Definitions

Question 1

Box Mission

Answer 1

To power how the world works together

Question 2

3 imperatives customers care about

Answer 2

1. Drive productivity across the business
2. Simplify IT and optimize spend
3. Protect their most important data

Question 3

Opportunity cost of not investing in Box Cloud

Answer 3

1. Adds security and compliance risks
2. Slows productivity and workflows
3. Increases cost and complexity

Question 4

What tools can Box replace within customers tech stack?

Answer 4

Publishing (seismic, showpad)
E-sign
Collaboration (miro, notion)
Content management (share point)
File storage (netapp, emc)
File sharing (one drive, Dropbox)

Question 5

Box Embed Widget

Answer 5

Gives you ability to embed files and folders from your account page onto any website, blog, or social networking service that supports HTML i frame embed code.

Question 6

Box KeySafe

Answer 6

Box KeySafe allows customers to hold their own encryption keys.
Most often the companies that require this add-on are defense contractors or companies in the manufacturing industry.

Question 7

Governance

Answer 7

Governance is the most popular Box add-on product. It allows the company to classify, quarantine, and retain documents as
required by their company or industry.
Most of the customers that require this are in a regulated industry like finance, law, or health care

Question 8

Box Zones

Answer 8

Box Zones is for companies who either prefer or are required to host documents in their home country.
It allows them to host their data on servers located in their home country

Question 9

Box Platform

Answer 9

Box Platform provides all the capabilities and tools our customers need to build custom applications.

Question 10

Box Relay

Answer 10

Box’s workflow and task automation tool.
* Use cases include employee on-boarding, folder tree creation, approval processes.

Question 11

Box Shield

Answer 11

Shield is our highest security offering, specifically focused on mitigating employee negligence and malicious behavior with 2 main
features:
o Smart Access - prevents data leaks with classifications.
o Threat Detection - detects and prevents the spread of malware/ransomware, identifies anomalous user activity, and
detects access from suspicious locations. It also provides access to additional dashboard/reporting on threat detection

Question 12

Box Shuttle

Answer 12

A service that Box offers to help companies migrate large amounts of data from one solution or server to Box.
Shuttle is usually for larger deployments of Box and use cases where they have more than 2TB to move over

Question 13

Box Consulting

Answer 13

Box Consulting is not a product but an additional service.
Some add-ons require Box Consulting like KeySafe and large deployments of Governance. Sometimes customers with no or little
internal IT will desire consulting

Question 14

Elevator pitch for Content Cloud

Answer 14

Content cloud enables you to secure your data, work collaboratively and power mission critical workflows across the enterprise.

Question 15

What business challenge does Content Cloud solve?

Answer 15

Data is fragmented, unsecured and costly. 80% of an enterprises’s data is unstructured in the form of content.

Question 16

8 primary reasons a customer sees increased value with an upgrade to E+

Answer 16

Governance - Manage document retention policies and conduct defensible discovery

Shield - Prevent data breaches with classification policies and intelligent threat detection

Platform - Substantial chargeable API call activity and/or use cases for Platform

AI - Interest in Box AI for Notes functionality, preview, AI + Hubs, etc.

Advanced Sign Features - Unlimited e-signatures natively in Box and via 3rd party Sign integrations; extensible via APIs

Zones - customers who need to address data residency obligations

Large File Sizes - customers who work with file sizes larger than 15GB

Premier Services - customers needing 24/7/365 technical support, enablement service modules

Question 17

What are the 7 parts of the Health Score

Answer 17

Product Adoption ( 1. Core Box, 2. Strategic Product Capabilities)

Perceived Value (3. High Value Use Cases, 4. Confidence in Box product and infrastructure)

Customer Engagement (5. Exec Sponsor and EB engagement, 6. Sentiment, 7. customer readiness)

Question 18

Discovery Questions around Value/Metrics

Answer 18

1. How will Box change your business?
2. How will Box help you make more money or be more competitive?
3. How will you measure whether Box is adding value?

Question 19

File Request

Answer 19

Simple and secure way to get files and metadata from anyone , request additional info with metadata form fields which can be set as required or optional. Field inputs are automatically captured as metadata on files. Admin reporting on fle request creators and associated folders.