The SCRAPPY RevOps Framework for K–12 EdTech

Seven Moves to Thrive When Budgets Tighten

When school budgets shrink, EdTech companies can’t afford to play defense. They need to be scrappy—laser-focused on what drives retention, growth, and impact. The SCRAPPY Framework distills seven RevOps plays designed to help K–12 EdTech teams not just survive, but thrive.

But here’s the catch: not every company has the internal bandwidth to build RevOps muscle in-house. That’s where RevOps-as-a-Service (RaaS) is beginning to take off. Just like districts outsource transportation, cafeteria management, or IT, EdTech firms are exploring how to outsource revenue operations for speed, scalability, and efficiency. The SCRAPPY framework can be applied whether you’re building RevOps internally or partnering with a fractional provider.

S – Segment Smarter

🎯 What to do: Zero in on which districts are most likely to renew, expand, or churn.
⚙️ How to do it: Use firmographics, product usage, and funding data to tier accounts (e.g., High Adoption + Low Funding Risk). Prioritize energy where it counts.
🛠️ Tools: HubSpot, Salesforce, ChartMogul, Amplitude, Google Sheets
💡 RaaS Angle: Many RevOps-as-a-Service partners specialize in building segmentation engines quickly—helping lean teams get to insights without six months of internal trial and error.

C – Connect Cross-Functionally

🎯 What to do: Break down silos across sales, CS, marketing, and product.
⚙️ How to do it: Run RevOps-led syncs and build shared dashboards focused on revenue health instead of vanity metrics.
🛠️ Tools: Notion, Slack channels, automated reports, RevOps OKRs

R – Retention-First GTM

🎯 What to do: Make renewals and expansions the first go-to-market motion, not an afterthought.
⚙️ How to do it: Sync QBRs to usage data, flag risk early, and reward expansion wins—not just net-new deals.
🛠️ Tools: Gainsight, ChurnZero, custom dashboards, renewal sequences
💡 RaaS Angle: Fractional RevOps firms frequently build playbooks for CSMs that focus on renewals and expansions—critical for EdTech companies navigating multi-year district contracts.

A – Automate Where It Matters

🎯 What to do: Cut out repetitive busywork so reps and CSMs can focus on impact.
⚙️ How to do it: Automate onboarding, follow-ups, upsell plays, and reporting flows with AI + CRM automation.
🛠️ Tools: HubSpot Workflows, Zapier, Apollo, AI assistants (ChatGPT, Writer, Jasper)

P – Package for Flexibility

🎯 What to do: Rethink pricing to fit districts that are cash-strapped but impact-driven.
⚙️ How to do it: Offer modular packages, usage-based tiers, training bundles, and low-risk pilots that can scale.
🛠️ Tools: Pricing calculators, CPQ tools, Airtable deal templates

P – Prove Product Impact

🎯 What to do: Make ROI crystal clear so districts can defend renewals.
⚙️ How to do it: Show dashboards, usage summaries, and case studies tied directly to student outcomes, efficiency, or engagement.
🛠️ Tools: Looker, Google Data Studio, Canva for EDU reports, customer storytelling templates
💡 RaaS Angle: A strong RaaS partner will not only build impact dashboards but also translate the data into stories districts can use to justify renewals in front of school boards.

Y – Yield Insights and Iterate

🎯 What to do: Build a culture of feedback loops and continuous improvement.
⚙️ How to do it: Capture lost deal data, NPS, onboarding friction, and CS notes—and close the loop by acting on it.
🛠️ Tools: Typeform, Gong, Airtable trackers, Retool dashboards

Why SCRAPPY (and RaaS) Work

In K–12 EdTech, being scrappy isn’t about cutting corners, it’s about clarity. By focusing on the districts that matter most, aligning teams on revenue health, and proving value relentlessly, RevOps leaders can weather budget pressure while fueling sustainable growth.

If you don’t yet have the internal RevOps horsepower to run the SCRAPPY playbook, exploring RevOps-as-a-Service can be a smart bridge. For many growing EdTech companies, outsourcing RevOps is no longer a stopgap (it’s a competitive advantage).