Dropbox

“I had this idea that we would be freemium, and Dropbox was like the most popular software out. We wanted to be freemium. I think the story I tell is we had 600 customers not pay us. 600 customers didn't pay.”

“We have multiple users at Dropbox, Twitter, Airbnb where a lot of the users there have just adopted the product on their own.”

“When I launched, that's, you know, it was all self-serve. It was, you know, 29 bucks a month or 49 bucks a month, and it's just, it's insanely hard to build something large without, I mean, Dropbox has done it, but very few have.”

“To grab a, you know, if you look at track my Dropbox files, we come up with like number one on that list now.”

“We definitely are more on the personal use to date mainly because, you know, we're attached to things like Dropbox and Google Drive, but we have I would say probably an average, each customer is paying between 25 to 30 dollars a month.”

“They initially were giving dollar discounts to users to do a referral, and they found out that that wasn't working at all, and we've had the exact same experience. You know, if we said, oh, we'll give you five dollars off if you refer someone, that didn't real…”

“Referrals were strong before the referral program went in place. People love the product. We're spreading the word about the product.”

“They're the fastest company, fastest SaaS business to ever get to the one billion dollar revenue run rate”

“There was less than 10 of us at the company at the time. I was the only non-engineer at the company”

“Jamie Siminoff, the guy that runs Ring, the super hot video doorbell company now, but he you know, prior to that, he had a company called PhoneTag, where he had basically done a ton of testing and came up with this double-sided incentive as being really effect…”

“You can't scale to that level on just clever growth hacks that one or two people are doing. You need to have a very integrated, coordinated team, and the best time to build that into your business is early when the culture is still malleable to do it.”

“My co-founders that are some really, some of the world's best white hat hackers, they have more or less, as part of this responsible disclosure scene, they have hacked, you know, Google and Facebook and Dropbox. They hacked Facebook with the help of Dropbox, e…”

“No, no, they, there are a very few I mean, there are like I don't know, eight or 10 or 12 companies in the world that they have both invested in Dropbox being one of them, Clevertabs being another one.”

“Your model has to resonate with your customers in a way that they understand why they have to pay more for something, or they just won't do it. If it comes off as sort of fake, comes off as this like artificial constraint, it's not going to work.”

“You really have to have very strong numbers and four million is good, but you know, to have a very healthy freemium model would probably would need to be 40.”

“And at this point we are storing about half as much data as Dropbox.”

“So they saw that there was nothing on our page, so we threw up fake logos, like, Zenefits was huge at the time, Dropbox, you know, those kinds of companies.”

“The advantage that like Asana and Slack has, or even like an intercom, you pay for your company straight up. You always buy a company license from the get-go, even if you self-served. Whereas with a product like Dropbox, you might just be using it on your own.…”

“Dropbox, they give away their utility value, not dollars discounts. They give away free storage.”

“Basically the idea is to replace the way people currently organize, like, bookmarks and files in their typical places. So you connect your apps Google Drive, Dropbox, Slack, Gmail, et cetera and you get this central search engine you type, you find stuff, and …”

“We'll do subscriptions. I mean for people who have a lot of video and they want the advanced camera. Just think of it as like Dropbox model will charge, you know, five, seven dollars a month for extra memory, and then you'll get a more powerful camera for edit…”

“We have a very unique differentiation where we provide solutions for specific, you know, areas and industries where they need complete data control and privacy. You can imagine organizations like You know, the military intelligence forces, insurance and other …”

“So one of the things we can monetize pretty easily is storage space. People are probably paying for storage space in their life already, whether it's on Google or it's on Dropbox or something else. And so that's something that's pretty common. Also it's, you k…”

“We have this amazing design team. Like they're doing design for Dropbox and Yelp and like really high profile clients of ours.”