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PRICING. I'm uncomfortable with pricing Custom.

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Leading customers through the pipeline, specially during the adoption

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Free Vs. PRO vs. Custom
and how to provide pricing.

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With using the ELA adoption to talk Custom, I'm in a spot where I'm not having many custom pilot conversations and districts are making huge decisions on their curriculum. I think Custom is such a foreign concept to them and pilots are what helps seal the deal, but with the adoption, we're not able to pilot just yet. I'm keeping this in mind for the 9-12 Proclamation next year and trying to find a way to get ahead of it.

I need to better understand what the process looks like after the PoC, so I can explain to my districts exactly what to expect - what are the meeting commitments, time commitments from their team, expecations, etc.

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Small districts are a challenge to get on board because of cost prohibited

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Cost of a pilot, especially for small districts, has created roadblocks. Need to work on pitching the value of the pilot.

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Districts that use Newsela currently not sure how to think of us past "articles"

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Our ability to respond faster and work with internal cals + customer's schedules delay the next steps and excitement dries up quickly when we don't move fast enough.

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Getting more comfortable after the many presentations I've been with Walt to speak more intelligently about custom and fitting that with customer needs

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Customers clearly recognize the need and are excited about the possibilities.

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Districts are starting to see us as a core content provider.

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Districts seem overwhelmed with CC and stall post PoC. Getting customers to move to next steps is where I see most stall.

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I've leaned on the adoption a lot to hone my outreach to customers in discussing Custom Collections. I feel like it's provided a timely opening into getting in touch with districts at a director level.

Talking Custom with districts has moved the conversation from "What do I get with PRO v Free?" to a new level of conversation where we're a major player in curriculum decisions.

I get excited personally as a former ELA and SS teacher to start to talk to schools about how Custom can help with their crosscurricular content initiatives, and it makes me feel like I'm getting back to the classroom.

Culturally responsive teaching is something that has come up a lot, and with my border schools and schools with high Hispanic populations, it's been great to have the conversation that Custom can help support the students in their classroom by allowing them to see themselves in the content.

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Amount of conversations during adoptions - Districts are willing to speak to us as part of the adoption.