You want to find the really crazy but still somewhat reasonable outliers within the customer ecosystem.

If you don't go to every level of your company, you distance yourself from the marketplace and from your people.

The IT model of the enterprise has become a lot more user lead.

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.

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

Start with something simple and small, then expand over time. If people call it a 'toy' you're definitely onto something.

Modularize, don't customize. Build a platform as opposed to building all of the custom technology and custom vertical experiences.