Ted Glasnow

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

We believe the future of B2B marketplaces starts with vertical SaaS solutions. These initially look like software-enabled workflows that streamline operational inefficiencies between supply and demand, making online transactions possible where previously they may not have been. 

A good Chief Counsel will be able to rank existential risks, not just name them

The other thing that we’re seeing is that there are so many agents and aggregators up and down the stack in many industries. These represent opportunities for integrated software solutions to streamline the process. We think about how these low-value brokers and inefficient workflows can be replaced by machine-to-machine transactions. The value... See more

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

A wedge is simply a strategy to win a large market by initially capturing (1) a tiny part of a larger market or (2) a large part of a small adjacent market.

‍Positioning defines how your product is a leader at delivering something that a well-defined set of customers cares a lot about.