Not exactly. It does make some sense to validate the market you are targeting that is, if the software in question is used by the teachers. Finding the pain in

Not exactly. It does make some sense to validate the market you are targeting that is, if the software in question is used by the teachers. Finding the pain in your own product and making it suck less while building a strong relationship with your end user makes solid business sense. That being said, I work in education technology for state government. I know for a fact that most technology coordinators at district or ITC level are not mostly former teachers. By far the largest percentage of those with purchasing power at the district/ITC level are business analysts and administrative staff. I do know a couple former IT support staff or computer science teachers that have risen to that level but they are the exception that makes the rule. You best bet for marketing new educational technology tools are working with an state agency specializing in educational technology. More often that not this is a specialized agency or an arm of DoE. They will have solid relationships with ETC/ITCs and most school districts. They also influence substantial policy decisions and usually progressive "think-tank" organizations. Building a relationship with them is not that difficult due to their receptiveness.