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If every customer is using your product “correctly”, you’ll never learn anything interesting about what to do next.

Aaron Levie

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
Everything about the enterprise, and then by definition the software the enterprise uses has changed – just in the last 5 years.
AARON LEVIE

Change Definition Enterprise Software Use Year
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 didn’t really start the company to go build an enterprise software company.
AARON LEVIE

Building Company Enterprise Software Start
Startups live at the intersection of existential crisis and everything going perfectly great.
AARON LEVIE

Crisis Existential Great Perfectly Startup
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
Why we do what we do: that moment when you get to see the future on your computer screen before the rest of the world.
AARON LEVIE

Computer Future Moment Screen World
The only barrier to entry you can create is to consistently build a great product.
AARON LEVIE

Barrie Consistently Create Entry Great Product
The IT model of the enterprise has become a lot more user lead.
AARON LEVIE

Building Enterprise IT Lead Model
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
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
I think bad politics are incredibly dangerous, so it’s important to make sure that people are communicating well. Culture and morale are super important. It’s best to not force it, but let it happen organically and genuinely.
AARON LEVIE

Dangerous Important Incredible People Politics Thinking
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
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
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
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

If every customer is using your product “correctly”, you’ll never learn anything interesting about what to do next.

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If every customer is using your product “correctly”, you’ll never learn anything interesting about what to do next.

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Popular Authors

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