First of all, don’t call it luck, call it chance. It’s a major component, no doubt, but others matter more. - Category-killers are rare and driven by pre-exis

First of all, don’t call it luck, call it chance. It’s a major component, no doubt, but others matter more. - Category-killers are rare and driven by pre-existing relationships and a huge blob of chance. Your odds of being one are indistinguishable from zero. You can’t compete head-to-head against them, so don’t try. Carve a niche, guard it relentlessly and have a nice life. - Make some smart, high-profile customers so happy they never want to change. They get the benefit of nearly custom work, which you can also sell to others, reducing everyone’s technology and business risk. - Follow the way of the three P’s: Patience, Persistence, Politeness. Tattoo them on your hand if you have to.