dropbox business plans sales guide -...
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Dropbox Business plans sales guideGuide to selling the new Dropbox Business plans
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Table of contentsLocalized pricing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
Core plan messaging and feature checklist . . . . . . . . . . . . . . . . . . . . . 7
Integration SKU options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
Reactive messaging FAQs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
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Localized pricing Storage packs — only with Server Integrations
• Paid add-on to Server Integration options
• Additive to team’s included storage
• Packs are non-stacking (customers can upgrade from one to the next)
• Plan to revisit amounts and prices in mid-2017, to check for required adjustments
Note: Staff-approved storage amount at 70% GM. Prices below are final—rounded for clarity.
Standard
Advanced
Annual-as-monthly Annual Monthly
USD $12.50 $150 $15
EUR €10 €120 €12
GBP £10 £120 £12
CAD $17.50 $210 $21
AUD $17.50 $210 $21
JPY ¥1,250 ¥15,000 ¥1,500
Storage amountMonthly*[backend only]
Annual Self-serve ok?
10 TB $500 $5,000 Yes
50 TB $2,500 $25,000 Yes
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)
5,000 TB $250,000 $2,500,000 No (direct/call-for only)
Annual vs. monthly[*backend only; not exposed in UI]
Yes
Discount matrix [WIP] [link] [link][Patrick Doyle, + StratFin, + REO]
FX conversions =Annual * 1/10 multipliers below
Annual-as-monthly Annual Monthly
USD $20 $240 $25
EUR €15 €180 €18
GBP £15 £180 £18
CAD $27.50 $330 $33
AUD $27.50 $330 $33
JPY ¥2,000 ¥24,000 ¥2,400
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FX conversions (annual)
FX conversions (monthly = annual * 1/10 )
Currency USD AUD CAD EUR GBP JPY
Multiplier 1.00 1.40 1.30 0.80 0.70 100.00
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
200 TB 100,000 140,000 130,000 80,000 70,000 10,000,000
500 TB 250,000 350,000 325,000 200,000 175,000 25,000,000
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
Currency USD AUD CAD EUR GBP JPY
Multiplier 1.00 1.40 1.30 0.80 0.70 100.00
10 TB 500 700 650 400 350 50,000
50 TB 2,500 3,500 3,250 2,000 1,750 250,000
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
1,000 TB 50,000 70,000 65,000 40,000 35,000 5,000,000
5,000 TB 250,000 350,000 325,000 200,000 175,000 25,000,000
Core plan messaging and feature checklist
Messaging by plan
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 choice and flexible pricing. Here’s how to talk about the new plans with your customers:
/user, starting at 5 users, billed annually
/user, starting at 5 users, billed annually
/user, starting at 5 users, billed annually
Advanced offers powerful new collaboration and sharing features combined with more sophisticated admin tools and as much space as you need.
Enterprise offers scalable controls and customized
support designed to maximize productivity and security for
large businesses.
Standard offers powerful new collaboration and sharing
features combined with essential admin tools and a generous amount of included storage.
$20 $25$12.50
Standard Advanced Enterprise
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External 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
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What’s included in each plan
Standard Advanced Enterprise
Included space2 TB (2,000 GB)
As much as you need
As much as you need
Best-in-class sync technology
256-bit AES and SSL encryption
Dropbox Paper
120 days of version history and file recovery
MS Office 365 Integration
Smart Sync
Team folder
Granular permissions
Unlimited API access to platform partners
API access for data transport use cases (25,000 calls/month)
Requires two-factor authentication
User management
SKU Feature Differentiation
Active Directory connector
Audit logging, filtering and exporting 200+ events
Advanced admin controls (sign in as user, device approvals, domain verification, subdomain verification, etc.)
Tiered admin roles
Invite enforcement
Single sign on (SSO) integration
Device approvals
Enables HIPPA compliance
Account capture
Network control
Enterprise mobility management (EMM)
Domain insights
Integration and development support
Advanced training for end users and admins
Assigned account success manager
24/7 phone support
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Integration SKU options
Comparing the Advanced plan vs. the Advanced Server Integration plan
With the Advanced Server Integration plan, customers can take advantage of features 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.
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 a tiered storage model with generous quota levels designed for large-scale use cases.
Dropbox Business AdvancedDropbox Business Advanced server integration
Provides powerful storage, sharing, and collaboration tools to improve team productivity
For customers with complex data integration and migration needs, when planning a scaled data transport into Dropbox
Pricing $20/user/month $20/user/month
Features Dropbox Business Advanced feature set including:
• Smart Sync• Team Folder• Dropbox Paper• Device approvals• Audit logging, filtering, and
exporting 200+ events, and two dozen file events
• Sign-in as user• Invite enforcement• Domain verification and
subdomain verification
Dropbox Business Advanced feature set including:
• Smart Sync• Team Folder• Dropbox Paper• Device approvals• Audit logging, filtering, and
exporting 200+ events, and two dozen file events
• Sign-in as user• Invite enforcement• Domain verification and
subdomain verification
Storage As much space as you need Capped, expandable team storage:
• 5 TB team storage for up to 50 users• 10 TB team storage for
up to 100 users• +10 TB team storage for each 100
additional users
Additional storage available via add-on packs
API access Get unlimited API access to hundreds of thousands of partners, including SIEM, DLP, IDM, and DRM use cases.
Transfer data from your existing solutions with 25,000 included API calls per month for data transport use cases.
Unlimited API access for all integrations, including data transport use cases
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Do custom applications not doing data migration count towards an API limit? Or are we tracking specific API calls from business applications?
Answer 1
Customers will have unlimited API access to partners such as SIEM, DLP, IDM, DRM, and other third-party solutions. The 25,000 API calls/month limit only applies to data transport use cases such as:
• Data migration and on-premises backup partners—Assists in transferring large amounts of data between locations and securing sensitive information with on-site data backup
Answer 2
For custom apps, only certain v2 endpoints will be metered—specifically the upload 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.
• 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.
• This cap (25,000 calls/month) applies only to API v2 upload endpoints, specifically:
• Calls to all other endpoints are not included in the count.
/files/upload
/files/upload_session/start
/files/upload_session/append_v2
/files/upload_session/finish
/files/upload_session/finish_batch
Selling framework and probing questions
Selling framework for new plans
• All API apps are subject to this limit except those on a whitelist that will be maintained 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).
• Note that the whitelisted apps are not themselves expected to call the upload endpoints above the monthly limit. Rather the whitelist exists to primarily protect this apps from other apps that might contribute to the team-wide cap. Note that user-linked apps also 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 quota.
• There is no blacklist
Pitch Standard plan
Not applicable
Yes
Not the best option Best option
Pitch the regular “Integration Option” (Adv. or Ent. plan)
Pitch the regular Advanced or Enterprise plan
Pitch the regular Advanced or Enterprise plan
Potentially applicable
Do they need the “Integration Option”?
Is this customer a fit for the “Integration Option”?
Is the Standard plan sufficient for this customer?
No; need Advanced/Enterprise
This step must be completed by SA,
Service, or Channel Partner
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To determine if your customer is a better fit for the Server Integration plans, start by asking the questions below.
Determine “fit” amongst core set of business plans
Determine if “Server Plans” might be an option
Confirm that “Server Plan” is the best option
Questions to ask:
• What is the size of your team?
• What is your primary use case for Dropbox?
• How much data do you have/are you planning to store in Dropbox?
• Where are your files you plan to move into Dropbox stored today?
• 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?
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?
• How quickly are you looking to migrate this data over to Dropbox?
Questions to ask:
• What data migration partners do you work with?
• How many TB of storage do you need in Dropbox?
• Do you have an idea of your API usage per month?
• What types of activities do you use API integrations for?
*This step must be completed by an SA, Service, or Channel Partner*1
2
3
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Reactive messaging FAQs
What’s changing with Dropbox Business?
Why is Dropbox making these changes?
Is the price changing for EDU?
When do the new plans take effect for existing customers (annual plan)?
What’s changing with extended version history?
Is EVH changing for EDU customers as well?
We’re replacing our existing Dropbox Business and Dropbox Enterprise plans with three new plans:
• Standard offers powerful sharing and collaboration tools, with 2 TB of team storage included
• Advanced adds sophisticated admin, audit, and security tools, with as much space as you need
• 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 needs. Check out our plans page for more information on each plan.
We’re listening to our customers who asked for more flexibility in buying Dropbox Business. Now you can select the admin tools, storage levels, and support services that are right for your team.
No change to EDU from where it’s at today:
• Pricing: $49/user/year, with a minimum of 300 users
• Storage: 15 GB of shared storage space for each user(minimum of 300 users)
• Features are exactly the same as Advanced
• Version history is moving from 1 year to 120 days, but existing customers will have the opportunity to opt-in to keep their 1 year of EVH through email comms post-supernova
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 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 additional cost. Explore all the advantages at the same price you’re paying now until your 2018 renewal.
Email timeline:
• Launch email: Jan. 30th
• 45 day reminder: March 17th
• 83 day reminder: April 24
• 90 day deadline: May 1st
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. How customers can opt-in to keep extended version history:
1. Click on email—once they click, it will confirm they’ve opted to keep unlimited EVH, or
2. Click on option from admin console
Yes, EVH will be moving from 1-year to 120 days of EVH. 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:
1. Click on email—once they click, it will confirm they’ve opted to keep unlimited EVH, or
2. Click on option from admin console
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When do the new plans take effect for existing customers (monthly plan)? What happens when the new plans take effect?
How much storage do I get in the new plans?
Can I purchase additional storage on the Standard plan?
What app integrations are available with the new plans?
I’m not currently a Dropbox Business customer. Can I sign up for one of the new plans today?
I’m ready to select my new plan now. How do I do that?
If I’m an existing customer, will my pricing go up?
Why is pricing going up in some plans?
If you’re on a monthly Dropbox Business plan, our new plans take effect on your first monthly renewal date in 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 additional cost. Explore all the advantages at the same price you’re paying now until your 2018 renewal.
On your renewal date in 2018, you’ll be renewed on our Advanced plan and pricing unless you select a new plan before then.
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.
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 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.
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 25,000 API calls/month in our Standard, Advanced, and Enterprise plans. Our Advanced 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.
Yes, new customers can purchase one of our new plans today. Check out our plans page to learn more.
Your plan and pricing will not change until your 2018 renewal date. If you’d like to 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.
If you select the Standard plan, your pricing will remain the same. If you select the Advanced plan, your pricing will increase.
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 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.
The pricing changes enable us to continue to invest in building innovative solutions that will bring more value to your business.
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I’m currently on the Dropbox Education plan. What’s changing with my plan?
What’s happening to my extended version history and unlimited deletion recovery?
Will the end-user experience be different depending on the plan I choose?
What new features are available to me today?
Can I purchase individual features from more advanced plans?
How will I be notified that when I’m up for renewal?
Limiting types of API actions related to large-scale data transport use cases ensures we can continue to offer as much space as you need in our Advanced and Enterprise plans. If you need to extend your API access, contact your Dropbox account representative.
If you’re an educational institution on our Dropbox Education plan, your pricing and storage levels will not change when the new plans take effect in 2018. You’ll get all the new features included in our new Advanced plan today along with the other features Dropbox 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.
The new plans offer 120-day version history and deletion recovery. As an existing customer, you have the option of keeping extended version history and deletion recovery at no extra cost.
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.
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.
You can immediately gain access to our newly launched products and features, including Smart Sync, Dropbox Paper, file collaboration enhancements, and our redesigned web experience. As an existing customer, you also get immediate access to all Advanced plan 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.
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.
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.
Why are there limits on some API actions?
