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Board Update · May 2026 · Confidential

The foundation is built. The accounts are landed. Now we expand.

Six months ago we were repositioning. Today we're scaling. This update covers what's working, what's next, and the capital to lock it in.

Live · May 2026
✓ Q1'26 · $4.7M total ARR · +34% YoY
⟳ $1.7M raise · $500K needed by 6/12
⟳ itopia 2.0 · unified offering · in build
⟳ Microsoft Elevate · co-sell · in process
⟳ Miami inside sales · recruiting
Updated · 30 Apr 2026
The Numbers — ARR Growth

$4.7M today.
$6.9M by end of 2026.

Targeting 53% YoY growth
$3.5M
Q1'25
$4.1M
Q2'25
$4.7M
Q3'25
$4.6M
Q4'25
$4.7M
Q1'26 ✓
$5.4M
Q2'26
$6.7M
Q3'26
$6.9M
Q4'26
Actual
Q1'26 — Latest Actual
Forecast
+34%
Q1 ARR · YoY
$3.5M → $4.7M
+279%
Q1 bookings · YoY
$39K → $148K
97%
Q1 retention
Modeled at 85%
8 of 50
Top US districts
Paying customers
Trusted by 8 of the top 50 US school systems Ranked by total student enrollment · Hover each card for details
NYC Public Schools Rank #1
NYC Public Schools
Rank #1
Enrollment 1,000,000
Current ARR $12.5K
2026 Target $400K
NRR Target 3,100%
Miami-Dade County PS Rank #3
Miami-Dade County PS
Rank #3
Enrollment 334,090
Current ARR $189.5K
2026 Target $379K
NRR Target 200%
Houston ISD Rank #9
Houston ISD
Rank #9
Enrollment 189,934
Current ARR $526K
2026 Target $700K
NRR Target 133%
Palm Beach County SD Rank #10
Palm Beach County SD
Rank #10
Enrollment 188,843
Current ARR $20K
2026 Target $250K
NRR Target 1,150%
Montgomery County PS Rank #14
Montgomery County PS
Rank #14
Enrollment 160,554
Current ARR $55K
2026 Target $150K
NRR Target 273%
Cypress-Fairbanks ISD Rank #20
Cypress-Fairbanks ISD
Rank #20
Enrollment 118,010
Current ARR $250K
2026 Target $350K
NRR Target 140%
IDEA Public Schools Rank #46
IDEA Public Schools
Rank #46
Enrollment 74,217
Current ARR $169.5K
2026 Target $169.5K
NRR Target 100%
Osceola County SD Rank #48
Osceola County SD
Rank #48
Enrollment 73,558
Current ARR $84K
2026 Target $84K
NRR Target 100%
2.14M
Combined Enrollment
Hover for context →
2.14M students
These 8 districts represent 4.3% of all K-12 students in the US — just in our top 50 accounts. Our full 200+ customer base of enterprise and education customers reaches significantly more.
$1.31M
Current ARR — 8 Accounts
Hover for context →
$1.31M today
Contracted. Deployed. Recurring. Each account entered at under 5% district penetration — the initial land is the beginning of a much larger opportunity.
$2.48M+
2026 Expansion Targets
Hover for context →
$2.48M target
Expansion inside existing logos — no new sales required. NRR targets based on known penetration levels in each district. Average today: under 5%.
Competitive Advantage

What no one can replicate.

01
The Foundation
4 years. Windows infrastructure inside the hardest procurement channel in America. The base no competitor can replicate.
02
The Category
Every school has AI. No one can govern it. We are the only platform built from the infrastructure up to secure, measure and control it.
03
The Platform
Windows. Browser and AI governance. Usage analytics. System of record. All four layers. One platform. No one else has all four.
04
The Channel
System of record becoming a distribution layer — software, curriculum and training resold to every contracted district. The moat compounds.
Six Initiatives

We made the right calls.
We're executing.

Not a pivot. Not a plan. Six strategic decisions made — and now in motion. This is the work behind the numbers. Hover each for the full story.

01
✓ Decision · ⟳ Build
Archie Labs — AI-First Build
World-class engineering team. Lower cost than last year. itopia 2.0 ships Fall 2026.
Hover →
Archie Labs
End-to-end AI-powered development process. Full service engineering team at lower cost than last year's budget. itopia maintains the platform. 2.0 ships Fall 2026. itopia takes it back with an elite internal AI-first dev org.
02
⟳ In Flight
Unified Platform & Moat
Four capabilities. One platform. One contract. No competitor has all four layers.
Hover →
Unified Platform
Windows, browser governance, analytics, system of record — unified under one contract. Each layer deepens the data. The data strengthens the AI. The AI expands the platform. No competitor has more than two of the four layers. That is the moat.
03
✓ Azure · ⟳ Elevate
Azure + Microsoft Elevate
Co-sell activated. Elevate partnership in process. Azure credits, marketplace, GTM support.
Hover →
Azure + Microsoft
Migration complete. Co-sell motion live. Elevate partnership in process — Azure cloud credits, marketplace presence, GTM funding. Google Workspace on Azure infrastructure. GCP + Azure + on-prem from one platform. Microsoft as a growth channel, not just infrastructure.
04
⟳ In Flight
On-Prem, Remote + Image Mgmt
Cloud + hybrid + on-prem + remote. Entire institution covered. No truck rolls.
Hover →
On-Prem + Remote + Image Mgmt
Every district regardless of infrastructure runs itopia. Remote image updates across all schools — no truck rolls. Usage analytics from local Windows devices forever. Displaces Intune, SCCM and Ghost at renewal. The web of services — cloud, hybrid, on-prem, remote — is complete.
05
✓ 1st Deal Closed
Distribution Channel
System of record becoming a marketplace. Software, curriculum, training — resold to contracted districts.
Hover →
Distribution Channel
Every contracted district already trusts itopia as their system of record. That trust becomes a channel — reselling technology, curriculum and training without a new sales motion. Every customer added expands the channel. Revenue compounds with the customer base.
06
✓ Done
Guy Leech — CTO
Top 20 End User Computing expert globally. 10K+ followers. Google Workspace on Azure — nobody else does this.
Hover →
Guy Leech, CTO
Top 20 End User Computing expert in the world. 10,000+ followers building in public. Architect of Google Workspace on Azure — a combination no one in education has attempted. Leading GCP + Azure + on-prem End User Computing from one platform. On-demand GPU delivery for AI workloads in the browser. The technical credibility the platform deserves.
The Problem We Solve

Every school has AI.
No one can govern it.
Until now.

A typical district runs 3,000+ digital tools — Windows apps, browsers, SaaS, AI tools, extensions, and YouTube — with no single platform to deliver, control, or manage them. Then AI arrived on top of an already broken foundation.

When Miami-Dade County Public Schools — the 4th-largest district in America — chose itopia, they didn't buy a product. They chose a platform to solve a problem that has no other answer.

Customer Validation

Why Miami-Dade signed.

"When AI arrived on top of an already-broken foundation, we didn't buy a product. We chose a platform to solve a problem that has no other answer. itopia is helping us govern AI usage across the district — what tools students touch, what gets blocked, what data we keep. The hardware savings are real. The data we've never had before is what changed our minds."

Sonia Samaroo · Educational Specialist · Division of Academics, Department of Career and Technical Education · Miami-Dade County Public Schools (4th-largest district in America)

This is the problem. The next section is the answer.

Why 2026

The unification window
is open. Right now.

Three forces converged this year. itopia is the only company positioned to ride all three.

Force 01

Districts can't afford the old way.

Smaller budgets. Less IT staff. Rising device cost. The tools-stacking model — five vendors, five contracts, five consoles — is breaking under its own weight.

Force 02

AI broke governance.

Every district is running 40+ AI tools, none of them tracked. Network risk, compliance risk, learning-loss risk — every digital tool is now a liability the district owns and can't see.

Force 03

Districts want consolidation, not more tools.

Less spend. Fewer vendors. More visibility. itopia is the only company that can deliver, govern, and measure the whole stack from one platform.

The Platform

Six capabilities.
One platform.
No one else has all six.

AI is not a feature we added. It is the operating principle across every layer. Each capability compounds the others — more data, stronger governance, deeper moat.

01
Windows Infrastructure
Hybrid cloud · On-prem · Remote access · On-demand GPU. Every Windows environment delivered securely on any device.
HOVER →
Windows Infrastructure

4 years building the only EdTech-native Windows delivery platform. Hybrid cloud, on-prem, remote access and on-demand GPU — all deployed inside the most complex procurement environments in America. The infrastructure no competitor can replicate.

02
Browser Security
Extensions controlled. Proactive malware and phishing defense built in — no additional vendor, no additional contract.
HOVER →
Browser Security

Browser-level governance with proactive malware and phishing protection built directly into the platform. Extensions approved or blocked district-wide. Real-time threat defense without adding a vendor, a contract, or a console.

03
AI Governance
Copilot, Gemini, Claude, ChatGPT + 50 more — governed at the Windows AND browser layer simultaneously.
HOVER →
AI Governance

The only platform that governs AI tools at both the Windows layer and the browser layer simultaneously. Copilot, Gemini, Claude, ChatGPT, MagicSchool and 50+ more — all visible, all controlled, all measured. No other solution spans both environments.

04
Usage Analytics
SaaS · Windows local & virtual · AI usage across both layers. OS-level data 4 years deep.
HOVER →
Usage Analytics

Usage data across three distinct environments — SaaS applications, Windows local and virtual environments, and AI tool usage across both. OS-level granularity, 4 years of history. No other platform has this depth across all three environments.

05
System of Record
Every digital tool catalogued. DPAs managed. App approval process solved.
HOVER →
System of Record

Every digital tool a district uses — catalogued, DPA managed, and approved through a single platform. itopia becomes the source of truth for all district software. The app approval process that used to take weeks now happens inside the platform.

06
Distribution Channel
Every contracted district already trusts itopia. That trust becomes a channel — software, curriculum and training resold without a new sales motion.
HOVER →
Distribution Channel

Because itopia is the system of record, every contracted district is already a distribution point. Software, curriculum and training can be resold through existing relationships — no new sales motion, no new procurement cycle. Revenue compounds with every customer added.

Each capability works standalone. Together they form a compound moat — every layer deepens the data, strengthens the AI, and makes itopia harder to displace.

Commercial impact
The platform 5×'s every account we own

Today, itopia addresses roughly 20% of any given district's user base — Windows users, primarily. The platform shipping in July expands that to 100% of enrollment plus admin staff: every browser, every device, every digital tool a student or teacher touches. That's a 5× per-account TAM expansion across every customer we already own.

Today · pre-platform
20%
Windows users only
~5% district penetration on average
→
July 2026 · platform GA
100%
Every browser, every device
Every digital tool
=
Per-account TAM
5×
Same accounts, 5× the ceiling
Every existing customer becomes 5× the opportunity

The expansion math compounds with the lighthouse strategy. Same logos. Same trust. 5× the per-account opportunity. The accounts already on the platform — Houston, Miami-Dade, NYC, Chicago — represent the foundation. With the unified platform shipping in July, every one of them sits inside a meaningfully larger ceiling than the day it was signed.

The Team

Experience that matters.
Operators who execute.
Experts who build.

James Riley
CEO & Co-Founder
CEO & Co-Founder. The architect of itopia’s transformation from infrastructure vendor to category-defining EdTech platform. 14 years in End User Computing, including founding a virtualization company that sold in 2024 — four years after his departure. 6 years building the relationships, go-to-market, and product vision that placed itopia inside the largest school districts in the US. A leader who made the hard calls — incubating the EdTech product before the market demanded it, assembling a world-class team, and positioning itopia to win Google Partner of the Year for Education in 2024. The only infrastructure company to hold that distinction in K-12.
Guy Leech
CTO
CTO and one of the top 20 end user computing professionals in the world. Microsoft VIP and Parallels VIP. 30 years working alongside the largest technology companies and End User Computing vendors globally — brought in to solve the problems nobody else could crack. 10K+ followers on X building in public. He chose itopia not because he had to, but because of the leading-edge technology we are building and the unique impact we can have on schools and students. The kind of operator who could work anywhere. He’s here. His fingerprints are on the architecture that no competitor can replicate.
Louis Donzelli
Director of Sales & Strategic Partnerships
Director of Sales & Strategic Partnerships. 16+ years in the EdTech space — including 14 years at CDW in sales and business development on the K-12 device team, where he built deep relationships across the largest US school districts. Now leads itopia's channel go-to-market and direct sales team, driving revenue growth across the organization. A holistic, process-driven operator who believes the small things, done right and done consistently, are what produce big outcomes. Leads with integrity: ethical sales practices and genuine relationship-building as the foundation of sustainable growth in K-12 education. Lives in Niles, IL with his wife and growing family — die-hard Bears, Cubs, and Bulls fan.
Confidential · For Authorized Recipients Only · itopia, Inc. · 2026
Product

One platform controls
every digital tool
a district uses.

One AI-powered platform. Five product lines unified. Every digital tool a district uses, delivered, governed, and measured by AI that gets smarter with every district.

Windows SaaS AI Tools Extensions YouTube
The System of Record
itopia catalog — every digital tool a district uses, in one place
The Foundation

The Windows platform just got
four new ways to deploy.

We deliver Windows to any district on demand — fully managed. Hybrid cloud, on-prem AVD, remote access to existing labs, virtual app streaming. 4 years building Windows-in-the-browser. 150+ districts running it today. The foundation the rest of the platform sits on.

Hybrid Cloud · Live demo

Azure + Google Cloud Access. Intro to Windows 11.

Deploy Google Cloud or Azure Virtual Desktop from the same itopia portal. Same workflow. Same governance. Now with Windows 11 — available to itopia customers for the first time.

AVD Hybrid · Live demo

Azure Virtual Desktop Hybrid

Districts run AVD inside their own data center on hardware they already own. Lower hosting costs, extended useful life of existing infrastructure, and full sovereignty over student data — same itopia platform, same console, same governance.

Remote Access · Live demo

Remote access to existing labs

Districts leverage existing physical lab investments. Same itopia experience, same governance, no new hardware. Per-device service revenue on infrastructure they already own.

Remote App · Live demo

Remote App

Stream a single virtual app — not a full desktop — straight into the browser. Students see only the tool they need, which keeps them focused, shrinks the attack surface against the rest of Windows, and costs significantly less to host than streaming an entire desktop session.

Governance Layer · itopia + Acium

Where filtering,
usage tracking, classroom
management and
browser security meet.

Through our partnership with Acium, itopia's governance extension complements the classroom-management and content-filtering tools districts already run — and replaces them as we expand the account. One policy engine, applied at the browser, on every device a district owns.

AI Governance

Block uploads, downloads, copy/paste, and mask PII across every AI tool.

Claude, Gemini, Copilot, ChatGPT — granular controls down to the action, not just access. Force AI tools into a secured browser. PII masking and copy/paste blocking stop sensitive data from ever leaving district control.

Usage Tracking

Full-stack visibility: SaaS, AI, Windows — down to the student.

Real-time data on every digital tool a student touches — per class, per period, per district. The data layer no competitor can match.

Extension Governance

Govern every extension by org unit, with built-in risk scoring and control.

Score every extension for risk; force-install the approved ones, block the rest by category or vendor. Same policy engine across Chrome, Edge, Safari, Firefox — most competitors are Chrome-only.

YouTube Filtering

Block suggested videos, comments, and live chat. Filter by channel and category.

Allow Khan Academy, block everything else. Curate exactly what students see — including the sidebar, the autoplays, the rabbit holes.

Distribution & TAM

Bundled into every CloudApps deal. 5× the people we can sell to in every account.

The extension ships everywhere a district runs — local devices, virtual browsers, and Windows environments. Our buyer used to be Curriculum, supported by IT. Now we sell district-wide through IT — reaching every student, teacher, and admin in the district.

Bundled
Every CloudApps deal
Local Devices
Standalone install
Virtual Browser
CloudBrowser native
TAM Expansion
5× per account

One policy engine. The competitive set runs five different consoles to do what we do in one.

The AI Layer

A teacher's AI co-pilot,
trained on the data
no one else has.

Every layer below this one feeds the AI: the system of record, the Windows foundation, the governance extension. itopia AI watches across all of it — flagging when a student drifts off-task, surfacing what to do next, and giving teachers the context they need to course-correct in real time.

This is what every layer of the platform has been investing in. Each district that joins makes the AI smarter. Each tool we govern adds another signal. The more we deliver, the harder we are to leave.

Signal
Live on-task / off-task data
Action
Suggested remediations per student
Outcome
Teachers act before students fall behind
itopia AI · Live Class View
itopia AI assistant interface — Courtney Henry, a student flagged 'On Track', with suggested follow-up actions for the teacher
Course-correction surface · proactive teacher guidance
The Flywheel

Live visibility into every class,
every student, every digital tool —
at the same time.

Real-time on-task / off-task / focus alignment. itopia's own AI flags at-risk students and recommends remediations to teachers. The more districts use it, the smarter the AI gets.

itopia live class view — Digital Photography 101, 48 students, real-time tracking, learning tools utilization
The Moat

The only platform with full-stack student usage data.

Virtual Windows (4 years, 150+ districts) + local Windows (CloudHouse) + SaaS + AI tools + browser extensions + YouTube. No one else in K-12 has this breadth of data.

Built In

itopia AI flags at-risk students. Suggests remediations.

Trained on the data above. The more districts use it, the smarter it gets — and the harder we are to leave.

Integrated

Gemini, NotebookLM, Copilot — already licensed.

Every district already pays for these. We pipe them into the platform. No new procurement.

How We Build

Six partners.
Three revenue mechanics.
One platform.

Each partner contributes a layer. itopia is the integration that makes them one product. Districts buy itopia — they don't see the partners. The 150-district relationship base is the moat.

Acium

Acium

Browser layer

Bundled value · White-label resell

Powers itopia's browser-layer governance — AI controls, YouTube policy, extension management, copy/paste blocking.

Bundled with every Windows license. Sold standalone to non-Windows users.

Microsoft Azure

Microsoft

Cloud, AVD product team, co-sell

Channel expansion · Co-development

Direct relationship with the AVD product team (20-year MSFT veterans). Elevate partnership unlocks community college, higher ed, and international expansion.

Co-sell with the field sales team. $200–300K in cloud credits, marketplace listing, and GTM funding in motion.

Google Cloud

Google Cloud

Cloud + technology partnership

Channel expansion

CloudApps has run on Google Cloud for 4 years. Light co-sell activity into K-12 districts. Education pricing negotiated and passed through to customers.

Anchors the Google district channel.

CloudHouse

CloudHouse

App layering + image management

White-label resell · Internal ops

Built into the itopia platform. Cuts internal engineering time. Resold to districts to displace Intune, SCCM, and Ghost.

New revenue line at the device-management layer. Plus local Windows usage data feeds the moat.

Parallels

Parallels

Peripherals + remote access

White-label resell · Service revenue

Powers Wacom-on-Chromebook, USB peripheral support, and remote access to existing district devices. The capability layer that makes "Windows on anything" work.

Per-device revenue on hardware districts already own.

Login VSI

Login VSI

AVD management + benchmarking

White-label resell · Internal ops

Sold into existing AVD environments — districts and corporate deployments already running AVD or remote access. itopia layers management and performance benchmarking.

Per-device service revenue on installed-base infrastructure.

Roadmap

Shipping in the next 12 months.

Six deliverables. Each one funded, scoped, and on a calendar.

⚡
June 2026
Azure ready
AVD fully integrated. Districts pick Azure as primary cloud. Unlocks Microsoft Elevate co-sell.
🏢
June soft launch · July GA
On-prem support
District-owned infrastructure. Improved margins, lower hosting burden, data sovereignty.
🧱
June soft launch · July GA
App layering & image mgmt
CloudHouse partnership. Replaces Intune, SCCM, Ghost. IT setup goes from weeks to hours.
🚀
July 2026 · Flagship
itopia unified launch
CloudApps + SecureClass become one platform: itopia. The rebrand investors are funding.
👨‍👩‍👧
Sept 2026
Parent portal
Parents see what their student uses. Third stakeholder onboarded. Stickiness multiplier.
✓
Fall 2026
All customers on itopia
Migration of 150+ districts complete. Single platform, no legacy debt going into 2027.
What this 12 months unlocks

Six outcomes that compound.

Better UX

One platform, one console — replaces 4 disconnected tools districts juggle today.

5× TAM

100% of district enrollment plus admins. Sell to every student, not just Windows users.

Internal ops

CloudHouse, Login VSI — partner stack cuts engineering time and people required.

Better margins

Improved ops. Move to Azure. On-prem services shift hosting cost off itopia's books.

New revenue streams

Extension bundle, non-Windows expansion, on-prem services, AVD services.

Marketplace future

The platform every digital learning tool, curriculum, and training ships through.

May 2026 · Board briefing

The accounts are landed.
Now we expand.

ARR booked YTD · 2026

$385K ARR booked YTD.

13% of the $3.0M plan that gets us to $6.9M ARR by year end — 53% YoY growth. 67% of the year ladders to Q3 by design — that's the K-12 buying season, when district budgets refresh and replacement decisions get made on Windows lab infrastructure. Our existing offering is the anchor. The new platform, partnerships, and inside team are upside on top.

Two lenses. Same business.
The ARR story · the goal
$385K of new + expansion ARR booked YTD.
The bookings goal. New logos and expansion within existing accounts — the operating number that builds the company toward $6.9M+ ending ARR.
The cash story · the runway
$974K invoiced YTD.
The full book — new, expansion, and renewals across Education and Enterprise accounts. Osceola's multi-year prepayment accelerates cash collection. (Separately: $434K of cash collected in 2025 from IDEA + Fort Wayne prepayments — the same model.)
Invoiced YTD · cash lens

$974K invoiced YTD across Education and Enterprise accounts.

Eighteen deals closed across Education and Enterprise accounts. Seven new lighthouse logos. Every CloudApps renewal expanded. Cash collected up front on Education; monthly recurring on Enterprise.

EDU new logo EDU expansion EDU recurring WA expansion WA recurring
EDU · CloudApps + GoSprout
$627K
Prepaid annually · cash up front
7 new logos · 4 of 4 renewals expanded (+43% avg)
WorkAnywhere · enterprise
$348K
Monthly via Google Marketplace
7 of 7 renewed · 93% NDR · TB Intl −$42K
Strategic wins
Miami-Dade
4th-largest district in America. Largest single new logo YTD.
$190K
Osceola
Top-50 district. $84K ARR with $254K prepaid — 3-year commitment, $170K forward cash.
$254K
John Dewey HSFirst NYC deal
Beachhead inside NYC Public Schools — #1 district nationally. $1B+ system now opened.
CMA Consulting
WorkAnywhere expansion. $48.7K → $64.1K. Only WA expansion in the YTD book.
+$15K
TB InternationalOwned
$222K → $180K. Only WA contraction in the book — renewed at lower scope, not lost.
−$42K
Three lighthouse deals = $444K of $566K EDU new logo. WA: 7 of 7 renewed at 93% NDR.
Cash mechanics: EDU customers prepay annually — Osceola alone delivered $170K of forward cash above 2026 ARR. WorkAnywhere bills monthly via Google Marketplace, providing predictable recurring cash that funds operations between EDU lighthouse closes.
Pacing the year · K-12 ARR vs plan

Q2 new & expansion bookings forecast of $715K — recovering H1 with 2× late-stage pipeline coverage.

$291K booked Q2 through 4/30 with $424K to close in May+June. Late-stage pipeline covers the gap 2.1×; total Q2 pipeline 3.9×. H1 forecast pacing 72% of plan; Q3 carries the year.

New logo Expansion Renewal base Pipeline forecast Plan target
Q1 actual
$148K
49% of $300K plan
7 deals closed. Miami-Dade closed in April — primary cause of the slip.
Q2 forecast
$715K
79% of $900K plan
$291K booked through 4/30. $424K to close in May+June.
H1 picture
$862K
72% of $1.2M plan
Q3 carries 67% of the year by design.
Top Q2 pipeline
41 deals · $1.64M
Late-stage cover
2.1×
$881K
Total cover
3.9×
$1.64M
Coverage of $424K Q2 forecast gap
Late stage · stage 2-4
McLean Unit 5 (IL)
Stage 2 · Tom · 6/30
$207K
Alamo Colleges District
Stage 4 · Tom · 6/30
$200K
Cleveland MSD (OH)
Stage 2 · Tom · 6/30
$160K
Chicago PS (IL) · 3 high schools
Stage 3 · Tom · 6/30
$145K
North Platte PSD (NE)
Stage 3 · Tom · 6/29
$54K
Schuylerville Central SD
Stage 2 · JoAnn · 6/30
$42K
UMaine — GoSprout
Stage 3 · JoAnn · 6/29
$39K
UVA expansion (GoSprout)
Stage 4 · JoAnn · 6/30
$35K
Early stage · upside not modeled
Limestone DSB ($50K), NYC PS new ($45K), Calgary BoE ($40K), Stockton R-1 ($40K) + 29 more — Stage 0–1 · ~$760K combined upside
Stage reflects operational deal progression. HubSpot stages adjusted for new-rep CRM hygiene; Alamo and UVA tracked separately pending HubSpot entry.
Pipeline build · the path through Q3 and Q4
Today's $4.65M / 154 deals is the starting line.
The operating discipline isn't the cumulative number — it's what's open and quarter-targeted at each gate. Q3 is the K-12 selling season; Q4 is where the inside team opens new segments and the Microsoft partnership opens international.
Q2 close-out
$1.10M
open · close Q2
Set to close Q2 on top of $291K already booked. Q2 lands above plan if it converts.
Q3 entry target
$4M+
open · close Q3
K-12 buying season. New product offerings launching in Q3 widen the addressable pipeline and lift conversion across the book.
Q4 entry target
$2M+
open · close Q4
Inside team opens charter, private, technical/community colleges. Microsoft partnership opens international.
Cumulative · pipeline generated
$9.65M
flow target
Total volume created between today and Q3 close. $5M of net new on top of today's $4.65M.
Renewal book · top 10 · 2026

Top 10 renewals forecasting 117% net retention.

9 logos retained, 1 at risk (Everman, leadership change). This is forecast — none of these have closed yet. Three accounts already over their licensed capacity, which makes the expansion forecasts seat math, not sales math. Plus $434K cash collected in 2025 from multi-year prepayments — the same model Osceola continues in 2026.

Account
NRR ⓘ
Type ⓘ
Seats
% Used ⓘ
Renewal
Healthy · 5 accounts · 119% NRR
Houston ISD
$527K
→ $627K
119%
Named
14K
47%
Q2
Cypress-Fairbanks
$249K
→ $300K
120%
Named
5K
140%
Q3
UC Riverside
$109K → $117K
107%
Named
1K
100%
Q4
Piscataway
$95K → $100K
105%
Named
1K
38%
Q2
Montgomery PS
$59K → $90K
153%
Conc.
150
127%
Q3
In motion · 4 accounts · 131% NRR
Elko County SD
$78K → $86K
111%
Named
500
77%
Q3
KIPP Texas
$53K → $71K
134%
Named
450
50%
Q3
Aubrey ISD
$53K → $63K
120%
Named
400
41%
Q4
Tyler ISD
$43K → $77K
180%
Conc.
125
103%
Q3
At risk · 1 account · leadership change
Everman ISD
$41K → forecast $0
—
Named
250
0%
Q2
Forecast: $1.31M renews as $1.53M across 9 of 10 accounts. One logo (Everman) at risk. None of this has closed yet.
Q2 renewal book · 18 contracts · $1.45M expiring
The four largest tell most of the story:
Houston ISD · $526K → $626K · largest Q2 renewal, active expansion motion targeting +$100K
IDEA · $170K/yr · 2-year deal prepaid in 2025 — cash secured
Fort Wayne · $53K/yr · 5-year deal prepaid in 2025 — cash secured
Piscataway · $95K → $100K · healthy renewal in motion
Remaining 14 contracts ~$390K combined. Active renewal motion: $1.02M across 16 contracts. Only one risk: Everman ($41K, leadership change). Zero churn status.
Usage drives expansion. Cypress-Fairbanks paying 140% overage. Tyler and Montgomery at concurrent peak. Expansion forecasts are seat math, not sales math.
Health tiers · forecast
Healthy · 5
119% NRR
$1.04M → $1.23M
In motion · 4
131% NRR
$226K → $297K
At risk · 1
−$41K
Everman · leadership change
Already secured · cash collected 2025
$434K
Multi-year prepayments collected in 2025 — IDEA and Fort Wayne. The same model Osceola continues in 2026.
IDEA$170K
Fort Wayne$265K
The plan · 2026 ARR

$3.0M new and expansion. $6.9M ARR by end of 2026.

Starting at $4.59M ARR, holding ~87% gross retention, and adding $3.0M of new and expansion bookings lands the year at $6.9M ARR — 53% YoY growth. The build behind the bookings target supports cushion above the floor.

The math
Starting ARR
$4.59M
+
New + expansion
$3.0M
−
Churn @ ~87% GRR
~$590K
=
2026 ending ARR
$6.9M
53% YoY growth
How the $3.0M bookings number is built
Build totals $3.64M — 21% cushion over plan
Plan vs. build
$3.0M plan · $3.64M build · $635K cushion
FLOOR · $3.0M PLAN
+$635K
$3.0M is the floor we're committing to. The build sums to $3.64M — operational margin against execution risk, not aspirational forecast.
YTD ARR booked
Through April · 11 EDU deals · Miami-Dade, Osceola anchors
$385K
Enterprise new logos · senior AE pods
Chicago, Clark County, Orange County FL, Dallas, Denver — back half of year
$1.5M
Expansion within lighthouse accounts
School-by-school inside Houston, Miami-Dade, NYC, Cy-Fair
$1.0M
Inside team · downstream + new segments
Mid-market, SMB, charter networks, technical/community colleges
$750K
2026 bookings target
$385K closed · $2.6M to go · ~67% of the year ladders to Q3 by design
$3.0M
YTD progress against the build: $385K booked of the $385K closed-line + $1.5M enterprise + $1M lighthouse + $750K inside team. Each line below this point is what the team is being built and funded to produce.
The EDU enterprise pipeline behind the build
21 enterprise + lighthouse accounts · $3.46M forecasted
$3.46M of qualified pipeline behind the bookings build, split clearly by motion. New-logo pipeline covers the Enterprise line at 1.3×. Expansion pipeline covers the Lighthouse line at 0.8× on a net-new basis. Every account here gets named — these are the deals the team works to develop, qualify, and close in the second half.
New logo pipeline
1.3× cover
$1.95M
14 accounts
Vs. $1.5M Enterprise line in the build. Healthy coverage on new logos.
Expansion pipeline
0.8× cover
$790K
7 accounts · net new
Vs. $1.0M Lighthouse line. Gap = case for the team investment.
New logo · 14 accounts
Toward the $1.5M Enterprise line
$1.95M
1.3× cover
Chicago Public Schools $300K
Clark County SD $250K
McLean Unit 5 (IL) $208K
Cleveland Metro $200K
Denver Public Schools $200K
Dallas ISD $145K
Orange County PS (FL) $120K
Polk County $120K
Hillsboro ISD $120K
Broward County $120K
Calgary Board of Ed $50K
DeKalb County $40K
Indianapolis PS $40K
Toronto DSB $40K
Expansion · 7 accounts
Toward the $1.0M Lighthouse line
$790K net
0.8× cover
Cypress-Fairbanks $250K → $305K +$56K
NYC Public Schools $13K → $300K +$288K
Miami-Dade $190K → $245K +$56K
Palm Beach County $20K → $200K +$180K
Montgomery PS $56K → $180K +$124K
UC Riverside $109K → $155K +$46K
Osceola $84K → $125K +$41K
Now to December to expand this. The 21 accounts above are the starting point — we have the next seven months to develop, qualify, and build deep relationships with these accounts so the second half of the year converts at the volume the plan requires.
Team strategy · 2026

Same hunt.
Built for the market we created.

We started 2026 with a regional senior enterprise AE strategy — four reps, territory-based. The enterprise penetration that strategy created has expanded the work in front of us. The 2026 team diversifies our go-to-market: senior AEs continue hunting and closing district-level deals, with a Miami-based inside team built around them to expand inside the lighthouses we own and reach the segments the platform now opens.

6 of 10
Largest U.S. districts
Customers or active pipeline
<5%
Avg district penetration
Massive expansion runway in every account
$1.6M
Top-10 expansion pipeline
3× the 2026 expansion target
67%
Of the year hits Q3–Q4
The team has to be producing by end of Q2
Section 01
The market we built.

The senior AE motion landed the largest district deals in company history at full enterprise economics. Those wins are the foundation of everything 2026 produces — and they have expanded the work in front of us.

Now that we are inside the lighthouses, expansion runs school by school, building by building. That motion is high-volume and relationship-driven — inside sales work, alongside the senior AE motion that continues to hunt new enterprise. At the same time, the platform now opens segments itopia has not previously addressed at scale: charter networks, private school groups, technical and community colleges. Two motions, working in parallel. The structure follows.

Operational commitment

The CEO is moving to Miami.

The CEO is moving to Miami to be in the room with the inside team — supporting the cadence, the deals that matter most, and the culture of an in-office motion. Louis runs the sales organization day to day; CEO presence reinforces it.

A personal commitment to the model and the team.
Section 02 · Reporting structure
The team that converts what we already built.
Senior AE pods hold the lighthouse accounts. A Miami-based inside team — six reps under one roof — works the expansion inside owned districts and the new segments the platform opens.
CEO
James Riley
Miami-based · in-office with the inside team
Director of Marketing
FTE · hiring by June 15
Manages: agency, design/event contractors, RevOps coordination, demand gen, brand, community
Director of Sales & Strategic Alliances
Louis Donzelli
Manages: full sales team, channel partners, strategic alliances · 6-month bridge · October decision point
Enterprise pods · 2× paired
Senior Enterprise AE
In field · holds Houston, Miami-Dade, NYC, Cy-Fair, Osceola
+
Dedicated Inside Rep
Miami in-office · closes school-level wins inside owned districts
×2 pods · $1.6M expansion pipeline
Mid-Market · 2 reps
2 Mid-Market AEs
Miami-based or in field · downstream districts (Palm Beach, Montgomery, Dallas tier)
Hybrid coverage · district-level deals
SMB + New Markets · 2 reps
2 SMB + New Market Inside Reps
Miami in-office · high-velocity, reference-leveraged · single-school, small-district, charter, private, technical & community colleges
Min 4 in-office · 8 sales heads total
Shared support · Co-sell motion · 87% of YTD bookings
1 Sales Engineer
Supports both pods + inside team
1 CDW-funded Inside AE
Co-invested headcount embedded in our motion
Channel partners
Trafera, Howard Tech, Vevacity, Google, Microsoft
Louis Donzelli · Six-month bridge through OctoberDirector of Sales & Strategic Alliances · structured term with measurable success criteria · CEO decision point at end of Q3
Section 03
More people. Less cost.

The new structure adds three heads while reducing loaded cost by $100K. Senior AE economics are spent only where senior AE work happens; everything that surrounds those deals — and everything downstream — is served at inside-rep economics, with AI providing the leverage that previously required seniority.

2026 initial plan · senior-AE-only
~$1.44M
  • 4 Senior Enterprise AEs at $300K fully ramped
  • 1 Sales Engineer · 1 RevOps coordinator
  • 6 heads · $1.44M loaded cost
2026 pivot · pods + inside team
~$1.34M
  • 2 Senior AEs ($300K) + 2 paired Miami inside reps
  • 2 Mid-Market AEs + 2 SMB + New Market Inside Reps
  • 1 Sales Engineer
  • 9 heads · $1.34M loaded cost
Strategic posture

AI is how we operate.

Sales, operations, and engineering are all running AI-first today. The team we are building inherits an operating model the rest of the company has already proven.

Sales — already live
ROI tool built in-house
Already changing how we sell, how we talk to partners, and how prospects see the math. Quantifies hardware savings, license consolidation, and admin time recovered in real time. Reps run sharper conversations; partners co-sell with stronger numbers.
Operations
HubSpot replaces Salesforce
Built natively for outbound at scale, at roughly half the cost. Single source of truth across the revenue org.
Daily workflow
AI is a daily requirement
Every rep uses AI in the daily workflow — sequencing, account research, meeting prep, call summaries. Not optional, not bolted on. The default operating model.
Market coverage
What this team is sized to convert
Senior AE pods · ×2
Lighthouse expansion + next-tier enterprise
$1.6M+
Top-10 expansion pipeline in the lighthouses we own — Houston, Miami-Dade, NYC, plus next-tier (Clark County, Chicago, Cleveland, Denver, Dallas).
Miami inside team · 4 reps
Downstream + new segments
$1.0M+
School-by-school inside owned districts + downstream public + segments the platform now opens: charter, private, technical & community colleges.
Marketing + AI infrastructure
Demand engine + co-sell + ROI tool
2–3×
Director of Marketing builds demand at scale. HubSpot enables outbound natively. Microsoft co-sell activates. Pipeline multiplier across every motion.
+3 heads. −$300K loaded cost. +$2.6M+ of addressable bookings the prior team could not reach.
Operating cadence
The execution timeline

From May through October, Louis Donzelli runs sales as a structured bridge with measurable success criteria and an explicit CEO decision point at the end of Q3.

May
CEO relocates to Miami
Inside team build begins. HubSpot migration kicks off.
June
Marketing FTE hired
Inside reps onboard (2 of 4). Demand engine activates.
July
Platform GA · selling season
All 6 inside reps in seat. Channel co-sell at full pace.
Aug
Lighthouse expansion in motion
Senior AE pods running paired model. School-level closes building momentum.
Sept
Pipeline coverage locked
Q4 close pipeline 3× target. Q3 selling season finishing strong.
Oct · Decision
CEO decision on sales leadership
Bridge ends. Permanent structure confirmed for 2027.
Calendar half · July 1 — December 31, 2026

The lighthouse accounts are live. The strategy is in place. The team is ready. H2 is execution.

itopia is deployed across five of America's largest K-12 school districts — New York City, Chicago, Palm Beach, Osceola, and Montgomery — covering 1.69 million students. These wins sit inside a broader sales universe of 134 named districts that together hold about a quarter of all US K-12 enrollment. H1 is the half we build the pipeline; H2 is when the license to hunt turns into revenue. About 72% of the full year lands in H2 — normal for K-12 budget cycles, where districts deploy in fall and pay in summer. A sharper 7-person sales team — leaner than the team it replaces by $290K — focuses on expanding inside the districts we've already deployed in, while two senior reps add the next ones through partner-led introductions from CDW, Google, and Microsoft. The plan commits $2.20M in new revenue in H2 on top of the $850K forecasted for H1, landing the full year at $3.0M base case. More people. Less cost. Sharper motion.

The H2 plan · 5 highlights
✓ From landing to expanding. Focus shifts to expansion inside the lighthouse accounts already won. Downstream impact is the lever.
✓ Team restructured. 2 senior key account executives covering East (NYC-based) and Central/West (Chicago-based) + 3 district development representatives (NYC, CPS, Palm Beach · Osceola · Montgomery) + 1 mid-market rep for 50+ open opps and channel inbound.
✓ Chicago in-office presence. Sales leader + 1 senior key account executive + funded CDW headcount already there. WeWork-at-CDW funded by restructure savings — same building as CDW's K-12 teams.
✓ Already executing. Plan is in motion today with the current team and tools. Recruiting fills the four new seats in parallel — all in by mid-June, no execution gated on hiring.
⟳ Marketing automation going live. HubSpot migration completing — AI-driven reach into every school inside the districts we've already deployed in. The visibility and speed we haven't had.
Updated · May 2026
Section 01 · The team built for H2

Chicago is the sales hub.
CDW is the leverage.

A 7-person sales team built around the asset itopia has already paid to acquire — the lighthouse accounts and the partnerships that opened them. Senior reps focus on expansion inside the districts we've already deployed in, with new logos added through partner-led introductions. Inside reps work school-by-school inside those districts. One sales hub, one team, one cadence — all in the same building as CDW's K-12 account teams.

CDW headquarters at 625 W Adams St, Chicago
Inside CDW headquarters · 625 W Adams St, ChicagoOur WeWork pod operates in the same building, alongside CDW's K-12 account teams.
The three sales roles · what, why, how

Six sales seats, three functions. Down from $1.44M to $1.15M in sales comp — $290K less for a sharper, focused team. Sized around the lighthouse wins itopia already has, not the wins itopia hopes for. Senior reps own central-office relationships and partner channels. Inside reps work the schools building-by-building, with CDW co-selling alongside them. One mid-market rep catches inbound from the channel and runs downstream outbound from Key Account Executive wins.

×2 · Senior
Key Account Executive
KAE
What
Two senior reps — East (NYC) and Central/West (Chicago). Own central-office relationships.
Why
30,000+ student districts have central-office buying committees that demand senior reps. H2 has two instead of four — wins already landed give them more time to expand than hunt.
How
~70% on expansion inside lighthouse districts. ~30% landing new 30,000+ logos — almost entirely through partner-led introductions from CDW, Google, and Microsoft.
×3 · Inside
District Development Representative
DDR
What
Three inside reps in Chicago. One per lighthouse: NYC PS, CPS, Strategic (Palm Beach + Osceola + Montgomery).
Why
Lighthouse districts have 1,000+ schools. Senior economics don't work building-by-building. The DDR motion runs at inside-rep economics with AI as the leverage.
How
75% prospecting · 25% closing. Find the right principal or department head, get the meeting, convert.
×1 · Mid-market
Mid-Market Account Executive
MMAE · Mid-Market AE
What
One full-cycle rep. 10K–30K student band. Location flexible.
Why
~660 districts in this band — too many to hunt with senior economics, too large for DDRs at scale. Significant inbound from channel partners; meaningful overlap with KAE-adjacent districts.
How
Closes channel-sourced inbound from Trafera, Howard, Vivacity, CDW. Also runs downstream outbound into 10K–30K districts that adjacent KAE accounts opened doors into — sister districts, regional cohorts, conference referrals.
NEW
CDW co-sells school-by-school alongside our DDRs. CDW's K-12 team makes warm intros into specific principals and tech leads inside districts where they already have relationships. This is the structural advantage of being in the same building.
How we cover the market
30,000+ students
~130 districts
KAE territory
10K–30K students
~660 districts
Mid-Market AE band
5K–10K students
~996 districts
Reactive · channel only
Under 5K students
~10,000+ districts
Reactive · channel only

Channel partners: CDW (strategic co-sell, top two bands) · Trafera, Howard Technology, Vivacity Tech (primary across the bottom three bands, where deal economics don't support an itopia seller).

Reporting structure · H2 2026
Chief Executive Officer
James Riley
Miami · HQ, board, investors, operations
Director of Sales & Strategic Partnerships
Louis Donzelli
Chicago · runs the sales hub day-to-day
Chicago hub
Chicago
Hunt + Farm · sales nerve center
Key Account Executive — Central/West
Central + West 30,000+ districts. CPS central office relationship. Already in Chicago. Channel-led pipeline through CDW, Google, Microsoft — limited independent outbound.
$500K H2
$1.25M ann.
DDR — NYC
New York City Public Schools · school-by-school via DIIT. 75% prospecting · 25% closing.
$550K H2
22 schools
DDR — CPS
Chicago Public Schools · district-wide motion post-pilot. 75% prospecting · 25% closing.
$350K H2
14 schools
DDR — Strategic
Palm Beach · Osceola · Montgomery County. 75% prospecting · 25% closing.
$350K H2
14 schools
Funded CDW Headcount · dotted line
CDW-employed, dedicated to itopia, works out of CDW office. Prospects into CDW's K-12 book and supports DDRs and the MMAE on named-account outreach.
Partnership
support
Louis + 1 senior key account executive + 3 District Development Representatives + dedicated CDW headcount — all in Chicago. WeWork-at-CDW funded by team restructure savings — same building as CDW's K-12 account teams.
NYC
New York
Hunt · East / Southeast
Key Account Executive — East
East-coast 30,000+ districts. NYCPS central office relationship. Sits inside the largest district in the country. Channel-led pipeline through CDW, Google, Microsoft.
$500K H2
$1.25M ann.
Solo senior key account executive based in NYC. Same city as the highest-volume opportunity in the portfolio. Owns the central office relationship while DDR — NYC works the school-by-school motion from Chicago.
Distributed
Remote
Mid-market + Support
Mid-Market Account Executive
10K–30K band. Channel-sourced inbound via Trafera, Howard, Vivacity, CDW. Walks into 50+ vetted open opps from H1. Chicago, Miami, or remote.
$500K H2
$750K ann.
Sales Engineer
Reports to Louis. Key accounts primary; mid-market self-serves where possible.
Team
attainment
Mid-Market Account Executive flexible on location — best candidate wins. Sales Engineer remote and supports both senior key account executives. Customer Success owns renewal + upsell book ($200K H2 minimum) — hands off genuine new buying conversations (new department, new product line, new building cohort) to the KAE or MMAE.
Hunt · new logos
Farm · expansion
Mid-market
Support
Dotted line (partner-funded)
Compensation · on-target earnings
What it costs to run this team.
7 new itopia seats. Senior key account executive economics only where senior work happens. Inside-rep economics for everything downstream.
Seat Heads OTE / seat Base / variable Annual cost
Key Account Executive2$275K50 / 50$550K
District Development Representative3$90K70 / 30$270K
Mid-Market Account Executive1$130K50 / 50$130K
Sales Engineer1$140K70 / 30$140K
Comp subtotal7——$1.09M
+ WeWork-at-CDW (up to 6 seats) $60K
Total loaded cost · annual $1.15M
↓ Savings vs. original 4-senior-AE plan ($1.44M) −$290K
Louis is held in the channel budget alongside the funded CDW headcount; he is on a 6-month trial through October review. Even with the WeWork space added, the new team comes in $290K under the original senior-AE-only structure — more people, less cost, sharper motion.
LIVE
The plan is live. Execution is happening today with the current team and toolset — Louis, the existing reps, HubSpot, the ROI tool, the Chicago WeWork pod at CDW. The four new seats add coverage in parallel through June. No engine in the H2 plan waits on a hire to start running.
Section 02 · The number

Scale three motions. Add the fourth.
$2.20M H2 incremental.

H1 is forecasting at $850K across three motions already producing — Key Account Executive output (about 59%), mid-market humming at $300K, and renewals tracking at $50K. H2 scales all three and adds the fourth: school-based expansion ($1.00M — the new motion), an expanded mid-market motor ($300K → $500K), and a 4× scale on renewal uplift ($50K → $200K).

The shift · scale three motions, add the fourth
H1 forecast
$850K
three motions producing — KAE leading
H2 target
$2.20M
incremental Annual Recurring Revenue
H1 → H2 step-up
2.6×
3 engines scale · 1 is new
Full year base case
$3.0M
low $2.5M · high $3.25M

H1 is tracking ~59% Key Account Executive output, with mid-market already humming at $300K. H2 adds three step-ups on top of that base: school-based expansion ($1.00M — the new motion), an expanded mid-market motor ($300K → $500K), and a 4× scale on renewal uplift ($50K → $200K) on a motion already proving out. Full year lands at $3.0M in the base case.

The four engines · H2 detail
Hunt
Key accounts
new logos
$500K
H2 target
Implied deals~5
Annual Contract Value$100K
Full year$1.00M
2 Key Account Executives — 30,000+ enrollment districts
Farm · NEW MOTION
Key account
school-based expansion
$1.00M
H2 commit · $1.37M modeled
Schools modeled50
Annual Contract Value$25K
Cushion vs commit+$370K
3 District Development Representatives — NYC, CPS, Strategic
Hunt
Mid-market
new logos
$500K
H2 target
Implied deals~13
Annual Contract Value$40K
Full year$800K
1 Mid-Market Account Executive — 10K–30K band, ~660 districts
Expand
Renewal
uplift
$200K
H2 target · $50K booked in H1
Renewals lifted~25
Avg uplift$8K
Full year$250K
Customer Success — Miami-Dade, Cy-Fair, UC Riverside, Houston

DDR model · the math behind the school-based engine

The District Development Representative motion carries the largest individual seat allocation against the H2 target. The calculator below is the source of truth for the $1.37M H2 model output. The engine card commits $1.0M; the $370K gap is the cushion produced by ramp pacing, conversion math, and ~25% AI Governance & Browser Security attach. Inputs are tunable monthly; outputs flow directly into the H2 forecast.

Locked assumptions · May 2026
District Development Rep Sellable schools Meetings / week Meeting → demo Demo → close Annual Contract Value H2 closes H2 ARR
DDR — NYC 850 5 60% 35% $25K 22 $550K
DDR — CPS 350 4 55% 30% $25K 14 $350K
DDR — Strategic 220 4 55% 30% $25K 14 $350K
AI Governance & Browser Security attach ~25% of closes — — — $10K flat ~12 $120K
Total 1,420 — — — — 50 $1.37M

Monthly close pace

District Development Rep Jul Aug Sep Oct Nov Dec H2 Total
DDR — NYC34444322
DDR — CPS22232214
DDR — Strategic22232214
Total schools closed78998850

DDR-Strategic breakdown. The 14 closes split across Palm Beach (~9, the velocity proof), Osceola (~3, license to hunt seeded), and Montgomery (~2, upsell + license to hunt). Palm Beach absorbs the largest share given a paid pilot already converting to a $250K 2026 target. The other two are seeded from central-office relationships now active.

Headline: 50 schools closed in H2 across 3 reps. $1.37M Annual Recurring Revenue modeled — $1.25M from school-level closes plus $120K from AI Governance & Browser Security attaching at ~25%. The H2 commit is $1.0M. The $370K cushion absorbs ramp pacing, holiday weeks, conversion-rate slippage, and any softness on the attach rate before the commit is at risk.

Section 03 · Forecast & prepaid cash

Full-year landing.
Downside hedge.

Two views on the financial picture. The range below shows three scenarios for the full year — what we land if we hit the H2 plan, what we land in the low case, and what we land if we outperform. The prepaid cash strategy is the hedge: multi-year prepayments stack on the downside and create cushion going into 2027 on the upside.

2026 ARR forecast

Three scenarios for full-year landing. The base case is the $3.0M board commit. The engines above land slightly above that on plan — cushion is built in, not aspirational.

Full-year ARR forecast · range with commit anchor
Low case
$2.5M
Board floor
Base case · board commit
$3.0M
High case
$3.25M
Internal upside
If we land here
Survivable on slower Key Account Executive ramp or District Development Representative motion-quality drag.
The commit
Every seat at quota. Renewal uplift continues to scale on the H1 proof point. School-based expansion motion lands at commit. This is what we're operating against.
If we overdrive
District Development Representative cushion lands plus Key Account Executive overdrive on multi-year structures.

Prepaid cash strategy

Multi-year prepayments hedge the forecast on the downside and stack as cushion going into 2027 on the upside. The $500K annual goal closes the exact gap between the base case and the low case — meaning if ARR falls $500K short, the cash already shows up to cover it.

The hedge
$3.0M − $2.5M = $500K
If we land in the low case, ARR is $500K below commit. The $500K prepayment goal covers that gap exactly — the cash arrives independently of the ARR motion. If we hit the base case or higher, the same $500K flows through as pure cushion into next year.
Progress to goal
$688K of visibility against a $500K target
$168K collected + $520K active pipeline. Goal is covered on paper — execution is the question.
$500K GOAL
Collected $168K
In pipeline $520K
$0 $250K $500K $750K
+$188K natural overshoot if pipeline converts. Pure cushion into 2027 even at base case ARR.
When the cash lands
Q2-weighted; close goal by end of Q2 ideally
$168K already collected in Q1. Pipeline conversion modeled across H1 close and H2 catch-up.
$300K $200K $100K $0
$168Kstarting
$168K
$428Kcumulative
$260K
$588Kover goal ✓
$160K
$688Kcushion +$188K
$100K
Q1actual Q2modeled Q3modeled Q4modeled
Collected · in the bank
Pipeline · modeled conversion
* Quarterly distribution modeled; reforecast monthly
Section 04 · Top 5 lighthouse accounts

Five doors already open.
Now we walk through them.

These are the lighthouse districts where itopia already has central office relationships, paper, or active pilots. They drive the entire $1.0M H2 school-based expansion line — and the model behind every additional lighthouse we land. Hover any card for the deeper story.

Combined enrollment
1.69M
students across 5 districts
Sellable schools
~1,420
middle + high schools
H2 close target
50
across 3 DDRs
H2 ARR modeled
$1.37M
$370K cushion vs $1.0M commit
Penetration today
<5%
of total district capacity
National footprint
4 of top 12
US districts by enrollment
Rank #1 · Lighthouse
New York City Public Schools
NEW YORK · 938K enrollment
1 school live · $12.5K initial ARR
Sellable~850 schools
H2 closes22
H2 ARR$550K
License to hunt · DDR-NYC
Hover to flip ↻
Lighthouse · East
New York City Public Schools
Status
Stage 1 active. DIIT engaged (Division of Instructional & Information Technology) — already the school-side connector. MEDDIC in place. Central office sponsor confirming in July.
The play
School-by-school sales via DIIT intros. Largest district in the country — 938K students, $1B+ system opened. KAE — East (NYC) owns central office; DDR — NYC works school-level from Chicago.
Current ARR$461K closing
OwnerDDR-NYC + KAE-East
Rank #2 · Lighthouse
Chicago Public Schools
ILLINOIS · 329K enrollment
$50K Q2 close · $100K July pipeline
Sellable~350 schools
H2 closes14
H2 ARR$350K
License to hunt · DDR-CPS
Hover to flip ↻
Lighthouse · Central/West
Chicago Public Schools
Status
$50K Q2 close (already booked). Pilot converts to commitment. $100K July pipeline pre-loaded for DDR-CPS ramp. District-wide motion activates immediately post-pilot.
The play
Chicago hub advantage: DDR — CPS, KAE — Central/West, and Louis all in-city. Same building leverage from CDW co-location. Highest local execution velocity in the portfolio.
Current ARR$150K finalized
OwnerDDR-CPS + KAE-C/W
Rank #3 · Strategic
The School District of Palm Beach County
FLORIDA · 187K enrollment
$20K paid pilot · $250K 2026 target
Sellable~80 schools
H2 closes~9
H2 ARR~$225K
License to hunt · DDR-Strategic
Hover to flip ↻
Strategic · Velocity story
Palm Beach County SD
Status
$20K paid pilot. $250K 2026 ARR target — 12x expansion through DDR-Strategic. 90% lands in H2.
The play
Proof point for the inside-rep motion: a district can go from $20K paid pilot to $225K H2 ARR. Palm Beach is the velocity story we tell when we land the next Strategic account.
Current ARR$20K
OwnerDDR-Strategic
Rank #4 · Strategic
Osceola County School District
FLORIDA · 73K enrollment
$84K ARR · $254K 3-year prepaid
Sellable~30 schools
H2 closes~3
H2 ARR~$75K
License to hunt · DDR-Strategic
Hover to flip ↻
Strategic · Cash story
Osceola County SD
Status
$84K annual ARR. $254K 3-year prepaid contract already collected. Over capacity in places — license to hunt school-by-school through DDR-Strategic.
The play
Osceola is the cash mechanics blueprint: lock multi-year prepayments at the time of contract to pull forward cash. The $168K already collected in 2026 prepayments is the same model.
Contract value$254K prepaid
OwnerDDR-Strategic
Rank #5 · Strategic
Montgomery County Public Schools
MARYLAND · 161K enrollment
$55K renewal · $91K upsell target
Sellable~110 schools
H2 closes~2
H2 ARR~$45K
License to hunt · DDR-Strategic
Hover to flip ↻
Strategic · DC-area anchor
Montgomery County PS
Status
$55K renewal lands. Upselling to $91K through new product attach. Then license to hunt the ~110 schools via DDR-Strategic.
The play
DC metro anchor district. Once the school-by-school motion proves out here, it opens reference selling into Fairfax, Prince George's, and the rest of the Mid-Atlantic district map.
Current ARR$91K
OwnerDDR-Strategic
KAE TERRITORY MAP
134 named districts at 30,000+ enrollment — a quarter of all US K-12 enrollment. The two senior reps own this map: 59 districts East, 75 Central + West. Ranked by enrollment within territory below.
Customer9
Pipeline18
Target107
East
NY · NJ · CT · MA · RI · VT · NH · ME · PA · MD · DC · VA · WV · NC · SC · GA · FL · TN · AL · MS · KY · LA · DE
59 districts · KAE — East
New York City PSNY793,300CUSTOMER
Miami-Dade CountyFL334,090CUSTOMER
Broward CountyFL254,732PIPELINE
Hillsborough CountyFL224,538PIPELINE
Orange CountyFL207,561PIPELINE
Palm Beach CountyFL188,843CUSTOMER
Gwinnett CountyGA181,814TARGET
Fairfax County PSVA179,858TARGET
Montgomery County PSMD160,554CUSTOMER
Wake County SchoolsNC159,778TARGET
Charlotte-MecklenburgNC144,197TARGET
Prince George's County PSMD131,133TARGET
Duval CountyFL128,657TARGET
Philadelphia City SDPA118,335TARGET
Baltimore County PSMD111,082TARGET
Memphis-Shelby CountyTN109,797TARGET
Polk CountyFL109,558PIPELINE
Cobb CountyGA106,703TARGET
Jefferson CountyKY95,230TARGET
Pinellas CountyFL93,702TARGET
DeKalb CountyGA92,368PIPELINE
Prince William County PSVA91,101TARGET
Fulton CountyGA89,935TARGET
Anne Arundel County PSMD84,452TARGET
Pasco CountyFL84,049TARGET
Loudoun County PSVA81,678TARGET
Davidson County (Nashville)TN80,651TARGET
Greenville County SchoolsSC77,978TARGET
Baltimore City PSMD75,995TARGET
Brevard CountyFL74,125TARGET
Osceola CountyFL73,558CUSTOMER
Guilford County SchoolsNC68,894TARGET
Seminole CountyFL66,680PIPELINE
Virginia Beach City PSVA65,456TARGET
Chesterfield County PSVA63,916TARGET
Volusia CountyFL63,365TARGET
Knox CountyTN60,609TARGET
Forsyth CountyGA54,077PIPELINE
Winston-Salem / Forsyth Co.NC52,717TARGET
Clayton CountyGA52,186TARGET
Mobile CountyAL51,979TARGET
Manatee CountyFL51,234TARGET
Rutherford CountyTN50,707TARGET
Jefferson ParishLA50,628TARGET
Henrico County PSVA50,389TARGET
Atlanta Public SchoolsGA50,325TARGET
St. Johns CountyFL50,155TARGET
DC Public SchoolsDC50,131TARGET
Charleston County SDSC49,929TARGET
Cumberland County SchoolsNC49,661TARGET
Collier CountyFL~48,000TARGET
Horry County SchoolsSC~45,800TARGET
Hamilton County (Chattanooga)TN~45,300TARGET
Lake CountyFL~45,000TARGET
Frederick County PSMD~44,500TARGET
Fayette County PSKY~43,500TARGET
Sarasota CountyFL~43,500TARGET
Boston Public SchoolsMA~43,000TARGET
Marion CountyFL~43,000TARGET
Central / West
IL · OH · MI · IN · WI · MN · IA · MO · NE · KS · OK · AR · TX · NM · CO · UT · AZ · NV · CA · WA · OR · HI · AK
75 districts · KAE — Central/West
Los Angeles UnifiedCA427,795TARGET
City of Chicago SD 299IL321,666PIPELINE
Clark County SDNV314,346PIPELINE
Houston ISDTX189,934CUSTOMER
Hawaii Dept. of EducationHI170,209TARGET
Dallas ISDTX141,169PIPELINE
Cypress-Fairbanks ISDTX118,010CUSTOMER
Northside ISDTX102,719PIPELINE
Lee CountyFL99,354PIPELINE
San Diego UnifiedCA93,893TARGET
Katy ISDTX92,667TARGET
Denver Public SchoolsCO87,883PIPELINE
Alpine DistrictUT87,136TARGET
Albuquerque Public SchoolsNM79,805TARGET
Fort Bend ISDTX79,660TARGET
Jefferson County (CO)CO75,327TARGET
IDEA Public SchoolsTX74,217CUSTOMER
Davis DistrictUT73,459TARGET
Austin ISDTX73,384PIPELINE
Fort Worth ISDTX72,783TARGET
Conroe ISDTX70,783TARGET
Fresno UnifiedCA69,668TARGET
Milwaukee SDWI67,500TARGET
Frisco ISDTX66,916TARGET
Long Beach UnifiedCA65,554TARGET
Washoe County SDNV64,990TARGET
Douglas County SDCO62,341TARGET
Elk Grove UnifiedCA62,061PIPELINE
Granite DistrictUT61,197TARGET
Aldine ISDTX60,074TARGET
Jordan DistrictUT59,421TARGET
North East ISDTX59,007TARGET
Mesa UnifiedAZ58,343TARGET
Howard County PSMD57,676TARGET
Arlington ISDTX56,167TARGET
Klein ISDTX53,712TARGET
Garland ISDTX52,767TARGET
Cherry Creek SDCO52,392TARGET
Omaha Public SchoolsNE51,754TARGET
Seattle SD No. 1WA51,238TARGET
Corona-Norco UnifiedCA50,790CUSTOMER
El Paso ISDTX50,031TARGET
Lewisville ISDTX49,060TARGET
Plano ISDTX48,921TARGET
San Francisco UnifiedCA48,785TARGET
Humble ISDTX48,758TARGET
Pasadena ISDTX48,726TARGET
Socorro ISDTX~47,600TARGET
Round Rock ISDTX~47,000TARGET
Anchorage SDAK~46,000TARGET
Capistrano UnifiedCA~46,000TARGET
Chandler UnifiedAZ~45,700PIPELINE
Santa Ana UnifiedCA~45,500PIPELINE
Killeen ISDTX~45,300TARGET
Alief ISDTX~45,300TARGET
Tucson UnifiedAZ~45,000TARGET
Clovis UnifiedCA~44,000TARGET
Detroit Public Schools CDMI~43,000TARGET
Brownsville ISDTX~43,000TARGET
Wichita Public SchoolsKS~42,500TARGET
Columbus City SchoolsOH~42,000TARGET
United ISDTX~42,000TARGET
San Bernardino City UnifiedCA~42,000TARGET
Portland SD 1JOR~42,000TARGET
Oakland UnifiedCA~41,000TARGET
Riverside UnifiedCA~41,000TARGET
Garden Grove UnifiedCA~40,500TARGET
Gilbert UnifiedAZ~40,500TARGET
Sacramento City UnifiedCA~40,000TARGET
Beaverton SDOR~40,000TARGET
Anaheim Union HS DistrictCA~39,000TARGET
Ysleta ISDTX~38,500TARGET
Lake Washington SDWA~36,500TARGET
Stockton UnifiedCA~35,000TARGET
Cleveland Metropolitan SDOH~34,000PIPELINE
Section 05 · The thesis

How we sell at the school level
is different from how we sold at the district level.

Central office bought a platform decision. Every school inside those districts now has a different buyer with a different language and a different vendor stack to displace. One strategic frame makes the H2 motion work — how the buyer changes, and who we replace as we win each building.

The strategic frame

Central office bought the platform — that's the contract. Buildings buy outcomes for their building — that's the H2 motion. Sales decks, demo scripts, and outbound sequencing all use the building-level language by default. Across our lighthouse accounts, itopia consolidates the K-12 vendor stack into one platform — fewer licenses, fewer integrations, fewer renewals. Savings of up to 70% come from this consolidation.

What central office bought
What buildings hear
Who we replace
Windows infrastructure consolidation
Run Windows labs on the Chromebooks and 1:1 devices students already have
System of record across digital tools
One place to see every app your teachers use, including the ones you don't know about
Edtech usage analytics
Visibility into what apps your students are actually opening, by whom, how often
ROI & spend justification
Data your principal can show the school board to defend or expand spending
Teacher classroom management enablement
Monitor screens, push tabs, lock devices during instruction — without buying it school by school
Web & content filtering
Block YouTube and websites that are eating instructional time
Browser security & AI governance
Block upload, download, copy/paste, and PII exposure to ungoverned AI tools — extension governance and drive-by-attack protection on every browser session
No incumbent. itopia defines this category.
Section 06 · GTM playbook · Lighthouse expansion

Bespoke Account-Based Marketing (ABM) at the district level.
Co-sell at the school level.

~1,420 sellable schools across the 5 lighthouses. Each lighthouse gets a custom ABM campaign tuned to its named accounts, district-specific personas, and superintendent agenda — with CDW co-selling building-by-building inside it. Same playbook, bespoke execution. This runs inside the marketing budget we already have. If it delivers, we double down. If it doesn't, we don't compound the bet.

How the motion runs
01
Identify
Name 5 personas per school. Enriched contact data on every sellable building.
02
Reach
Multi-channel warm-up so every persona has heard of itopia before the DDR calls.
03
Book
DDR converts warm prospect to a 30-minute transactional meeting.
04
Close
Live ROI demo, automated procurement, 3-touch automated nurture.
THE STRUCTURAL ADVANTAGE
CDW co-sells school-by-school inside every lighthouse.

CDW's K-12 reps already have relationships with principals and tech leads in our 5 lighthouse districts. They warm-intro the DDR into specific schools. Our ABM creates demand at the district and persona level; CDW unlocks the building. Same office building in Chicago. Joint planning monthly. This is the structural advantage of being in the same building as CDW's K-12 team.

THE UNTAPPED CHANNEL
Enable the teacher. Win the building.

The design teacher running yearbook on Adobe Creative Cloud, the CTE teacher running a Windows engineering lab — they're already telling principals "we need this." When marketing reaches them first with real teacher voices from peer districts, they become internal champions before any DDR ever calls. Teachers are the demand origin every K-12 EdTech vendor sells past. The H2 playbook makes them the starting line.

What every lighthouse gets

The bespoke output of the playbook per district. Every lighthouse activation produces all eight deliverables below — tuned to the named accounts, persona mix, and superintendent priorities of that district.

01
Dedicated district microsite
itopia.com/[district] · district branding · named-school landing pages · per-persona variants
02
Named-school physical mailers
Two-wave campaign · mailer to every principal in named schools · school-specific economics and clear next-step CTA
03
Principal lunch-and-learns
Hosted during the superintendent's standing principal meetings · school-specific use cases · cadence set with the district
04
Persona cohort webinars
Monthly · cohort-specific sessions for principals, design teachers, and other school personas · district use cases and peer-teacher voices
05
Persona-tuned LinkedIn ABM
5 creative tracks per district · named-account targeting · 30-day retargeting on engagement
06
CDW co-sell at the building
Warm intros from CDW's K-12 reps into specific principals and tech leads · joint planning monthly
07
Automated procurement
Pre-built district-specific procurement paperwork · contract shells, terms, and pricing pre-cleared · move from yes to signed paper in 24 hours
08
Teacher video testimonials
Real classroom teachers · one per lighthouse · used across the microsite, LinkedIn ABM, persona cohort webinars, and proposals
THE LEVERAGE · HOW A 7-PERSON TEAM RUNS AT SCALE
AI handles the leverage. Humans handle the outcomes.
AI-personalized outreach
Every email, voicemail, and follow-up tuned per persona via Claude Enterprise — with district-specific economics and named-account context.
Conversation intelligence on every DDR call
Recorded, transcribed, and analyzed via Gong. Objection patterns surface within a week. Coaching cycles run on real data, not anecdotes.
Live ROI at the conversion moment
Personalized ROI delivered mid-meeting via itopiaroi.com. The proposal arrives the next morning, anchored to numbers we showed in the room.
One CRM, one truth
HubSpot replaces Salesforce: CRM + Marketing + Service on one platform. EduLead enriches K-12 contact data. Sales Funnel Professor orchestrates the campaign output.

AI and automation handle the leverage. Humans handle the outcomes.

What we sell at the school level

The package every DDR walks into a school with.
Two SKUs. ~$25K per school average. The bottoms-up half of the motion.

This is the school-level entry package — what the DDR brings to every building-by-building conversation inside a lighthouse district. A typical school closes on two Windows bundles (one per lab equivalent) for ~$25K Annual Recurring Revenue. AI Governance & Browser Security ($10K flat per school) attaches at ~25% of closes — built into the H2 model output. Because the district has already approved itopia (that's why it's a lighthouse), the DDR is not selling around procurement — the DDR is converting schools the district already has the license to deploy in.

Bottoms-up meets top-down. The KAE keeps the district relationship warm at the central office. The DDR converts schools one at a time inside the district. When ~20–30% of the district's schools are running itopia, the political and financial case for a district-wide site license or enterprise deal builds itself. The school-level package is the wedge; the district-funded enterprise contract is the destination.

SKU 01 · Lead product
Windows App Bundle
$12.5K
per bundle
One bundle replaces one Windows lab.
What's included
  • 30 concurrent Windows app licenses
  • GPU access for graphics-heavy workloads
  • Storage
  • Onboarding and training
SKU 02 · Whole-building attach
AI Governance & Browser Security
$10K
per school · flat · annual
Visibility into every AI tool, browser session, and extension. One annual fee, regardless of school size.
What's included
  • Real-time AI tool inventory across every student device
  • Browser-level governance and extension controls
  • Compliance reporting for the school board
  • Threat protection on every browser session

Executed within existing marketing budget. Performance gates further investment. Overage or expansion funded from remaining team-restructure savings as effectiveness compounds. If a play delivers, we double down on it. If it doesn't, we don't compound the bet.

itopia · H2 2026 Sales Operating Plan · Prepared by James Riley · May 2026 · Confidential

Board Base Case Scenario

Executive summary  ·  Current snapshot Mar 2026  ·  Generated May 1, 2026

Cash Balance — Base Case Scenario, 2026 – 2028
Scenario
Base Case
2026 Bookings
$3.0M
SAFE / Convert
$500K Jun 2026
Equity Raise
$1.2M Sep 2026
Dec '28 ARR
$9.5M
Growth Metrics
ARR Bookings
$3.0M
FY2026 forecast
Net New ARR
$2.4M
FY2026 forecast
ARR — 2026
Bookings — ARR
Profitability
Gross Margin
74.0%
FY2026 Plan · FY2025: 76.3%
EBITDA
-$775K
FY2026 Plan · FY2025: -$502K
Net Income
-$1.3M
FY2026 Plan · FY2025: -$976K
Gross Margin %
EBITDA
Income Statement — YTD 2026 (Jan – Mar Actual)