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

Aaron Levie

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
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
We’re going from a world of customized software to standardized platforms.
AARON LEVIE

Building Custom Platform Standard World
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
We didn’t really start the company to go build an enterprise software company.
AARON LEVIE

Building Company Enterprise Software Start
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
If there could’ve ever been a magical time to build an enterprise software company, now is absolutely that time.
AARON LEVIE

Building Company Enterprise Magical Software Time
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.
AARON LEVIE

Ago Done Enabling Repeat Technology Year
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
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
Startups live at the intersection of existential crisis and everything going perfectly great.
AARON LEVIE

Crisis Existential Great Perfectly Startup
When you’re doing something you’re passionate about, stress becomes a featurenot a bug.
AARON LEVIE

Bug Feature Passionate Something Stress
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
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
In the enterprise you want to start intentionally small.
AARON LEVIE

Building Enterprise Intention Small Want
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

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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