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

Aaron Levie

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
We’re enamored with the concept that there’s always a price. But sometimes, your goal is to build a great company, not sell it.
AARON LEVIE

Build Company Concept Enamore Goal Great Sometimes
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
Sometimes things are the way they are and can’t be changed, other times it’s because no one ever tried. Your job is to find the latter.
AARON LEVIE

Change Jobs Latter Sometime Tried Way
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
You’ll learn more in a day talking to customers than a week of brainstorming, a month of watching competitors, or a year of market research.
AARON LEVIE

Competition Customer Research Talking Watch Year
I don’t use many apps. I use naps.
AARON LEVIE

App Many Nap Use
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
You can keep ‘consumer’ DNA at the center of your product. That will always mean that adoption is easier.
AARON LEVIE

Adoption Consumer DNA Easier Mean
We’re going from a world of customized software to standardized platforms.
AARON LEVIE

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

Building Company Enterprise Software Start
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
It’s unfortunate biologically we have to sleep.
AARON LEVIE

Biological Sleep Unfortunate
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
Read these 3 books – Crossing the Chasm, Innovators Dilemma and Behind the Cloud.
AARON LEVIE

Book Building Chasm Cloud Clouds Innovator
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

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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