Ted Glasnow

Customer.io’s 131% net dollar retention is comparable to Front (137%) and in the top quartile of IPO’ing companies

Everyone moves upmarket—few go the other direction

My personal favorite are these vertical SaaS marketplaces. They start as vertical SaaS software, then layer in a marketplace later on. Usually, it begins with a software solution that is focused on a highly technical business problem. For example, a software provider may give away or charge a very low fee for something that has high intrinsic value... See more

A wedge is simply a strategy to win a large market by initially capturing (1) a tiny part of a larger market or (2) a large part of a small adjacent market.

Hire for a plan, not for a problem.

Our process, for example, is very resource light, we can put assets anywhere in the world, it can be close to the end source of demand or production. We're less reliant on a lot of the upstream inputs or agricultural processes, and that probably extends to a lot of these fermentation technologies.

In the beginning, the actual number you're charging isn't that important.

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

Curious people are the best sales hires