𝐅𝐫𝐨𝐦 “𝐆𝐫𝐞𝐚𝐭 𝐏𝐢𝐭𝐜𝐡” 𝐭𝐨 𝐒𝐢𝐠𝐧𝐞𝐝 𝐂𝐨𝐧𝐭𝐫𝐚𝐜𝐭: 𝐏𝐚𝐮𝐥 𝐕𝐚𝐥𝐥𝐚𝐬 𝐨𝐧 𝐭𝐡𝐞 𝐁𝐮𝐲𝐞𝐫’𝐬 𝐋𝐞𝐧𝐬 𝐓𝐡𝐚𝐭 𝐂𝐥𝐨𝐬𝐞𝐬 𝐄𝐝𝐮𝐜𝐚𝐭𝐢𝐨𝐧 𝐃𝐞𝐚𝐥𝐬

Hey Breakers,

You’ve been there.

The big meeting. The polished deck. The superintendent nodding along.

And then… four words that stall everything:

“We’ll think about it.”

It’s the most expensive phrase in founder-led sales. Because “interested” doesn’t pay the bills—alignment does.

That’s why this week’s Breaking the Grade is different. I sat down with Paul Vallas—nationally recognized education leader, former superintendent of Chicago, Philadelphia, and New Orleans, CEO of the Recovery School District after Hurricane Katrina, and co-founder of Vallas Group Inc. + Global Educator.

Paul has overseen billion-dollar budgets, rebuilt districts in crisis, and been pitched thousands of times. And in this episode, he lays out the buyer’s lens—the real filter decision-makers use before they ever say yes.

Founders rarely get access to this perspective. This blog breaks it down for you.

The 3-Point Test Every Buyer Uses

Paul puts it simply: every superintendent applies a three-part filter before considering any new product:

✅ Quality — Is this a credible, proven solution?

✅ Fit — Does it align with our district’s strategy, priorities, and needs?

✅ Scalability — Can this work across the district—or does it collapse outside of a pilot?

Miss one of these, and the deal dies.

You might still get polite smiles. You might still get “we’ll consider it.”

But you won’t get the contract.

Founder takeaway: Before your next meeting, run your product through these three tests yourself. If you can’t prove all three, you’re not ready to pitch.

The Core Priorities Superintendents Protect

It doesn’t matter if Paul was leading Chicago, New Orleans, or consulting internationally—he saw the same DNA of high-performing schools:

• Strong curriculum

• Effective use of data

• Interventions when students struggle

• Teacher support + professional development

• Enough instructional time on task

If your product doesn’t tie directly to one of these, it’s “nice-to-have.” And “nice-to-have” is the first to get cut in a budget squeeze.

Founder takeaway: Reframe your pitch. Don’t just say what your product does. Say how it strengthens the DNA buyers already protect.

Why Misaligned Products Get Cut First

Paul’s blunt about it: most districts are overflowing with programs. The problem isn’t more options. It’s lack of integration.

“Every district I took over had dozens of programs—but no coordination. Misaligned tools were wasting time and money. They were the first to go.”

Founder takeaway: If you can’t clearly show how your solution fits into a district’s existing matrix, you won’t survive the next budget reset.

How to Make Your Offer Budget-Proof

Superintendents deal with constant funding shifts. Federal programs expand. Then they shrink. Local budgets rise. Then they crash.

Paul’s advice: the solutions that survive are the ones tied to measurable outcomes.

If you can prove you drive student achievement, teacher retention, or compliance with strategic priorities, your program becomes untouchable—even in cuts.

Founder takeaway: Stop pitching features. Start connecting your impact to line items buyers can’t afford to lose.

The Right Way to Start the First Conversation

Paul also shared something every founder should write down: your opening matters more than your deck.

Don’t barge in with slides. Don’t pitch blind.

Start with curiosity. Start with context. Start by proving you understand their district’s priorities.

Founder takeaway: Download a district’s strategic plan. Quote it. Use their language. Prove you’ve done your homework.

It turns a cold pitch into a relevant conversation—and that’s what earns the second meeting.

The Buyer’s Lens Blueprint

Here’s the reset for every founder walking into a superintendent meeting:

1️⃣ Test yourself on quality, fit, and scalability.

2️⃣ Tie your solution to the non-negotiables: curriculum, data, interventions, teacher support, time on task.

3️⃣ Position your product as mission-critical—not optional.

4️⃣ Connect your outcomes to budget-proof results.

5️⃣ Lead with their priorities, not your slides.

Superintendents don’t care about your product tour. They care about alignment.

And alignment is what turns “great pitch” into “signed contract.”

🎧 Listen to the full episode with Paul Vallas (Vallas Group Inc. + Global Educator):

→ Apple

→ Spotify

Because in EdTech, clarity converts—and alignment closes.

Josh

#EdTechSales #FounderLedGrowth #BreakingTheGrade #PaulVallas #VallasGroup #GlobalEducator