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

Aaron Levie

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
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
The chance of failure is almost always better than the guarantee of never knowing.
AARON LEVIE

Always Chance Failure Guarantee Know Knowing
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
The best technology is aimed far enough in the future that it stands out, but close enough to the present that it blends in.
AARON LEVIE

Close Enough Out Present Standing Technology
Innovation in tech favors the naive and the stubborn. If you are too rational you won’t tackle problems that others once failed at.
AARON LEVIE

Favor Innovation Problem Stubborn Tech
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.
AARON LEVIE

Company Cost Discover Fundamental Look Structure
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.
AARON LEVIE

Dad Education Mom Pretty Serious Teacher
If people don’t think the odds are against you, you’re doing it wrong.
AARON LEVIE

Against Odd People Thinking 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
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
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.
AARON LEVIE

Done Little Much Person Process
We’re going from a world of customized software to standardized platforms.
AARON LEVIE

Building Custom Platform Standard World
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
Do things that incumbents can’t or won’t do because it’s economically or technically infeasible.
AARON LEVIE

Building Incumbent Infeasible Technical Thing
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

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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