Perhaps because of the success of the self-serve approach, the sales team was small. To give you a sense of the company culture, in the early days when the sales team got overloaded, it was standard procedure to simply remove the sales team’s email address from the website, so that users couldn’t contact them. Eventually, the team realized it was better to hire more people in sales. But making money was still viewed as a “why would we care about that?” topic in the geeky, MIT engineering-oriented nature of the company. Revenue wasn’t considered “Dropboxy.”
