How FlexPoint Revolutionized K-12 Prospecting: From Casting Wide Nets to Laser-Focused Outreach

25 Years of Online Learning Excellence: Meet FlexPoint

FlexPointⓇ is a registered trademark and national extension of Florida Virtual School. Leveraging 25 years of online learning expertise, FlexPoint offers schools and districts nationwide customizable PreK-12 courses, flexible instructional models, innovative technology solutions, and tailored professional services. As a nonprofit entity, all revenue earned is reinvested into developing new curriculum and technological advancements that elevate learning experiences and drive measurable student success. 

The Challenge

With a lean sales team – each account manager responsible for seven states – FlexPoint faced the daunting task of identifying new business opportunities across a vast and varied PreK-12 education landscape. The team often found themselves “casting a very, very wide net and hoping there was going to be some fish,” as Director of Sales, Ched Chase put it.

Prospecting was time-consuming and inefficient. Rapidly shifting legislation, funding streams, and district priorities made it difficult to stay ahead of the curve. Account managers entered discovery calls without critical context, relying on time-intensive online research, combing through board meeting minutes, and manually updating a cluttered CRM.

“This approach was not efficient for us. We were spending more time looking and less time being able to provide a solution to district leaders.”

Despite Ched’s 15+ years of experience in education sales—and his instinct that hiring additional team members would help lighten the prospecting load—that simply wasn’t a viable option for FlexPoint at the time. What the team needed instead was a smarter, more strategic approach: a solution that could cut through the noise, surface the right opportunities, and free up account managers to focus on what they do best—building relationships and delivering value.

The Solution

FlexPoint partnered with NationGraph, which empowered the sales team with actionable insights and data-driven prospecting tools. With NationGraph, FlexPoint gained:

• Real-time Legislative Tracking and Grant Alerts:
District-specific notifications whenever new bills passed or funding was identified—keeping account managers ahead of the curve.
• Spending and Budget Analytics:
A searchable view across thousands of districts showing where dollars are flowing, when contracts are expiring, and where high-opportunity areas exist—giving reps laser-focused direction.
• Territory Planning and “School Readiness” Scores:
Custom scores ranking districts by likelihood of adoption, enabling strategic outreach based on relevant data rather than blind calling.

“NationGraph has allowed us to be the experts in the room. We know about our customers. We know what they’re up against and can act as a true partner by automating the research portion of becoming an expert.”

Armed with these insights, FlexPoint account managers transformed their discovery calls. No more generic questions like “Talk to me about your budget?” Instead, they could begin with: “I saw your state just passed a new funding bill for blended learning—how are you planning to allocate those resources to support your next two-year goals?”

This shift instantly elevated FlexPoint to a strategic partner status—one who arrives informed, prepared, and ready to add value.

The Result

• Less Manual Work:
FlexPoint account managers reclaimed dozens of hours each week by focusing only on districts showing clear legislative momentum and proactive buying signals—those with available funding and readiness to engage.
• Faster Time to Insights:
With data at their fingertips, reps spent significantly less time on low-probability outreach and more time crafting tailored solutions with school leaders.
• Deeper Understanding in Less Time:
NationGraph enabled FlexPoint to gain a nuanced understanding of district needs—without the hours of manual research—positioning the team as informed partners from the very first conversation.
• Sharper Territory Planning:
FlexPoint shifted from casting a wide net to zeroing in on high-potential accounts. Outreach became strategic, repeatable, and impactful—making every touchpoint count.

“We can be better aligned to what their needs are. We can help them identify solutions much quicker, much easier.”

By leveraging NationGraph’s precise intelligence, the FlexPoint sales team now operates with the efficiency and precision of a much larger organization—closing more deals, serving more districts, and accelerating growth well beyond their Florida roots.