Sometimes things are the way they are and can't be changed, other times it's because no one ever tried. Your job is to find the latter.

Every single industry is going through a major business model and technology oriented disruption.

They can bring the technology in, then you can sell to the enterprise when they want to have better control, better security... you still have the same biz model as a traditional enterprise sw company, but the way to get into the company is through the end user.

Focus too much on the near-term and you won't get tomorrow's customers, focus too much on the long-term and you won't get today's.

Your product should sell itself, but that does not mean you don't need salespeople.

In an IT lead world, incumbents generally win because they have the existing relationship with the IT organization.

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