Dropbox Reseller Program Guide

February 2017
Program overview
At Dropbox, we believe in delivering great products that simplify the way people work together, and we value partners
who share our vision. The Dropbox Reseller Program (the “Program”) is designed to provide the training, systems and
tools necessary for partners to present and support Dropbox to their customers.

Program Guide
This Dropbox Reseller Program Guide (the “Program Guide”) details how partners are eligible to participate in the
Dropbox Reseller Program. The Program Guide terms are in addition to, and incorporated into, the terms of the Reseller
Agreement (the “Agreement”) entered into between the parties. In the event that any term of this Program Guide
conflicts with any term of the Agreement, including any addenda thereto, the terms of this Program Guide will control to
the extent of such conflict unless expressly stated otherwise.

Distributors and countries

Partners may only market, promote, and resell the Service in those countries where a Distributor is authorized. See the
list of distributors and countries.
Joining the Dropbox Reseller Program
1. Go to www.dropbox.com/reseller

2. Complete the application and accept the Reseller Agreement

3. Receive confirmation that your application has been accepted

4. Use your Reseller ID to purchase licenses for resale from an authorized Distributor

5. Take the online training (sign up with code: Dropbox)

6. Request any new internal use licenses (IULs)

7. Resell Dropbox to customers

Program membership

Dropbox determines a partner’s membership level through the investment in training and sales. Higher levels of
engagement and performance qualify partners for an advanced level of membership. The Program features three levels
of membership: Registered, Select, and Elite.

In addition, partners can become certified as a Dropbox Select Services Partner or a Dropbox Elite Services Partner.

Qualification criteria
After joining the Program, partners are only eligible for the Program Benefits after they satisfy the Program
Requirements including those on the next page and any other then-current requirements.

Evaluation period
Dropbox will evaluate Program participants annually to ensure they continue to meet the requirements for their specific
level in the Program. If Dropbox determines that a partner does not meet the requirements for their level, Dropbox may
transition that partner out of the specific level, or out of the Program entirely. In the latter case, all Program Benefits will
immediately cease.
 Dropbox Reseller Program requirements Registered Select Elite

Program enrollment Required Required Required

Level 1 customer support resolution (to maintain tier status) >97% >97% >97%

Annual employee training - 5 employees 10 employees

Annual net new customer (unaffiliated entities) accounts with activated licenses - 5 customers 20 customers

Approved customer references each year* - 2 references* 5 references*

Approved joint business plan - - Required

*See customer references submission form

Dropbox Reseller Program benefits Registered Select Elite

Access to Dropbox Partner Portal (when available) Yes Yes Yes

Reseller-led support with customer invitation Yes Yes Yes

Marketing materials General General Custom

Training Online Online Online/In-person

Dropbox Business internal use licenses (IULs)* 5 licenses* Up to 20 licenses* (1 team) Up to 50 licenses* (1 team)

Up to 20 licenses* (4 teams
Dropbox Business demo licenses* (free, annual) and demo kit - Up to 10 licenses* (2 teams max)
max)

40% discount from Dropbox list price; 50% discount from Dropbox
Dropbox Business IUL discount* - >100 licenses subject to Dropbox list price; >200 licenses
approval* subject to Dropbox approval*

Partner directory — placement by membership (when available) - Select placement Elite placement

Support may be available via

Partner Account Manager (PAM) - Dropbox PAM eligible
Distributor

Solutions Architect - Reference library access Available

Sales leads - - Eligible

*See IUL and demo license additional terms and conditions

Training

Dropbox may require partners to complete certain training, and partners will cooperate with Dropbox to ensure its
personnel do so, at the partner’s expense. Dropbox will provide reasonable prior notice to partner, either through the
Partner Portal or email, of training requirements. To qualify for the Select or Elite tiers, training on Dropbox feature
upgrades is required. Additional training resources may be available from Dropbox or from authorized Distributors. A
partner can fulfill the training requirement by having an individual complete multiple learning paths.

Learning Path Description Intended Audience

Reseller Required training to successfully resell Dropbox. Account Executives and Sales Representatives

Technical Pre-sales technical training for long-term or on-going engagements. Solutions Architects

In-depth training for complex deployments. This training has an online

Services Professional Services
prequisite followed by a on-site practicum.

Support Level 1 support training to help users get back to work fast. Customer Experience and Help Desk

Marketing Ways to make customers excited about Dropbox. Demand Generation Team

Services Certification

In addition to reselling licenses, partners can expand their business by becoming certified and selling additional
Enterprise Services. While Dropbox is very easy to deploy and use, a customer’s return on investment can be increased
by drawing on expertise in data migration, implementation & deployment, workforce productivity, as well as custom
solution development and workflow transformation. Upon completion of the Services Certification requirements,
partners will receive all applicable Services Certification benefits, as well as badging.
 Dropbox Services Certification requirements Select Elite

Reseller Program enrollment Required Required

Enterprise Services addendum Required Required

Approved joint business plan - Required

Reseller & Services online training Prerequisite for onsite Prerequisite for onsite

Enterprise Services training at Dropbox 2 employees 4 employees

Deliver new Enterprise Services Projects 4 10

Approved Enterprise Services Project Customer references 2 references 5 references

*See customer references submission form

Dropbox Services Certification benefits Select Elite

Free in-person training at Dropbox regional offices Yes Yes

Enterprise Services leads - Eligible

Subcontracting from Dropbox - Eligible

Sales & delivery support Email & phone Email, phone & in-person

Dropbox Business internal use licenses (IULs)* Up to 20 licenses* (1 team) Up to 50 licenses* (1 team)

Dropbox Business demo licenses* (free, annual) and demo kit Up to 10 licenses* (2 teams max.) Up to 20 licenses* (4 teams max.)

40% discount from Dropbox list 50% discount from Dropbox list
Dropbox Business IUL discount* price; >100 licenses subject to price; >200 licenses subject to
Dropbox approval* Dropbox approval*

Product updates Semi-annual Quarterly

Badge & accreditation certification Yes Yes

Partner directory — placement by membership (when available) Select Services Partner placement Elite Services Partner placement

Marketing materials General Custom

Access to Services Partner Resource Library Yes Yes

*See IUL and demo license additional terms and conditions

Support

Partners will be responsible for providing professional and thorough support to customers, as set forth below. Dropbox
may, in its sole discretion, provide support directly to customers or refer customers to partner for resolution. Dropbox
may offer to modify certain terms set forth below with respect to support, and any special terms will be agreed upon by
Dropbox and the partner in writing.

If the partner becomes aware of a Level 2 or Level 3 issue that cannot be resolved with assistance from the distributor,
the partner will provide notice of the issue to Dropbox in the timeframes set forth below.

If the customer or partner reports an incident requiring Level 2 or Level 3 support, upon reporting the incident (via phone,
email, or web), the incident will be assigned a unique Support ID number by Dropbox.

The timeframes below are applicable to partners with (1) a marketplace with log-in-as-user functionality, AND (2) a team
admin who has enabled Reseller Support. Partners who do not meet those two requirements are expected to provide
Level 1 support set forth below, and after getting assistance from their Distributor via an escalation, advise the end-user
to sign into their Dropbox Business Admin Console and escalate to Dropbox directly via dropbox.com/team/admin/help.

Level Description Responsibility

The Service is unaffected. Level 1 support requests by Customers include: (1) Requests related to Partner resolves Dropbox customer issue within one (1) business day
1 delivery or activation of end user accounts; (2) Requests for general information related to the Service (Standard and Advanced) or escalates to Dropbox within one (1) hour
(e.g., basic how-to guidance, troubleshooting through the Help Center); (3) Payment and billing requests. (Enterprise).

Partner exhausts resolution methods with Distributor assistance

The Service is affected by an issue that impacts administration, a non-critical operation, or secondary and partner escalates to Dropbox within one (1) business day
2
functions, or a Level 3 issue for which a temporary workaround has been provided by Dropbox. (Standard and Advanced) or escalates to Dropbox within one (1) hour
(Enterprise).

Partner exhausts resolution methods with Distributor assistance and

3 The Service is affected by an issue that prevents operation of critical documented functions. Reseller escalates to Dropbox within four (4) hours (Standard and
Advanced) or escalates to Dropbox within one (1) hour (Enterprise).
Additional terms

Eligible services Program Guide updates

The Program, with its associated requirements and benefits, applies to any This Program Guide may be updated periodically, and Dropbox will make such
Dropbox service that Dropbox makes available to distributors for resale under updates available for review by Reseller. Partners should periodically review
the Program. the Program Guide during their participation in the Program to ensure their
compliance with any updates.
Subscription term
The default initial subscription terms will be exactly 12 months. Dropbox may
Minimum requirements
offer different subscription terms in its sole discretion. The initial term for any By participating in the Program, each partner acknowledges and agrees that
additional end user accounts added to a team will be prorated to be consistent failure to meet the minimum requirements under the Program, and/or using
with the initial term of the preexisting accounts on that team. Upon renewal, the unethical business practices may result in Dropbox’s termination of a partner’s
original additional accounts will renew onto the same renewal term as the initial participation in the Program.
subscription.
Effect of the Program Guide
Branding guidelines for Dropbox partners Except as expressly modified by this Program Guide, the Agreement, including
Please refer to the branding guidelines for partners for additional guidelines that any addenda thereto, will remain in full force and effect.
apply to the Program.
Definitions
Partner Portal Capitalized terms used in this Program Guide but not otherwise defined have
The Partner Portal is the online interface that may be made available by the meanings given to them in the Agreement.

Dropbox to partner and may include the functionality through which the parties
exchange information. The partner may be given access to use the Partner
Portal during the term of the Agreement solely for the purposes of performing
under the Agreement, subject to the terms of the Agreement, the Acceptable
Use Policy found at dropbox.com/acceptable_use, and other applicable policies,
terms, and conditions that Dropbox may publish from time to time.