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 BoyzRick 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
What is The Boyz of Edtech | K–12 Education Insights?
The Boyz of EdTech is a fast-paced, insider-driven podcast that explores the evolving world of K–12 education through multiple lenses—district leadership, entrepreneurship, operations, and relationship-building. Hosted by a dynamic panel that includes a former superintendent, startup founders, and edtech operators, the show blends frontline experience with candid conversation about what’s really happening in education today.