Practical strategies, frameworks, and hard-won lessons for EdTech founders who want to win district contracts and build sustainable, predictable revenue.
I want to talk about the four words that kill more EdTech deals than bad products, bad timing, or bad presentations combined. “We don’t have money.” If you sell to K–12 districts, you’ve heard this before—probably more times than you’d like. Most founders I talk to handle it the same way: they thank the district administrator for their time, make a note to follow up next year, and move on. I’ve been selling into districts for 40 years. Senior roles at Pearson, HMH, and
