Ted Glasnow

Flexport is a “hot swap” product, meaning it’s growth model is replacing existing, technologically-similar solutions in a low NPS industry. This means that their only moat is customer happiness

almost every B2B business BOTH hits up their personal network AND heads to the places their potential customers were spending time. The question isn’t which of these two routes to pursue, but instead how far your own network will take you before you move on.

Before crafting an agreement, it is helpful to draft a high-level term sheet of key deal points to drive agreement quickly

The skill sets necessary to break into business development role is communication, persuasion, collaboration

Customer.io’s dev focus makes Twilio both a potential competitor and acquirer

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.