Bootstrapping an EdTech Venture to $6M, Ready to Scale with AI: Daniel Santos, CEO of Prepory (Part 6)

Sramana Mitra: What else is interesting in the strategy or in any moves that you’ve made leading up to now, in 2025? What else is worth discussing in your journey?

Daniel Santos: A few other things we’ve done is we’ve been intentional about growing our B2B practice, which is where we initially started with a smaller set of schools. While we still service schools and are continuing to grow that aspect of the business, it’s still not the most important for revenue. We’ve grown to support B2B clients that are much larger. For example, we support large international nonprofits to deliver college admissions counseling for their students.

Sramana Mitra: Give me an example.

Daniel Santos: We support the Misk Foundation, which is a nonprofit foundation from Crown Prince Mohammed Bin Salman of Saudi Arabia. We deliver college admissions counseling to about 500 of Saudi’s best and brightest students.

Sramana Mitra: Do you have more such relationships, or is that the only one?

Daniel Santos: We also support entire school districts, which has been special. For example, school districts in South Carolina, Ohio, and New Jersey. We deliver programs to their students.

Sramana Mitra: How big are these school district contracts?

Daniel Santos: It depends. Some are $100,000, some are $250,000, depending on the number of schools in the district.

Sramana Mitra: Are those course-based contracts or personalized counseling?

Daniel Santos: It’s a mix. Some are course-based, others are personalized services that are outsourced to our team.

Sramana Mitra: Where are you revenue-wise right now?

Daniel Santos: This year we’re tracking to be around $6 million, which is really exciting.

Sramana Mitra: Bootstrapped?

Daniel Santos: Yes.

Sramana Mitra: How many people on your team?

Daniel Santos: 80, including part-time counselors.

Sramana Mitra: What’s the total number of students you’re supporting?

Daniel Santos: One-on-one, about 1,100 students. Across all our programs, close to 40,000–50,000 students.

Sramana Mitra: And the 500 from Mohammed Bin Salman’s Foundation?

Daniel Santos: That’s part of the 1,100 students. All of those are one-on-one.

Sramana Mitra: Very interesting business. Is there anything I didn’t ask that I should have?

Daniel Santos: Looking to the future, we’re launching more productized programs. We’re redeveloping our college admissions course and plan to open it up to new markets, especially international schools and populations that could benefit from a hyper-productized offering.

Sramana Mitra: I think the opportunity is really with AI. If you can include curriculum and interactive AI agents, that could be valuable. You already have recordings of coaching sessions—AI can learn from those and provide a lower-price tier. Maybe even a free trial layer leading up to the more expensive offering.

Daniel Santos: Exactly. We’re in the final stages of offering this to a new school district. We’re making tweaks to the AI agent to understand their district and provide hyper-tailored support. It’ll also be a tool for teachers and counselors to better advise students, especially those who haven’t applied to college themselves or haven’t worked in admissions in a long time. This AI will also be part of our international course offering.

Sramana Mitra: You have a validated business, revenues, customers, value. I think AI can help you scale further.

Daniel Santos: Thank you.

This segment is part 6 in the series : Bootstrapping an EdTech Venture to $6M, Ready to Scale with AI: Daniel Santos, CEO of Prepory
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