(Best of) Your Demo Is the Problem: What Education Founders Must Do—and Stop Doing—to Close More Deals With Their Demos

Most EdTech demos fall flat because they focus on product—not pain. 

They walk through features—but skip the funding strategy.

They sound polished—but feel disconnected.

And when the call ends? No buy-in. No follow-up. No deal.

That’s where John Gamba changes the game.

John isn’t just an expert in EdTech innovation—he’s coached thousands of education entrepreneurs through founder-led sales. As Director of Innovative Programs and Entrepreneur-in-Residence at Penn GSE, he’s helped founders go from pitch mode to purchase orders—without sounding like a salesperson.

On October 11, 2024, I sat down with John live at the height of demo season—and what he shared still hits just as hard today.

💥 And here’s the controversial truth:
Most demos aren’t just ineffective—they’re repelling your buyers.
EdTech founders are over-investing in decks and under-investing in clarity. And that disconnect? It’s killing conversion.

I’m re-airing this episode because too many EdTech founders are still demoing like it’s 2013. Polished decks. Zero traction.
With back-to-school chaos heating up, your demo can’t just look good.
It has to convert.

If your demo is polished but not converting, this episode will help you course-correct fast.

🔑 3 Big Takeaways for EdTech Founders

1️⃣ Flip the Script with the ABC Demo
John’s high-converting framework flips the usual “features-first” pitch on its head.
👉 Start with the buyer’s priorities, link to real funding buckets, and frame your product as a strategic solution—not a wishlist of features.

2️⃣ Start a Conversation—Not a Pitch
Top founders don’t pitch. They guide trust-building conversations.
👉 Use soft openers like “I may have this wrong, but…” to lower resistance and invite collaboration. That small shift? It can change everything.

3️⃣ The Demo Isn’t a Meeting—It’s a System
John maps the whole journey—from when to drop a Loom video, to how to follow up after ghosting.
👉 Demos that close aren’t flashy. They’re structured and strategic.

If your sales calls fade fast—or your “great pitch” keeps getting ghosted—this is your reset.

📩 DM me “Demo” and I’ll show you how to restructure your pitch using John’s proven ABC framework.

📤 Know an EdTech founder demoing features like it’s 2013?
Send them this episode. It could save them a pipeline full of wasted calls.

Because in EdTech,
The clearest, most contextual message wins.

✍️ Love the show?
Subscribe on Apple Podcasts and Spotify so more education founders can turn clarity into traction.

Thanks for tuning in to Breaking the Grade.

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