Ted Glasnow

I could absolutely imagine companies where sales is the starting gun, not the finish line, and everything that happens after the starting gun is owned by success, and that the success team -- maybe it should be called something different than success in this case -- becomes incredibly central to how accounts grow and how they expand over time.

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

You can’t expect the organization to “just know” how to pull together a quarterly plan. Working without an agreed-upon framework can often be a recipe for disaster. 

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

In today's environment, it would be very difficult to institute a "hustle" environment

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