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

Customer.io was at $1.67M of MRR from 2,100 monthly paying customers as of March.

The ambition to be global from day one was very rare before Uber. This ambition requires a blitz-scaling mentality

companies grow primarily through four possible Growth Engines:

1) Performance marketing: FB, AdWords, TV, etc.2) Virality: Word-of-mouth, referrals, inviting friends, etc.3) Content: SEO, shareable videos, or newsletters, etc.4) Sales: Outbound (and inbound) salespeople

Wave two, which we're entering now—and Fy is very much a part of this—is broadly fermented proteins.

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

Before crafting an agreement, it is helpful to draft a high-level term sheet of key deal points to drive agreement quickly

Don’t hire marketing unicorns to solve all your marketing problems. Test channels, find ones that work, and hire a junior marketer with experience in those specific channels