Case Study

US Entry Strategy — Test Prep & Tutoring

Last updated: 13 Sep 2025 • ~6–7 min read

Snapshot

We partnered with a leading Indian Test Prep EdTech to chart a US market‑entry plan across online tutoring and test preparation. The engagement evaluated the US landscape, defined priority submarkets, scoped compliance & trust pathways, and sequenced a pilot‑first GTM to validate PMF before scale.

  • Market sizing for online tutoring & test prep; growth drivers and seasonality
  • Submarket shortlisting framework (demography, income, school mix, digital readiness)
  • Buyer‑journey insights (parents, students, counselors) and channel options
  • Compliance guardrails (FERPA/COPPA) and institutional trust levers

Outcomes

  • Prioritized 10 target metros across 2 waves with entry rationales
  • 3 product lanes (tutoring pods, targeted prep, counselor‑aligned bundles)
  • Shortlist of partners across acquisition, delivery & fulfillment
  • 90‑day pilot plan with KPIs and evidence capture
Client name withheld; details generalized.

Objectives

  • Assess US opportunity in online tutoring & test prep (TAM/SAM, growth, seasonality)
  • Define target segments—grades, subjects, income cohorts, and metro clusters
  • Benchmark competition—models, pricing, funding, and white spaces
  • Map partner ecosystem—acquisition, delivery, content, counseling, payments
  • De‑risk compliance & trust—FERPA/COPPA posture and family safeguards
  • Design a 90‑day GTM—pilots, packaging, pricing, and ops blueprint

Approach

Market & Submarket Selection
  • Long‑list 100+ submarkets; score by population, income, school mix, digital spend
  • Wave‑1/Wave‑2 rollout with metro‑level demand realism and CAC/LTV hypotheses
  • Seasonality & exam calendar mapping for cohort‑based launches
Product, Pricing & Packaging
  • Tutoring pods (1:1, 1:3, 1:6), targeted prep (math/science), homework help
  • US‑aligned pedagogy, scheduling, and service‑level standards
  • Transparent pricing with trials, bundles, and outcomes‑backed guarantees
Go‑to‑Market & Partners
  • Parent‑first acquisition: performance, affiliates, school counselors, communities
  • Delivery partners: vetted tutors, scheduling/QA, and customer success
  • Trust assets: reviews, references, outcome artifacts, and educator endorsements
Compliance & Trust
  • Data‑privacy posture aligned to FERPA/COPPA; consent & minimal data capture
  • Safeguarding SOPs for minors; tutor background & training norms
  • Clear policies on refunds, session recording, and parent communication

90‑Day GTM

Days 0–30
  • Confirm target metros & waves; recruit seed tutors
  • Launch performance funnels & referral loops
  • Pricing tests & value messaging
Days 31–60
  • Run pilots; track conversion, retention & CSAT
  • QA playbooks for delivery; tutor utilization model
  • Evidence capture: outcomes, testimonials, references
Days 61–90
  • Scale to Wave‑1 metros; deepen partner lanes
  • Iterate packaging; introduce guarantees
  • Publish case proof; expand tutor bench

Key Deliverables

  • US Market Assessment (tutoring & test prep; demand & supply realities)
  • Submarket Shortlist & Rollout Plan (Wave‑1/Wave‑2 with metrics)
  • Competitive Benchmarking & White‑space Map
  • Product, Pricing & Packaging Recommendations
  • Compliance & Trust Starter Kit (FERPA/COPPA, safeguarding)
  • 90‑Day Pilot Plan with KPIs & Evidence Capture