Ted Glasnow

‍Positioning defines how your product is a leader at delivering something that a well-defined set of customers cares a lot about.

The increased financialization of start-ups have led to CFO focusing on fundraising and M&A, so the responsibilities of a CBO are split between the CEO and CFO

During a negotiation, it is important to have clarity on a short list of things you want and a short list of things you will not accepts. It is also important to be transparent about the decision making process and stakeholders

The intensity of the pull is a factor of the fit (how good your product is at solving the user’s problem) AND initial market size (is it niche or broad).

Ben’s transition to CCO is a way for him the gracefully step down

Everyone moves upmarket—few go the other direction

Good positioning sets off a set of assumptions about my product that are true. Bad positioning sets off a set of assumptions about my product that aren't true - leaving your sales and marketing teams to do the work of undoing the damage your positioning has already done

Every start-up has less resources than they need, so strategic planning is essential at all stages