Ted Glasnow

To promote the diffusion of best-practices, Uber has very frequent summits that brought all distributed employees together

We start with Competitive Alternatives, or what would customers do if our solution didn’t exist. Once we have that, we can ask ourselves, “What do we have that the alternatives do not?” That gives us a list of Differentiated features or Key Unique Attributes. We can then go down that list and ask ourselves, “So what for customers?” Put another way,... See more

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

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.

Everyone moves upmarket—few go the other direction

Everyone targets one (and max three) personas within an organization

The world is moving away from this rigid kind of sales process to more of a buyer-centric motion.