The person EdTech companies and their investors call when the product is strong but the way it's being sold isn't. I help growth-stage companies move past founder-led sales — into enterprise distribution, institutional partnerships, and commercial architecture that compounds.
See if we should talk →30 years inside enterprise EdTech. Nine-figure strategic partnership at Blackboard spanning 25 countries and one million students. Led Coursera for Campus EMEA through IPO. Convener of the GTM Council, a private peer forum of senior commercial leaders across the sector — combined ARR in the billions. Earlier: founded an EdTech company through to strategic exit. First business at sixteen.
Not only did we solve challenges that had confounded sales leaders for years — we turned them into the largest contracts in the company.Dan Peters · Global Strategic Accounts, Blackboard
Led distribution and secured the first strategic LMS partnership. Unlocked their first international deals, including a multi-college US community college system — doubling revenue and customer base in the following year.
Moved them from single-partner dependence to a real sales function — non-exclusive, repeatable, and in market on their own terms. The company now operates from a position of commercial strength rather than dependence.
Shaping the commercial wedge, value proposition, CRM, partnership strategy, and founding AE hire as they move from founder-led sales into a scalable, repeatable system.
The move from founder-led selling to a repeatable commercial motion. Sales architecture, pipeline discipline, pricing and packaging, the first commercial hire.
Revenue-sharing partnerships that produce actual revenue. Distribution channels with LMS platforms, OPMs, and system-level partners — the model that scales where direct sales cannot.
Commercial perspective at governance level. Due diligence support, portfolio value creation, and board advisory for funds that back EdTech.
Founders and CEOs whose product is working but whose commercial motion isn't keeping up. Funds and platforms looking for operator leverage across a portfolio of EdTech and learning companies.
Higher Ed. Future of Learning. Research, teaching, operations. Europe, North America, the Middle East.
I take on a small number of engagements each year. Most come through referral. A 20-minute call is the way to find out whether there's fit.
Book a 20-minute call →