Dropbox User Story - thechannelco.com · Dropbox and Autodesk provide a best-of-breed solution for...
Transcript of Dropbox User Story - thechannelco.com · Dropbox and Autodesk provide a best-of-breed solution for...
Dropbox Business
Modernizing Legacy Tech with Dropbox
Rob Lai– Dropbox
Partner Account Manager, Americas
Industry trends
Dropbox Business overview
File Servers moving to the cloud
Services & recurring revenue opportunities
Q&A
Content lives in silos
File servers, apps, emails, the web
Teams rely on each other
Workflows span teams on the inside and
outside of organizations
Business Unit level decision
making
Centralized vs. End User led
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The Changing IT Landscape
• 50% of software revenue will be made on SaaS by the end of 2017 (Canalys)
• Hardware spend is predicted to decline to 28 percent of [an organization’s IT] budget (CRN)
The Changing IT Landscape
• 35% of SMBs need help on File Server Migration
• 31% (+4 points YoY) of SMBs have one (14%) or zero (17%) IT personnel
• 30% of SMBs have experienced security incidents (ransomware: 18%)
• 81% of SMBs are not coping with working style improvement/innovation
Source: Dell/EMC (Dec 17 — Jan 18 )
“The strength that comes from human collaboration is the central truth behind civilization’s success”
-Edward Glaeser
Professor of Urban & Social Economics,
Harvard University
Channel Success Factors Dropbox
Large Opportunity
Easy to Sell
Easy to Add Services
High Margin
What we hope to Accomplish
Media Tech ConstructionEdu CPG/Retail Industrial Regulated
300,000+ Companies Trust Dropbox Business
● DBX Platform
● Third-party
integrations
● Dropbox Badge
● Security integrations
● Enterprise mobility
management (EMM)
● Integration and
development support
Best-in-class integrations
● Cross-platform
support
● Offline folders
● Team folders
● Smart Sync
● Version history
● Deletion recovery
● Full text search
● OCR
Centralize team activity
● Admin Console
● Granular access
controls
● Remote device wipe
● Two-factor
authentication (2FA)
● Single Sign-On (SSO)
● Company-managed
groups
● Audit log
● Account capture
● Network control
Enterprise-grade security
● Dropbox Paper
● Showcase
● File previews
● Commenting
● Annotations
● Secure links
● Notifications
● Viewer info
● Viewer history
Work better together
What is Dropbox Business?
Huge Momentum in Enterprise Features
Remote wipe
Password protected links
Expirations for shared links
View-only shared folders
File version
History backup
Onboarding/offboarding
Granular folder permissions
Custom branding
Admin sync manager
Smart Sync
Two-account
Sharing audit logs
Active Directory connector
Single sign-on
Account transfer
Platform agnostic
Peer-to-peer LAN sync
Remote logout
Salesforce integration
Sign in as
Team Folder for Enterprise
Native Office 365 integration
Active directory connector
Permanent deletion controls
Shared folder API
Tiered admin controls
Automated provisioning
Enterprise installer
Managed Groups
Dropbox Badge
Domain Management
Open with
Admin onboarding
Dropbox for Business API
Accelerated migration
Member page pagination
Team merge tool
File Requests
Adjustable bandwidth usage
Universal 2 factor
Enterprise Mobility
Management
Secure architecture
File encryption
• At rest (256-bit AES)• In transit (SSL/TLS)
Architecture
• Multi-layered security• Separated file data and metadata• 4MB blocks distributed
Certifications
• SOC2/SOC3• ISO 27001, 27018• GDPR• HIPAA/HITECH support• Electronic Frontier Foundation
SSL/TLS
SSL/TLS
Storage Servers Metadata Servers
Storage Service
File data stored in encrypted blocks
Metadata Servers
NameImport Document
Location/files/work
Last changed09/03/13
File type .DOC
Etc.
Stores information about your files but not the files
themselves
Database
Notification Service
Processing Service
Encryption and application service
Multiple Devices
File Server
Modernization
Work anywhere, anytimeDropbox makes all files securely available, no
VPN required. Teams can even collaborate
offline.
Stay in syncAlways share the most up to date version of
teams, partners, and customers.
Integrate with appsDropbox works without limitations on all the
devices your customers’ teams work on.
Protect customer dataFiles get an instant upgrade in protection,
because everything put in Dropbox is stored
on a distributed, reliable cloud infrastructure.
Smart Sync
See all your work from
your desktop.
Files take up very little space until you
need them.
Access to everything is
just a click away.
Open a cloud-only file and it will sync
automatically,
Works where you do.
On Windows and Mac, even if you’re not
on the latest version.
Every file and folder you have access to in Dropbox is accessible right from your desktop,
even if you have more in the cloud than you could fit on your hard drive.
Team
Folders
Sync Business
• Assign Roles: Team admins can assign the
group a role within the team folder
• Granular permissions: Enhanced sharing
controls let admins manage membership
at the team folder or sub-folder level.
Individual Folder
Syncs devices
Shared Folder
Syncs groups
Team Folder
Syncs businesses
Evolution of the different folders in Dropbox
2B Dropbox API calls per day
Ecosystem of best-in-class security solutions
Data Loss Prevention / CASB Data Migration Identity and Access Management Rights Management
EMM
eDiscovery and Legal Hold
SIEM and Analytics Network Control
Dropbox + Microsoft integration
Office client
• Collaborate within any versionof Office with Badge.
Office mobile
• Open and save files directlyfrom Office mobile orDropbox.
Office online
• Edit Dropbox files in thebrowser with Office Online.
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Microsoft + Dropbox
Autodesk + Dropbox
For decades, Autodesk has enabled designers, engineers, and construction teams to build their best work. And when they need access to
those files in the field or on the go, organizations turn to Dropbox Business for anytime, anywhere editing and collaboration. Together,
Dropbox and Autodesk provide a best-of-breed solution for users who want to build and share their work with the world.
• Upload and share photos directly from the worksite
back to the office to keep a record of progress and
track changes with unlimited version history.
• Preview DWG files in Dropbox
• Streamline approvals with native commenting to
keep stakeholders up to date.
Increase productivity
• Delta, LAN, streaming sync technology allows
Dropbox to sync files quickly and reliably, whether
you’re in the office or on site.
• Maintain a central repository by storing all files, not
just CAD files, in one place, so your team can spend
more time working on their files and less time
searching for them.
Sync large files faster
• 256-bit AES encryption protects data in transit and at rest,
so your most important IP is always protected.
• Comprehensive audit logs give IT the tools to monitor
internal and external sharing proactively.
• Remote wipe and account transfer enable IT to recover
data from external contractors and clients once projects
are finished.
Secure your creative work
“In our mobile-first and cloud-first world, people need easier ways to create, share and collaborate regardless of their device or platform. Together, Microsoft and Dropbox will provide our shared customers with flexible tools that put them at the center for the way they live and work today.”
- Satya Nadella, CEO of Microsoft
Personal Storage
•Personal file sync & share
•For documents with limited scope or lifecycle
Team Storage
•Team site/library oriented structure
•On premises and Online versions
Cloud File Storage
•Hybrid cloud storage with no file sync or sharing
•Supports Large data sets, file sizes & programmatic access
On Premise File Server
Microsoft Storage Systems Architecture
Move beyond file storage
• Provide offline access to shared folders
• Share externally – no account necessary
• Password-protect and set expiration for shared links and folders
Dropbox & Office 365
Dropbox OneDrive SharePoint Azure
External Sharing ✔ ✔ ✔ ✕Short-Term Document
Lifecycle ✔ ✔ ✕ ✕
Larger than 15GB ✔ ✕ ✕ ✔Hierarchical Folder
Structures ✔ ✔ ✔ ✔
Team Ownership ✔ ✕ ✔ ✕Long-Term Document
Lifecycle ✔ ✕ ✔ ✔
Team Folders let admins
consolidate and organize all
content based on team
structures with appropriate
sharing controls
Use Case Comparison
1. One place to access all of your files
• Single destination for all of your content
• Allows for unlimited file upload size and team ownership
✕ OneDrive has specific use case scenarios
✕ Requires SharePoint for larger file size and team
ownership
2. Access anything anywhere
• Access all your files from the desktop with Smart Sync
• Works on Mac and is fully backward-compatible
✕ OneDrive Files On-Demand is not available on Mac
✕ Requires the newest version of Windows 10
3. Richer collaboration
• In-line comments
• Dropbox Badge
✕ Limited document previews
✕ Poor commenting experience
4. Superior desktop sync
• Up to 3X faster download and up to 7X faster upload
• Delta, LAN, and Streaming sync
✕ OneDrive has a 15GB upload limit
✕ OneDrive does not offer Delta, LAN, and Streaming sync
Summary
• Data migration• Custom solution
development
• Deployment &
implementation
• Business & workflow
transformation
• Training, learning
& communication
plans
• IT consulting, enterprise
architecture, software
support
Service type
examples
The Changing IT Landscape
• 35% of SMBs need help on File Server Migration
• 31% (+4 points YoY) of SMBs have one (14%) or zero (17%) IT personnel
• 30% of SMBs have experienced security incidents (ransomware: 18%)
• 81% of SMBs are not coping with working style improvement/innovation
Source: Dell/EMC (Dec 17 — Jan 18 )
CRN 500 led File Server Modernization
End Users
File Server
Migration of
300GB
Benefits
Control over devices & Improved Security
Reduced Capital and Operating Costs
Consolidation of server room
No local storage restrictions
Greater flexibility and mobility
Predictable Cost Structure
1.3 TB of data in Dropbox now
Dropbox
Growing your Margin
ASP of Opportunity:
Users: 50 Advanced Server Integration
Amount of Data: 2 TBs
Timeframe: 2 weeks
Licenses MSRP: $16,500
Licenses Gross Profit: $3,300+
With Data Migration: Additional 20%-50% margin on services
Standard Advanced Enterprise
Target customer
Organizations needing powerful
storage, sharing, and
collaboration tools
Organizations seeking more
sophisticated admin, audit, and
integration features
Larger organizations requiring scalable
custom solutions with individualized
support
Pricing (MSRP)
(assumes annual contracts)$12.50 / user / month $20 / user / month Custom Pricing
Team storage included 2 TB As much space as needed As much space as needed
Business end-user features
Team space and core
admin features
Admin control features
Enterprise-level control
API access
Unlimited API access for SIEM, DLP,
IDM, DRM, and dozens of
partner categories;
25,000 included API calls / month for
data transport
Unlimited API access for SIEM, DLP,
IDM, DRM, and dozens of
partner categories;
25,000 included API calls / month for
data transport
Unlimited API access for SIEM, DLP,
IDM, DRM, and dozens of
partner categories;
25,000 included API calls / month for
data transport
Channel Success Factors Dropbox
Large Opportunity
Easy to Sell
Easy to Add Services
High Margin
What we hope to Accomplish? Review
“The strength that comes from human collaboration is the central truth behind civilization’s success”
-Edward Glaser
Professor of Urban & Social Economics,
Harvard University
Standard Advanced Enterprise
Target customer
Organizations needing powerful storage,
sharing, and
collaboration tools
Organizations seeking more sophisticated
admin, audit, and integration features
Larger organizations requiring scalable
custom solutions with individualized
support
Pricing (MSRP) (assumes annual contracts)
$12.50 / user / month $20 / user / month $25 / user / month
Team storage included 2 TB As much space as needed As much space as needed
Business end-user features
Team space and core admin features
Admin control features
Enterprise-level control
API access
Unlimited API access for SIEM, DLP, IDM,
DRM, and dozens of
partner categories;
25,000 included API calls / month for
data transport
Unlimited API access for SIEM, DLP, IDM,
DRM, and dozens of
partner categories;
25,000 included API calls / month for
data transport
Unlimited API access for SIEM, DLP, IDM,
DRM, and dozens of
partner categories;
25,000 included API calls / month for
data transport
Pitch this, if that
Pitch Standard Advanced Enterprise
Customer Scenario
• Simple team usage
• Needs less than 2 TB
of storage
• Needs basic security features
and
admin controls
• Needs access to sophisticated
admin features such as tiered
admin roles, invite enforcement,
and device approvals
• Needs more audit and security
features
• Wants to streamline onboarding
(Account capture)
• Needs high-level security, admin
and audit features such as
EMM,
Network Control
• Wants customized support and
integration solution
Deliver mobile productivity and simple collaboration together.
Simplify collaboration
• In-line commenting streamlines approval processes, so you can ship work faster.
Stay productive anywhere
• The Office and Dropbox mobile apps include two-way integrations for easy editing and sharing between apps.
Improve ROI through adoption
• Provide teams with the tools they love, with no training required— resulting in high adoption rates and better control over company data.
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Why teams use Dropbox Business with Microsoft Office 365
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Dropbox + Microsoft integration
Office client
• Collaborate within any version of Office with Badge.
Office mobile
• Open and save files directly from Office mobile or Dropbox.
Office online
• Edit Dropbox files in the browser with Office Online.
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“We wanted what people felt most comfortable with from a user, security, and deployment perspective. It needed to work well with Macs, PCs, smartphones, all of the above. It brought us back to one answer, which was Dropbox.”
-Chris Pesola, Director of IT, Plex Systems
Annual cost savings in the six
figures and more time for
strategic projects.
Sales closes more deals by accessing
collateral and contracts on mobile
devices.
Stronger security oversensitive
data when a device is lost.
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Dropbox + Microsoft customer testimonial
Results
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