Overview — Inspired ABM Strategy on a Page
The thesis
Outcome data is the engine of the entire motion. In discovery, the champion turned out to be “whichever district is seeing the data,” renewal is driven by student outcomes, and the edge over competitors is measurable, full-partnership impact. Every pillar below points back to proof-of-impact. The catch: the outcome reports/case studies that would power this don’t exist yet — they’re the single biggest thing to build (see proof-and-positioning.md).
The motion in one paragraph
Inspired Instruction sells a full solution + long-term district partnership (PD + platform + ongoing support), aimed at K-12 districts, using school-level relationships as a wedge. The ABM model is strategic but regionally clustered: win a flagship reference district, then use a peer halo to pull in neighbors. Target accounts are chosen where there’s an existing foothold, regional fit, and a need signal, found by mining public records (board minutes, strategic plans, grant awards) for leadership changes, planning/adoption cycles, and outcome-data drops. Deals run 6–12 months through a superintendent + school-board sign-off, bought via a combo of grant funds, sole-source, and formal RFP, and are judged on renewal rate and the depth of multi-threaded relationships inside each district.
The 5 pillars
- Account strategy — regional-cluster, foothold-first, land-and-expand. → account-strategy.md
- The committee — multi-superintendent + board sign-off; data-driven champion; outcomes drive renewal. → buying-committee.md
- The motion — peer-halo entry; board-meeting presentations as a signature channel; 6–12mo; mixed procurement. → go-to-market-motion.md
- Proof & positioning — outcomes as the wedge; full-partnership differentiation; build the proof library. → proof-and-positioning.md
- Signals, data & ops — public-records signal capture in HubSpot; run by 2 AEs + BDRs with OffDeck on strategy/tech. → data-signals-and-tooling.md · metrics-and-team.md
What this implies for v1
- The first deliverable that unlocks everything else is a proof-of-impact system: turn the existing testimonials + lists into outcome reports / case studies / reference-district stories.
- The second is a signal + account-list engine: public-records triggers → prioritized named accounts in HubSpot, sized for a 2-AE / 1–2-BDR team.
- The motion is depth over volume — design for multi-threaded relationships and renewals, not lead counts.