The Boyz of Edtech | K–12 Education Insights

In this episode of The Boyz of EdTech, Rick Fernandez, Matthew Millstein, and Ryan Patenot take a practical look at Q3 and Q4 in the K-12 EdTech market and why these months can be critical for building momentum. With districts settling into the school year and the holiday season approaching, the conversation explores how EdTech companies can use this window to strengthen relationships, create opportunities, and position themselves for pilots and partnerships in the new year.

The Boyz dig into one of the biggest investments on the EdTech calendar: conferences. Rather than attending every event or measuring success by badge scans and LinkedIn photos, they discuss how companies can choose conferences based on their ideal customer profile, existing relationships, and business objectives. Rick shares the district and association perspective, explaining why meaningful partnerships are built around mutual value, trust, education, and creative ways for vendors to participate in the community.

Matthew and Ryan break down what effective conference execution looks like before, during, and after an event. They discuss setting meetings in advance, using conference communities and LinkedIn to identify attendees, following up while conversations are still fresh, and recognizing the difference between genuine opportunities and 'party pipeline.' They also explain why reciprocity, curiosity, and asking for the next step are stronger signals than simply collecting contacts.

The conversation closes with tactical advice for both new and experienced EdTech sales professionals. From prioritizing existing CRM opportunities and studying conference agendas to dividing and conquering networking events, clearing calendars, leveraging customer advocates, and staying fully present, the message is clear: conferences deliver value when there is a strategy behind showing up. Success is less about being everywhere and more about knowing who you need to meet, why the relationship matters, and what should happen next.

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

00:34 Why Q3 and Q4 matter for building EdTech momentum

03:16 Using conference season to prepare for Q1 opportunities

04:32 Measuring whether a conference was actually worth the investment

07:16 Creating mutual value between education leaders and partners

11:04 Choosing quality over quantity when selecting conferences

13:35 Building a conference strategy before buying a booth

15:15 When and how to follow up after a conference

17:55 Understanding the difference between pipeline and 'party pipeline'

20:11 Knowing when a conversation is ready for the next step

25:00 Using reciprocity to identify genuine business interest

29:04 Building connections before arriving at a conference

30:52 What to do when you walk into an event knowing no one

35:37 Why teams should divide and conquer at networking events

37:10 Clearing your calendar and staying fully present at conferences

43:21 Practical strategies for building momentum in a new EdTech territory

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

Listen to the episode: https://youtu.be/4hABnJycfGI

What is The Boyz of Edtech | K–12 Education Insights?

Explore the latest education business trends, entrepreneurship, and school leadership insights with us. We bring you expert discussions on district leadership, edtech innovation, education policy insights, and K-12 education advancements. Join us for valuable perspectives on edtech trends, startup founders in education, and strategies for effective school operations and relationship building.

Hosted by Dr. Rick Fernandez, Jacob Kantor, Jeff Piontek, Ryan Patenaude, Matthew Millstein, and powered by Old Soul.