Case Study: Dropbox moves upmarket and wins enterprise deals with WorkOS

Dropbox closes enterprise deals faster with WorkOS and reaches 7% of the enterprise market

Dropbox faced the challenge of moving from a consumer-focused product to the enterprise market in order to achieve profitability and compete with rivals like Box. Its initial growth was driven by individual users, but it lacked the enterprise-ready features required to close large deals, such as secure authentication, compliance certifications, and administrative controls for IT departments.

To address this, Dropbox implemented key enterprise features like Single Sign-On (SSO), compliance certifications such as HIPAA, and granular admin controls. These developments, enhanced by integrations from WorkOS, enabled Dropbox to successfully execute a land-and-expand strategy. As a result, Dropbox secured a 7% share of the enterprise market and significantly reduced its customer churn rate by targeting more stable enterprise clients.

Dropbox