Ted Glasnow

We’re the Switzerland of the ecosystem and we don’t have an end goal for using your data, it just flows through.

We're pre-launch, and at this point, we have a focus on the supply side, so we're talking with pros. We've onboarded about 50 since June, and they span all the trades. 

5. Strategic pillars - Three to five key bets that the company needs to make

Type of company: Freemium team-based B2B products; Most common North Star Metric: Engagement and/or customer growth

I could absolutely imagine companies where sales is the starting gun, not the finish line, and everything that happens after the starting gun is owned by success, and that the success team -- maybe it should be called something different than success in this case -- becomes incredibly central to how accounts grow and how they expand over time.

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

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 

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... See more

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