Dropbox Business

Modernizing Legacy Tech with Dropbox

Rob Lai– Dropbox

Partner Account Manager, Americas

Industry trends

Dropbox Business overview

File Servers moving to the cloud

Services & recurring revenue opportunities

Q&A

Collaboration

Data Systems

Unstructured Data Growth

Content lives in silos

File servers, apps, emails, the web

Teams rely on each other

Workflows span teams on the inside and

outside of organizations

Business Unit level decision

making

Centralized vs. End User led

1 2 3

The Changing IT Landscape

• 50% of software revenue will be made on SaaS by the end of 2017 (Canalys)

• Hardware spend is predicted to decline to 28 percent of [an organization’s IT] budget (CRN)

Top 5 Companies, Worldwide server Systems, Q1 2017

The Changing IT Landscape

• 35% of SMBs need help on File Server Migration

• 31% (+4 points YoY) of SMBs have one (14%) or zero (17%) IT personnel

• 30% of SMBs have experienced security incidents (ransomware: 18%)

• 81% of SMBs are not coping with working style improvement/innovation

Source: Dell/EMC (Dec 17 — Jan 18 )

Collaboration

“The strength that comes from human collaboration is the central truth behind civilization’s success”

-Edward Glaeser

Professor of Urban & Social Economics,

Harvard University

Rob LaiPartner Account Manager, Americas

Unleashing the

world’s creative

energy by

designing a more

enlightened way

of working

Channel Success Factors Dropbox

Large Opportunity

Easy to Sell

Easy to Add Services

High Margin

What we hope to Accomplish

Fastest SaaS company to reach $1B Revenue run rate

Media Tech ConstructionEdu CPG/Retail Industrial Regulated

300,000+ Companies Trust Dropbox Business

Scaling collaboration

with Dropbox Business

● DBX Platform

● Third-party

integrations

● Dropbox Badge

● Security integrations

● Enterprise mobility

management (EMM)

● Integration and

development support

Best-in-class integrations

● Cross-platform

support

● Offline folders

● Team folders

● Smart Sync

● Version history

● Deletion recovery

● Full text search

● OCR

Centralize team activity

● Admin Console

● Granular access

controls

● Remote device wipe

● Two-factor

authentication (2FA)

● Single Sign-On (SSO)

● Company-managed

groups

● Audit log

● Account capture

● Network control

Enterprise-grade security

● Dropbox Paper

● Showcase

● File previews

● Commenting

● Annotations

● Secure links

● Notifications

● Viewer info

● Viewer history

Work better together

What is Dropbox Business?

Huge Momentum in Enterprise Features

Remote wipe

Password protected links

Expirations for shared links

View-only shared folders

File version

History backup

Onboarding/offboarding

Granular folder permissions

Custom branding

Admin sync manager

Smart Sync

Two-account

Sharing audit logs

Active Directory connector

Single sign-on

Account transfer

Platform agnostic

Peer-to-peer LAN sync

Remote logout

Salesforce integration

Sign in as

Team Folder for Enterprise

Native Office 365 integration

Active directory connector

Permanent deletion controls

Shared folder API

Tiered admin controls

Automated provisioning

Enterprise installer

Managed Groups

Dropbox Badge

Domain Management

Open with

Admin onboarding

Dropbox for Business API

Accelerated migration

Member page pagination

Team merge tool

File Requests

Adjustable bandwidth usage

Universal 2 factor

Enterprise Mobility

Management

Secure architecture

File encryption

• At rest (256-bit AES)• In transit (SSL/TLS)

Architecture

• Multi-layered security• Separated file data and metadata• 4MB blocks distributed

Certifications

• SOC2/SOC3• ISO 27001, 27018• GDPR• HIPAA/HITECH support• Electronic Frontier Foundation

SSL/TLS

SSL/TLS

Storage Servers Metadata Servers

Storage Service

File data stored in encrypted blocks

Metadata Servers

NameImport Document

Location/files/work

Last changed09/03/13

File type .DOC

Etc.

Stores information about your files but not the files

themselves

Database

Notification Service

Processing Service

Encryption and application service

Multiple Devices

Storage Systems Architecture

File Server

Modernization

Work anywhere, anytimeDropbox makes all files securely available, no

VPN required. Teams can even collaborate

offline.

Stay in syncAlways share the most up to date version of

teams, partners, and customers.

Integrate with appsDropbox works without limitations on all the

devices your customers’ teams work on.

Protect customer dataFiles get an instant upgrade in protection,

because everything put in Dropbox is stored

on a distributed, reliable cloud infrastructure.

Smart Sync

See all your work from

your desktop.

Files take up very little space until you

need them.

Access to everything is

just a click away.

Open a cloud-only file and it will sync

automatically,

Works where you do.

On Windows and Mac, even if you’re not

on the latest version.

Every file and folder you have access to in Dropbox is accessible right from your desktop,

even if you have more in the cloud than you could fit on your hard drive.

Team

Folders

Sync Business

• Assign Roles: Team admins can assign the

group a role within the team folder

• Granular permissions: Enhanced sharing

controls let admins manage membership

at the team folder or sub-folder level.

Individual Folder

Syncs devices

Shared Folder

Syncs groups

Team Folder

Syncs businesses

Evolution of the different folders in Dropbox

Ramsomware

Recovery

Version History

Individual files

Entire Team instances

Machine

Learning

OCR

Full Text Search

Physical data Ingestion

Dropbox Platform

2B Dropbox API calls per day

Ecosystem of best-in-class security solutions

Data Loss Prevention / CASB Data Migration Identity and Access Management Rights Management

EMM

eDiscovery and Legal Hold

SIEM and Analytics Network Control

Dropbox + Microsoft integration

Office client

• Collaborate within any versionof Office with Badge.

Office mobile

• Open and save files directlyfrom Office mobile orDropbox.

Office online

• Edit Dropbox files in thebrowser with Office Online.

30

+

Microsoft + Dropbox

Tens of billions of Adobe

files in Dropbox

Adobe + Dropbox

Autodesk + Dropbox

For decades, Autodesk has enabled designers, engineers, and construction teams to build their best work. And when they need access to

those files in the field or on the go, organizations turn to Dropbox Business for anytime, anywhere editing and collaboration. Together,

Dropbox and Autodesk provide a best-of-breed solution for users who want to build and share their work with the world.

• Upload and share photos directly from the worksite

back to the office to keep a record of progress and

track changes with unlimited version history.

• Preview DWG files in Dropbox

• Streamline approvals with native commenting to

keep stakeholders up to date.

Increase productivity

• Delta, LAN, streaming sync technology allows

Dropbox to sync files quickly and reliably, whether

you’re in the office or on site.

• Maintain a central repository by storing all files, not

just CAD files, in one place, so your team can spend

more time working on their files and less time

searching for them.

Sync large files faster

• 256-bit AES encryption protects data in transit and at rest,

so your most important IP is always protected.

• Comprehensive audit logs give IT the tools to monitor

internal and external sharing proactively.

• Remote wipe and account transfer enable IT to recover

data from external contractors and clients once projects

are finished.

Secure your creative work

“In our mobile-first and cloud-first world, people need easier ways to create, share and collaborate regardless of their device or platform. Together, Microsoft and Dropbox will provide our shared customers with flexible tools that put them at the center for the way they live and work today.”

- Satya Nadella, CEO of Microsoft

Personal Storage

•Personal file sync & share

•For documents with limited scope or lifecycle

Team Storage

•Team site/library oriented structure

•On premises and Online versions

Cloud File Storage

•Hybrid cloud storage with no file sync or sharing

•Supports Large data sets, file sizes & programmatic access

On Premise File Server

Microsoft Storage Systems Architecture

Move beyond file storage

• Provide offline access to shared folders

• Share externally – no account necessary

• Password-protect and set expiration for shared links and folders

Dropbox & Office 365

Dropbox OneDrive SharePoint Azure

External Sharing ✔ ✔ ✔ ✕Short-Term Document

Lifecycle ✔ ✔ ✕ ✕

Larger than 15GB ✔ ✕ ✕ ✔Hierarchical Folder

Structures ✔ ✔ ✔ ✔

Team Ownership ✔ ✕ ✔ ✕Long-Term Document

Lifecycle ✔ ✕ ✔ ✔

Team Folders let admins

consolidate and organize all

content based on team

structures with appropriate

sharing controls

Use Case Comparison

Access Comparison

1. One place to access all of your files

• Single destination for all of your content

• Allows for unlimited file upload size and team ownership

✕ OneDrive has specific use case scenarios

✕ Requires SharePoint for larger file size and team

ownership

2. Access anything anywhere

• Access all your files from the desktop with Smart Sync

• Works on Mac and is fully backward-compatible

✕ OneDrive Files On-Demand is not available on Mac

✕ Requires the newest version of Windows 10

3. Richer collaboration

• In-line comments

• Dropbox Badge

✕ Limited document previews

✕ Poor commenting experience

4. Superior desktop sync

• Up to 3X faster download and up to 7X faster upload

• Delta, LAN, and Streaming sync

✕ OneDrive has a 15GB upload limit

✕ OneDrive does not offer Delta, LAN, and Streaming sync

Summary

• Data migration• Custom solution

development

• Deployment &

implementation

• Business & workflow

transformation

• Training, learning

& communication

plans

• IT consulting, enterprise

architecture, software

support

Service type

examples

The Changing IT Landscape

• 35% of SMBs need help on File Server Migration

• 31% (+4 points YoY) of SMBs have one (14%) or zero (17%) IT personnel

• 30% of SMBs have experienced security incidents (ransomware: 18%)

• 81% of SMBs are not coping with working style improvement/innovation

Source: Dell/EMC (Dec 17 — Jan 18 )

CRN 500 led File Server Modernization

End Users

File Server

Migration of

300GB

Benefits

Control over devices & Improved Security

Reduced Capital and Operating Costs

Consolidation of server room

No local storage restrictions

Greater flexibility and mobility

Predictable Cost Structure

1.3 TB of data in Dropbox now

Dropbox

Growing your Margin

ASP of Opportunity:

Users: 50 Advanced Server Integration

Amount of Data: 2 TBs

Timeframe: 2 weeks

Licenses MSRP: $16,500

Licenses Gross Profit: $3,300+

With Data Migration: Additional 20%-50% margin on services

Standard Advanced Enterprise

Target customer

Organizations needing powerful

storage, sharing, and

collaboration tools

Organizations seeking more

sophisticated admin, audit, and

integration features

Larger organizations requiring scalable

custom solutions with individualized

support

Pricing (MSRP)

(assumes annual contracts)$12.50 / user / month $20 / user / month Custom Pricing

Team storage included 2 TB As much space as needed As much space as needed

Business end-user features

Team space and core

admin features

Admin control features

Enterprise-level control

API access

Unlimited API access for SIEM, DLP,

IDM, DRM, and dozens of

partner categories;

25,000 included API calls / month for

data transport

Unlimited API access for SIEM, DLP,

IDM, DRM, and dozens of

partner categories;

25,000 included API calls / month for

data transport

Unlimited API access for SIEM, DLP,

IDM, DRM, and dozens of

partner categories;

25,000 included API calls / month for

data transport

Channel Success Factors Dropbox

Large Opportunity

Easy to Sell

Easy to Add Services

High Margin

What we hope to Accomplish? Review

Next Steps Register for the Dropbox Partner Network

SPIFF and Domain Analysis

“The strength that comes from human collaboration is the central truth behind civilization’s success”

-Edward Glaser

Professor of Urban & Social Economics,

Harvard University

Appendix

Standard Advanced Enterprise

Target customer

Organizations needing powerful storage,

sharing, and

collaboration tools

Organizations seeking more sophisticated

admin, audit, and integration features

Larger organizations requiring scalable

custom solutions with individualized

support

Pricing (MSRP) (assumes annual contracts)

$12.50 / user / month $20 / user / month $25 / user / month

Team storage included 2 TB As much space as needed As much space as needed

Business end-user features

Team space and core admin features

Admin control features

Enterprise-level control

API access

Unlimited API access for SIEM, DLP, IDM,

DRM, and dozens of

partner categories;

25,000 included API calls / month for

data transport

Unlimited API access for SIEM, DLP, IDM,

DRM, and dozens of

partner categories;

25,000 included API calls / month for

data transport

Unlimited API access for SIEM, DLP, IDM,

DRM, and dozens of

partner categories;

25,000 included API calls / month for

data transport

Pitch this, if that

Pitch Standard Advanced Enterprise

Customer Scenario

• Simple team usage

• Needs less than 2 TB

of storage

• Needs basic security features

and

admin controls

• Needs access to sophisticated

admin features such as tiered

admin roles, invite enforcement,

and device approvals

• Needs more audit and security

features

• Wants to streamline onboarding

(Account capture)

• Needs high-level security, admin

and audit features such as

EMM,

Network Control

• Wants customized support and

integration solution

Deliver mobile productivity and simple collaboration together.

Simplify collaboration

• In-line commenting streamlines approval processes, so you can ship work faster.

Stay productive anywhere

• The Office and Dropbox mobile apps include two-way integrations for easy editing and sharing between apps.

Improve ROI through adoption

• Provide teams with the tools they love, with no training required— resulting in high adoption rates and better control over company data.

02

Why teams use Dropbox Business with Microsoft Office 365

+

03

Dropbox + Microsoft integration

Office client

• Collaborate within any version of Office with Badge.

Office mobile

• Open and save files directly from Office mobile or Dropbox.

Office online

• Edit Dropbox files in the browser with Office Online.

+

“We wanted what people felt most comfortable with from a user, security, and deployment perspective. It needed to work well with Macs, PCs, smartphones, all of the above. It brought us back to one answer, which was Dropbox.”

-Chris Pesola, Director of IT, Plex Systems

Annual cost savings in the six

figures and more time for

strategic projects.

Sales closes more deals by accessing

collateral and contracts on mobile

devices.

Stronger security oversensitive

data when a device is lost.

04

Dropbox + Microsoft customer testimonial

Results

+