Ted Glasnow

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. 

Because the early edges that some early digital marketers were able to exploit have been competed away, “old school” method are making a come back (direct mail)

Every start-up has less resources than they need, so strategic planning is essential at all stages

A value metric however allows you to have essentially infinite price points — maximizing your revenue potential.

Companies can either be tribes or civilizations.

When considering as a role a BD/partnerships leader, consider whether the function is likely to be key to the stabilized business model (could there be a Chief Business Officer, at some point)

Flexport now assigns an account executive (responsible for revenue) and an account managers (responsible for NPS) to each customer

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