![]() Those channels though might stop working in Dropbox’s next stage of traction. Dropbox’s word-of-mouth and user referral marketing model have worked pretty well in its first phases of growth. This, in turn, has lowered Dropbox sales and marketing costs, and it allowed the company to scale up. Its 500 million users have been representing a massive source of growth for the company. In short, Dropbox used a significant outbound salesforce to succeed, but it instead leveraged virality to grow. Indeed, more than 90% of Dropbox revenues come from self-serve channels. One of the critical ingredients of Dropbox’s business model success has been its ability to drive organic growth which has been speeded up by viral adoption.
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