But, once the company grows larger it moves from Add-On territory to a Core Feature. Here are a few that changed as the company size increased:Īctive Directory/SSO - This moves from a relatively low-value Add-On to a Differentiable Feature that enterprise businesses are expecting to pay for.ĪPI Calls - With a company of less than 100 employees, there's no real value to this feature. Where previously some features were seen more as Add-Ons, many are now seen of significantly higher value. Once a company grows into a more enterprise business model, their feature preferences shift drastically. There is a massive shift in feature preference when a company grows above that 100 employee benchmark. They don't really talk about, or even offer, most of the features we see in the Add-Ons section of the previous graph. This 100 employees or less market is really where we see Dropbox positioning themselves differently than Box. A lot of the more enterprise features like active directory, custom templates, or regulatory compliance aren't really valued all that much.
Of the 19,122 current, former, and prospective customers we surveyed, features like unlimited storage, user and security reporting, and sharing permissions were desirable for companies with less than 100 employees. What is an Add-On for some customers will be a Core Feature or Differentiable Feature for others. When a business has over 100 employees, like most enterprise customers, willingness to pay and feature preference are very different from companies with less than 100 employees. Offering features such as version history, SSL, and two-factor authentication, Box is doing a really good job of positioning themselves as the go-to provider for enterprise customers. While they do offer individual and platform plans as well, Box really tries to draw their potential customer's attention towards a specific type of plan.īox offers several different types of Business plans at $5, $15, and $25 a month to get started, but where they really shine is in their differentiation. Targeting higher-paying customers with enterprise pricing lets Box structure their pricing page to focus on their business plan and feature differentiation.
Their DNA is the enterprise.” - Patrick Campbell “What's really fascinating about Box is that they have 700 customers that are paying them $100,000 or more per year because they're focused on the enterprise. Box aims high with enterprise features and robust differentiation
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