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

It helps to know what will get your negotiating partner a promotion to determine if they are actually interested in doing a deal

There are so many ways to purchase B2B leads that once you nail product marketing to differentiate your offering, you are on your way to success

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

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.

Michael Porter...found that there are only tow paths to winning a market.

1. Operational effectiveness : Performing activities better than rivals 2. Differentiating: Performing activities differently, or performing different activities, thanrivals

What to look for Post-Product:

1) Retention: Users stick around 2) Surveys: Users say they’d be very disappointed if your product went away 3) Exponential organic growth 4) Cost-efficient growth 5) CAC < LTV 6) Customers clamor for your product 7) People are using it even when it’s broken

Since we’re seed investors, we’re looking for markets where significant dollars are flowing between businesses. These are often older, more established buying patterns where the innovation is launching the marketplace itself.