28 01732 759725 Tech Live 2023 products will return to us to explore more options and in some cases acquire the full Dropbox suite. When customers come to us via our local channel partners, they tend to have a clear aim, which often stems from conversations they have had around digital transformation or boosting productivity – two challenges that Dropbox is uniquely positioned to solve. Typically, we find these customers will implement a wider product offering from the start, having seen the value that different parts of our suite provide when used together. TL: What role do partners play in the Dropbox route to market? TB: Channel partners are an essential part of our route to market and play a key role in our mission to drive greater productivity for our customers. Correctly managing and understanding how each channel partner contributes to business success and what we can do to support them is key to making these partnerships work. Partners don’t just support our sales, they allow us to understand the wider landscape and evolving business models, including the growing adoption of as-aservice solutions, which enables us to be strategic about our route to market. In addition, thanks to hybrid working, partners now have increasingly remote and distributed workforces, meaning they’re able to hire people with new skill sets to support customers locally, rather than through central hubs. More localised support helps us better understand customers’ unique needs and challenges. TL: What do you see as the key attractions of Dropbox for technology resellers? TB: Dropbox has many attractions for technology resellers, but if I were to pick the top five, they’d be: q Additional recurring revenue: Reselling the Dropbox portfolio allows you to increase your revenues and make money from your own services. w Ease of use: Dropbox has been, and always will be, easy to deploy, use and maintain, freeing customers’ IT teams to spend their time tackling bigger issues, rather than implementing Dropbox, managing training or troubleshooting. e Integrations: In today’s world of work, content is scattered across hundreds of different tabs and applications, forcing 69% of workers to spend up to 60 minutes per day navigating between apps (source: RingCentral, From Workplace Chaos to Zen, 2018). This loss of time and focus is aggravated by a lack of seamless integration between products. At Dropbox, we’ve always prioritised integrations and connected third party applications to support user workflows and reduce the amount of time customers spend context-switching and searching for content. r Suite of tools: Dropbox has always been known as a storage company. However our suite of tools enables our customers to ‘do more than store’, supercharging teams’ ability to prioritise, collaborate, get organised and keep work moving — from anywhere. t Our new Go To Market Hub: Partners TechLive (TL): How would you characterise Dropbox’s product offering today? Tim Britt (TB): You may know Dropbox as a cloud storage company, and many of our users did start out by entrusting us with their family photos over a decade ago. But over time they started taking Dropbox into the workplace, and today Dropbox provides tools to help distributed teams prioritise, collaborate, get organised and keep work moving – from anywhere. To do this, Dropbox has become a multi-product company that offers a suite of tools ranging from our e-Signature solution, Dropbox Sign, to our secure document analytics tool, DocSend, that makes it easy to find, organise and manage all your work – right from Dropbox. Our aim is to help our customers unlock greater productivity and find more time for the work that really matters. A product like Dropbox Replay, for example, enables customers to edit and deliver video content faster, while the recent launch of Dropbox Dash, our AI-powered universal search tool, helps our customers to get more value from their content. TL: What is the typical customer journey? Presumably some will have started out with one tool and added to that over time, while others will have taken more of a greenfield approach, perhaps implementing Dropbox as part of a digitalisation programme? TB: For some, the journey starts with a standalone product, such as DocSend or Sign. These are gateway products, and down the line many users of these For many, Dropbox is synonymous with cloud storage and file synchronisation. Yet, there is much more to the company than that. In this Q&A, UK Channel and Sales Director Tim Britt explains how Dropbox has expanded its offering over the years to provide customers with a suite of tools that can power successful digital transformation and help overcome the challenges faced by today’s distributed work teams Q&A 23 ICT · MANAGED IT · MOBILE · PRINT exhibiting at Tim Britt
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