Ted Glasnow

[Shopify apps]  see us as a channel to then also enable connections to other ecommerce apps. With Zapier, those connections aren't going to be deep, so you can't enable as many use cases.

Types of partnerships: 1) foundational - without these partnerships, you business could not operate; 2) product partnerships - less critical partnership that offer additional features and value pros to end customers without building from scratch; 3) platform - a partnership that adds users to your ecosystem

We look at [the taxonomy of B2B marketplaces] in a couple of different ways. High-level, there are aggregators, managed marketplaces, channel marketplaces, vertical SaaS-enabled marketplaces, and then tech-enabled brokerages.

Market “pull” comes in many forms, [such as] a n inflection in organic growth, c ustomers asking to pay for the product before you ask, u sers flip from being excited about what you have to mad about what you don’t have, c ustomers complaining when your site goes down, p eople using the product even when it’s broken

What to look for Pre-Product:

1) Visible excitement

2) People are willing to pay for it now

If you get everything else wrong in pricing, but you get your value metric right, you'll do ok.

I could absolutely imagine companies where sales is the starting gun, not the finish line, and everything that happens after the starting gun is owned by success, and that the success team -- maybe it should be called something different than success in this case -- becomes incredibly central to how accounts grow and how they expand over time.

I spent this week looking at hundreds of companies and found that there are seven common ways to differentiate:1. Be the cheapest2. Be the highest quality3. Be the most convenient4. Be the safest5. Sell a proprietary product6. Sell something that makes people feel great buying 7. Focus on a niche underserved market