[ghobbins]

First time founder. My company is in a "fatal pinch."

Similar to a previous comment by @LukeFitzpatrick, we built something for our alma mater that we thought we could sell to colleges for 50k/year. We got investment, we built it, we sold it to a few more schools but the software is not feature-packed and mature enough to attract sales fast enough. Higher ed also moves super slow even when you're doing well.

We're starting to see some traction with parties that want the software custom-tailored for their need (the consulting PG speaks of). But we're stuck in spot where we haven't gotten a check from any of these parties yet and are reluctant to pull the trigger and focus on only on the consultative sale.

The team, product roadmap, and marketing strategy is all geared towards higher ed. But it's clear now we can't become profitable in 6 months in that industry. How do we operationally perform the "pivot" into consulting? Do you agree it's time to do so?

[freshflowers]

Please make sure it's something your team can actually get behind, and be very careful about how you put it. Because for experienced developers, any sign of pivoting to consulting is a sign to run for the exit. That's explicitly not what they signed up for when they took a chance on a start-up. Many will rather help out by cleaning the toilets than to fundamentally change the nature of their work.

It's kinda shocking that PG omitted that part, because I've seen it happen several times.

(Read michealochurch's comment further down on this page, he pretty much nails it.)

[ghobbins]

I think you make a good point. We need to make sure the whole company is on board. PG's comment on using consulting to find the product you want to build long term feels applicable here. Of course, the slippery slope remains. But if we can make money while finding those "narrow openings that have wide vistas beyond"

[hbhakhra]

I'm at the prototype phase of an educational product and have shown the product to teachers and they are interested in using it in the classroom, but they have already expressed concerns in pushing sales through the school. It seems like you have had some success at least so if you could share any advice, it would be much appreciated.

p.s. I can email you if you don't want to share publicly

[ghobbins]

Sure, shoot me an email. Check my profile for the address.

[blazespin]

The problem with education is that you compete with a lot of non profits or at least non profit mentality. Universities, for example, view making a profit as contrary to their mission (and to be fair, it probably is).

[ghobbins]

We are also competing with extra-ingrained incumbents like Blackboard (publicly traded) that own the sales channels despite being bloated, hard to use software. The higher ed market values reputation and a laundry list of features that promise to fix all their issues over a solution that actually resonates with students.

[S4M]

Where are you based? I found out the French government has a program to help companies doing things for higher education - my own startup targets middle and high school, so unfortunately I don't think I can benefit it. The thing is detailed here [0], unfortunately it's in French. I'd be glad to help if I can, drop me an email if you're interested (address in my profile).

[0] http://www.agence-nationale-recherche.fr/fileadmin/aap/2014/...

[ghobbins]

We're based in Atlanta. Not sure there's anything of the sort in the states but good thought.