Ted Glasnow

100% of product-led companies end up adding a sales team, if not going sales-led completely

For medium and established companies, we've focused more on the sales motion, in particular the bottoms-up product-led motion. What happens is you get inside a company, and the success team over there says, "Well, that's pretty cool." Then some sales leader says, "It'd be cool to have this one tool across the whole journey." And then the support... See more

We're pre-launch, and at this point, we have a focus on the supply side, so we're talking with pros. We've onboarded about 50 since June, and they span all the trades. 

Gross MRR churn is at 0.66% while net MRR churn is negative at -3.23%

A value metric however allows you to have essentially infinite price points — maximizing your revenue potential.

In the early days of Figma, we talked with practically every designer we knew. In search of more feedback, we turned to Twitter which I realized we could use to determine the most influential designers. After getting the data, I further filtered the list to people that were personally inspirational to me. Then I cold emailed / found introductions... See more

When it comes to hiring, the leaders of the start-up should interview every key hire as long as possible. This promotes cultural consistency

one consistent theme, long-term, will be that the lines between sales and success increasingly become blurred, because there's not much difference between a user who's free and a user who's been a paying customer for a while. Your job as a go-to-market team should be to help that user unlock value from the product and continue to realize new value... See more

The Chief Business Officer can be know as the "Chief Get-shit-done Officer" or the main interface between customers, partners, and investors