From “Great Pitch” to Signed Contract: Paul Vallas on the Buyer’s Lens That Closes Education Deals

What happens when you finally land the big meeting… and walk out with nothing but “We’ll think about it”?

It’s the growth killer most founders don’t see coming—your pitch isn’t aligned with how education buyers actually make decisions.

That’s why this live Breaking the Grade episode from ASU-GSV (the edtech conference each April in sunny San Diego) is such a win: I sat down with Paul Vallas——nationally recognized education leader, former superintendent of Chicago, Philadelphia, and New Orleans, CEO of the Recovery School District after Hurricane Katrina, and co-founder of both Vallas Group Inc. and Global Educator

And here’s why his perspective can change your sales game:
✅ He’s overseen multi-billion-dollar budgets and made the final call on which solutions get funded.
✅ He’s rebuilt entire school systems in crisis and driven record student gains in districts with 80%+ poverty rates.
✅ He’s been pitched thousands of times—and knows exactly why most vendors fail.

And here’s the kicker: Paul isn’t just sharing his story. He’s pulling back the curtain on the decision-making framework education buyers actually use before they say “yes.”

If you’re chasing deals in the education market, this conversation shows you how to go from “great product” to “signed contract.”

5 Big Takeaways for Education Founders

1️⃣ The 3-Point Test Every Buyer Uses
Quality, fit, scalability—miss one, and the deal dies.
Know where you stand before you pitch.

2️⃣ The Core Priorities Every Buyer Protects
Every buyer looks for certain fundamentals—curriculum strength, data use, interventions, support, time on task.
Tie your solution directly to these.

3️⃣ Why Misaligned Products Get Cut First
Misaligned programs are the first to go in a budget cut.
Position yourself as mission-critical, not optional.

4️⃣ How to Make Your Offer Budget-Proof
Solutions tied to measurable outcomes survive funding shifts.
Prove your link to results that matter most.

5️⃣ The Right Way to Start the First Conversation
Your opening determines whether you move forward or get brushed off.
Use approaches that earn a real next step.

If your deals keep stalling at “interested,” this episode gives you the buyer’s-eye view you need to close smarter and faster—straight from one of the most respected education leaders in the U.S.

📩 Want help structuring your pitch so education buyers say “yes”?
DM me “Close” and I’ll walk you through it.

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