Lately I’ve seen quite a few edtech companies that hope to graduate from offering a free product to actually monetizing it. Perhaps that’s a sign of their business’ growing maturity, or maybe it’s because in today’s tighter investment climate, their investors are urgently demanding to know how they will make money. Either way, it is important for all edtech entrepreneurs, especially those who develop instructional technology for use by teachers and students in the K-12 grades, to understand how to position their products for maximum sales success.
Based on my experience in the enterprise software world and now in education technology, I’d like to offer some of my thoughts on how to go about doing this.
