“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.”

All we’re really doing is repeating technologies that were tried 10, 20, 30 years ago… it’s just that it was too expensive, too unusable, and we didn’t have the enabling technologies to make it possible.

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

Read these 3 books – Crossing the Chasm, Innovators Dilemma and Behind the Cloud.

That’s already been tried before only means the first attempt got it wrong.

If there could’ve ever been a magical time to build an enterprise software company, now is absolutely that time.

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

My dad is a chemical engineer, and my mom was a teacher. They were pretty serious about education, but I always thought about things a little bit differently.

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.

Startups often win because it’s easier to see what comes next when you don’t have to worry about maintaining what came last.

In the enterprise you want to start intentionally small.

We didn’t really start the company to go build an enterprise software company.

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.

Everything about the enterprise, and then by definition the software the enterprise uses has changed – just in the last 5 years.

Too little process and you can’t get good work done. Too much process and you can’t get any work done. Most companies never find the middle.

Start with the assumption that the best way to do something is not the way it’s being done right now.

Start with something simple and small, then expand over time. If people call it a ‘toy’ you’re definitely onto something.

It’s rumored that doing well in real estate is to be able to close a deal. I did not find that to be the case for myself, I was probably the worst closer out there and I didn’t find that was true of my top super stars either.

No matter how much he would long for them to forget him, they would not be able to. His family was a part of him, not only in blood, but in spirit.

A pregnant woman facing the most dire circumstances must be able to count on her doctor to do what is medically necessary to protect her from serious physical harm.

It is one thing to be able to state the price the antagonist paid, another to be able to count you own real gains.

I feel so often that depression is a signal of more that wants to be expressed within you. There is an innate impulse in everyone to express more of who they truly are, and you get depressed when you don’t feel you’re able to do that.

Without encryption, you and I wouldn’t be able to do our banking online.

We want to be able to sell you anything, anywhere, any time you want it.

I think I’ve had the longest career of strength, focus, and still being able to sell records.