Levie: Inbound software models eliminated the need for immediate verticalization
Aaron Levie · Aaron Levie (Box): The First $250m in ARR · Feb 26, 2015 · at 56:34
Box CEO Aaron Levie explains how modern inbound enterprise software differs from 1990s top-down go-to-market strategies described in 'Crossing the Chasm'.
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“In the nineties and you had to sort of top down sell your software to get in, in the first place, then you had to make some really, really key early trade offs. Like you had to actually decide where am I going to get a flywheel effect going? And you don't really get a flywheel... There's no such thing as the Fortune 500, right? So you can't, like, I can't host an event for the Fortune 500. So you can get a flywheel though at a sub level of that... In the nineties, you kind of actually had to verticalize very early on, or you had to go after a very specific need because it actually was the only way that you were going to be able to build a sales and marketing engine.”
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