Ted Glasnow

 90% of Flexport’s revenue originated fro outbound sales

Positioning is like context-setting for products. It’s a bit like the opening scene of a movie.

In the beginning, the actual number you're charging isn't that important.

The intensity of the pull is a factor of the fit (how good your product is at solving the user’s problem) AND initial market size (is it niche or broad).

Broadly, there are six categories of North Star Metrics: 1) Revenue (e.g. ARR, GMV) 2) Customer growth (e.g. paid users, marketshare) 3) Consumption growth (e.g. messages sent, nights booked) 4) Engagement growth (e.g. MAU, DAU) 5) Growth efficiency (e.g. LTV/CAC, margins) 6) User experience (e.g. NPS)

After launching an upgraded pricing tier in early 2018, Premium now brings in 44% of revenue

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