Ted Glasnow

Sales-led companies often add a bottom-up self-serve product, primarily to drive lead gen

When it comes to stategic planning, it is very important for leaders to write down and socialize priorities

What to look for Post-Product:

1) Retention: Users stick around 2) Surveys: Users say they’d be very disappointed if your product went away 3) Exponential organic growth 4) Cost-efficient growth 5) CAC < LTV 6) Customers clamor for your product 7) People are using it even when it’s broken

Customer.io was at $1.67M of MRR from 2,100 monthly paying customers as of March.

A good Chief Counsel will be able to rank existential risks, not just name them

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

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

Curious people are the best sales hires