Box doesn’t report ARPU, but discusses Average Annual Contract Value (ACV) — this is because Box charges based on organizations who many have 100 users or 1000 users. Box’s ACV prior to IPO was $3,653. Since Box does not disclose the average number of users per paying organization, it’s difficult to compare this metric to Dropbox’s ARPU.
…transaction size so that the product becomes more compelling for the demand side. Liquidity is key. Making sure that transaction volume is thriving is more important to a new marketplace than getting the largest revenue per transaction.
…ricing leverage, I always pushed for clean terms first (no “structure”) and then look at valuation. We have consistently chosen not to optimize for valuation — even when there were higher offers on the table — because we know the true long term cost of a nosebleed valuation with onerous provisions in terms of capital strategy, team morale and board dynamics.