In the debut episode of Edtech Conversations with Fexingo, Lucas and Luna dissect the dramatic rise and fall of BYJU's, once India's most valuable startup. They zero in on a single staggering number: the company burned through over $1 billion in 2023 alone, leading to a valuation collapse from $22 billion to near zero. Lucas explains how aggressive sales tactics—like deploying 50,000 commission-only sales agents who targeted parents in small towns—created a massive churn problem. Luna brings in a comparison to US edtech giant Coursera, noting its focus on university partnerships and a subscription model that keeps customer acquisition costs low. They discuss the structural lesson: in education, the unit economics of acquiring a customer who doesn't stick around for more than a few months can't support a high-cost sales force. The episode sets the tone for the show's approach: specific numbers, real cases, and a focus on what actually works in the business of learning.

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