The case scenario profiles Sujay Jaswa, the VP of the Business Development at the enterprise applications firm Dropbox, along with the company's "freemium" business model and Dropbox's sales organization to date. The case discusses the sales activities to date, which have largely been automated and highlight inside online sales of Dropbox, along with the mechanisms of a freemium merchandise offering.
With a varying customer outline, as well as the product's evolution, the business’s continuing growth, Jaswa deliberates whether a change to the organization’s sales organization is deserved, and in that case, what the arrangement of this kind of organization needs to be. In particular, Jaswa debates whether the firm has gotten to a point in its life cycle that requires an "outbound", direct sales force.
PUBLICATION DATE: April 20, 2013 PRODUCT #: E471-HCB-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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