In positioning the Dropbox Partner Network program to potential prospects, I would focus on four key areas: market influence/brand awareness, success to date, product features/benefits, and partner profitability.

MARKET INFLUENCE & BRAND AWARENESS: With over 300 million users and 4 million businesses already using Dropbox, partners have the opportunity to work with a brand customers already know, like, and trust. Aligning with an innovative, growing business like Dropbox gives resellers a unique opportunity to provide reliable, cutting-edge technology to their valued end customers.

SUCCESS TO DATE: From Spotify to Kayak as direct customers — to Dell and Samsung as channel partners — Dropbox has a solid proven track record of success. Providing solutions that work for consumers and businesses alike is a fundamental core of Dropbox’s mission; and demonstrating this success through case studies is a key way I would demonstrate the potential for partners to win big (e.g. “Partner X drove Y% incremental revenue in its first year as a Dropbox Partner, acquiring 25X more new customers than the previous 5 years combined, through providing our enterprise solution for sharing, storing, and collaborating.”)

PRODUCT FEATURES & BENEFITS: Effectively demonstrating the value Dropbox brings to users over other competitors is another vital message in positioning the partnership network. What is it that makes Dropbox different, and how can we prove productivity suites are not just a commodity? I would focus specifically on the incumbents, Microsoft 365 and Google Apps, to craft an air-tight story on why the benefits Dropbox offers can create solutions customers want to buy; and not just another SKU for reps to sell. And while core product features are important to highlight (e.g. Dropbox is compatible with more OSes than anyone else) — I would show why this is a valuable solution vs. just a feature (e.g. this allows customers to work anytime, anywhere).

PARTNER PROFITABILITY: Joining the Dropbox Partner Network does not just make for an opportunity for partners to align themselves with an innovative, growing business — but also to directly affect their bottom lines. With a competitive revenue sharing model beginning at 15% and decreased server management/maintenance costs, partners can expect increased profits as well as more time to invest in what they do best.

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