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Executive Overview
Atlantic Academy: Indiana Territory Sales Playbook
Confidential: Internal Use Only | Target Rep: Victor Ogbonna
Welcome to the Indiana playbook. Your mission is simple: secure site licenses for our 100% unplugged, rigorous financial mathematics curriculum. Your sole objective is to be the tip of the spear—getting our foot in the door and closing the initial sale.
You are bypassing low-level teachers and pitching directly to high-level district decision-makers and bank executives. Here is everything you need to dominate this territory.
Section 1: The Legal Ammo (Why Indiana Schools MUST Buy)
Indiana is a massive opportunity because the state legislature recently forced the hands of every high school principal in the state. Use these legal facts to drive absolute urgency in your pitches.
The Law: Senate Enrolled Act 35 was signed into law in May 2023.
The Mandate Deadline: The law mandates that an individual must
successfully complete a personal financial responsibility course before they are permitted to graduate, beginning with the Class of 2028.
The "Standalone" Rule (Our Biggest Weapon): Schools are legally prohibited from simply weaving a few personal finance worksheets into an existing math or economics class; the law explicitly states the curriculum must be offered as a separate, standalone subject.
The Academic Standards: The state dictates strict content requirements that schools must cover. To remain legally compliant, the curriculum must teach complex topics including federal and state income tax returns, local tax assessments, simple contracts, loan applications, interest rate computations, credit scores, and receiving an inheritance.
Section 2: The Competitor Kill-Sheet
When you pitch a school, they will likely mention a few competitors. Here is how you instantly dismantle them.
Dave Ramsey (Foundations in Personal Finance): Relies heavily on polarizing "guru" personalities rather than neutral academic mathematics.
SoFi / Digital Banking Apps: Highly commercialized and raises massive student data privacy (FERPA) red flags for school IT departments.
Next Gen Personal Finance (NGPF) / Free Online Modules: You get what you pay for. Free modules are a disjointed "jumbled mess" of PDFs that require teachers to build the curriculum themselves.
The Atlantic Academy Advantage: All of the competitors above are entirely digital. We are 100% Unplugged. We require zero logins, zero IT department approval, and zero software troubleshooting. We eliminate the massive administrative headache of "screen fatigue" by forcing students to do the real, manual mathematics required by Indiana law (e.g., calculating W-2s by hand). We offer Turnkey Rigor.
Section 3: The Education Buyer's Mindset
You are selling to public school administrators. Compliance is the baseline; Optics are the goal. A Principal wants to meet the state mandate, but what they really want is to look like a hero to the parents.
Pitch the PR victory: "Imagine the parent newsletter you get to send out next month, telling families that you are taking their teenagers off their screens and teaching them how to manually calculate a tax bracket."
Section 4: The Seasonal Sales Cycle
School buying windows are highly seasonal. We separate the "School Hunt" from the "Bank Hunt" to maximize your time and build institutional leverage.
Phase 1: The Spring Sprint (March – May)
The Goal: Pure volume. Pitch as many Indiana districts as physically possible.
The Outcome: You want one of two things: A signed Purchase Order (School pays directly) OR a signed Memorandum of Understanding (School wants it, but has zero budget).
The Expectation: Tell the MOU schools: "Because we use a local bank-sponsorship model to bypass your budget, the funding review process takes a bit of time. I will circle back with your administration in July with the final funding update."
Phase 2: The Summer Syndicate (June – July)
The Pivot: Schools are out of session. Stop calling principals and start calling Bank VPs of Marketing and Chief Compliance Officers at mid-sized regional banks and credit unions.
The Play: You take your stack of MOUs and present them as a "Menu." Let the banks pick and choose how many districts they want to sponsor in their footprint.
Phase 3: The August Finalization (Save the Deal)
Reconnect with your MOU principals.
If Bank Funded: Deliver the good news, finalize the site license, and collect your full commission.
If Bank Rejected: Execute the ultimate safety net.
The Pilot Drop: Offer the $2,499 one-semester pilot.
The Atlantic Academy Grant: If their max budget is $2,000, call corporate. You and the company will split a $500 discount 50/50. The school pays $2,000, you save the deal, and they are locked in for Year 1.
Phase 4: Fall/Winter Operations (Rolling Close)
Once the school year starts, we abandon the "batching" method. If you secure an MOU in October, you immediately pitch local banks in that specific town the very next week to secure rolling commissions.
Section 5: The Bank Pitch (The Sponsor ROI)
When you walk into a regional bank or credit union, you are not asking for a donation. You are offering the highest-ROI, most surgically targeted marketing asset in their county. Do not target megabanks (Chase/Bank of America); target regional institutions fighting for local deposits.
The Target: VP of Marketing, Chief Retail Officer, or CRA Compliance Officer at Regional/Community Banks.
The Pitch Logic:
"Through Senate Enrolled Act 35, every high school senior in this district is now legally mandated to take a standalone financial literacy class to graduate. We hold the MOUs for these high schools."
"High school seniors are about to get their first jobs and go to college. They all need their first adult checking accounts. Whoever captures them at 18 usually keeps them for life."
"For a $4,900 CRA-compliant sponsorship, your bank's logo and branding will be front-and-center every single day in front of a captive audience of exactly the demographic you are trying to acquire."
"I have [X] schools signed. How many of these territories does your bank want to lock out from your competitors?"
Section 6: Compensation, Benefits, & President's Club
We do not cap commissions. You are paid for performance.
The Standard Math: A full-year curriculum site license is $4,900 per High School (not per district). Your commission is a flat $2,000 per High School.
The Pilot Math: If you utilize the safety-net and sell a one-semester Pilot License for $2,499, your commission is a flat $1,000 per High School.
The Payout Trigger: Commissions are officially triggered the moment you secure either a signed Purchase Order (PO) from the school OR a signed contract from a Bank Sponsor. You do not wait on accounts payable.
Pay Schedule: All triggered commissions are paid out on the 1st of every month.
The President's Club (The 50-Sale Threshold)
If you close 50 high schools within a single year, you are officially inducted into the President's Club. Achieving this unlocks two massive lifestyle benefits:
VIP Perks: You gain access to our corporate Founder's Card benefits, unlocking elite discounts (e.g., 40% off Adidas, 25% off premium lifestyle brands, and travel upgrades).
The Founder's Vacation: You earn a 2-week, all-inclusive paid vacation to anywhere in the United States or the Caribbean. We pay for the flights, hotel, food, and rental car.
The Timing Rule: This vacation must be scheduled during the month of September. September is the EdTech "dead zone"—principals are overwhelmed with the start of the new school year. We want you off the phones and recharging on a beach so you can come back fresh for the October push.
The Cap: The vacation reward is capped at one trip per year, even if you close multiple increments of 50 schools.
Section 7: Rules of Engagement, Promotion Tracks & The State Domination Bonus
To operate effectively in this territory, you must maintain aggressive pipeline velocity. Your career here operates in two distinct phases: The Hunter and The Farmer.
Phase 1: The Hunter (Initial Ramping Phase)
During your initial territory takeover, your job is solely to hunt. You are opening doors and closing the initial sale. If a school ghosts you, do not wait around. Keep them in your pipeline and immediately move to the next target. You must have multiple leads running concurrently.
The Account Executive Promotion (Hunter to Farmer)
This 100% commission phase is a filtration system designed to identify elite closers. The moment you generate 50 closed deals for Atlantic Academy, you instantly unlock the option to transition to our Account Executive Tier.
The Account Executive Tier includes:
A Guaranteed Hourly Base Wage.
Keep the $2,000 Commission per new close.
Earn $1,000 Commission for every renewed contract with existing clients.
The State Domination Threshold
Your progress in this territory is cumulative over an infinite timeline. Once you have successfully closed an initial deal (via direct PO, Bank Sponsorship, Pilot, or Grant) with 65% of all public school districts in Indiana, you have officially achieved State Domination.
The Reward: When you hit this 65% milestone, call Eric directly at 617-800-5228. You will receive an all inclusive trip to anywhere in the country or the Caribbean with a plus one.
You can continue to earn $2,000 commission even after every school in your entire state has signed a deal by pivoting to selling a marketing opportunity to banks to pay $4,900 per school, per year to get their logo plastered on every curriculum material seen by every graduating senior in their local high schools.
Additional Products are Coming!
Over 25 States already passed legislation requiring middle schools to include financial literacy instruction weaved into their math classes. We are completing the middle school curriculum this year to add to your sales tasks in Spring 2027.
Over 16 States are passing legislation requiring an all-encompassing digital literacy course graduation mandate that wraps together algorithms, AI, cybersecurity, internet safety, social media use, digital citizenship, basic coding, and digital content creation. This curriculum is next in our product pipeline.
Section 8: The Tactical Scripts (Schools & Banks)
Your sales process has two distinct pipelines: The School Pipeline and the Bank Sponsorship Pipeline. You execute the School Pipeline first. If the school has zero budget, you immediately pivot to the Bank Sponsorship Pipeline to secure the funding for them.
PART 1: THE SCHOOL PIPELINE (Borrowed Authority Method)
Step 1: The Pre-Call Primer (Day 1)
Before you ever pick up the phone, find the Principal’s email on the school website and send this exact primer. You will not get a reply. That is by design.
Subject: Senate Act 35 / Financial Literacy Compliance
Body: "Principal [Name], I am reaching out regarding [High School Name]'s compliance with the upcoming Senate Act 35 financial literacy requirements. I will give your office a quick call on [Day of Week] to see if you are handling the curriculum vetting personally or if you have already delegated this to your curriculum department.
Best, [Your Name]."
Step 2: The Gatekeeper "Warm" Bypass (Day 3)
When you call, you are no longer a cold-calling vendor. You are following up on active correspondence.
Rep: "Hi, this is [Your Name] following up on my email correspondence with Principal [Name] regarding the Senate Act 35 compliance mandate. Is he in his office right now?"
Gatekeeper: (If they try to block you) "He's very busy, what is this about?"
Rep: "I completely understand. Because of the state mandate deadline, I just need to know if he is already handling the financial literacy mapping that we discussed, or if he already instructed [Name of Curriculum Coordinator] to handle it. If he has 60 seconds I can check in." (If you get the principal, explain the email you sent briefly, the state compliance liability, and who the best person to talk to is to ensure the school becomes compliant. Calling 35 minutes after student dismissal time is the best time to ensure he's available. If he went home, call back around 7:20am the next day.)
Gatekeeper: (If the block you again.) "He's not in his office right now. The best way to reach him is by email."
Rep: Not a problem, I will absolutely shoot him an email right now. Just to make sure I am sending Senate Act 35 compliance materials to the right desk, has his office already delegated this to the Curriculum Coordinator, or is he handling it personally?
Gatekeeper: He doesn't handle that, you need to talk to [Person's Name].
Rep: Perfect, I will reach out to [Person's Name] and copy the Principal. Thank you for your help.
Step 3: The Principal Referral Extraction
If you get the Principal, keep it under 60 seconds. You are only hunting for the verbal referral.
Rep: "Principal [Name], I know you are incredibly busy so I will be brief. I’m following up on my email regarding the Senate Act 35 financial literacy mandate. To save you time, are you vetting the compliance materials yourself, or should I be running this directly through [Coordinator's Name]?"
Principal: "Run it through [Coordinator's Name]."
Rep: "Understood. I will tell [Coordinator's Name] we spoke and that I should coordinate with them. Thank you."
Step 4: The Coordinator "Borrowed Authority" Trapdoor
You now have the ammunition. You email the Coordinator and CC the Principal.
To: [Coordinator Email]
CC: [Principal Email]
Subject: Senate Act 35 Compliance / Principal [Last Name]
Body: "Hi [Coordinator Name], the Principal's office instructed me to reach out to you regarding the upcoming Senate Act 35 financial literacy mandate. He instructed me to connect with you directly to review the curriculum implementation for the district. We provide the 100% unplugged, physical mathematics framework that satisfies the state mandate without adding screen fatigue. I’d like to schedule a brief 10-minute Zoom call this week to walk you through the materials so you can vet them. Are you available Thursday at [Time]?"
Best,
Rep Name
Rep Phone Number & Email
Step 5: The Coordinator Pitch, The P-Card Close & Objection Matrix
When you get the Coordinator on Zoom, they do not care about district budgets; they care about state standards and pedagogy. Pitch the mechanics (unplugged, rigorous, physical materials). Once they agree it fits the Senate Act 35 mandate, you immediately transition to the close by arming them to go get the money.
The P-Card Close Script:
-
Rep: "Sarah, I'm glad we agree this fits the Senate Act 35 standards perfectly. I know formal POs can take months to clear the board, and the compliance deadline is tight. To bypass that red tape, I can issue a one-semester pilot invoice for $2,490 right now. This falls comfortably under Principal [Last Name]'s discretionary P-Card limit. If I send you the pilot invoice, can you walk it over to his desk to put it on the P-Card so we can ship the physical materials to your teachers next week?"
The Coordinator Objection Matrix:
Objection 1: "We use NGPF / Dave Ramsey for free."
-
Rebuttal: "NGPF is great for digital theory, but digital fatigue is destroying student retention. Our architecture is 100% physical. It forces active participation rather than passive screen-clicking, guaranteeing actual competency for the state mandate rather than just checking a digital box."
Objection 2: "I need to review this with my curriculum committee first."
-
Rebuttal: "I highly encourage that. What specific metric is the committee looking for regarding the Senate Act 35 mapping? If you tell me exactly what they need to see, I will build a custom compliance sheet for you to hand to them tomorrow."
Objection 3: "We literally have zero budget, we cannot even put $2,490 on a P-Card."
-
Rebuttal: "I completely understand the budget freeze. If district funding is completely locked, we have an established Bank Sponsorship model where I will get a local Indiana financial institution to cover the $4,900 cost in exchange for community visibility. If I secure the funding from a local bank, will you approve the curriculum for the fall?"
-
(Wait for them to say YES, then immediately set the trap): * "Excellent. Just to set realistic expectations, the bank procurement process usually takes about one to two months to finalize. To get that clock started today, I am going to email you a standard Memorandum of Understanding (MOU). It does not cost the school a single dime; it simply requires the Principal's signature stating that if I secure the funding, the school is committed to implementing the program. As soon as you get that signed and sent back to me, I will take it to the local banks to secure your funds, and I will keep you updated on the progress."
(Note: Do NOT move to Part 2 until you have the signed MOU in your hands. Once the Principal signs it, you have your leverage. Proceed to Part 2: The Bank Sponsorship Pipeline).
PART 2: THE BANK SPONSORSHIP PIPELINE (The Funding Pivot)
If the Curriculum Coordinator loves the product but says, "We literally have zero budget, we cannot even put $2,490 on a P-Card," you do not lose the sale. You pivot to Bank Sponsorship.
Step 1: The Pivot Script (To the Coordinator)
Rep: "I completely understand the budget freeze. If I can get a local bank or credit union to sponsor the $4,900 cost of the curriculum for you using their community outreach funds, will you approve the curriculum for the fall?" (Get them to say YES).
Step 2: Targeting the Bank
Search for local credit unions or community banks within 15 miles of the high school. Do not call Chase or Bank of America; their red tape is too thick. You are looking for the VP of Marketing or the CRA Officer (Community Reinvestment Act Officer). If you prefer, visit the local bank administrative building in-person or start with an email before calling for a warm follow-up.
Step 3: The Bank Pitch (Securing the Funds)
Rep: "Hi [Banker Name], my name is [Your Name] with Atlantic Academy. I am working directly with [Local High School Name] to implement their new state-mandated financial literacy curriculum. The curriculum coordinator wants to use our program to teach these students banking and finance, but their district budget is frozen."
(The Hook): "We are looking for one local community bank to sponsor the $4,900 site license. In exchange, your bank gets federal CRA (Community Reinvestment Act) credit, and your institution is positioned directly in front of [Number of Students] graduating seniors who will need checking accounts and auto loans next year. Is this something your community outreach budget can facilitate before the school year starts?"
Step 4: The Bank Objection Matrix
Objection 1: "We already do our own financial literacy presentations."
Rebuttal: "That is exactly why you are the perfect sponsor. Those one-off presentations are great, but Atlantic Academy is a daily, semester-long curriculum embedded in their state math requirement. Sponsoring this means your brand is actively facilitating their daily graduation requirement, not just a one-day assembly."
Objection 2: "We need a formal proposal for the board."
Rebuttal: "I will email the complete sponsorship proposal and the school's commitment letter to you immediately. What is the date of your next committee meeting so I can ensure you have all the PR deliverables in hand?"