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Dropbox looking for channel numbers to handle Business product

Dropbox is well known by consumers but it also has a business product that it wants the channel to handle

Dropbox is banging the drum in the channel to alert resellers to the potential of selling its business product as it looks to move beyond its consumer roots.

The file share and sync specialist is well known for its consumer product but has a business offering, with higher capacity and admin management features, that it wants the channel to sell.

Earlier this year the firm signed up Ingram Micro as part of its push into the channel, getting its business product on the distributor's cloud platform.

The distributor made Dropbox Business available to the UK channel from the start of June and since that time there has been growing interest in partners.

Simon Aldous, head of EMEA channel sales at Dropbox, said that it had signed Ingram, built a 14 strong channel team to serve Europe and was trying to get the message out about its business product.

"If we are going to be really serious about the business market then we are going to need scale and we need to use the channel," he said.

"How often does the channel get the opportunity with a globally strong brand that wants to come to the channel?" he asked.

The cloud storage player has also developed a three tier channel programme and is looking to work closely with the top two levels to grow the market.

"The message is getting out there that we have a business tool," he added that there was a need for greater administration as firms looked to combat the growing rise of shadow IT.

One of the challenges he said that also needed to be overcome, along with increasing the knowledge around the business product, was getting partners to sell to customers in the right way.

“It is all about asking the right questions of the customer and asking them what it is they are trying to do,” he said.

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