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As we near the end of the academic year, educators are planning for an uncertain future. Districts are facing daunting budget cuts, and the very structure of school is in flux: will students return to brick-and-mortar schools with modified schedules and/or classroom designs? Will they continue to learn online? Or will it be a combination of the two? As American administrators grapple with these fundamental questions, many of them simply don’t want to hear from edTech companies.

Vendors have been good corporate citizens by offering free resources during this year’s school closures, but eventually they need revenue to keep the doors open. “Free for now” is a legitimate business model, but making the transition from free to paid takes a great deal of tact—and many district leaders will stop using a free tool rather than start paying for it. In this atmosphere, edTech providers would do well to diversify their revenue streams.

In my work with edTech providers looking to move into the international education market, I see tremendous opportunity overseas, especially for SaaS solutions that work in blended learning environments. Companies just need to understand what they need to do. Here are some key considerations.

1) Understand the market you’re looking to enter.

In the United States, the decision-making on edTech purchases is fragmented. In the international space, by contrast, the decision-making is usually led by a very small team, which gives edTech providers a better chance to establish a relationship and offer a comprehensive vision of what you can offer.

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