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Your product should sell itself, but that does not mean you don't need salespeople.

Aaron Levie

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Aaron Levie
Age: 39
Born: 1985
Born: December 27
Entrepreneur
Seattle
Washington
Mean
Salespeople
Needs
Sell
Sells
Product
Products
Building
Doe
Need

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Modularize, don't customize. Build a platform as opposed to building all of the custom technology and custom vertical experiences.
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I'm obsessed with speed. I'm always asking myself, 'Why can't we do things faster? Why can't it happen more efficiently? Why is this requiring three meetings instead of one?'
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If you're in your early 20s and you're hanging out with a bunch of other people in their early 20s, nobody has a sense of the kinds of problems that real 'workers' run into every day. They're running into a completely different set of problems like 'what's the party going on right now that I should be going to?
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Focus too much on the near-term and you won't get tomorrow's customers, focus too much on the long-term and you won't get today's.
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Listen to your customers, but don't always build exactly what they're telling you. This is a really key distinction around building enterprise software.
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Tip: Take the stodgiest, oldest, slowest moving industry you can find. And build amazing software for it.
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The business models in enterprise have changed pretty dramatically. A huge problem with enterprise software traditionally has been usually you sell to the customer and then they adopt the technology. The great thing about 'freemium' and the new way enterprise software is being sold is you get to try it first and then buy it.
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If every customer is using your product correctly, you'll never learn anything interesting about what to do next.
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The most customer-centric organizations can answer any question by deciding what's best for the customer, without ever having to ask.
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Steve Jobs is the most epic entrepreneur of all time. He served as a guiding light for any emerging businessperson who wanted to learn how things should get done. He'll be looked at as one of the best business leaders of all time, and certainly one of the best tech entrepreneurs.
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The product that wins is the one that bridges customers to the future, not the one that requires a giant leap.
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The benefit to building a startup is that customers don't have the same kind of friction when they adopt new technology.
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We didn't really start the company to go build an enterprise software company.
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They can bring the technology in, then you can sell to the enterprise when they want to have better control, better security... you still have the same biz model as a traditional enterprise sw company, but the way to get into the company is through the end user.
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Every single industry is going through a major business model and technology oriented disruption.
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You can look at the cost structure of an incumbent company and discover: where are they not going to be able to drop their prices... because that business model is fundamental to the existence of the company.
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Innovation is hard because solving problems people didn't know they had & building something no one needs look identical at first.
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Startups live at the intersection of existential crisis and everything going perfectly great.
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Better to be too early and have to try again, than be too late and have to catch up.
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Start with the assumption that the best way to do something is not the way it's being done right now.
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