Just as there are high- and low-value users, there are also high- and low-value networks. In 2012, nearly 100 million people had signed up to use Dropbox. This vast network was made up of smaller, atomic networks—comprising hundreds of thousands of businesses, both big and small. The Dropbox sales team was able to “fish in their own pond,” prioritizing outreach to companies that had many, many users already on the product—using their email domains as a clue. Just as years back, Facebook had used edu email domains to partition smaller, engaged networks and spread from Harvard to other
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