How's it like working with schools/universities as a startup? I've always heard edtech can be a slow, bureaucratic sales cycle (and maybe not a high willingness to pay?).

I know a few different companies who ultimately moved out of the education market completely or just try to leverage their education traction as a beachhead to other markets. It sounds like you're focused on the education market - what's your take?

That was one of our assumptions too, since you often hear about long cycles and low willingness to pay. Once we started gathering feedback and learning about the pain points, we found a strong appetite for technology that makes jobs easier and more effective.

Staff and administrators are also just people working in critical functions. When the tools help with their day-to-day job functions, the willingness to adopt is there. We’ve stayed focused on education because the problems are tied directly to retention and student success, and those are outcomes schools care deeply about.