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

Aaron Levie

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
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
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
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
Tip: Take the stodgiest, oldest, slowest moving industry you can find. And build amazing software for it.
AARON LEVIE

Amazing Industry Moving Slow Software Stodgiest
If every customer is using your product “correctly”, you’ll never learn anything interesting about what to do next.
AARON LEVIE

Correct Customer Interest Interesting Next
Look for new enabling technologies that create a wide gap between how things have been done and how they can be done.
AARON LEVIE

Done Enable Look Technology
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
Opportunity lives at the intersection of what people need tomorrow and can be just barely built today.
AARON LEVIE

Bare Build Need Opportunity People Tomorrow
I’m certainly not into money and prestige. For me there is simply nothing more exciting than people involved in the creation of great products. That is what drives me.
AARON LEVIE

Certain Creation Involve People Prestige Simply
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
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
We’re going from a world of customized software to standardized platforms.
AARON LEVIE

Building Custom Platform Standard World
Execute like there’s no tomorrow, strategize like there will be.
AARON LEVIE

Entrepreneur Execute Like Strategize Tomorrow
Modularize, don’t customize. Build a platform as opposed to building all of the custom technology and custom vertical experiences.
AARON LEVIE

Building Custom Modularize Oppose Platform Technology
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

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

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

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