When Box first started, as a cloud storage and filesharing company, their revenues through a sales team were just 0-1%. In other words, they were pretty much a pure freemium product with almost all self-service signs-ups.
Now, even though so many of Box’s customers are just individual users, almost all of their revenue comes from businesses — with 99% of their revenue being produced through their sales team.
Box CEO Aaron Levie succinctly explained how this came about: “You make your product as easy as possible to adopt but you make it so a large enterprise can fully adopt it across their entire company.”
According to Levie, “There’s probably not a single enterprise that we ever sold to that didn’t start with users in that organization having adopted Box.” When enough individual users within an organization have adopted a product, organizational adoption is the next logical step.
When Box started to make the shift from a consumer product to an enterprise business application, they discovered that they needed the right infrastructure to scale.
- The ability to support multi-year contracts or ramp deals for larger deals
- The ability to track product usage to promote upsells and negotiate renewals
- The ability to guide sales teams to the right products and add-ons in their quoting tool
The right infrastructure helped Box to make the charge into the enterprise market. Box has more than 140,000 active businesses using its products, which includes 92 percent of the Fortune 500 and 14 million total users.