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Inside Dropbox’s Sales Culture — The Information
As a result of his hiring, several former Salesforce executives identified with the old-fashioned approach have been pushed a layer down on the organizational chart, below Mr. Hansen. And the company has sent the signal that in the future, Dropbox will put more emphasis on landing so-called “channel” deals, where partners like Japan’s Softbank and Dell help sell Dropbox for Business. At Microsoft, Mr. Hansen oversaw $6 billion to $9 billion worth of similar deals, a person familiar with the company said. [...] Its success in generating a sustainable profit will determine whether it can go from being a big unicorn to an even more valuable public company.
SAAS  DropBox  Box  Salesforce  Microsoft  SME  SMB  Mittelstand  operation  operations  operating  margin  lock-in  B2B  Silo  Platform  B2C 
august 2015 by asterisk2a

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