EdTech founders — how did you actually get your first institutional pilot? And what almost killed it?
I'm trying to understand the real journey from idea to adoption. I know the sales cycle in education is brutal — I've heard 6-18 months to close a deal. But I'm curious about the messy middle.
For those of you who've built something and gotten it into a school or university:
- How did you get your foot in the door? Was it a warm intro? Cold outreach? A teacher who loved it and championed you?
- What was the biggest thing that almost killed the deal? IT security? Privacy concerns? Faculty resistance? Budget?
- How did you handle privacy and compliance? Did you have FERPA and COPPA figured out from day one, or did you scramble later? I keep hearing "privacy is a sales issue" — districts are rejecting vendors who can't show airtight policies. Was that your experience?
- What do you wish you knew before you started that nobody told you?
I'm trying to understand the dark truths — not the success story marketing version. What actually sucked and what would you do differently?