Kirby Salerno - How to Build a K12 EdTech Sales Machine

Apr 9, 2020

Today's guest on The EdTech Startup Show is Kirby Salerno. Kirby is the Founder & Principal at BroadReach EdTech Advisors. 

Kirby is a sales and marketing leader with nearly 2 decades of experience in the EdTech industry. He has led revenue generation, partnership development, customer success and marketing teams as an executive at Amazon and several venture-backed EdTech start-ups.

On this episode, Kirby shares

• Kirby's story of starting his EdTech career in Seattle in the early 2000s
• Why selling to schools (not districts) is the approach Kirby recommends for many EdTech companies
• The common mistakes in building sales teams that Kirby often sees
• How to build rapport and evaluate the situation when coming in as an interim sales or marketing leadership role
• What it's like to be a Mets and Bills fan while living in Boston
• How the companies Kirby works with have responded to coronavirus
• The permanent changes that will result from schools being forced into remote learning
• Kirby's concept of "The EdTech Stack" that schools will need to pivot between in-person and remote learning
• What is "flexible learning"?
• Schools need. a plan for FAPE in a remote learning world

Important links for this episode

• Connect with Kirby on LinkedIn
• BroadReach EdTech Advisors
• Sandi Everlove
• Education Modified
• LearnLaunch
• Listenwise
• ETS
• Barbara Bush Foundation for Family Literacy
• Money Experience
• Unruly Studios
• Lalilo
• Flocabulary
• Amazon Education
• EverFi
• Teach First
• FAPE

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