Box CEO Aaron Levie summed up how this happened: “You make your service as easy as possible to adopt but you make it so a large enterprise can fully adopt it across their entire company.” According to Levie, “There’s probably not a single enterprise that we ever sold to that didn’t start with users in that organization having adopted Box.” When enough individual users within an organization have adopted a service, organizational adoption is the next logical step. Note, however, that unlike self-service routes, enterprise adoption usually begins with a lengthy sales cycle that involves reps,
...more
