Ted Glasnow

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

I could absolutely imagine companies where sales is the starting gun, not the finish line, and everything that happens after the starting gun is owned by success, and that the success team -- maybe it should be called something different than success in this case -- becomes incredibly central to how accounts grow and how they expand over time.

In hindsight, Flexport should have invested in sales ops way earlier. Ben recommends a Sales COO position when the company starts to scale

Within that overarching context, I think about this market as progressing in waves. We're on the tail end of wave one—wave one being this big resurgence, rebranding, or emergence of plant proteins.

90% of Flexport’s revenue originated fro outbound sales

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

Customer.io is mainly focused on serving SMBs and startups

Companies can either be tribes or civilizations.