With pandemic-era funding streams expiring, delays in federal funding, and cuts to the U.S. Department of Education reducing available dollars, how can education-focused technology and support providers diversify their funding and partnership strategies to sustain and scale their work?
Over the last year, FullScale (Formerly known as The Learning Accelerator) has been working closely with a national network of technology and school system partners to better understand what it takes to implement and scale innovative approaches to accelerating learning that address persistent learning gaps–all within the instructional core. This network is a part of our Exponential Learning Initiative (ELI)- a larger initiative focused on increasing the adoption of effective learning‑acceleration strategies, generating rigorous evidence about innovative virtual and hybrid models, and cultivating the partnership and system conditions needed to scale and sustain these approaches for equitable student outcomes.
Recently, FullScale convened participant leaders from across the initiative to share insights and address common challenges. One question on many leaders’ minds was how to sustain diverse funding and partnership streams, especially as Elementary and Secondary School Emergency Relief Fund (ESSER) funding winds down and education budgets remain uncertain. To support this conversation, we invited a group of expert advisors, including from Jeff Carlson, Head of National Education Partnerships at Clever, Diane D’Costa, Partnerships Lead at IDEO.org, Jason Hovey, Director School Partnerships at Khan Academy, and a Partner at Learn Capital, to offer their advice. Below are five of the most insightful and practical pieces of guidance they had to share.
1. Stay Strategically Focused—and Ready to Pivot
Why: In a volatile funding environment, organizations that succeed know where to focus—and when to shift. Staying anchored in core geographies, models, and offerings helps you deploy resources efficiently. But flexibility is just as important: funding priorities can shift quickly due to political shifts, economic cycles, or emerging trends like workforce alignment. Staying attuned to these changes helps you move fast when opportunity strikes.
How:
- Define your priority states, district types, and program models up front.
- Schedule quarterly “market health checks” to review budget trends, policy changes, and strategic fit.
- Monitor emerging themes for funding sources (e.g., workforce development), and assess where your offerings align.
- Nurture and maintain relationships in non-core areas; networks you nurture today can become opportunities tomorrow.
Example from ELI networks: One network historically focused their offerings on at-home learning supports, but as the demand for evidence-based models that accelerated learning within the instructional core grew, the team made a strategic pivot to adapt their tool for classroom use—meeting schools where instruction was now happening. They remained focused on their core mission of deepening student engagement and discourse in math, but shifted delivery to align with district priorities and classroom integration. Most recently, they’ve begun exploring the use of AI to analyze student math talk to reveal how students are thinking so teachers can apply actionable insights in their decision-making, signaling yet another thoughtful evolution in response to emerging opportunities. By staying true to their purpose while adapting how they deliver on it, this network has remained both focused and flexible.
2. Build Trust by Tailoring and Investing in Human-Centered Outreach
Why: Effective partnerships start with understanding who you’re talking to—and building real human connection. Whether you’re talking to a teacher, a district leader, or a funder, people are more likely to engage when they feel seen and understood. Tailoring your outreach to their unique priorities, and investing time in authentic, person-first interactions, can open doors and spark long-term collaboration.
How:
- Identify each contact’s role (e.g., implementer, decision-maker, funder) and tailor your message to their goals and pain points.
- Build connections by showing up at relevant events (e.g., conference panels, webinars, in-person convenings, etc.), asking thoughtful questions, and following up with personalized, value-oriented outreach.
- Engage frontline educators early through pilots or feedback loops to foster bottom-up momentum and internal advocacy.
Example from ELI networks: As one network has expanded its platform, the team recognized a growing demand within the microschool sector that they were uniquely positioned to meet. Unlike traditional school leaders, microschool founders often juggle multiple roles, including teaching, and are actively seeking alternatives to conventional models. The team focused on building authentic relationships by deeply understanding these leaders’ distinct challenges and offering tailored, practical solutions. They showed up in microschool-specific spaces, listened first, and followed up with personalized outreach that clearly connected their product to real needs. This educator- and school-centered approach has not only built strong internal champions but has also helped organically spread the word, opening doors to new partnerships across the microschool community.
3. Tie Every Ask Directly to Partner Priorities, but Beware of “Mission Creep”
Why: Potential partners, such as school districts, have differing priorities like improving graduation rates, retaining more teachers, more equitably serving students with diverse learning needs, etc. Solutions that map directly to these metrics get funded; anything “extra” gets deprioritized. But stretching your offering to match EVERY priority can backfire. Staying grounded in what you actually deliver builds credibility and sets the foundation for lasting impact.
How:
- Before pitching, research each partner’s top three strategic goals and funding streams (can often be found on their websites or in strategic planning documents online).
- Frame your impact using their terms and metrics (e.g., “Supports math gains for multilingual learners under Title III”).
- Say no to opportunities that require major pivots- failed rollouts can harm long-term credibility.
Example from ELI networks: In the case of one network that has expanded beyond its original High-Quality Instructional Material (HQIM) integrations, the team has received growing requests to further customize their solution. While eager to meet partner needs, they have stayed grounded in their core mission: transforming HQIM into interactive, differentiated learning experiences. Before committing to new integrations, the team has carefully evaluated whether each request aligns with their existing strengths and long-term strategy. This disciplined approach has helped them maintain product quality and impact while continuing to grow their reach in ways that reinforce—rather than dilute—their core value proposition.
4. Open Your Aperture on Funding Partners
Why: Traditional venture or philanthropic sources may tighten. But there are often untapped allies (e.g., family offices, Corporate Social Responsibility teams, place‑based funders, even niche brokers) whose priorities align with yours. Asking “Who else?” can unlock unexpected capital.
How:
- Build and update a living list of potential funders across sectors.
- Ask current investors and grantees for three introduction targets, not just three grant programs.
- Invest time in brokers or intermediaries who match nonprofits to foundations or corporations.
Example from ELI networks: One network focused on early literacy identified a state known for its investments in reading education. Recognizing strong alignment between their tool and the state’s priorities, the team looked beyond national funders to identify place-based foundations active in the region. They successfully secured support from a local foundation committed to advancing economic mobility, including equitable access to education. This funding enabled them to expand their product into classrooms in the region and created a foothold for broader growth across the state. By connecting state policy momentum with regional philanthropic interest, the team unlocked a new, sustainable path for expansion.
5. Match Your Go‑to‑Market Strategy to Your Growth Stage
Why: Early on, every team member, including founders, plays a role in generating revenue. But as you scale, successful outreach often requires specialized skills like Customer Relationship Management (CRM) discipline, quota management, and cold outreach- skills that are less common among teams whose backgrounds are primarily in education or product. Choosing the right sales strategy (e.g., build your own sales team vs. partner with an agency) impacts how fast and efficiently you scale. In some cases, embedding with a larger reseller can accelerate growth, but it requires tradeoffs like shared revenue or limited exclusivity.
How:
- Phase 1 (startup): Every staffer makes relationship‑building “asks” and logs them in your CRM (make sure you have one!).
- Phase 2 (growth): Decide whether to hire dedicated sales representatives/account executives or partner with a sales agency.
- If aiming for rapid scale, explore reseller partnerships—while carefully weighing the risks, revenue splits, and brand control.
As budgets tighten, clarity, flexibility, and genuine yet intentional relationships are your strongest assets. Focus your efforts, tailor your pitch to both implementers and budget-deciders, and keep your network open to unexpected allies. Adapt your go-to-market approach as you grow, investing in human-first outreach at every turn. By doing so, you’ll lay the groundwork for more diversified funding and resilient partnerships that can weather shifting landscapes and sustain long-term impact.
Example from ELI networks: One network recently made the decision to partner with a larger company in the education space to accelerate its growth. While maintaining control over its brand and core product, the team recognized that joining forces would give them access to a robust salesforce and more robust district relationships. The partnership also opened the door to collaborative product development, enabling deeper integration between the two tools and creating added value for schools. This approach allowed the network to scale more efficiently while staying true to its mission and strengthening its offering
Dr. Megan Benay, Partner, Practice and Implementation at FullScale. FullScale is a partner in learning with organizations seeking to increase their impact within the education sector. Learn more about how we collaborate to accelerate learning here.
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