Ted Glasnow

With less than $4M raised and $20M ARR, Customer.io has a 5x ARR/funding ratio

Flexport’s best sellers had the courage to say no to transactional deals and embraced if/then statement to encourage long term engagements with customers to service more share of wallet in the long-run 

Customer.io’s dev focus makes Twilio both a potential competitor and acquirer

As you work from category 1 to 3, you usually have more leverage in 3 than 1. In general, however, most start-ups are negotiate from a low-leverage position

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

The versatility of mycoproteins really allows companies to play in different arenas. Not only dairy alternatives and meat alternatives, but the neutral flavor profile allows it to go in lots of different directions. Like seafood applications, or turning it into a powder or a protein isolate, and then putting that into baking or snacking products. A... See more

I think it's useful to distinguish between "enterprise" plans, which are the most expensive self-serve plan that you're talking about with Figma, and an "invoiced" plan, which is a plan where the sales team needs to be involved because they're negotiating with the procurement team, they're doing a security review, they're putting in a bunch of... See more

Our chief scientific officer emeritus, Mark Kozubal...stumbled across a unique filamentous fungal microorganism that had a lot of really unique properties, including being 50% protein by dry weight, a natural filamentous texture, and the ability to grow super efficiently.... It's a super versatile protein that can be used as a textured biomass,... See more