"can we keep playing with they okay good we turn up a little bit so it's more pump up okay here we go [Applause] okay I guess we got to clap we got to find the beat and then we got to clap to the beat ..."

"going to talk about three things today um the first is the quick background and and kind of history of box CU when we started the company we didn't know that we wanted to do enterprise software um and..."

"we get here CU we we didn't really start the company to try and go build an Enterprise software company even though that is how things ended up happening so when we uh started the product um so we lau..."

"files and then in classroom environments you were constantly working with lots of other people and it was also hard to share files um uh where uh I went to USC and USC gave you 50 megabytes of online ..."

"put together this really quick version of box we launched it as box.net and the idea was let's make it really easy to share files and it turned out that the idea clicked we um we got Angel funding fro..."

"model um which was that for consumers um we had built a very robust a very comprehensive product and for Enterprises we had actually built two uh sort of insignificant of a product so for consumers um..."

"was we had to choose you know one of these two worlds and uh and so we looked at that and we said okay well consumer looks really fun Enterprise looks really hard and and there's a lot of competition ..."

"opportunity there however in the Enterprise there's actually $3.7 trillion spent on Enterprise it every single year so these are the servers the infrastructure the software the networking the services..."

"important data point however the problem was that enterprise software was really really unsexy right so again very competitive very difficult to build a business it wasn't something that really you yo..."

"um the user experience I don't know how many people have had to use most enterprise software but it's generally really complicated um you you you find yourself asking why in God's name did a designer ..."

"and we were saying well why can't we take the power of the internet and actually get our technology out to people directly why why should we have to go through this sales intermediary um as we uh as w..."

"were right on a number of areas right so we were very inexperienced team um this is uh this was a you know stage we were just still early in our careers um my co-founder for instance looked like he wa..."

"advantage of and so we decided that if we're going to do the Enterprise if we're going to go after the Enterprise that we would have to play by a very different set of rules so what about the complexi..."

"of so possible to enter it today um better and more seamlessly than ever before so everything about the Enterprise and then by definition the software that an Enterprise uses has changed just in the p..."

"ago you basically had to go have your technology be implemented in every single customer location no matter how many customers you sold to no matter what regions they were in every single customer had..."

"Amazon said why does that make any sense today when we could just put together thousands tens of thousands hundreds of thousands of servers and make them available on demand and you just use what you ..."

"happening we are moving to a world of cheaper lowcost on demand Computing from a world of expensive Computing the benefit to building a startup is that customers don't have the same kind of friction w..."

"10,000 companies in the world because only those companies had the wherewithal the talent the infrastructure and the budget to deploy your technology into the Enterprise today literally a two-person c..."

"profound shift of all is that because of mobile devices you know iPhones iPads tablets um Android devices the it model of the Enterprise has become a lot more user-led and that's fundamentally importa..."

"user okay so those are qualitative Factor changes just a couple quantitative Factor changes um there's over uh nearly two billion smartphones on the planet um that changes um every single it model on ..."

"what that means is that every single Enterprise is equally changing how they're going to get their own products to their customers which means that every industry changes and so there are really only ..."

"industry so you can't just let Uber exist and do its own thing without understanding what are the implications of uber what are the implications of instacart what are the implications of Lyft to my bu..."

"I'll give you a couple examples so in the retail industry um there's this notion of sort of omni Channel or multi- Channel Commerce you're going to shop online you're going to shop on your phone you'r..."

"the business model of healthcare changes from being about uh charging for the surgery charging for the checkup and instead um really where the customer pays for wellness and staying healthy then all o..."

"industries um in the media space as an example um you know you have a world where an industry is going from really linear programming so whether that's television whether that's music or whether that'..."

"scale we were just I was just in La yesterday U meeting with a media company that has basically done Predictive Analytics to find um their potential uh movie goers in the population of of three billio..."

"form of this change you can pick any industry you want and and take and sort of zoom into it and say what are the underlying technology factors that are going to change the business model of this indu..."

"water who's going to power that right going to need that's going to need software I'm sure so so basically every company in the world um we we think of we you know the the the the Good Fortune of bein..."

"change the business models of these companies so that was chapter two of this um that's all the things that have changed now some practical advice um where uh we're to help to kind of help you get sta..."

"software company so the first is spot um technology disruptions uh and this is going to be true whether you're building consumer or Enterprise um the rest are more Enterprise oriented but this is just..."

"basically uh storage was getting cheaper internet was getting faster browsers were getting better yet we're still sharing files through this very complicated very esoteric very slow encumbersome means..."

"make it possible so you can kind of see this pattern or merge constantly where something that was impossible 5 or 10 years ago all of a sudden becomes very practical so I'll give you an example there'..."

"incredibly well uh and uh and totally taking over the construction industry as proven by this individual thank you so the next thing is in the Enterprise you want to start intentionally small what I m..."

"to solve the problem with the discrete technology but that over time you're going to be able to expand again either to larger customers or um to more use cases over time great example is then payroll ..."

"build out more services and more capabilities but they found just the exact right opening to build a new company and have that emerge the next is you really want to find asymmetries you want to find m..."

"incumbent but the other thing is try and do things that are economically infeasible um you can look at the cost structure of an incumbent company and discover where are they not going to be able to dr..."

"with them to discover um how uh how your product can evolve 2 minutes okay good okay so the the next one is um but then there's a part two um in five minutes from now or not is that not the case Okay ..."

"at the center of that company called mix panel comes in through the developer and then over time is able to sell to that organization with a more inside sales process also read these three books um so..."