The Higher Ed Geek Podcast · 2026-06-17 · 26 min
In this episode, we talk with Sean Gannon of GTMppl about how go-to-market strategy in edtech is evolving in response to AI, changing buyer behavior, and tighter institutional budgets. They explore how traditional sales-led approaches are giving way to more data-driven, marketing-informed strategies - where being visible early in the buying journey is critical, and strong CRM, content, and intent data can determine whether a company even makes the shortlist. The conversation also examines broader market dynamics, including increased scrutiny from institutions, the need for clear ROI, and the shifting role of funding models like patient capital. Ultimately, it’s a call for both edtech companies and institutional leaders to move more thoughtfully - balancing innovation with evidence, and speed with strategy - as they navigate a rapidly changing landscape. Guest Name: Sean Gannon - Founder & GTM Consultant at GTMppl Guest Social: LinkedIn Guest Bio: Sean Gannon is a Sales and Revenue Operations Executive with extensive experience developing and managing sales teams towards exceeding their goals.
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