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

Aaron Levie

The only way to avoid disruption is to constantly do what you would if you were just starting out.
AARON LEVIE

Constant Disruption Out Starting Way
We’re going from a world of customized software to standardized platforms.
AARON LEVIE

Building Custom Platform Standard World
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
It’s unfortunate biologically we have to sleep.
AARON LEVIE

Biological Sleep Unfortunate
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
Any time where the delta b/w what is possible and how things work today is at its widest, that’s an opportunity to go build new technology.
AARON LEVIE

Delta Opportunity Possible Technology Today Wide
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
Uber is a $3.5 billion lesson in building for how the world *should* work instead of optimizing for how the world *does* work
AARON LEVIE

Billion Doe Instead Optimize Uber World
The 10% between 90% done to 100% done takes most of the time, causes most of the stress, but is all of the value.
AARON LEVIE

Cause Done Percentage Stress Time
Read these 3 books – Crossing the Chasm, Innovators Dilemma and Behind the Cloud.
AARON LEVIE

Book Building Chasm Cloud Clouds Innovator
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
Always look for these changing technology factors- any market that has a significant change in the underlying raw materials …or enabling factors, is an environment that is about to change in a very significant way.
AARON LEVIE

Change Market Material Raw Significant Technology
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?’
AARON LEVIE

Asking Brilliant Fast Obsessed Three
What happens to the Microsofts, Oracles and IBMs of the world is that when they get big enough, they don’t think they need to bring that same level of focus and energy to the end-user experience.
AARON LEVIE

Energy Focus IBM Microsoft Oracle Thinking World
Everything about the enterprise, and then by definition the software the enterprise uses has changed – just in the last 5 years.
AARON LEVIE

Change Definition Enterprise Software Use Year

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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