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Dropbox sees a lot of demand in the business world for the company's file share and sync technology, Egan said.
The company currently has over 2 million users in a business environment, Egan said, although he was unable to break out how many of them use Dropbox for Business.
"When we look at the role of partners, we see MSPs and resellers often serving as the CIOs of their clients," he said. "As CIOs, they need the tools to meet customer requirements."
Dropbox started the Dropbox Partner Network beta program in January with an initial 50 partners, and currently has about 150 partners already using the program, said Adam Nelson, head of channels for the vendor.
The Dropbox Partner Network offers partners recurring revenue in addition to partner discounts on the products they sell, Nelson said.
The program includes a new automated reseller portal, which offers lead registration, purchasing and client management tools. "The lead registration works so that if a clients contacts us, we can tell them to contact their partner," he said. "We treat partners' client leads as theirs to close."
The portal also offers training and sales and marketing resources, Nelson said.
Dropbox also has a dedicated partner manager who coordinates with partners, he said.
"Partners own their client relationships from a billing and support perspective," he said. "That is a core requirement of our partners."
Kapoor said Cartwheel was drawn to Dropbox because of the importance of having a file share and sync application for his company's managed services business.
"We saw the landscape for file synching services very anemic," he said. "There are lots of portals out there. But they don't work the way users work."
Also, Kapoor said, Dropbox historically is very much an end-user-centric solution.
"People know Dropbox," he said. "People like Dropbox. CIOs and administrators are finding their users are already using it. They tell me they wish there was a way to control it. And they're dealing with questions from users they can't answer."