Ted Glasnow

Type of company: Consumer subscription products; Most common North Star Metric: Engagement or customer growth

a good wedge:

1. Is narrow and focused—solves a very specic problem, for a specic group, extremely well2. Builds momentum—can be sold quickly and keeps customers coming back3. Naturally extends into a much bigger opportunity—more product, more revenue,more users4. Avoids competition—the whole point is to give you an easier path5. Is hard to replicat... See more

We have a resource we’re updating constantly to give brands a sense of top tools in each layer of the stack.For automation on Alloy, we see a lot of recurring names like Gorgias and ReCharge, but also we’re usually the first to meet up and coming players as well

Something like 20% of homeowners are digital natives, and yet the one store we still go to is Home Depot. This is something that it’s not obvious you can bring online, but you can.

A CMO is unnecessary until after Series B

almost every B2B business BOTH hits up their personal network AND heads to the places their potential customers were spending time. The question isn’t which of these two routes to pursue, but instead how far your own network will take you before you move on.

Everyone targets one (and max three) personas within an organization

What to look for Post-Product:

1) Retention: Users stick around 2) Surveys: Users say they’d be very disappointed if your product went away 3) Exponential organic growth 4) Cost-efficient growth 5) CAC < LTV 6) Customers clamor for your product 7) People are using it even when it’s broken

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