How Dropbox used land-and-expand to move upmarket and close big enterprise customers

Dropbox successfully moved upmarket and secured big enterprise customers by building features such as admin controls and integrations that made their product more appealing to these larger companies. The land-and-expand strategy, which involves selling to developers and business users first before targeting IT administrators, was key to this success. However, the development of enterprise-ready features like authentication, access controls, audit trails, and compliance with industry standards was crucial in enabling Dropbox to close deals with major enterprises.