Programs · Case study · Dropbox, 2016–22
Dropbox Certified Seller and Administrator
I built channel enablement at Dropbox from the ground up, and scaled it into a partner certification program for 15,000+ learners in 11 languages.
- 15,000+learners, in 11 languages
- 99%pass rates
- 4 mo → 6 wkpartner time-to-productivity
- 52%rise in partner-sourced deals, which it contributed to
The situation
- I built channel enablement at Dropbox from the ground up, as an individual contributor, for MSPs, MSSPs, VARs, and distributors.
- A new partner took four months to become productive.
What I built
- All the training, written by me: guides, decks, and video. I ran the in-person training as lead presenter.
- Dropbox Certified Seller and Dropbox Certified Administrator.
- Structured partner onboarding across the LMS, the PRM, and the CMS.
- A global partner enablement and certification ecosystem: 15,000+ learners across 11 languages.
How it was measured
- I integrated certification data into Salesforce, to correlate partner readiness with pipeline.
What changed
- Partner time-to-productivity fell from four months to six weeks (63%).
- 99% pass rates on both certifications.
- The certifications contributed to a 52% rise in partner-sourced deals.
My part
I led it. I started it as an individual contributor: I wrote the training, presented it, and built the program around it.
See the work
The two courses are portfolio rebuilds, made in 2026 from the 2021 originals. They are not official Dropbox courses.