Gilly Nevavlich's questions to Dropbox Inc (DBX) leadership • Q4 2024
Question
Gilly Nevavlich asked for more detail on how Dropbox is investing in the cross-sell opportunity between its core FSS business and Dash. She also inquired about the sales team's focus, asking if reps are specialized on single products or sell the full platform, and if the FormSwift review prompted other organizational changes.
Answer
CEO Drew Houston described the strategy as turning the core business into a 'launchpad for Dash,' similar to Adobe's shift to Creative Cloud. This involves product integrations and bundling to enhance value and retention. He clarified it's an expansion of value, not a migration, as files remain critical. He also stated that the sales team's primary focus is on selling Dash, as it represents the company's biggest growth opportunity.