Ted Glasnow

In hindsight, Flexport should have invested in sales ops way earlier. Ben recommends a Sales COO position when the company starts to scale

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.

A lot of partnerships novices don't appreciate how important it is to know which partner owns the end customer relationship

For medium and established companies, we've focused more on the sales motion, in particular the bottoms-up product-led motion. What happens is you get inside a company, and the success team over there says, "Well, that's pretty cool." Then some sales leader says, "It'd be cool to have this one tool across the whole journey." And then the support... See more

The versatility of mycoproteins really allows companies to play in different arenas. Not only dairy alternatives and meat alternatives, but the neutral flavor profile allows it to go in lots of different directions. Like seafood applications, or turning it into a powder or a protein isolate, and then putting that into baking or snacking products. A... See more

"50% of executive hires at high-growth companies fail"

If demand can only buy more from the supply side once they sell the goods because of balance sheet limitations, then payment terms are really important.

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