Case Study

India Entry Strategy & GTM for a Global EdTech

Last updated: 11 Sep 2025 • ~6 min read

Snapshot

We partnered with one of the world’s largest EdTech companies to build an India market-entry plan that moved from insight to execution. We mapped the education landscape, identified high-probability product & customer segments, and orchestrated partnerships to accelerate traction—without premature spend.

  • Comprehensive sector mapping: boards, segments, growth rates, procurement cycles
  • Product-market fit: localization hypotheses tested with buyer committees
  • Partner ecosystem: channel, content, distribution & implementation partners
  • Compliance & credibility: safeguarding, data, and institutional trust pathways

Outcomes

  • Prioritized 3 product clusters with clear India-fit roadmaps
  • Built a shortlist of 20+ validated partners across 6 categories
  • Defined 90‑day GTM with pilots, KPIs, and evidence capture
  • Leadership alignment on India org design & compliance
Confidential client; details generalized.

Objectives

  • Understand India’s K‑12 & post‑school landscape—boards, curricula, spend, adoption levers
  • Identify viable product categories—content, assessment, platforms, teacher enablement
  • Segment priority customers—premium schools, chains, exam prep, B2C cohorts, HEIs
  • Map the partner ecosystem—distribution, resellers, system integrators, academic alliances
  • De‑risk compliance & trust—safeguarding, data privacy, institutional credibility
  • Design a 90‑day GTM—pilots, messaging, pricing, ops blueprint

Approach

Market Intelligence
  • Landscape & growth sizing across K‑12, B2B2C, B2C, exam prep, HEIs
  • Buyer‑committee mapping (owner/principal/coordinator/teacher/parent)
  • Procurement cycles, unit economics, and pricing corridors
Product & PMF
  • Localization hypotheses for pedagogy, language, curricula, compliance
  • Pilot‑first validation across 3 product clusters
  • Evidence capture for credibility (results, testimonials, artifacts)
Partner Ecosystem
  • Partner taxonomy: distribution, content, implementation, alliances
  • 20+ vetted partners with capability fit and geography coverage
  • MoU templates, due‑diligence checklist, and co‑marketing guardrails
Compliance & Trust
  • Safeguarding and data privacy posture for institutions & minors
  • Academic alignment: boards, affiliations, and QA norms
  • Institutional trust assets: thought leadership, case proof, references

90‑Day GTM

Days 0–30
  • Finalize product clusters & pilot charters
  • Shortlist & onboard launch partners
  • Pricing corridors & buyer enablement
Days 31–60
  • Run pilots in 3–5 institutions
  • Collect measurable outcomes & testimonials
  • Set up ops & support playbooks
Days 61–90
  • Scale via partner lanes & references
  • Iterate pricing/packaging from pilot data
  • Publish case proof & ramp campaigns

Key Deliverables

  • India Education Landscape & Growth Map
  • Product Cluster Roadmaps & Localization Briefs
  • Customer Segmentation & ICPs (B2B/B2C/B2B2C)
  • Partner Shortlist (20+) with Vetting Scores
  • 90‑Day GTM Plan with KPIs & Pilot Charter
  • Compliance Starter Kit (safeguarding, data, credibility)