Ted Glasnow

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?

We've learned over the years that B2B marketplaces are poorly positioned to own customer support on behalf of supply and demand, given the complexity of what follows a transaction.

Customer.io is mainly focused on serving SMBs and startups

The more complex and fragmented the market, the more likely you will have these many-to-many relationships, which get harder to manage without a software layer.

The other thing that we’re seeing is that there are so many agents and aggregators up and down the stack in many industries. These represent opportunities for integrated software solutions to streamline the process. We think about how these low-value brokers and inefficient workflows can be replaced by machine-to-machine transactions. The value acc... See more

If demand can only buy more from the supply side once they sell the goods because of balance sheet limitations, then payment terms are really important.

Gross MRR churn is at 0.66% while net MRR churn is negative at -3.23%

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

Wave two, which we're entering now—and Fy is very much a part of this—is broadly fermented proteins.