Quizizz International Growth: Changing the Motion

Quizizz already had significant adoption in the United States. Our international team's charter was to understand how the company could grow in markets including Canada, Great Britain, Australia, and Southeast Asia.

We began with Free for Schools. Schools with at least five active teachers received benefits from the school plan at no cost. The idea was to let an institution experience the broader product and create a path toward purchasing the plan.

The motion did not produce enough growth in active teachers across most of the target markets. In Canada, for example, school administrators could restrict software use even when individual teachers liked the product. That top-down constraint limited the effect of a teacher-led adoption strategy.

I analyzed the performance of Free for Schools and presented why its return did not support further investment. The key evidence was that giving schools the plan did not lead to enough expansion in active teacher count.

That analysis helped the team stop pursuing the product-led motion as the primary path in those markets. The GTM and sales teams then took a larger role in international growth through a sales-led approach.