Ted Glasnow

Broadly, there are six categories of North Star Metrics: 1) Revenue (e.g. ARR, GMV) 2) Customer growth (e.g. paid users, marketshare) 3) Consumption growth (e.g. messages sent, nights booked) 4) Engagement growth (e.g. MAU, DAU) 5) Growth efficiency (e.g. LTV/CAC, margins) 6) User experience (e.g. NPS)

With cold email campaigns, do things that don’t scale to stand out

Because the early edges that some early digital marketers were able to exploit have been competed away, “old school” method are making a come back (direct mail)

Often, it is helpful to organize you BD/partnerships team to each type of partnership

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

Flexport now assigns an account executive (responsible for revenue) and an account managers (responsible for NPS) to each customer