Post on 12-Jun-2015
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Building for the Enterprise(and why it’s not as bad as you think)
27MM+ Users
240K+ Businesses
99% Fortune 500
How did we get here?
THE INTERNET: 2004
THE INTERNET: 2004
In 2004 it was really hard to share files
Cost of storage dropping dramatically
More powerful browsers and networks
More locations and people to share with
We identified rapidly changing factors:
We put together a quick version of Box and launched it!
Soon we were getting 100,000’s of signups every month
But…
Over-serving consumersand
Under-serving businesses
We had to make a choice
Consumer Enterprise
MOBILE APPS$35 BILLION
DIGITAL ADVERTISING$135 BILLION
GLOBAL IT$3.7 TRILLION
The problem was, enterprise software was really unsexy
Slow, Expensive, Complex, and… Sales
I’m Chuck!
“You’ll never make it in the enterprise”
- Every investor, ever (in 2007)
My co-founder
We would only do enterprise if it could be done differently…
Everything has changed
CLOUD
CHEAP
STANDARDIZED
EVERY BUSINESS
GLOBAL
USER-LED
ON-PREMISE COMPUTING
EXPENSIVE COMPUTING
CUSTOMIZED SOFTWARE
LARGE ENTERPRISES
REGIONAL
IT-LED
1.75 BILLION SMART PHONES
2.9 BILLION PEOPLE ONLINE
EVERY INDUSTRYIS CHANGING
AdvertisingEducation Hi-TechM&EHealthcareRetail
Construction PackagedGoods
Energy Government ManufacturingLegal
Accelerate multi-platform commerce
Enable more personalized healthcare
Global media creation & distribution
Every company in the world needs better technology to work smarter, faster, more securely
How do you get started?
SPOT DISRUPTIONSLook for new enabling technologies that create a
wide gap between how things have been done and how they can be done.
SPOT DISRUPTIONS
INTENTIONALLY START SMALLStart with something simple and small, then
expand over time. If people call it a “toy” you’re definitely onto something.
INTENTIONALLY START SMALL
FIND ASYMMETRIESDo things that incumbents can’t or won’t do
because it’s economically or technically infeasible.
FIND ASYMMETRIES
FIND THE ALMOST-CRAZY OUTLIERSGo after the customers that are working in the future, but that haven’t totally lost their minds.
FIND THE ALMOST-CRAZY OUTLIERS
LISTEN TO CUSTOMERSBut don’t always build exactly what they want.
Build what they need.
LISTEN TO CUSTOMERS
MODULARIZE, DON’T CUSTOMIZEEvery customer will want something a little bit
different. Don’t make the product suffer for this.
MODULARIZE, DON’T CUSTOMIZE
FOCUS ON THE USERKeep “consumer” DNA at the core of your
enterprise product. This will always pay dividends.
FOCUS ON THE USER
YOUR PRODUCT SHOULD SELL ITSELFSales should be used to navigate customers and
close deals, not be a substitute for great product.
YOUR PRODUCT SHOULD SELL ITSELF
This is an amazing time to start an enterprise software company
But if you don’t, we’re hiring.jobs@box.com