We're going from a world of customized software to standardized platforms.

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.

Go after the customers that are working in the future, but haven't totally lost their minds.

If you're in your early 20s and you're hanging out with a bunch of other people in their early 20s, nobody has a sense of the kinds of problems that real 'workers' run into every day. They're running into a completely different set of problems like 'what's the party going on right now that I should be going to?

Always look for these changing technology factors- any market that has a significant change in the underlying raw materials ...or enabling factors, is an environment that is about to change in a very significant way.

The product that wins is the one that bridges customers to the future, not the one that requires a giant leap.

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