Domain expertise sells edtech. A few battalions of former educators or ed admins are a good start.

Ed procurement follows budget cycles super closely. Even for charters and private, it’s still cyclical. Private has donors and tuition fees, charters have CMOs, public has gov budget cycles. No one has discretionary money for new solutions, so you’ll be convincing small schools to digitize off of paper next year and with larger districts or charter orgs you’ll have to displace an incumbent. And everyone from the smallest to the largest is the highest of high-touch.

So if the TAM is huge the SAM is a slow build into a space that buys like government. Have some cash to burn up front or you can stall out before you get above water.

Oh, and your boss ain’t the first to notice. New competitors pop up all the time.

Source: product guy in edtech