Product details

The case profiles Sujay Jaswa, VP of Business Development at the enterprise software company Dropbox, along with the company’s 'freemium' business model and Dropbox’s sales organisation to date. The case discusses the mechanics of a freemium product offering, as well as Dropbox’s sales activities to date, which have largely been automated and emphasise inside online sales. With the product’s evolution, the company’s continued growth, and a shifting customer profile, Jaswa deliberates whether a change to the company’s sales organisation is merited, and if so, what the structure of such an organisation should be. In particular, Jaswa debates whether the company has reached a point in its life cycle that requires an 'outbound', direct sales force.