Ted Glasnow

It took Customer.io 10 months to get from $50K to $100K MRR

A wedge seems most essential when you’re going after a market that is (1) entrenched or (2) crowded. When it’s hard to break in head-on.

Our process, for example, is very resource light, we can put assets anywhere in the world, it can be close to the end source of demand or production. We're less reliant on a lot of the upstream inputs or agricultural processes, and that probably extends to a lot of these fermentation technologies.

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

"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

Key not just to revenue but the rest of the business generally is seasonality.