In this episode of the Boys of EdTech, the crew unpacks what’s actually happening on the ground—from AI overload and vendor noise to what truly cuts through when selling to school districts.

The group breaks down why AI isn’t the differentiator anymore, how districts are thinking about build vs. buy decisions, and what vendors are getting wrong in their outreach. From cold email strategies that actually work to the importance of relationship-building over transactions, this episode is packed with real, tactical advice for edtech founders, sales teams, and anyone trying to navigate the K-12 space.

They also explore what meaningful relationships look like in practice, how to stand out in a crowded market, and why understanding district priorities (down to contracts and funding plans) can make or break your success.

If you're in edtech, business development, or district leadership, this episode delivers unfiltered perspectives from operators who are in the trenches every day.

Connect with the Boyz
Rick Fernandez: https://www.linkedin.com/in/dr-rick-fernandez-40692434/
Matthew Millstein: https://www.linkedin.com/in/matthew-millstein/
Jacob Kantor: https://www.linkedin.com/in/thejacobkantor/
Ryan Patenaude: https://www.linkedin.com/in/ryanpatenaude/
Jeff Piontek: https://www.linkedin.com/in/jeffpiontek/

Key Moments

04:03 Reflecting on conference interactions

07:54 Importance of Learning Efficacy Data

10:07 Casual networking event insights

15:56 Building authentic professional relationships

20:07 Networking strategies at events

22:20 Balancing work and family time

25:16 Tailoring pitches for different personas

30:45 Understanding school funding transparency

33:20 Evaluating client relationships

37:58 Choosing the right business partner

41:28 Allocating education funding strategically

Interested in joining the show? Fill out the form: https://forms.gle/SRVhzpXikBombee38