'Built for parents, not students': Ankur Warikoo's take on why most Indian EdTech companies struggled

Entrepreneur and content creator Ankur Warikoo has sparked a fresh debate on the state of India's EdTech sector, arguing that many companies in the industry were designed to appeal to parents rather than the students who actually use the products.

In a post on X, Warikoo wrote, "Most Indian EdTech companies were built for parents, not students. Parent was the buyer. The anxious one willing to pay. So they built sales teams. Not product teams."

He added that the companies that have managed to survive learned an important lesson: "Build for the person actually learning."


"The ones still standing figured something out: build for the person actually learning. That person is harder to sell to. But when you earn their trust, they don't leave," Warikoo said.

The post quickly drew reactions from users on the social media platform, many of whom echoed concerns about the business practices adopted by some EdTech firms during the sector's rapid expansion.


One user commented, "The most disheartening thing is the mis selling. Where parents are not able verify the stats and get betrayed."

Another user wrote, "That's why most of them are closed or closing soon."

A third user added, "I don't see any edtech company working to gain trust."

India's billion-dollar EdTech market

Despite the challenges faced by several companies in recent years, India's EdTech industry continues to hold significant growth potential.

According to data cited by the India Brand Equity Foundation (IBEF) from the Internet and Mobile Association of India (IAMAI) and Grant Thornton Bharat, the Indian EdTech market is currently valued at around Rs 64,875 crore (US$ 7.5 billion).

The sector is projected to grow to Rs 2,50,850 crore (US$ 29 billion) by 2030. By 2029, the industry is expected to contribute 0.4% to India's GDP, up from 0.1% in 2020.

Warikoo's remarks come at a time when the sector is undergoing a shift from aggressive customer acquisition and sales-driven models to a greater focus on learning outcomes, user engagement, and long-term trust among students and parents alike.