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

Aaron Levie

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
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
I don’t use many apps. I use naps.
AARON LEVIE

App Many Nap Use
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
Jeff Bezos is opening a retail store and owns a newspaper. Turns out everything we thought about the Internet is wrong.
AARON LEVIE

Internet Newspaper Retail Store Wrong
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
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
Startups often win because it’s easier to see what comes next when you don’t have to worry about maintaining what came last.
AARON LEVIE

Come Easier Last Startup Winning Worry
Execute like there’s no tomorrow, strategize like there will be.
AARON LEVIE

Entrepreneur Execute Like Strategize Tomorrow
The IT model of the enterprise has become a lot more user lead.
AARON LEVIE

Building Enterprise IT Lead Model
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
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
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
In the enterprise you want to start intentionally small.
AARON LEVIE

Building Enterprise Intention Small Want
I think people are always able to achieve more than they think they can. While that’s cliche, I don’t know if managers think about that enough. You have to set your sights extremely high.
AARON LEVIE

Achieve Cliche People Sight Thinking
We’re going from a world of customized software to standardized platforms.
AARON LEVIE

Building Custom Platform Standard World

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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