I only have experience of the university side of EdTech, but in my experience people were extremely interested in anything that would make it easier for lecturers to do their jobs, improve student experience, etc.

What they weren’t interested in was anything that changed the general dynamic of the university or replaced their core business.

Marking tools, stuff that helps deliver lectures, anything of that variety was all in-bounds, and lots of departments were happy to explore new things.

What would not sell was anything that required selling directly to students, because they simply won’t spend the money.