In this episode of the Boys of EdTech, the crew is joined by Michael Narea, CEO and General Partner at the Transcend Fellowship, for a deep and thought-provoking conversation on what it really takes to build, sustain, and scale in edtech today.
Michael shares insights from over 12,000 one-on-one conversations with founders, revealing a powerful pattern he calls the “lonely cliff” where many founders lose their original vision under pressure from markets, customers, and expectations. He introduces the concept of the “shared hill,” a new way of building companies rooted in authentic vision, long-term partnerships, and collective growth.
The conversation dives into why traditional edtech sales and growth models are breaking down, especially in a world where AI is rapidly commoditizing products. Michael emphasizes that trust has been eroded in the market and that founders must now lead with vision, not just features, to create meaningful differentiation.
The group explores a new approach to building in edtech, centered on co-creation with districts and partners rather than transactional selling. From replacing demos with insight-driven conversations to designing long-term transformation partnerships, Michael outlines a practical framework for founders to build durable revenue and real impact.
The episode also tackles the realities of funding and scaling, including the “missing middle” problem in edtech investing. Michael shares alternative pathways to growth through strategic partnerships, revenue-based financing, and aligned distribution models, challenging the assumption that venture capital is the only path forward.
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
01:20 What a “Founder Jam” looks like in practice
04:30 Why Michael chose education and learning as his focus
06:43 The concept of the “shared hill” explained
09:25 Why edtech products are losing trust in the market
11:03 Vision vs product in a world shaped by AI
14:16 Rethinking the traditional sales process in edtech
16:28 Why cheap pilots fail and partnerships matter more
18:40 What Michael looks for in early-stage founders
20:47 Building durable revenue through deep partnerships
24:16 The co-building sales framework step by step
26:52 Scaling from $100K to $1M through community and movement
34:00 Consortium partnerships and shared accountability
40:08 Alternatives to venture capital for founders
Connect with Guest
Michael Narea: https://www.linkedin.com/in/mnarea
Interested in joining the show? Fill out the form: https://forms.gle/SRVhzpXikBombee38
Listen to the episode: https://youtu.be/HHnGkrKyUIw