Of the 19,122 current, former, and prospective customers we surveyed, features like unlimited storage, user and security reporting, and sharing permissions were desirable for companies with less than 100 employees. What is an Add-On for some customers will be a Core Feature or Differentiable Feature for others. When a business has over 100 employees, like most enterprise customers, willingness to pay and feature preference are very different from companies with less than 100 employees.

Offering features such as version history, SSL, and two-factor authentication, Box is doing a really good job of positioning themselves as the go-to provider for enterprise customers. While they do offer individual and platform plans as well, Box really tries to draw their potential customer's attention towards a specific type of plan.īox offers several different types of Business plans at $5, $15, and $25 a month to get started, but where they really shine is in their differentiation. Targeting higher-paying customers with enterprise pricing lets Box structure their pricing page to focus on their business plan and feature differentiation. Their DNA is the enterprise.” - Patrick Campbell “What's really fascinating about Box is that they have 700 customers that are paying them $100,000 or more per year because they're focused on the enterprise. Box aims high with enterprise features and robust differentiation

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