Ted Glasnow

The most effective sales compensation plan at Flexport includes team based quota for managers (including the manager’s output), with no penalty for individual contributors underperforming. Additionally, managers were imcemtivized to drive long-term value by getting equity grants if they ramp new reps faster than average

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)

Hire before the problem arises. Planning allows for the anticipation of problems

1) Start negotiations early 2) Mine for intel during interviews 3) Don’t give in to the pressure 4) Skip past recruiters at FAANG 5) Read between the lines 6) Learn the startup playbook 7) Win hearts and minds 8) Get relevant data 9) Compare offers thoroughly 10) Advocate for yourself

Wave two, which we're entering now—and Fy is very much a part of this—is broadly fermented proteins. Mycoprotein and otherwise, I think, is this next big frontier, and it’s going to open up the market to a lot more formats, applications and cuisines. Beyond just a slightly different burger or a slightly different chicken nugget. Then, the third... See more

A wedge gives a startup a number of advantages over its competition—primarily driven by having a narrower, more precise focus: 1) With a more focused value prop, your pitch and sales process become quicker and easier, which drives more revenue that you can reinvest in growth and the product 2) With more customers, you can more quickly build social... 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.

You can’t expect the organization to “just know” how to pull together a quarterly plan. Working without an agreed-upon framework can often be a recipe for disaster.