“We don’t need to go to any company and convince them of the merits of our product. With so many people using Dropbox at work, it was like a foot in the door to a bigger, paying customer. The former Microsoft executive says that this organic, internal expansion of Dropbox is the result of a shift from IT department-led innovation in companies to user-led innovation in the last few years. Suddenly, we had a situation where majority of a company’s employees were all using the free version of Dropbox, and the IT department realized that with so many of their workers using the product happily, that it would be in their best interest to provide it to them with the right business security, management and support,” Hansen explains. “When the ‘bring your own device’ notion took off about five years ago, people started taking their own solutions that they had at home and using it at work and anywhere in between. “I believe its human nature that, if you’re forced to use something and it has the slightest thing wrong with it, you’ll do your best to undermine and avoid it.”įast forward almost three decades to present day and Hansen is now the global vice president of revenue at US-based Dropbox, Inc., a company that has employed the exact opposite approach to successfully grow its brand into one of the largest file hosting and cloud storage systems worldwide. “It was a horrible system and we all hated it, but it was a condition of employment so we used it to its bare minimum,” he tells CDN. When Thomas Hansen first started in the technology sector 25 years ago selling computer hardware in Denmark, he was strongly encouraged to use a software system that was flawed and hated throughout the office.
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