Dropbox Business plans sales guide - Guide to selling the new Dropbox Business plans
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Dropbox Business plans sales guide Guide to selling the new Dropbox Business plans
Table of contents
Localized pricing. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Core plan messaging and feature checklist. . . . . . . . . . . . . . . . . . . . . . 7
Integration SKU options. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
Reactive messaging FAQs. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 3Localized pricing Storage packs — only with Server Integrations
• Paid add-on to Server Integration options
• Additive to team’s included storage
Standard
• Packs are non-stacking (customers can upgrade from one to the next)
Annual-as-monthly Annual Monthly
• Plan to revisit amounts and prices in mid-2017, to check for required adjustments
USD $12.50 $150 $15
EUR €10 €120 €12
Monthly*
GBP £10 £120 £12 Storage amount Annual Self-serve ok?
[backend only]
CAD $17.50 $210 $21
10 TB $500 $5,000 Yes
AUD $17.50 $210 $21
50 TB $2,500 $25,000 Yes
JPY ¥1,250 ¥15,000 ¥1,500
200 TB $10,000 $100,000 No (direct/call-for only)
500 TB $25,000 $250,000 No (direct/call-for only)
1,000 TB $50,000 $500,000 No (direct/call-for only)
Advanced
5,000 TB $250,000 $2,500,000 No (direct/call-for only)
Annual-as-monthly Annual Monthly
[*backend only; not
Annual vs. monthly Yes
USD $20 $240 $25 exposed in UI]
EUR €15 €180 €18 [Patrick Doyle, +
Discount matrix [WIP] [link] [link]
StratFin, + REO]
GBP £15 £180 £18
FX conversions =Annual * 1/10 multipliers below
CAD $27.50 $330 $33
Note: Staff-approved storage amount at 70% GM. Prices below are final—rounded for clarity.
AUD $27.50 $330 $33
JPY ¥2,000 ¥24,000 ¥2,400
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 5FX conversions (annual)
Core plan messaging and
Currency USD AUD CAD EUR GBP JPY
Multiplier 1.00 1.40 1.30 0.80 0.70 100.00
feature checklist
10 TB 5,000 7,000 6,500 4,000 3,500 500,000
50 TB 25,000 35,000 32,500 20,000 17,500 2,500,000
Messaging by plan
200 TB 100,000 140,000 130,000 80,000 70,000 10,000,000 Starting January 2017, Dropbox Business will consist of three plans: Standard, Advanced,
and Enterprise. These new options will better meet customers’ needs by offering more
500 TB 250,000 350,000 325,000 200,000 175,000 25,000,000 choice and flexible pricing. Here’s how to talk about the new plans with your customers:
1,000 TB 500,000 700,000 650,000 400,000 350,000 50,000,000
5,000 TB 2,500,000 3,500,000 3,250,000 2,000,000 1,750,000 250,000,000
FX conversions (monthly = annual * 1/10 )
Currency USD AUD CAD EUR GBP JPY
Standard Advanced Enterprise
Multiplier 1.00 1.40 1.30 0.80 0.70 100.00
10 TB 500 700 650 400 350 50,000
$12.50 $20 $25
50 TB 2,500 3,500 3,250 2,000 1,750 250,000 /user, starting at 5 users, /user, starting at 5 users, /user, starting at 5 users,
billed annually billed annually billed annually
200 TB 10,000 14,000 13,000 8,000 7,000 1,000,000
500 TB 25,000 35,000 32,500 20,000 17,500 2,500,000 Standard offers powerful new Advanced offers powerful Enterprise offers scalable
collaboration and sharing new collaboration and sharing controls and customized
features combined with essential features combined with more support designed to maximize
1,000 TB 50,000 70,000 65,000 40,000 35,000 5,000,000
admin tools and a generous sophisticated admin tools and productivity and security for
amount of included storage. as much space as you need. large businesses.
5,000 TB 250,000 350,000 325,000 200,000 175,000 25,000,000
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 7External messaging
Core message
We’ve built an even better Dropbox Business,
offering customers more choice with new plans
and pricing designed to meet their team’s needs.
Key message 1
We’re adding value for our business customers
• Dropbox reimagined to help your business stay ahead of
the curve
Key message 2
We’re updating our business and plans pricing
• A more flexible Dropbox to meet your business needs,
from startup to enterprise
Key message 3
We’re taking care of our existing business customers
• Access to all Advanced features for an entire year, at your
current price
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 9What’s included in each plan Active Directory connector
Audit logging, filtering and exporting 200+ events
SKU Feature Differentiation Advanced admin controls (sign in as user, device approvals,
domain verification, subdomain verification, etc.)
Tiered admin roles
Standard Advanced Enterprise
Invite enforcement
2 TB As much as As much as
Included space
(2,000 GB) you need you need
Single sign on (SSO) integration
Best-in-class sync technology
Device approvals
256-bit AES and SSL encryption
Enables HIPPA compliance
Dropbox Paper
Account capture
120 days of version history and file recovery
Network control
MS Office 365 Integration
Smart Sync Enterprise mobility management (EMM)
Team folder
Domain insights
Granular permissions
Integration and development support
Unlimited API access to platform partners
Advanced training for end users and admins
API access for data transport use cases (25,000 calls/month)
Assigned account success manager
Requires two-factor authentication
User management 24/7 phone support
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 11Dropbox Business Advanced server
Dropbox Business Advanced
integration
Provides powerful storage, sharing, and For customers with complex data
collaboration tools to improve team integration and migration needs, when
productivity planning a scaled data transport into
Dropbox
Pricing $20/user/month $20/user/month
Features Dropbox Business Advanced feature Dropbox Business Advanced feature
set including: set including:
• Smart Sync • Smart Sync
• Team Folder • Team Folder
• Dropbox Paper • Dropbox Paper
• Device approvals • Device approvals
• Audit logging, filtering, and • Audit logging, filtering, and
exporting 200+ events, and exporting 200+ events, and
two dozen file events two dozen file events
• Sign-in as user • Sign-in as user
• Invite enforcement • Invite enforcement
• Domain verification and • Domain verification and
Integration SKU options
subdomain verification subdomain verification
Storage As much space as you need Capped, expandable team storage:
• 5 TB team storage for up to 50 users
Comparing the Advanced plan vs. the Advanced • 10 TB team storage for
up to 100 users
Server Integration plan • +10 TB team storage for each 100
additional users
With the Advanced Server Integration plan, customers can take advantage of features Additional storage available via
add-on packs
such as Smart Sync, Dropbox Paper, and powerful admin controls built for IT departments
requiring more control like invite enforcement, domain verification, and device approvals. API access Get unlimited API access to hundreds Unlimited API access for all
of thousands of partners, including integrations, including data transport
SIEM, DLP, IDM, and DRM use cases. use cases
This option extends the Advanced plan for Dropbox Business by allowing you to carry out
complex data transport processes as you transfer data into Dropbox. It also shifts you to Transfer data from your existing
a tiered storage model with generous quota levels designed for large-scale use cases. solutions with 25,000 included API
calls per month for data transport use
cases.
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 13Do custom applications not doing data migration count towards an API limit? Or are we • All API apps are subject to this limit except those on a whitelist that will be maintained
tracking specific API calls from business applications? by partnership team. The whitelist will include all the known app IDs for premier and
showcase partners in all categories except data transport (essentially data migration:
Tervela CFP, SkySync, Mover.io, BitTitan).
Answer 1
• Note that the whitelisted apps are not themselves expected to call the upload endpoints
Customers will have unlimited API access to partners such as SIEM, DLP, IDM, DRM, and above the monthly limit. Rather the whitelist exists to primarily protect this apps from
other third-party solutions. The 25,000 API calls/month limit only applies to data transport other apps that might contribute to the team-wide cap. Note that user-linked apps also
use cases such as: contribute to the count: we don’t want the team-linked DLP integration to stop working
because one team member has linked an app that’s starving the entire team’s upload
• Data migration and on-premises backup partners—Assists in transferring large
quota.
amounts of data between locations and securing sensitive information with on-site data
backup • There is no blacklist
Answer 2
For custom apps, only certain v2 endpoints will be metered—specifically the upload Selling framework and probing questions
endpoints. All other endpoints can be used without limit (though current rate limits still
apply). The metered endpoints will be called out as such in the developer documentation to
avoid confusion. Selling framework for new plans
• The ‘data migration’ claim is backed by certain endpoints which are used to put data into
Dropbox quickly. By default, things will count unless we explicitly whitelist them.
Is the Standard plan sufficient
for this customer?
• This cap (25,000 calls/month) applies only to API v2 upload endpoints, specifically:
Yes No; need Advanced/Enterprise
/files/upload
Do they need the “Integration
Pitch Standard plan
Option”?
/files/upload_session/start
Not applicable Potentially applicable
/files/upload_session/append_v2
This step must be
Pitch the regular Advanced or Is this customer a fit for the completed by SA,
/files/upload_session/finish
Enterprise plan “Integration Option”? Service, or Channel
Partner
/files/upload_session/finish_batch
Not the best option Best option
Pitch the regular Advanced or Pitch the regular “Integration
• Calls to all other endpoints are not included in the count. Enterprise plan Option” (Adv. or Ent. plan)
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 152 Determine if “Server Plans” might be an option
Questions to ask:
• Are you technical or do you work with someone who is technical (i.e. channel partner)?
• How many TB of data are you planning to move to Dropbox?
• How many files are you looking to move to Dropbox?
• How were you planning to migrate the data over?
To determine if your customer is a better fit for • How quickly are you looking to migrate this data over to Dropbox?
the Server Integration plans, start by asking the
questions below.
3 Confirm that “Server Plan” is the best option
1 Determine “fit” amongst core set of business plans
*This step must be completed by an SA, Service, or Channel Partner*
Questions to ask: Questions to ask:
• What is the size of your team? • What data migration partners do you work with?
• What is your primary use case for Dropbox? • How many TB of storage do you need in Dropbox?
• How much data do you have/are you planning to store in Dropbox? • Do you have an idea of your API usage per month?
• Where are your files you plan to move into Dropbox stored today? • What types of activities do you use API integrations for?
• Do you have an IT specialist/department that would be managing this deployment?
• What types of admin controls do they expect to have?
• Are you planning to deploy Dropbox wall-to-wall?
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 17Reactive messaging FAQs
Email timeline:
• Launch email: Jan. 30th
• 45 day reminder: March 17th
• 83 day reminder: April 24
• 90 day deadline: May 1st
What’s changing with Dropbox Business?
We’re replacing our existing Dropbox Business and Dropbox Enterprise plans with three new plans: Why is Dropbox making these changes?
• Standard offers powerful sharing and collaboration tools, with 2 TB of team storage included
We’re listening to our customers who asked for more flexibility in buying Dropbox Business. Now
• Advanced adds sophisticated admin, audit, and security tools, with as much space as you need
you can select the admin tools, storage levels, and support services that are right for your team.
• Enterprise provides scalable solutions with customized support, and as much space as you need
Our new plans are designed to let you better tailor Dropbox to your business
Is the price changing for EDU?
needs. Check out our plans page for more information on each plan.
No change to EDU from where it’s at today:
What’s changing with extended version history? • Pricing: $49/user/year, with a minimum of 300 users
• Storage: 15 GB of shared storage space for each user(minimum of 300 users)
EVH is changing from unlimited to 120 days across Standard, Advanced, and Enterprise.
Existing customers will have 90 days to opt-in to keep their unlimited version history. • Features are exactly the same as Advanced
How customers can opt-in to keep extended version history: • Version history is moving from 1 year to 120 days, but existing customers will have the
1. Click on email—once they click, it will confirm they’ve opted to keep unlimited EVH, or opportunity to opt-in to keep their 1 year of EVH through email comms post-supernova
2. Click on option from admin console
When do the new plans take effect for existing customers (annual plan)?
Is EVH changing for EDU customers as well?
If you’re on our annual plan, our new plans take effect on your annual renewal date in 2018 (e.g., If
your renewal date is December 31, then your new plan will take effect December 31, 2018). Until
Yes, EVH will be moving from 1-year to 120 days of EVH.
then, your existing plan will remain the same, with no changes to your pricing or storage.
Existing customers will have 90 days to opt-in to keep their 1 year of version history.
How customers can opt-in to keep extended version history:
As an existing customer, you have immediate access to all Advanced plan features starting today at no
1. Click on email—once they click, it will confirm they’ve opted to keep unlimited EVH, or additional cost. Explore all the advantages at the same price you’re paying now until your 2018 renewal.
2. Click on option from admin console
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 19When do the new plans take effect for existing customers (monthly plan)? What happens when the new plans take effect?
On your renewal date in 2018, you’ll be renewed on our Advanced plan
If you’re on a monthly Dropbox Business plan, our new plans take effect on your first monthly renewal date in and pricing unless you select a new plan before then.
January 2018 (e.g., If your renewal date is on the 29th of the month, your new plan will take effect on January
29, 2018). Until then, your existing plan will remain the same with no changes to your pricing or storage.
As an existing customer, you have immediate access to all Advanced plan features starting today at no I’m not currently a Dropbox Business customer. Can I sign up for one of the
additional cost. Explore all the advantages at the same price you’re paying now until your 2018 renewal. new plans today?
Yes, new customers can purchase one of our new plans today. Check out our plans page to learn more.
I’m ready to select my new plan now. How do I do that?
Your plan and pricing will not change until your 2018 renewal date. If you’d like to
How much storage do I get in the new plans?
select your 2018 plan now, you can do so anytime from the billing page in the Admin
Console by logging in as the administrator of your Dropbox Business account.
There is no change to your storage if you choose the Advanced or Enterprise plans—with these
plans, you will continue to get as much space as you need. With the new Standard plan, you get 2
TB of pooled storage included with your plan. Check out our plans page for more information.
If I’m an existing customer, will my pricing go up?
If you select the Standard plan, your pricing will remain the same. If
Can I purchase additional storage on the Standard plan?
you select the Advanced plan, your pricing will increase.
We’ve limited storage levels (and admin features) in our Standard plan to offer a more basic option
for customers looking for a powerful collaboration solution that improves team productivity and
Why is pricing going up in some plans?
makes it easy to add new users. If you need more storage, we recommend the Advanced plan,
which gives you as much space as you need, as well as additional admin and support tools.
The pricing changes in some plans reflect the value we’re adding to Dropbox Business with
the launch of today’s new features and products. In our Advanced plan, we’ve added powerful
new admin features like device approvals and sub-domain verification to give you even greater What app integrations are available with the new plans?
control over your data. Other new features and products launching today like Smart Sync,
Dropbox Paper, and our redesigned web interface are included in all three plans.
We’re offering unlimited API access to business apps in productivity, SIEM, DLP, IDM,
DRM, and other third-party solutions. For data transport use cases, we’re including
The pricing changes enable us to continue to invest in building innovative
25,000 API calls/month in our Standard, Advanced, and Enterprise plans. Our Advanced
solutions that will bring more value to your business.
and Enterprise plans will continue to come with as much space as you need.
If you need to transport large amounts of data on an ongoing basis, contact your
Dropbox account representative to discuss options to extend your API access.
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 21Why are there limits on some API actions? I’m currently on the Dropbox Education plan. What’s changing with my plan?
If you’re an educational institution on our Dropbox Education plan, your pricing and storage
Limiting types of API actions related to large-scale data transport use cases ensures we levels will not change when the new plans take effect in 2018. You’ll get all the new
can continue to offer as much space as you need in our Advanced and Enterprise plans. If features included in our new Advanced plan today along with the other features Dropbox
you need to extend your API access, contact your Dropbox account representative. is launching. Whether you’re an existing or new Dropbox Education customer, you’ll still
be able to purchase the Dropbox Education plan when the new plans take effect.
What new features are available to me today?
What’s happening to my extended version history and unlimited deletion recovery?
You can immediately gain access to our newly launched products and features, including
Smart Sync, Dropbox Paper, file collaboration enhancements, and our redesigned web The new plans offer 120-day version history and deletion recovery. As an existing customer, you
experience. As an existing customer, you also get immediate access to all Advanced plan have the option of keeping extended version history and deletion recovery at no extra cost.
features at no additional cost until your 2018 renewal, including device approvals, sub-domain
verification, and file-event logging. Check out our plans page for more information. Account admins will receive notifications about the upcoming changes via email
and the Admin Console. They’ll have until April 30, 2017 to click on the link in the
notifications to keep extended version history and deletion recovery.
Can I purchase individual features from more advanced plans?
Will the end-user experience be different depending on the plan I choose?
No, features can’t be bought individually. If a particular feature is important to your
team or business, we recommend you consider selecting the plan that offers it.
No, the user experience will remain the same across our three new plans. However, all three plans will
feature our redesigned web experience. The plan you end up selecting will be reflected on your billing page.
How will I be notified that when I’m up for renewal?
You’ll receive plenty of notice from Dropbox ahead of your renewal date to give you time
to select the plan that’s best for you. We’ll be sending you several reminders in product
and to the email address associated with your Dropbox Business account. Your account’s
team admin can change the email address associated with the account if needed.
Dropbox Business plans sales guide Questions? Email partners@dropbox.com 23Questions? Email partners@dropbox.com
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