Playbooks

Annual overview of transaction volumes, values and multiples of deals in the education industry.

Results of McKinsey’s survey of growth-stage tech companies that identify personal traits of high-performing edtech sales reps.

From Winning By Design, this video series teaches portfolio companies how to build a modern, customer-centric sales organization that leverages technology, content, and data-driven methods while operating in nimble POD structures to create scalable, efficient sales processes.

12-part blog series on product strategy from Gibson Biddle, former VP/CPO at Netflix/Chegg, starting with a framework for delight, defensibility, and margin as the foundation for long-term product success.

How product and marketing work together to shape a memorable brand—using a positioning model (positioning, customer benefit, personality) and a brand pyramid (aspiration, emotion), illustrated through Netflix’s evolving homepage and core promise

While outbound sales has evolved over the years, it’s still incredibly important to build a successful edtech company. Four things to keep in mind when doing outbound sales.

A prerequisite to becoming a product-led company is internal alignment around the metrics that drive sustainable growth, such as customer lifetime value, engagement, and retention.

Prospecting strategies for SaaS sales organizations, categorized by different go-to-market models.

Essential PLG metrics and performance benchmarks for K-12 B2B edtech, and a practical framework for tracking user adoption, engagement, retention, and growth.

Different B2B sales methodologies, and how they should align with the customer, market, and value of the product or service.

How AI startups must move beyond experimental pilot pricing by tying cost to clear value, positioning pricing as a strategic lever to convert pilot projects into sustained revenue.

Basic design principles to make sure you measure sales funnel correctly and consistently drive insights.