Ted Glasnow

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

If you get everything else wrong in pricing, but you get your value metric right, you'll do ok.

Lubricants...optimize the efficiency of your engine. There are three broad categories of lubricants:1) Conversion: Increasing the rate at which customers sign up for your product. This includes optimizing clickthrough rate on ads, the effectiveness of sales people, and increasing signup funnel conversion rates.2) Activation: Increasing the rate at... See more

When considering as a role a BD/partnerships leader, consider whether the function is likely to be key to the stabilized business model (could there be a Chief Business Officer, at some point)

A wedge is simply a strategy to win a large market by initially capturing (1) a tiny part of a larger market or (2) a large part of a small adjacent market.

Often, it is helpful to organize you BD/partnerships team to each type of partnership

The 5 Components of Positioning: 1) Competitive Alternatives 2) Differentiated “Features” or “Capabilities” 3) Value for customers 4) Target Customer Segmentation 5) Market Category

We see Notion mainly being used for more internal use cases than external.