High fit

Update is about willingness to install new ways of thinking even when the current version feels comfortable. Sandy Deniger came in with a pricing framework — charge less for teachers, charge more for districts — that felt logical but was limiting. The update she needed was to stop thinking about it as a pricing problem and start thinking about it as a product differentiation and evidence-building problem. Shazi Visram's freemium framing gave Sandy a new operating model to install.