Ed Tech Monetization Strategy Case Study for Coursera

Developed as a strategic product exercise during Coursera interview preparation, this case study explored how to drive 25% year-over-year revenue growth while maintaining affordable pricing in a highly competitive EdTech market.

I focused on balancing B2B partnerships, AI-powered personalization, and pricing innovation to drive sustainable revenue growth without eroding brand accessibility.


My Role & Approach
Conducted market analysis across key competitors: LinkedIn Learning, Udemy, edX
Researched user behavior and platform pricing sensitivity through surveys and competitive benchmarking
Modeled revenue scenarios with finance partners to evaluate business impact of various pricing strategies
Identified strategic levers to drive growth without compromising product accessibility or user trust

Key Strategic Recommendations
Expand B2B Partnerships:
Leverage corporate upskilling demand to unlock ~$50M in additional annual revenue through enterprise clients

AI-Driven Personalization:
Build recommendation engines to improve learner retention, engagement and conversion

Optimize Subscription Model:
Refine Coursera Plus pricing and packaging to reduce time-to-value and lift conversion rates

Outcome-Based Pricing Models:
Align pricing with measurable learner outcomes (e.g. career advancement) to reduce perceived risk and justify premium pricing

Tiered B2B Pricing:
Offer customized enterprise pricing while protecting brand equity and maintaining product value


Why This Work Matters

This case study sharpened my understanding of EdTech monetization challenges—specifically, how to balance accessibility, outcome-driven pricing and B2B scale to unlock sustainable growth.