author(s)
Dr. Anees Fathima M I

abstract
This study examines lead conversion challenges facing the Indian Ed-Tech industry and the implications for marketing education. Using a descriptive research design, data from 120 learners were analyzed with regression and factor analyses to identify key predictors of lead conversion. Conversion challenges related to price, course relevance, and perceived ROI significantly impact conversion rates, while engagement showed moderate influence. These findings highlight critical areas marketing educators should emphasize, such as consumer decision-making processes and strategic CRM use in digital marketing courses. The study offers empirical insights and practical recommendations for refining marketing curricula to include real-world lead generation and conversion complexities. This research advances marketing education by connecting theory, data, and pedagogy in an emerging industry context.