The Secret Playbook to EdTech Sales with Starbridge CEO Justin Wenig

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This is a very special episode featuring our sponsor, Starbridge. Justin Wenig, Founder and CEO of Starbridge, joins us to discuss how school spending creates barriers to EdTech innovation. Justin previously co-founded Coursedog, scaling it to over 300 institutions and a nine-figure exit. With Starbridge, he’s now helping EdTech businesses navigate public sector procurement using AI to identify and close their best-fit leads.

💡 5 Things You’ll Learn in This Episode:

1. Why broken procurement processes are blocking EdTech innovation.
2. The “illusion of competition” in RFPs and how incumbents stay ahead.
3. The hidden rules of public sector procurement.
4. Practical go-to-market strategies for EdTech startups trying to break through.
5. How AI is reshaping sales, procurement, and personalization in EdTech.

✨ Episode Highlights:

[00:05:16] The hidden “unwritten rules” of school purchasing that keep new companies out.
[00:13:17] Why most RFPs aren’t competitive and how this harms innovation.
[00:23:26] Justin’s blueprint for redesigning the school procurement system.
[00:29:50] How Starbridge uses AI to help EdTech companies find and close the right leads.
[00:34:48] The future of sales: AI-powered outreach vs. human relationship building.
[00:43:09] Can AI finally bring fairness and transparency to public sector purchasing?

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🎉 Presenting Sponsor/s:

This season of Edtech Insiders is brought to you by Starbridge. Every year, K-12 districts and higher ed institutions spend over half a trillion dollars—but most sales teams miss the signals. Starbridge tracks early signs like board minutes, budget drafts, and strategic plans, then helps you turn them into personalized outreach—fast. Win the deal before it hits the RFP stage. That’s how top edtech teams stay ahead.

This season of Edtech Insiders is once again brought to you by Tuck Advisors, the M&A firm for EdTech companies. Run by serial entrepreneurs with over 25 years of experience founding, investing in, and selling companies, Tuck believes you deserve M&A advisors who work as hard as you do.

Chapters

1. The Secret Playbook to EdTech Sales with Starbridge CEO Justin Wenig (00:00:00)

2. The hidden “unwritten rules” of school purchasing that keep new companies out. (00:05:47)

3. Why most RFPs aren’t competitive and how this harms innovation. (00:13:48)

4. Justin’s blueprint for redesigning the school procurement system. (00:24:20)

5. How Starbridge uses AI to help EdTech companies find and close the right leads. (00:30:44)

6. The future of sales: AI-powered outreach vs. human relationship building. (00:35:42)

7. Can AI finally bring fairness and transparency to public sector purchasing? (00:44:03)