Ted Glasnow

It’s a huge advantage to have a strong personal network in B2B, which you can also build by bringing on a connector investor or joining an incubator such as YC.

Good positioning sets off a set of assumptions about my product that are true. Bad positioning sets off a set of assumptions about my product that aren't true - leaving your sales and marketing teams to do the work of undoing the damage your positioning has already done

Start-ups should avoid long-term contracts and bake in tiers that drive price down as your business scales

I think reverse ETL is amazing. Don't get me wrong. But for me, it's like, "Oh, if you want to pull stuff in from your warehouse, you should either push it to them or we’ve built it in directly now. So you can just boot up a CRM on top of Calixa. Just connect your Snowflake. You can even easily push your custom objects to us.” We feel we can give a... See more

What matters much more is two other questions: 1) Your value metric 2) Your ideal customer profiles and segments

The most effective sales compensation plan at Flexport includes team based quota for managers (including the manager’s output), with no penalty for individual contributors underperforming. Additionally, managers were imcemtivized to drive long-term value by getting equity grants if they ramp new reps faster than average

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