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The IT model of the enterprise has become a lot more user lead.

Aaron Levie

Innovation is hard because solving problems people didn’t know they had & building something no one needs look identical at first.
AARON LEVIE

Build Innovation Need People Problem Solve
Companies have never won. You’re always either fighting for survival, or fighting for relevance.
AARON LEVIE

Entrepreneur Fighting Relevance Survival
The only barrier to entry you can create is to consistently build a great product.
AARON LEVIE

Barrie Consistently Create Entry Great Product
Go after the customers that are working in the future, but haven’t totally lost their minds.
AARON LEVIE

Building Customer Future Lost Mind Working
We’re going from a world of customized software to standardized platforms.
AARON LEVIE

Building Custom Platform Standard World
Do things that incumbents can’t or won’t do because it’s economically or technically infeasible.
AARON LEVIE

Building Incumbent Infeasible Technical Thing
I think bad politics are incredibly dangerous, so it’s important to make sure that people are communicating well. Culture and morale are super important. It’s best to not force it, but let it happen organically and genuinely.
AARON LEVIE

Dangerous Important Incredible People Politics Thinking
In an IT lead world, incumbents generally win because they have the existing relationship with the IT organization.
AARON LEVIE

Incumbent IT Organisation Organization Relationship Winning World
There’s a lot of pride that business owners have. It’s actually really critical that pride and ownership extends to everyone in the organization. I think of everyone is in the same boat in driving the company forward.
AARON LEVIE

Extend Organization Ownership Pride Thinking
You intentionally start small, because you will not be able to compete with an incumbent… because the incumbent is always going to go for the full solution.
AARON LEVIE

Able Building Incumbent Intention Start
I think I’m the kind of person who would be very difficult to employ – I’m pretty annoying, but driven.
AARON LEVIE

Annoy Driven Kind Thinking Would
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.
AARON LEVIE

Building Customer Distinction Key Listen Software Tell
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.
AARON LEVIE

Company Cost Discover Fundamental Look Structure
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.
AARON LEVIE

Focus Long Term Today Tomorrow
You’ll learn more in a day talking to customers than a week of brainstorming, a month of watching competitors, or a year of market research.
AARON LEVIE

Competition Customer Research Talking Watch Year
We’re enamored with the concept that there’s always a price. But sometimes, your goal is to build a great company, not sell it.
AARON LEVIE

Build Company Concept Enamore Goal Great Sometimes

The IT model of the enterprise has become a lot more user lead.

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The IT model of the enterprise has become a lot more user lead.

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