Andy Halko

Traditional search is dying because buyers have found something better. Answer engines will reshape EdTech discovery and evaluation because they remove the most frustrating parts of search. Buyers no longer […]

Most companies still think visibility is a traffic problem. It is not. The harder truth is that buyers can now see more, ignore more, compare more, and trust less. Search […]

Most B2B SaaS companies still talk like growth is mainly a pipeline problem. It is not. That story was easier to tell when cheap acquisition covered up weak retention, weak […]

Most B2B SaaS companies do not have an upsell problem. They have a value-depth problem. They tell themselves expansion is a sales motion. A pricing exercise. A customer success playbook. […]

Most SaaS companies do not have a churn problem. They have a self-inflicted delusion problem. They blame churn because it is easier than admitting the truth: they closed the wrong […]

For more than a decade, software moved in one dominant direction: away from on-premise systems and toward SaaS. That shift changed how companies bought, deployed, and scaled technology. SaaS won […]

Education buyers do not behave like every SaaS buyers. They do not optimize for upside. They do not reward novelty. They do not decide alone. They decide under risk, scrutiny, […]

Internal champions do not fail because they lack conviction. They fail because vendors mistake conviction for cover.

Most EdTech teams misunderstand power inside buying committees. They assume influence follows seniority, visibility, or enthusiasm. In reality, power usually belongs to the people who can delay, veto, or raise the cost of moving forward without paying a price for doing it.

Most EdTech deals don’t fail because the numbers are wrong. They fail because the decision feels unsafe. This is the mistake vendors keep making: they assume a better ROI will […]