamlessly across digital, social, email, and traditional channels—and they expect institutions to meet them wherever they are. A full-funnel marketing approach ensures every interaction reinforces the institution’s brand while delivering timely, personalized and meaningful engagement.
Now more than ever, students’ attention spans are short and their decision-making windows are fast. Consistent, relevant communication at every stage of the journey is critical: it keeps prospects engaged, strengthens trust, and positions your institution as a top choice. By aligning program-specific messaging with the broader institutional brand, enrollment managers create a unified narrative that drives conversions, builds credibility, and strengthens student engagement across the entire enrollment journey.
Every touchpoint—from initial awareness to follow-up engagement—works in concert to reduce lost starts, increase inquiry-to-application conversion and support long-term student success. This integrated approach ensures your marketing investments deliver measurable results while keeping prospective students moving efficiently through the enrollment funnel.
Student-Centric Enrollment and Retention for Student Success
Personalized engagement is a critical pillar in turning prospects into enrolled students and lifelong advocates. Students expect timely guidance, responsiveness and a sense that their individual goals are understood and valued. AI tools, including chatbots and virtual assistants, provide 24/7 support for routine questions, ensuring no inquiry is left unanswered. While technology handles the routine, your team’s expertise remains the essential ingredient. It’s the human connection—the empathy, the guidance and the personal touch—that ultimately drives commitment. Technology amplifies your reach; your team delivers the relationships.
A student-centric approach ensures every touchpoint aligns with the learner’s journey, making communications, guidance, and support feel relevant and meaningful. With the right tools, data, and training, campuses can anticipate student needs, address obstacles proactively, and build confidence early in the enrollment process. This approach strengthens trust, boosts engagement, improves persistence, and turns every interaction into an opportunity to reinforce your institution’s brand while driving measurable student success.
Uncover the Student Experience
By now, it’s clear: fragmented enrollment strategies and inconsistent outreach cost institutions students. Modern Learners expect speed, personalization and clarity—anything less, and they move on. The challenge for enrollment managers is not just knowing where students drop off, but having the tools to act before interest is lost.
Mapping the student journey provides that clarity. By tracing the entire enrollment process from inquiry to start, it uncovers friction points—broken links, slow follow-up, confusing financial aid—that silently derail prospects. Enrollment teams can pinpoint exactly where disengagement happens, intervene strategically and ensure every touchpoint reinforces your brand promise while supporting student success.
To take it a step further, you can secretly shop your own institution to reveal how your enrollment experience truly feels to the student. Delayed responses, generic messaging or unhelpful chat functions aren’t just minor inefficiencies—they signal misalignment and break trust. By uncovering these gaps, this process informs targeted improvements in communication, staff workflows and recruitment strategies, keeping your institution competitive in a fast-moving market.
Together, these tools offer a concrete roadmap to unify brand, marketing and engagement efforts—turning insights into action, closing gaps before students disengage, and ensuring every interaction drives measurable enrollment and student success.
In today’s competitive landscape, the institutions winning enrollment aren’t just reacting—they’re thinking bigger. They recognize that success comes from cross-functional collaboration, where departments work together to deliver cohesive, personalized experiences for Modern Learners.
This is more than efficiency—it’s a strategic mindset. By aligning every department around the student journey, anticipating needs, and curating experiences that reflect the expectations of Modern Learners, institutions build trust, enhance engagement and position themselves for sustainable growth and measurable outcomes.
Transform Your Enrollment Strategy
The status quo won’t carry institutions into 2026 and beyond. To stay competitive, enrollment leaders must move beyond fragmented processes and adopt integrated strategies that deliver speed, personalization, and authenticity at scale. At EducationDynamics, we do more than unify departments—we help institutions transform scattered efforts into a cohesive system that drives measurable student success.
Don’t let a fragmented strategy define your future. It’s not too late to turn things around. We help institutions move beyond the status quo to build a unified system that fixes funnel leaks, increases retention and delivers measurable student success.
What is Full-Funnel Marketing for Higher Education?
At its core, full-funnel marketing means investing in upper-funnel awareness and mid-funnel consideration strategies to drive lead generation efforts and investing in post-inquiry marketing to continue to nurture prospects into students.
While we like to think of the student journey as a linear process and clear path that every student follows, the reality is that every student journey is unique, and it rarely follows the exact path we proscribe. In spite of this reality, it is helpful to understand the stages of the journey that all prospective students must go through in some form. Understanding the stages of the student journey allows us to deploy a full funnel approach to our marketing and enrollment management efforts – one that takes a holistic approach and creates a student-centered experience that is more likely to result in better outcomes for your marketing efforts and ultimately your students.
Rather than focusing marketing efforts on lead generation efforts, a full funnel marketing approach invests in upper funnel activities and post-inquiry student engagement opportunities. Upper funnel marketing builds awareness and educates prospective future students. Down funnel pre-post-inquiry marketing nurtures prospective students, builds a relationship and helps the student move from consideration to enrollment and graduation.
In this article we will discuss the following topics:
Understanding the Student Journey
The student enrollment funnel is a critical framework for understanding the path prospective students take from initial awareness to becoming enrolled students. By recognizing the key stages and the specific needs of students at each point, institutions can tailor their outreach and support to maximize enrollment success.
Here’s a breakdown of the key stages of the student enrollment funnel:
When prospective students are just starting to consider higher education or specific programs, they are forming their first impressions on a variety of universities. This broad stage is your institution’s opportunity to grab their attention and inform them of who you are. The goal here is the craft and deliver messaging that excites your prospective students to learn more and easing them into the next stages of their decision-making journey.
You must lead with your brand story and values. This is where you establish your reputation as a forward-thinking innovator, a career catalyst or a community builder. Use powerful visual storytelling on social and video. Use organic content to expose the authentic student experience. This is how you bypass the noise and build a foundation of trust before a student even knows your name.
Grab the attention of these prospective students so that they’re aware of your institution through these channels:
Search
Social media
Over-the-top (OTT) advertising
Program Display
Audio
Video
Crafting and delivering messaging that focuses on your institution’s unique strengths such as innovative programs, a vibrant campus life, outstanding online options, or personalized student support can be beneficial for guiding potential students through the early stages of their decision-making journey.
2. Consideration: The Value Proposition
At this stage, students have narrowed their focus to a few institutions and are actively researching their options. This consideration stage is recognized as the longest in the student journey, lasting from the moment they first become aware of colleges all the way through enrollment. During this extended period, prospective students constantly revisit and refine their choices, narrowing down their top pick schools. According to our latest Engaging the Modern Learner Report, a majority of students have at most three schools in their consideration set. This highlights the importance of maintaining engagement throughout this critical phase.
The content here must prove your value. Forget the general brochures. Provide dynamic, personalized content that highlights your reputation in a way that’s relevant to the student’s specific interests. If you’re known for a top-tier nursing program, the content must show career outcomes, job placements and alumni stories. This is about converting curiosity into tangible desire by connecting your brand promise to a student’s personal ambition.
Highlight your strengths through informative content across various channels:
Search
Social media
Over-the-top (OTT) advertising
Program Display
Audio
Video
By providing informative, clear and confidence-building content that addresses student concerns, your institution can increase its visibility and solidify your institution as a top contender in the prospective student’s final selection process.
3. Conversion: The Proof of Promise
Prospective students compare their top choices and make their final decision. The communication strategy here should focus on addressing the prospective student’s final concerns, offering reassurance and providing clear and accessible information about their next steps.
During the conversion phase of the student enrollment funnel, prioritize creating a frictionless experience. By offering clear communication, readily available resources, and a streamlined application process, you can significantly increase your chances of converting prospective students into enrolled students, solidifying their decision to choose your institution.
Your admissions process is not just an application. It is a live reflection of your brand. The communication must be consistent with the brand promise. If your reputation is built on student-centric support, every email, phone call and text must be empathetic and helpful. Use hyper-personalized messaging and AI-powered tools that make the student feel heard and valued. The goal is to make the application feel like the first step in a personalized relationship not the end of a transaction.
Channels for increasing the likelihood of conversion during the conversion phase:
Search
Social
Email
SMS
By providing clear guidance, addressing concerns and showcasing the value proposition of your institution, you can ensure a seamless transition from prospective student to applicant.
Your institution has successfully captured the attention of prospective students and established an initial connection. At this stage, students are dedicating time to carefully consider their top options for advancing their education. Maintain and deepen prospective students’ interest by delivering messaging that is personalized, detailed and addresses each prospect’s specific concerns and questions. The key to a successful lead nurturing strategy is to provide a supportive, no-pressure environment while supporting their decision-making process and nudging them closer to taking the next step with your school.
This is where you double down on your brand. Your nurturing strategy should not just remind students of deadlines. It should make them feel like a part of your community before they ever set foot on campus. Use targeted campaigns that introduce them to their future classmates, faculty and student support services. Reinforce the values they fell in love with during the awareness stage. This mitigates “melt” and transforms an accepted student into an enrolled student.
Channels that can maximize your lead nurturing efforts include:
Search
Social
OTT
Program Display
Audio
Video
Email
SMS
Truly cultivate an understanding and support for prospective students navigating through the application process by delivering messaging that inspires them to complete their educational journey, personalized guidance and reminds them of the enriching experiences that await them at your institution.
5. Enrollment: The Starting Line
At this stage, prospective students have become applicants, now it’s a matter of getting them to enroll and move forward at your institution. Offering content that effectively addresses any final concerns and provides reassurance that their decision to enroll at your institution is the right choice, right fit and right time for them.
Enrollment is not the end of the funnel. It’s the beginning of a lifetime of brand loyalty. Acknowledge and celebrate this moment. Use this stage to welcome them to the community and prepare them for their new life as a student and future advocate for your brand.
Convert your applicants into enrolled students with these channels:
Feature content that addresses barriers such as affordability, mental burnout, and enrollment complexity by highlighting the availability of financial aid, scholarships, flexible payment options and personalized support services to promote streamlined enrollment process.
Utilizing email and SMS will be the most effective in delivering this type of content. Incorporating strategies such as targeted email campaigns and personalized phone calls can be effective. As long as the content you are offering provides clear and easy-to-follow instructions for the enrollment process, your institution can help eliminate any confusion or frustration and solidifying that the students’ decision to enroll at your school was the right one.
The Importance of Full-Funnel Marketing
At EducationDynamics, we have always taken a holistic approach to student recruitment and believe it is essential for long-term growth and sustainability. We have seen several shifts in the landscape that make a full-funnel marketing strategy more valuable than ever before.
Increasing Complexity in the Media Landscape
First, we see increasing complexity in the media landscape, from consumer behavior to advances in marketing channels. The average number of streaming hours consumed continues to rise. At the same time, ad-supported streaming platforms are growing in popularity and the social media landscape is fragmenting. In our latest Online College Students Report 2024, about 70% of online college students utilize primarily ad-supported streaming services and use YouTube, Spotify, YouTube TV, Netflix, and Hulu daily. These landscape changes are important in that they tell a story about where prospective students are spending their time online and how we can effectively reach them with advertising.
Changes in Prospective Students’ Search and Decision-Making Habits
Secondly, we are seeing changes in how prospective students are searching for and making decisions about higher education. As the focus on student loan debt and the value of higher education continues to be top of mind for students, we are seeing this manifest in prospective students doing more research even after the point of inquiry. In our 2024 Online College Students Report, 40% of online college students initially inquired at two schools and 21% inquired at three. Once they narrowed their selection 30% of online college students applied to two schools and 16% applied to three. Students are motivated to find the best value. They are therefore continuing to research past the point of inquiry and application to confirm their decision to invest—not just in tuition, but also their time and energy. Higher education marketers aim to respond by continuing to leverage various marketing channels to keep schools in the mix and reassure students why these schools are right for them and their circumstances.
With all these changes in the market, winning universities and colleges are shifting their marketing strategies to meet this dynamic environment. By implementing a full-funnel marketing approach, institutions can benefit from:
Increased Brand Awareness: A full-funnel strategy keeps your institution at the forefront of prospective students’ minds throughout their entire research journey. This consistent presence across various channels significantly increases brand awareness and strengthens institutional identity.
Improved Student Conversion Rates: By nurturing leads with targeted messaging and valuable content at each stage of the funnel, you effectively guide them towards enrollment. This personalized approach fosters trust and increases the likelihood of conversion from initial inquiry to final acceptance.
Stronger Return on Investment (ROI): Full-funnel marketing allows for targeted campaigns and data-driven optimization. This ensures your marketing budget is spent efficiently, reaching the right audience with the right message at the right time. You’ll see a significant improvement in ROI as you convert more qualified leads into enrolled students.
A Better Student Experience: At the heart of a full-funnel marketing strategy is a desire to deliver a better student experience by meeting the student wherever they are on the journey. A strong full-funnel marketing strategy is empathetic to the prospective student, listens to their direct and indirect engagement cues, and delivers an experience that provides the right information at the right time and on the right platform.
By embracing a full-funnel strategy, institutions can effectively navigate the complex media landscape, address the evolving needs of prospective students, and ultimately achieve their enrollment goals.
Growing Enrollment with Full-Funnel Marketing
While the execution of a full-funnel marketing approach will vary depending on the institution, there’s a common thread: measuring success through Key Performance Indicators (KPIs) tailored to each stage of the funnel. This means monitoring and measuring the micro-conversions and engagements along the journey in addition to the more obvious traditional conversion points like requests for information, application and enrollment.
Here’s a breakdown of KPIs for different funnel stages:
Top-of-Funnel (TOFU):
Brand Awareness: Focuses on metrics like impressions, reach, and brand recall to gauge how effectively your campaigns are building familiarity with your institution.
Website Traffic: Tracks overall website visits and unique visitors to understand how well your TOFU efforts are attracting potential students.
Engagement Rates: Measures user interaction on your website, such as time spent on pages, click-through rates on calls to action, and social media engagement, indicating deeper interest.
Mid-Funnel (MOFU):
There are two types of ‘Mid-Funnel’ stages in higher education marketing. We refer to the portion of the stage where the focus of marketing is on lead generation as pre-inquiry activities. Whereas, in admissions, enrollment and new student starts are the goal. We refer to this portion of the stage post-inquiry activities.
Pre-inquiry activities
Pre-inquiry activities include efforts made to connect with prospective students prior to directly contacting an institution for information. When tracking the effectiveness of these activities, higher ed marketers may consider these key metrics to determine their strategies’ ability to attract, engage and convert prospective students:
Lead Generation: Tracks cost-per-lead (CPL) alongside the volume of qualified leads generated by your mid-funnel activities (e.g., webinars, downloadable content).
Inquiry Volume: Measures the number of inquiries received through various channels, indicating a stronger interest in your programs.
Content Engagement: Analyzes how users interact with your mid-funnel content (e.g., white papers, blog posts) to assess its effectiveness in nurturing leads.
Post-inquiry activities
Following prospective students’ application submissions, your institution should prioritize a smooth transition into enrollment. A frictionless enrollment streamlines the process, ensuring a higher conversion rate while enhancing the overall student experience. To track the effectiveness of your post-inquiry activities, consider the following metrics:
Application Yield: Analyzes the percentage of applicants who complete the application process and submit their materials.
Offer Acceptance Rate: Measures the proportion of admitted students who accept your institution’s offer which indicates program interest after the students’ initial hurdle.
Lead Conversion Rates: Tracks the percentage of leads nurtured through email marketing or other channels that convert into applications.
Application Completion Rates: Measures how many inquiries progress towards completing the application process.
Bottom-of-Funnel (BOFU):
Enrollment Conversion Rate (Yield Rate): Tracks the percentage of admitted students who finalize registration and officially become enrolled to assess the effectiveness of the enrollment process.
Cost-per-Enrollment (CPE): Analyzes the total marketing spend divided by the number of enrolled students, reflecting the overall efficiency of your marketing efforts.
Deferral Rate: Analyzes the breakdown of admitted students who request to postpone their start date, providing insights into reasons for enrollment delays.
Monitoring these KPIs across the funnel stages provides valuable insights into the effectiveness of your full-funnel marketing strategy. This allows for data-driven adjustments to optimize each stage and ultimately improve your return on investment (ROI) for student recruitment.
By incorporating the costs associated with all stages of the funnel, you can leverage blended cost-per-enrollment (CPE) metrics. This provides a more holistic view of marketing effectiveness and allows you to utilize directional or causal analyses. These techniques go beyond simply observing correlations between upper funnel activities (such as brand awareness campaigns) and lead generation/bottom funnel results (like applications). They can help you understand the cause-and-effect relationships between these stages. Directional analyses can point you in the right direction, while causal analyses can provide more definitive evidence of the indirect impact that upper funnel activities have on lead generation and bottom funnel results.
Embracing a Full-Funnel Approach
As prospective students continue to search for higher education options and make decisions based on value, it is crucial for institutions to adapt their marketing strategies to meet this demand. Embracing a full-funnel approach will ensure that institutions stay competitive in the higher education market and achieve their enrollment goals.
Are you ready to transform your transform your marketing strategy to grow enrollment? Start a conversation with EducationDynamics today to discuss how we can help you implement a customized full-funnel strategy that drives enrollment growth and achieves your unique goals.
Securing steady enrollment growth and keeping students happily on board are top priorities in higher education. But how do you ensure you’re truly meeting student needs and demands? It’s all about measuring performance effectively. Gone are the days of navigating blindly through raw data; Key Performance Indicators (KPIs) are the laser-focused measures that cut through the noise, providing clear direction and a true sense of what’s working. It’s time to harness the power of data to steer your institution toward success.
Key Performance Areas
So, where do you start?
Determining your institution’s unique strategic goals is the first step. Once you know your target destination, KPIs become the navigation tools that guide you there. Look beyond generic metrics and choose a balanced set of KPIs across six performance areas:
AI Readiness
AI Readiness is the next-generation key area that proves you’re building a university that is smarter, more efficient and more responsive than anything the old systems could produce. If AI isn’t a core part of your institution’s DNA, you’re not just falling behind, you’re becoming obsolete. This isn’t about having a chatbot on your admissions page. It’s about a complete institutional transformation.
You can’t manage what you don’t measure. Here are the metrics that will expose whether your institution has truly embraced the future.
AI density: Percentage of keywords that are ranking in AI overviews.
Engagement metrics from AI chatbots such as engaged sessions and views.
AI-Driven Workflow Automation Rate: Percentage of key administrative processes (e.g., admissions review, financial aid queries) that are fully or partially automated by AI.
AI-Informed Decision-Making Rate: Percentage of high-level strategic decisions made based on predictive analytics and AI models.
Student Support AI Integration: The percentage of student inquiries (e.g., in financial aid, advising or registrar services) handled by AI-powered tools.
Personalized Learning Platform Adoption: The percentage of courses or students utilizing AI-powered platforms to tailor educational content and pace.
Enrollment and Student Retention Metrics
Strong enrollment and retention lead to higher graduation rates, reduced revenue loss and an improved institutional reputation. Driving college or university enrollment and retention involves pinpointing relevant Persistence, Progression, Retention and Completion (PPRC) metrics, gathering data from all angles (think systems, surveys, records) and using those insights to craft action plans.
These numbers aren’t just about growth. They are a measure of your institution’s ability to engage and keep students in a hyper-competitive market.
We delve deeper into this area by tracking:
Enrollment rate: Percentage of applicants who accept and enroll in the program.
Retention rate: Percentage of students who continue their studies from one semester/year to the next.
Time-to-degree completion: Average time it takes students to graduate.
Student satisfaction: Overall satisfaction with the educational experience, measured through surveys or feedback.
Application start rate: Percentage of people who begin an application.
Application completed rate: Percentage of people who finish and submit an application.
New student start rates: Percentage of accepted students who actually begin their studies.
Financial and Operational Performance
A healthy financial and operational performance ensures sustainability, resource optimization, and the ability to reinvest in student success. We monitor:
Cost per student: Average cost of educating each student.
Tuition revenue: Income generated from student tuition fees.
Fundraising and philanthropic support: Donations and grants received to support the institution.
Return on investment: Measurable benefit in relation to resources invested.
Operational cost savings: Reductions in operational expenses without compromising quality.
Student Engagement and Learning Outcomes
High student engagement and successful learning outcomes translate to greater student satisfaction, improved graduate employability and a boost to your institution’s reputation. Track the following key performance indicators:
Online engagement metrics: Measures of student interaction and participation in online learning platforms.
Participation in extracurricular activities: Level of student involvement in non-academic activities.
Career readiness outcomes: Success of graduates in securing employment and achieving career goals.
Course completion rates: Percentage of students who successfully complete each course.
Student-faculty ratios: Number of students assigned to each faculty member.
Graduation rates: Percentage of students graduating within the expected or predefined timeframe.
Alumni Engagement: Level of engagement and involvement of graduates with the institution.
Diversity, Equity and Inclusion
Fostering a diverse and inclusive environment promotes equity in student success, attracts a wider talent pool, and strengthens your community. We assess:
Student body demographics: Representation of different ethnicities, genders, socioeconomic backgrounds, etc. in the student population.
Faculty diversity: Representation of different groups among faculty members.
Graduation rates for underrepresented groups: Success rates of students from minority or disadvantaged backgrounds.
Climate surveys: Assessments of the campus environment in terms of inclusivity and belonging.
DEI program participations: Number of students, faculty, and staff engaging in diversity, equity, and inclusion initiatives.
Cultural competency training for staff: Efforts to equip staff with knowledge and skills to support a diverse student body.
Brand Key Performance Indicators for Reputation and Marketing Effectiveness
Effective marketing strategies to increase student enrollment play a key role in establishing a strong brand reputation and contributing to a positive public image. We monitor these key performance indicators:
Website traffic: Number of visitors to the institution’s website.
Social media engagement: Likes, shares, comments, and other interactions on social media platforms.
Brand awareness: Recognition and familiarity with the institution by the target audience.
Brand sentiment analysis: Understanding public perception and opinion of the institution.
Lead generation: Number of potential students identified through marketing efforts.
Conversion rate: Percentage of leads who actually enroll in the program.
Student referral rates: Number of new students enrolled through recommendations from current or former students.
Cost per acquisition: Average cost of acquiring a new student through marketing campaigns.
Implementing KPIs for Success
You’ve chosen your key performance indicators (KPIs). But hold up, don’t get lost in a sea of data just yet. We must translate those fancy metrics into real action.
First things first, let’s talk SMART goals. Ditch the vague aspirations and define clear, measurable objectives. Instead of “improve student satisfaction,” aim for “increase student satisfaction score by 5% within the next semester.” See how much more focused and actionable that is?
Data is your fuel, but dashboards are your engine. Imagine analyzing spreadsheets manually – cumbersome, right? Data visualization tools and dashboards are your secret weapons for making sense of all that information. They reveal trends, highlight areas for improvement and showcase your progress in a clear, digestible way.
Collaboration is key. Don’t work in silos! Involve different departments – admissions, finance, academics, marketing – everyone who plays a role in achieving your goals. Share your KPIs, gather their insights and work together to track progress and make informed decisions. Remember, a data-driven culture thrives on shared ownership and collective action.
Remember, adaptability is your superpower. The higher education landscape is dynamic, so your KPIs should be too. Review and update them based on new priorities, data-driven insights and feedback regularly. Be flexible, be responsive and embrace continuous improvement as your guiding principle.
The Future is Not an Improvement. It’s a Revolution.
Your competitors—the legacy players—are selling you on a slightly better version of the past. More data, a slightly cleaner CRM, a new consulting strategy. But what if the problem isn’t a lack of optimization but a fundamental design flaw?
The next generation of enrollment demands a completely new approach built on intelligence, not just data.
From “Sticker Shock” to Financial Clarity You can’t afford to lose students to sticker price anxiety. The future is about radical transparency. It’s about a clear, simple financial aid process that tells a student their true cost of attendance from day one. No surprises. No opaque spreadsheets. Just clarity.
From Data Overload to Predictive Intelligence: Stop drowning in data. The future is about leveraging AI and predictive analytics to identify the students most likely to enroll and graduate. It’s about understanding their unique needs before they even ask and delivering a hyper-personalized experience that feels like it was designed just for them.
From Siloed Chaos to a Seamless Student Journey: Overthrow the departmental silos. The future of enrollment is an all-in-one platform that connects every stage of the student journey—from initial search to application, financial aid and enrollment. It’s one portal, one point of contact, one seamless experience.
Stop Tinkering. Start Transforming.
You have a choice. You can keep doing what you’ve always done, hoping a better website or a new consulting firm will solve a systemic problem. Or you can admit the old way of doing things is broken and choose to fundamentally transform your approach.
Your KPIs aren’t just a measure of your progress; they are proof that the traditional system is failing. It’s time to stop measuring the problem and start building the solution.
Ready to dismantle the old way and build the next generation of enrollment? Partner with EDDY to identify crucial KPIs, develop effective strategies to increase student enrollment, and track progress toward sustainable growth. Together, we can turn your data into a powerful force for positive change and empower your institution to reach its full potential.
Take the first step today! Contact EDDY to learn how we can help you leverage the power of KPIs and achieve your strategic goals.
Hushed conversations about the budget, a shrinking applicant pool and that dreaded enrollment cliff are no longer whispers. The numbers are in and they tell a story you know all too well: the old way of doing things isn’t working any more.
The traditional models are failing to keep pace with a new generation of students and a rapidly evolving job market. We’ve moved beyond the “enrollment cliff” as a future threat; it’s a present reality that is forcing institutions to fundamentally rethink their approach to marketing and enrollment.
The old playbook of generic campaigns and static brochures is obsolete. In 2026, the game is no longer about reaching the most students but about connecting with the right students in the most authentic way possible. This new landscape is defined by data, driven by Artificial Intelligence (AI) and built on a foundation of radical transparency. It’s a world where the institutions that survive will be those willing to break away from the establishment and challenge the status quo.
Explore the 2026 trends and predictions that are shaking up digital marketing for education industry, what it means for the next generation of enrollment and how institutions can position themselves to thrive in a new era of higher education.
Shift to GEO/AEO and “Search Everywhere Optimization”
With the rise of social search and AI Overviews, traditional Search Engine Optimization (SEO) is becoming insufficient. The new paradigm is “Search Everywhere Optimization.” This includes GEO (Generative Engine Optimization) to ensure your institution is favorably mentioned in AI-generated answers and AEO (Answer Engine Optimization) to appear in direct answers in AI Overviews as well as on platforms like TikTok, Reddit, Quora and voice assistants. By 2026, success will not be measured by a #1 ranking on a Google page, but by being the embedded answer wherever a student asks a question.
Conversational AI as the 24/7 Admissions Counselor
AI is already strongly embedded in advertising platforms to capture student interest, but the next frontier is how institutions leverage AI in lead nurturing and admissions. As shown in EducationDynamics’ latest Engaging the Modern Learner Report, 60% of students use AI chatbots for college research, a significant jump from 49% just a year ago. This will move beyond simple chatbots into sophisticated conversational AI that manages entire nurturing funnels, providing instant, personalized answers to complex questions about financial aid, credit transfers and program specifics via SMS and web chat. These AI assistants will be able to schedule campus tours, triage inquiries to the correct human counselor and provide 24/7 support, dramatically improving the prospective student experience and freeing up admissions teams to focus on high-intent, high-value interactions.
Authentic Storytelling
Authentic user generated content will be a vital part of a brand’s storytelling as more students turn to social channels and short form video to research and validate individual brands. Brands will increasingly leverage content creators’ sphere of influence, leveraging short-form video to tell showcase their brand story. This creates a massive opportunity for institutions to leverage user-generated content and partner with student-creators who can showcase the real, unpolished and relatable brand story. Think a “Day in the Life” series on TikTok or a student ambassador Q&A on Instagram Live—these genuine interactions build trust and connection in a way a static brochure never could.
AI for Personalization
AI picks up on individual user preferences and can serve ad creative that they are more likely to engage with due to better relevance. AI will use existing ad assets (images, videos, headlines, descriptions, etc.) and landing page experiences to create unique and personalized ads. Landing page personalization will also emerge in 2026 as a way to increase relevance and conversion rate optimization. To be successful, advertisers need to provide a wide variety of existing assets and have a strong landing page experience. For example, if a prospective student has previously browsed your computer science program page, an AI-powered ad could then automatically show them a video testimonial from a current computer science student, rather than a generic campus tour video.
Rise of Social for Search
Over the past couple of years, we’ve seen students turning to social for search, we will continue to see this pattern and expect it to increase. Unlike a traditional search engine that provides a list of links, social platforms offer an immersive experience. Students can search for a university’s name and instantly see “day in the life” videos, unscripted dorm tours and Q&A sessions with real students. This content feels more genuine and trustworthy than a polished university-produced video. For them, a hashtag search is less about finding a fact and more about getting a feel for a school’s culture. Having an organic and paid presence on social channels will be vital for brands to be present where their audience is searching.
More Ads in AIOs/AI Mode
To date, there have been very few instances of EDU ads within AI Overviews or AI Mode, but in 2026, we expect this to change dramatically. Google is actively integrating ads directly into its AI-generated summaries and institutions need to be prepared to take advantage of this new frontier for digital advertising for higher education.
This shift is about more than just a new ad placement; it represents a fundamental change in how advertisers reach prospective students. Instead of relying solely on keywords, digital advertising for universities in AI Overviews are triggered by the full conversational context of a user’s query. This means an ad for your nursing program could appear not just on a search for “nursing school near me,” but also on a more exploratory query like “what are the best career paths in healthcare?” that generates an AI Overview response.
To secure a presence in these valuable new placements, institutions will need to embrace Google’s AI-powered ad solutions. These include:
Broad Match: This uses Google’s AI to match your ads to a much wider range of relevant searches, including long-tail and conversational queries that are common in AI Overviews.
Performance Max: This campaign type leverages automation to find high-value conversions across all of Google’s channels, including Search, Display, YouTube and, increasingly, AI Overviews.
AI Max for Search (Beta): The newest iteration of Google’s AI-powered ad solutions, AI Max for Search is designed specifically to enhance creative relevance and expand reach within AI-driven search experiences.
As AI-generated results take up more screen space, being present in these ad placements is crucial. This is a chance to get your brand in front of students at a new moment of discovery, where they are actively seeking complex, nuanced information. Shifting to these AI-powered tools is the key to ensuring your institution remains visible and competitive.
First-Party Data is the Ultimate KPI
As audience targeting and keywords continue to get broader, across paid search and paid social, properly training AI to find and optimize to the right user will be crucial to a campaign’s success. The best signal institutions can provide is through their own data. Institutions will need to prioritize regularly importing their 1st party data to fuel their audiences and bidding strategies. Bidding to outcomes will drive quality and as a result CPCs as a KPI will decrease in importance, especially as CPCs continue to increase. Instead, the focus should remain on the cost per outcome, such as cost per application and cost per enroll. Focusing on and optimizing to these ultimate KPIs will bypass front-end noise, ensure quality and prioritize outcomes that more closely correlate to business goals.
Ready to Break Free From the Old Playbook in the Higher Education Industry?
The time for waiting is over. The institutions that will survive and thrive in this new era are those that abandon the outdated playbooks of the past and embrace a new, data-driven and authentic approach to enrollment.
This is not a time for incremental change. It’s a time for bold, strategic action. By leveraging AI for personalization and operational efficiency, embracing authentic storytelling and prioritizing first-party data, you can build a recruitment strategy that not only attracts the right students but also proves the enduring value of your institution.
Ready to transform your enrollment strategy and secure your institution’s future? EducationDynamics is the only partner with the expertise, technology and end-to-end solutions to help you not just adapt, but thrive. Contact us today to future-proof your institution.
Paid search marketing has always played a central role in how students find and engage with colleges and universities. But how students search and what they expect from the experience has fundamentally changed. Today’s Modern Learners are digital-first and highly discerning, which raises the stakes for any higher education marketing strategy, especially when it comes to search visibility. Modern Learners are not just typing in keywords; they’re asking complex questions and increasingly expect fast, relevant answers that feel tailored to their individual goals.
In this new reality, search is no longer just a tool; it is your institution’s reputational front door. For many students, the first impression comes from your search presence—whether your institution appears at all, and what shows up when it does. This moment shapes how they perceive your brand and can influence their decision to engage further.
With advancements such as Google’s AI Overview and AI Mode, the line between paid and organic results is disappearing. These features pull from multiple sources to deliver a single, curated response designed to satisfy intent rather than merely match keywords. This means your search strategy can no longer operate in silos. Paid and organic efforts must work in tandem, and both need to be structured around how students actually search, not how institutions are used to marketing.
Yet, many institutions still rely on legacy paid search strategies that are fragmented and overly focused on isolated keywords. These outdated tactics often miss the nuance of modern search behavior, leading to underperformance and missed opportunities.
This is especially critical during a time when marketing budgets are under pressure and visibility is harder to earn. To remain competitive, higher ed marketers need to reimagine paid search not as a list of bid terms or ad placements, but as a strategic channel that influences both enrollment outcomes and institutional reputation. What’s at stake isn’t just performance. It’s how your brand is perceived in the channels that matter most.
Intent Is the New Currency of Paid Search
Paid search has long been valued for its ability to deliver results quickly and cost-effectively. But in today’s environment, true efficiency means more than just driving volume through simply targeting the right keywords. Today, successful campaigns are built around understanding and aligning with the why behind a student’s search, not just the what.
That’s where intent becomes essential. Intent reveals what a prospective student is trying to accomplish, what stage of the decision process they’re in and what they expect from their educational experiences. With today’s AI-powered platforms, marketers can now interpret and respond to this intent with greater precision than ever before.
Modern tools like Performance Max—Google’s fully automated, goal-based ad campaign—and Broad Match—its flexible keyword matching option—draw from a range of real-time signals like device type, browsing behavior, location, and time of day. These platforms use that context to determine not just who to reach, but how and when to deliver the most relevant message.
This shift is especially important when engaging adult and online learners. These prospective students often search in short, focused bursts across devices and platforms. Intent-based targeting helps ensure your message appears at the right moment, when a prospective student is most open to taking the next step.
The benefit goes beyond smarter targeting. Institutions that embrace intent-based strategies often see improved efficiency, stronger lead quality and a higher return on investment. More importantly, they’re creating a search experience that meets students where they are.
For higher education marketers, this requires a mindset shift. Paid search is no longer about chasing keywords or building lengthy lists of terms. It’s about reading behavior, responding with context and building relevance. Those who adapt to this new model will be better positioned to influence outcomes and build lasting brand reputations.
Why Over-Segmentation Hurts AI Performance
Aligning with student intent requires more than new tools—it requires rethinking how campaigns are structured. That’s where over-segmentation becomes a critical barrier. Not long ago, higher education marketing professionals found success by keeping campaigns tightly focused. You’d build detailed audience segments, carefully tailor your messaging and control every aspect of targeting. It worked well in a time when more control often meant better results.
That playbook doesn’t hold up in today’s AI-driven paid media environment. In fact, over segmentation actively holds your campaigns back.
AI performs best when it’s given space to learn and optimize. It needs strong signals, such as first-party data, clear conversion goals and smart bidding strategies, to work effectively. Overly narrow targeting and rigid parameters create inefficiencies and limit performance.
That’s why marketers should focus less on segmentation and more on supplying clear, meaningful data that helps AI reach the right students and drive outcomes like increased inquiries and stronger application intent.
At the same time, student journeys have changed. Modern Learners aren’t moving through the funnel in linear paths. Ther research process is fast-paced and shaped by real-life pressures like work schedules, finances and family responsibilities.
Prospective students don’t just want more content—they want information that’s relevant to their needs and arrives when it matters most. Modern paid media strategies must move beyond simple demographics to focus on behaviors, intent and how students search.
Transforming Strategy Into Results
As search evolves, so too must the role of the higher ed marketer. In today’s AI-driven landscape, students are exploring their options in more nuanced ways. To keep pace, marketing strategies must shift from keyword-first thinking to approaches that prioritize context, content and the student journey. Here’s how forward-thinking teams are putting that into action:
AI works best when it has strong signals to learn from. That means it’s often more effective to group campaigns by intent rather than breaking them up by individual programs or markets. For example, grouping similar programs together can help your budget go further by focusing on where there’s actual search demand, even if it means less control over specific program-level results.
Content That Works Harder
When you’re working in a keywordless environment, your content does the targeting. Search platforms rely on your landing pages, headlines and descriptions to understand what you offer and who you want to reach. That’s why clear, relevant content is critical. The schools seeing the best results are the ones creating content that aligns with what students are actually searching for.
Making the Most of First-Party Data
Performance Max campaigns are especially powerful when they’re fueled by high-quality first-party data. Feeding in enrollment signals, audience segments and behavioral insights allows AI to deliver more personalized outreach across platforms. This enhances reach and efficiency without compromising targeting precision.
Scaling with AI Max and Broad Match
New tools like AI Max are opening doors to even more automation. AI Max combines broad match, keywordless targeting and AI-generated creative to help schools reach students in AI-driven placements. Paired with the right paid search strategy, Broad Match helps your content appear in the natural, conversational queries students actually use.
Aligning Paid and Organic Strategies
The strongest higher education marketing strategies bring paid search marketing and organic search marketing under one roof. When teams align on landing pages, keywords and messaging, both channels amplify each other—driving more qualified traffic, improving conversions and boosting visibility across search results. This gives AI clearer context and helps create a smoother experience for students.
Continuous Testing and Learning
AI doesn’t mean putting things on autopilot. The best results come when marketers stay involved—testing creative, improving landing pages and updating their audience signals. All of that helps the AI learn and get better over time.
When campaigns are built around clear intent and fueled by rich data and relevant content, AI moves beyond automation—it becomes a strategic partner. This empowers institutions to reach the right students with precision, reduce wasted spend and create meaningful connections that drive enrollment success.
Harness AI to Amplify Your Team’s Impact
AI isn’t here to replace your marketing team. Instead, it helps them work smarter and focus on what really matters. AI tools take care of the routine tasks like adjusting bids, testing creative and targeting audiences in real time. This gives your marketers more time to concentrate on strategy, keeping your brand consistent, understanding student journeys and improving conversions.
This partnership between marketers and AI is the future of higher ed marketing. Adapting your strategy to today’s search landscape helps strengthen both your enrollment pipeline and your brand foundation.
At EducationDynamics, we think differently about AI’s potential to power higher education marketing teams by combining creativity, data-driven insight and technology to drive meaningful growth.
This is more than just a new way to run campaigns. It’s a shift toward meeting students more effectively—aligning enrollment and brand goals in a way that builds trust, boosts visibility and drives lasting success.
This fundamental shift demands a re-evaluation of how we evaluate, measure, and evolve our SEO and website marketing efforts. For higher education institutions, staying ahead of this curve isn’t just about visibility; it’s about connecting with prospective students in new and impactful ways.
The world of Search Engine Optimization (SEO) is in constant flux, and never has this been more evident than in the current era of artificial intelligence. AI-driven search experiences are fundamentally shifting how prospective students search for schools and programs, and what worked yesterday won’t be enough to drive success going forward.
Gone are the days when organic traffic and keyword rankings were the sole arbiters of SEO success. While still important, the reasons for their diminishing effectiveness are becoming increasingly clear:
Traffic is no longer a perfect proxy for exposure: With the rise of AI-powered search features like Google’s AI Overviews, users are increasingly finding answers directly on the Search Engine Results Page (SERP) without needing to click through to a website. This “zero-click” phenomenon means your content can provide value and influence prospective students even if it doesn’t result in a website visit. A high ranking might lead to less traffic if the answer is provided directly on the SERP, skewing traditional traffic metrics.
Keyword rankings don’t capture semantic understanding: AI excels at understanding natural language and user intent. While a keyword ranking tells you if you’re visible for a specific phrase, it doesn’t tell you if your content is truly satisfying the underlying need or being recognized as authoritative for a broader topic. Users are asking more complex questions, and AI is providing more nuanced answers, making a simple keyword ranking less indicative of true search performance.
The Rise of AI Overviews and Our “AI Density” KPI Approach
Google’s AI Overviews (formerly Search Generative Experience) are transforming how information is consumed. These AI-generated summaries appear prominently at the top of the SERP, synthesizing information from multiple authoritative sources to provide immediate answers.
Google AI Overview example within a higher education SERP
For higher education marketers, this means that even if a user doesn’t click on your link, your institution’s content can still be featured, influencing their perception of your brand and their enrollment decision-making. With this, it is necessary to expand your measurement framework to encompass new KPIs; one such KPI is AI density.
AI density measures how often your institution’s content is cited or referenced within AI Overviews for relevant queries. This KPI goes beyond clicks, focusing on the ultimate visibility and attribution your brand receives within these AI-powered summaries. A high AI Density signifies that your content is considered a trusted and valuable source by AI models, driving more visibility among high-intent prospective students.
How to Influence Your Website’s AI Density:
Optimize for authority and trustworthiness: AI models prioritize content from credible and authoritative sources. Focus on building E-E-A-T (Experience, Expertise, Authoritativeness, and Trustworthiness) through high-quality, in-depth content, expert authors, and strong internal and external linking.
Structure your content for AI readability: Use clear headings, concise answers to common questions, and structured data (schema markup) to help AI models easily understand and extract information from your pages.
Analyze source citations: Pay attention to which websites Google’s AI Overviews are sourcing their information from. Are you among them?
Beyond the Click: Other Essential Modern SEO KPIs
While AI density is a powerful new addition, a holistic view of your SEO performance in the AI era requires tracking a broader set of KPIs. Here are some that will become increasingly vital:
Search Share of Voice: This metric moves beyond individual keyword rankings to assess your institution’s overall visibility for a set of relevant topics or queries compared to your competitors. In the modern search landscape, this encompasses your website, your social media presence, your external brand mentions, and more.
On-Platform Visibility: Students are searching on more platforms than ever before, from social platforms like Reddit, YouTube, and TikTok, to chatbots like ChatGPT, Gemini, and Claude. Your SEO strategy needs to consider visibility on these platforms, and your KPIs should reflect your presence and engagement there.
Brand Search Volume: As AI provides direct answers, users may be exposed to your brand without visiting your site. Monitor branded search queries in Google Search Console and Google Trends. An increase in branded searches indicates growing brand awareness and recall, even if the initial search didn’t lead to a click.
Engagement Quality (Beyond Bounce Rate): Instead of solely focusing on bounce rate, delve into metrics that indicate true engagement. Look at “engaged sessions” in GA4, video views, downloads of resources, and repeat visits. These metrics show that your content is truly resonating with users, even if the conversion isn’t immediate.
Conversion Influence (aka Assisted Conversions): SEO’s role in the user journey is becoming more complex. It might not always be the last click, but it often initiates or assists a conversion. Utilize GA4’s attribution models to understand how organic search influences conversions further down the funnel, even if other channels get the “last click” credit.
Adapting for the Future
The shift in the SEO landscape is not a threat but an opportunity for marketers to become more strategic and meet prospective student needs more effectively. By evolving our KPIs to reflect the realities of AI-powered search, higher education institutions can gain a deeper understanding of their online performance and adapt their strategies to thrive.
EducationDynamics is committed to helping institutions navigate this evolving digital terrain. By focusing on these modern KPIs, you can ensure your SEO efforts are not just about ranking for keywords, but about building genuine visibility, authority, and engagement in an increasingly intelligent search environment. Contact us to learn how we can support your strategy.
In an era where higher education faces unprecedented challenges and opportunities, the recent Meltwater Summit offered crucial insights for leaders navigating a rapidly changing landscape. This gathering of creative minds, brand leaders and technology experts explored the critical intersection of compelling storytelling, branding and the power of artificial intelligence. Explore strategic takeaways poised to reshape how institutions connect with prospective students, build brand equity and harness AI to drive creative processes.
Creativity Flows with You
Reese Witherspoon set the tone with an honest reflection on the nature of creativity: it’s constantly flowing but rarely on a set schedule. The challenge isn’t finding ideas—it’s cultivating the environment and carving out dedicated time for them to flourish. The solution? Clear, consistent and intentional communication. Whether you’re bridging teams or brainstorming with collaborators, creating space for dialogue is what truly transforms good ideas into great ones. At EducationDynamics, we aren’t just completing tasks; we are constantly collaborating with each of our partners to ensure we produce the best content possible. Our solutions span creative services, brand strategy, awareness marketing and more—turning inspiration into action and strategy into results.
AI: A Teammate, Not a Replacement
AI emerged as a powerful ally throughout Meltwater Summit sessions, particularly when leveraged for the content creation process. One standout tactic shared was the “sandwich approach” to content creation, a straightforward framework for combining human creativity with AI support:
Draft with Intent: Begin by outlining your core message or ideas. This first layer is where your expertise and objectives take shape, setting the foundation for compelling content.
Expand with AI: Use AI tools to build upon your draft—generating copy variations, enhancing clarity or exploring new angles you may not have considered.
Refine with Purpose: Continue to refine and rework AI-enhanced content through your own lens. Strengthen the structure, sharpen the voice and align it with your audience and brand tone. Great content takes more than one pass; it’s built through deliberate iteration.
The takeaway was clear—AI isn’t here to replace your creativity. It should be used to to amplify it. When used intentionally, it becomes a partner in the process, helping ideas take shape faster than before.
At EducationDynamics, we embrace AI as a collaborative tool that helps streamline ideation and improve efficiency. It should be a jump-off point, not a final destination, supporting the creative process without replacing the human insight that drives it.
Prompt Writing with AI
AI can be an amazing content marketing tool, especially when used to generate fresh ideas, streamline workflows, and tailor messaging for specific audiences. In order to achieve these goals using AI, effective prompt writing is also a critical asset.
While a typical Google search might consist of just a few words, an effective AI prompt can span hundreds. The more detail you provide, the better your results will be. Don’t hesitate to ask AI to evaluate or improve your original prompt; collaboration is your asset when using AI. Treat an AI assistant as a teammate. Work with it, and understand it is there to work the foundation, not complete it.
Important Tip: Protect your data. Avoid sharing sensitive information with public AI tools, and use secure, private systems that align with your institution’s compliance and governance policies.
Smarter Workflows with AI
AI isn’t just for writing. It can streamline your entire workflow. From summarizing analytics and setting alerts for media mentions to helping coordinate across teams, AI is becoming an indispensable partner in day-to-day operations.
The takeaway: AI won’t take your job—but it might take over the tasks that are holding you back from your best work.
Content That Captures and Connects
Creative content marketing has the power to elevate your institution’s voice and drive meaningful engagement across platforms. Today’s most effective content does more than inform; it creates an emotional connection. That means capturing content that feels real, engaging and multi-layered. Even one filming session can yield a wealth of valuable content. In each filming session, aim to produce the following:
A core message or question
Authentic behind-the-scenes footage
At EducationDynamics, our creative services span the full content spectrum—including Organic Social strategies designed to help institutions tell their stories in ways that resonate and inspire, reaching students right at their fingertips.
Strategic Content Planning
For university marketing leaders and content marketing managers alike, every piece of content should align with your larger content calendar and overarching brand goals. Don’t post just to fill the gap. Each piece should serve one (or more) of three purposes:
Educate: Deliver useful and relevant information.
Engage: Spark genuine conversation and connection.
Encourage: Motivate your audience to act, advocate, or explore further
In higher education, for example, students crave content that both informs and resonates emotionally. Whether highlighting everyday moments or preparing for crisis communication, a plan—and a designated point of contact—ensures you can respond quickly and effectively.
Always ask: How does this content deepen connections, build school pride or inform? You’re not just telling a story—you’re shaping your institution’s impact.
Build With Intention
From AI integration to authentic content creation, one message echoed throughout this year’s Meltwater Summit: success in today’s digital world means being intentional.
The institutions that thrive are the ones building with purpose, thoughtfully engaging audiences and effectively leveraging technology. They listen, adapt and invest in strategies that meet the Modern Learner where they are, contributing to overall brand health and engagement.
Purposeful creation begins with understanding your community, amplifying their voices and delivering value through every interaction. As a higher education marketing agency, we empower institutions to transform attention into enrollment and inspire students to become advocates.
Your institution has the foundation: vision, community and purpose. With the right tools and the right partner, you can turn that foundation into measurable growth that aligns with your goals. If you are ready to grow with intention and engage on a deeper level, EducationDynamics is here to support you.
