Ted Glasnow

100% of product-led companies end up adding a sales team, if not going sales-led completely

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

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

"In the early days at Thumbtack, so much of our growth was coming from SEO that it made sense for it to dominate our growth roadmap. We spent disproportionate time generating content, earning links, and optimizing conversion on SEO landing pages. Over time, however, it became clear that we were running into diminishing returns from these efforts,... See more

‍Positioning defines how your product is a leader at delivering something that a well-defined set of customers cares a lot about.

A good Chief Counsel will be able to rank existential risks, not just name them