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In an IT lead world, incumbents generally win because they have the existing relationship with the IT organization.

Aaron Levie

If people don’t think the odds are against you, you’re doing it wrong.
AARON LEVIE

Against Odd People Thinking Wrong
Why we do what we do: that moment when you get to see the future on your computer screen before the rest of the world.
AARON LEVIE

Computer Future Moment Screen World
A lot of being productive personally is determined by how you organize your entire business. You can’t separate those two things.
AARON LEVIE

Business Determined Organize Productive Two
The most customer-centric organizations can answer any question by deciding what’s best for the customer, without ever having to ask.
AARON LEVIE

Answer Ask Centric Customer Decide Organization
The product that wins is the one that bridges customers to the future, not the one that requires a giant leap.
AARON LEVIE

Bridge Future Giant Leap Require Winning
Jeff Bezos is opening a retail store and owns a newspaper. Turns out everything we thought about the Internet is wrong.
AARON LEVIE

Internet Newspaper Retail Store Wrong
The benefit to building a startup is that customers don’t have the same kind of friction when they adopt new technology.
AARON LEVIE

Adopt Benefits Customer Friction Kind Technology
My workday begins around 11 A.M., with a cup of black coffee in each hand. If I had more hands, there would be more coffee.
AARON LEVIE

Begin Black Coffee Cup Hand Workday
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
Better to be too early and have to try again, than be too late and have to catch up.
AARON LEVIE

Catch Early Late Too Try Trying
In a user lead model, users are bringing in their own technology… and you can build software then, around the user.
AARON LEVIE

Bringing Building Lead Model Software Technology
Do things that incumbents can’t or won’t do because it’s economically or technically infeasible.
AARON LEVIE

Building Incumbent Infeasible Technical Thing
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
I have a lot of faults. I often interrupt in meetings. I talk too loud. I talk too fast.
AARON LEVIE

Fast Fault Loud Meeting Talk
If you’re waiting for encouragement from others, you’re doing it wrong. By the time people think an idea is good, it’s probably too late.
AARON LEVIE

Encouragement Idea People Thinking Wait Wrong
If you don’t go to every level of your company, you distance yourself from the marketplace and from your people.
AARON LEVIE

Company Distance Level Marketplace People

In an IT lead world, incumbents generally win because they have the existing relationship with the IT organization.

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In an IT lead world, incumbents generally win because they have the existing relationship with the IT organization.

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