Ted Glasnow

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

Flexport now assigns an account executive (responsible for revenue) and an account managers (responsible for NPS) to each customer

Something that I've done in past jobs and would do is try to map out expansion over time: Who is the first user? Who did they invite? Then who did those people invite?

Almost everyone starts by going aer VSBs or SMBs (aka startups)

Sunil has not found a way to make LinkedIn ads work. He thinks Google display ads give the most bang for your buck

Consider other actors, beside the end customer, that influence the purchase the decision when discovering potential marketing channels

It helps to know what will get your negotiating partner a promotion to determine if they are actually interested in doing a deal

When considering as a role a BD/partnerships leader, consider whether the function is likely to be key to the stabilized business model (could there be a Chief Business Officer, at some point)