Pan-EMEA VAD Nuvias has inked a partnership with Dropbox, to become the vendor's first independent distributor.
The distribution agreement will cover "key markets" in Northern Europe.
Nuvias UC CEO Steve Harris said the distributor was on the hunt for "an innovative and disruptive" addition to its unified comms portfolio.
"We have been avid users of Dropbox at Nuvias UC since our company was founded in 2009, moving from personal Dropbox accounts to the fully managed Dropbox Business solution as our business grew," he said.
"We witnessed first-hand how Dropbox can benefit businesses and we are in an ideal position to support channel partners from a technical perspective to integrate this new offering with other products within their portfolio."
Meanwhile, Dropbox's head of EMEA channels, Naveed Malik, said that the vendor chose Nuvias for its "technical expertise".
"The partnership will help us accelerate our channel programme and value services, while jointly leveraging the close relationships with leading UC vendors to build smart workspaces," he said.
Dropbox claims to be "the world's first smart workspace", with more than 500 million registered users across 180 countries.
Earlier this year, its global channel boss, Simon Aldous, told CPI that he acknowledges it has taken longer than expected to shift its business from a direct to indirect go-to-market model.
"Our channel business started three years ago, and adding an indirect sales model for us was very different to the seven or eight years of how the company had been operating before," he said.
"Working through third parties was a big learning curve for us; it was an evolutionary process.
"And yes, it's taken us longer than we expected to feel confident and comfortable that we are managing to support our partners in the way they need to be treated."
Aldous described Dropbox as being currently "direct led, but channel friendly".
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