If you're an EdTech company looking at the U.S. K-12 market for the first time or the fiftieth, here is the one thing you need to hold onto: this is not one market. It has fifty-plus markets, each with its own governance structure, funding formula, political priorities, and purchasing culture. The companies that thrive here treat it that way. The ones that don't spend years wondering why a strategy that worked in Ontario or Melbourne isn't working in Ohio.
That said, the aggregate opportunity is enormous, and understanding its true structure is the prerequisite for everything else in your go-to-market playbook.
