Join code: 643 472 URL: tophat.com/e/643472

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Join code: 643 472 URL: tophat.com/e/643472

Join code: 643 472 URL: tophat.com/e/643472

• Education technology startup

• Founded 2009

• $20M VC raised

• $8M in revenue

• 100 employees

Top Hat

What is Top Hat?A mobile first student engagement system

Join code: 643 472 URL: tophat.com/e/643472

Enterprise sales:

• Painfully long sales cycles

• Impenetrable bureaucracy

• Low risk-tolerance

Business Model v1

Business Model v2

Grassroots:

• Go via profs and students

• Single decision maker

• Fast adoption cycle

Land and expand?

• Is this land-and-expand?

• Principal-agent problem

• Can be good and bad

Similar models

Pharma selling via doctors

Car mechanics

Approved vendors model

Other similar models?

Join code: 643 472 URL: tophat.com/e/643472

Questions?

Mike Silagadzemike@tophat.com