Understanding the Edtech Market and Making the First Sale

No matter what you are selling you need to 2understand your customer if you want to maximize your sales. You need to know who you are selling to, why they should buy your product, and what they stand to gain from using your product. It’s no different for those in edtech. Just as important, within sales, is knowing your product, because customers will be more likely to trust those that can show confidence in what they are selling.

Participants in this session will:

  • explore methods for better understanding and thinking about the edtech market you are selling to
  • evaluate conventional and creative ways edtech entrepreneurs can make potential customers more comfortable
  • identify questions that they should know about their own products prior to trying to make the sale
  • analyze edtech sales cycle myths – like sales can only happen in the spring, when you know someone inside the school or district, when you already have customers, and with the support of teachers/educators


Instructor: Teddy Rice, Co-Founder, Ellevation
Teddy Rice is a Co-Founder of Ellevation, LLC and serves as its President. Mr. Rice is an entrepreneur with a background in venture capital, management consulting and general management. He has supported education businesses focused on advancing student achievement in the United States. He served as an Associate at Silverline Partners in New York, where he helped evaluate and execute leveraged buyout transactions in the lower-middle market. Mr. Rice worked with senior management at Harcourt Education, to implement global supply chain reforms. He started his career as a Consultant with The Parthenon Group, where Mr. Rice advised companies on corporate strategy and post-merger integration in a variety of industries. He is an Observer on the boards of Acelero Learning and American Reading Company. He serves as a Director at Ironwood Capital. Mr. Rice serves as a Director of Acelero Learning, Inc. Mr. Rice holds a B.A., magna cum laude, from Dartmouth College and an M.B.A., with honors from the Wharton School.


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