Cloud file sharing specialist Dropbox Inc. is closing a significant gap in its B2B strategy this week with the unveiling of a new channel program to give resellers better incentive to add Dropbox services to their practices.
The new Dropbox Partner Network allows partners to resell, manage, and support its Dropbox for Business offerings customized to their clients’ specific needs, according to company officials.
“We wanted to match the demand we were seeing from MSPs and resellers,” Dropbox channel chief Adam Nelson told Channelnomics. “We’ve had thousands of inbound requests for a program like this.”
Nelson said the vendor has been working with about 150 early-adopter partners to fine tune the program. DPN currently offers a simple, single-tier reseller program that allows registered partners to subscribe to Dropbox services at a discount and set their own prices. While the service cannot be white-labelled at this time, DPN partners will own the client relationship and billing and will deliver Tier-one support for the life of the contract, Nelson said. Updated management functionality will allow partners to manage multiple Dropbox accounts from a single dashboard.
The Dropbox reseller program includes access to a dedicated account manager as well as deal registration and new training sales and marketing materials. The support materials are available through a revamped Reseller Portal.
The company is currently piloting a referral program as well, officials said.
Nelson said the short-term goal is to get another 150 partners into the program. “As we grow, we want to make sure we’re scaling our team internally,” he said.
“We’ve worked closely with the Dropbox team as they built out the Dropbox Partner Network, and we’ve been impressed by their dedication to the program,” said Rajan Kapoor, director of technology at New York-based MSP Cartwheel. “Our clients all know Dropbox, and we’re excited to now have the tools to bring Dropbox for Business to them in a way that fits their business needs.”
Dropbox Vice President of Sales Kevin Egan said his company has been serious “about making Dropbox not just a service that’s about consumers, but one that for enterprises as well,” said. “We’re excited about the pace of innovation and uptake.”
Dropbox B2B Aspirations Go Through the Channel
The channel piece begins to solve one of the last remaining issues obstructing the steady progress Dropbox has made in evolving into a more business-focused service. In april, Dropbox rebranded its Dropbox for Teams as for Dropbox for Business and introduced some enhanced security features with new single sign-on capabilities.
Dropbox has attracted more than 200 million users in the consumer market and built a $4 billion valuation by giving away its cloud-based storage and file-synchronization services. It’s no small wonder the company would want to parlay that success with an expansion into the B2B market — a space dominated by its more business-focused rival Box Inc. — to accelerate sales growth and market coverage to bolster fiscal health and support its massive valuation.
In addition to Box and Dropbox, others in the market include SugarSync Inc., Egnyte Inc., ShareFile and Syncplicity LLC. Arguably, Microsoft Corp.’s SkyDrive and Google’s Drive fall into the file-synchronization category. Several security vendors, including F-Secure Corp. and Trend Micro Inc., have given the space a whirl recently with business-targeted offerings touting their security-focused pedigrees.
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