Vectors - January 2018
Preparing to Win
            
Kevin and Rita with Jarrett Volzer, CEO of TabPilot, in Atlanta
Coach Vince Lombardi said it best: "The will to win is not nearly so important as the will to prepare to win."  

Most EdTech start-ups have the will to win. They usually have mission-driven teams who have identified problems and built solutions to transform education. They are often composed of dedicated, skilled professionals committed to a double bottom line.
 
However, finding EdTech start-ups willing to put in the hard work over time required to prepare to win is far more rare. EdTech companies that thrive all have that rare will to prepare. Are you preparing to win?  

When working with EdTech companies, we always emphasize the following key lessons and touchstones:
  • Education has a defined sales cycle--build your business plan around it.  
  • Sales, Sales, Sales--your sales and marketing plan has to be specific yet malleable. Understand your metrics and benchmarks, and hold everyone accountable. Know exactly have many leads you need to generate by when to drive to your sales goal.  
  • Avoid spending too much time and money building a product before selling it.  
  • Know your competition and be clear on why you are better.
  • Education is a regulated industry--understand, monitor, and influence the key drivers.
  • Protect your IP--understand the importance of patent protection.
  • Hire the most skilled lawyers and accountants--don't skimp.  
  • Realize your valuation is only a component of an economic deal when taking in capital.  
  • Be proactive.  
  • Be prepared to listen.

The bottom line? The future is promised to those who prepare for it. Keeping these concepts and lessons front-of-mind will help your company be prepared. And if you're looking for a partner to work on optimizing that preparation through your strategic and tactical plan, contact us at Arc today.  
What's On Tap in 2018
Rita celebrates with the Readorium team on their first place win at ReImagine Conference

2018 Higher Education Technology Events Calendar Looking to plan your 2018 conference schedule? EdSurge has pulled together a calendar with more than 50 EdTech conferences happening this year, both in the U.S. and abroad.

12 Important Education Stories for 2018 The 74 Million summarizes a dozen stories that are anticipated to be big news in 2018. The article also links to three of its most popular summaries of 2017. 
Opportunities
Kevin at the New School Ventures Special Education Cohort gathering in Silicon Valley, supporting Arc company Education Modified

Milken-Penn GSE Education Business Plan Competition & Conference is accepting applications through February 13, 2018. This competition is for companies that have raised less than $500K and have revenues under $200K. Live competition finals will take place at the University of Pennsylvania on Tuesday, May 1st, 2018. Winners receive recognition within the Milken-Penn community and prize money.

Workshop: Selling into the U.S. Education Market at Penn GSE on February 26, 1 to 5:30 pm, $100.  Rita Ferrandino and Mitch Weisburg will host an interactive, in-depth presentation on the latest market research, data and trends in 'Selling into the U.S. Education Market'. The workshop will cover essential components to building and executing an effective sales and marketing plan, and a panel of highly successful sales managers will discuss best practices. To attend, contact  bgreenw@upenn.edu .  

AT&T Aspire Accelerator is accepting applications through January 27.  
Rita at the LearnLaunch Investor Summit panel with George Kane and Amit Patel.
Government Relations Update

U.S. Education in 2017 in 10 Charts EdWeek developed ten charts from data released in 2017, including diversity in the teaching field, the prevalence of racial and economic disparities, the presence of law enforcement in U.S. schools, EdTech preferences, and opinions on school choice. Check out the charts here .

K12 WiFi Implementation A new paper from SETDA and ENA, " State Leadership for K12 Wi-Fi Implementation: Extending the Broadband Imperative II," explores the steps states are taking to address the wireless equity gaps that exist among their schools.

DOE Nomination President Trump plans to nominate Marie Royce to serve as Assistant Secretary of State for Educational and Cultural Affairs. Currently, Royce is the CEO of Marie Royce LLC in California, and is married to Rep. Ed Royce (R-Fullerton). Royce was a vice president at the telecommunications equipment company Alcatel-Lucent and has held management positions with Marriott International, Avendra, Choice Hotels International and the Procter & Gamble Co. She also taught international business, marketing and hospitality management at Cal Poly Pomona.

Education is a regulated industry. If you are selling at the federal or state level, you need to intimately understand the dynamics at work to be effective. For more on how Arc can help you navigate government relations at every level, contact Rita@arccd.com .
Upcoming Events 

January
  • 1/23-26: FETC and FETC PitchFest, Orlando (Rita & Kevin hosting PitchFest; Kevin speaking)
  • 1/25: Pasta With Peers CEO Dinner, Orlando (Rita & Kevin hosting)
  • 1/27-29: EdEnt Capstone Course, University of Pennsylvania, Philadelphia (Rita)
  • 1/30 - 2/3:   ATIA Conference , Orlando (Kevin speaking)  
February
  • 2/6-7:  Polar Bear Pitching, Oulu, Finland (Kevin speaking)
  • 2/7: Client project, New York City (Rita)
  • 2/8-9: Arc Portfolio Companies Visit, Ireland (Kevin)
  • 2/9-10: Start-Up Weekend hosted by EDSi, Swarthmore College (PA) (Rita)
  • 2/15-17: AASA National Conference on Education , Nashville (Kevin)
  • 2/19-20: RTM, Atlanta (Kevin)
  • 2/24-26: EdEnt Capstone Course, University of Pennsylvania, Philadelphia (Rita) 
  • 2/26: Selling into the U.S. Education Market, University of Pennsylvania, Philadelphia (Rita)
  • 2/26-27: ISCRD, Jacksonville, FL  (Kevin)
March
  • 3/5-8:  SxSWEdu , Austin (Kevin speaking, Rita attending)  
  • 3/6: SxSWEDU Arc/Village Capital Meet-Up, Austin (Kevin, Rita)
  • 3/12-15: CoSN, Washington, D.C. (Kevin)
What Arc is Looking for Now

Arc is looking to work with a few select growing education technology companies in an advisory, board or coaching role. More than 80 percent of the companies that have worked with Arc received an external capital infusion or acquisition offers within a year. Arc will also consider a few investment opportunities. If you know of a company positioned for strategic growth, please let us know.

Finally, because education is a regulated industry, education companies need to incorporate a government relations plan in order to optimize revenue. Arc's strong government and grassroots relationships, education industry expertise and business acumen allow for successful advocacy at both the federal and state levels. Check out our Web site at  arccd.com or e-mail us at info@arccd.com.
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