Ted Glasnow

90% of Flexport’s revenue originated fro outbound sales

Don’t hire marketing unicorns to solve all your marketing problems. Test channels, find ones that work, and hire a junior marketer with experience in those specific channels

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.

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

Founders should spend at least 1/3 of their time hiring

I spent this week looking at hundreds of companies and found that there are seven common ways to differentiate:1. Be the cheapest2. Be the highest quality3. Be the most convenient4. Be the safest5. Sell a proprietary product6. Sell something that makes people feel great buying 7. Focus on a niche underserved market