DOCUSIGN CONFIDENTIAL

Kevin Livingstone - DocuSign

Tim Foster – TAS Group

Getting to Yes Faster – Accelerating Your Sales Cycle

05 December 2012

Sales Velocity

What needs to be Measured?

Deals Value Win Rate

Sales Cycle

x xSalesVelocity=

What’s happening to sales cycles?

2008

2009 -19%

2010 -22%

2011 -25%

70% of buying process completed before sales contact

Buyers are technologically savvy & socially connected

70%

DO

NE

70% DONE

70% DONE

70% DONE

Zzzz…

The Buying Cycle

Identify Needs

Visualize Solutions

Evaluate Alternatives

Negotiate Terms

Purchase

Re-evaluate

Qualify

Requirements

Evidence

Acquisition

Order

Manage

The Selling Cycle

Solution Discovery (Search)Experience Check (Network)Evaluate Alternatives (Network)Best Practices Study (Network)

Trial Use / Free Pilot (First Vendor Contact)

Negotiate & Buy

?

?

?

?

Free Trial

Negotiate & Sell

The Selling CycleThe Buying Cycle

Solution Discovery (Search)Experience Check (Network)Evaluate Alternatives (Network)Best Practices Study (Network)Trial Use / Free Pilot (First Vendor Contact)

Negotiate & Buy

Monitor and Network

Reference Customers

Influencers

Industry Group

Free Trial

Negotiate & Sell

The Selling CycleThe Buying Cycle

Winning and losing sales cycles

Winning and losing sales cycles

Sales MethodologyHow am I doing in this Account / Opportunity

compared to the competition?

Sales SkillsHow do I execute the Sales Methodology and Sales Process to

improve performance and sustain results?

Sales ProcessWhere am I in this Opportunity and what

must I do next to progress it?

“How do I convert quicker?”

PoliticalMap

Assessment DecisionCriteria

CollaborationMap

CompetitiveStrategy

PRIMEActions

Coach Me

TAS Sales Methodology + Technology = Like

Is there an Opportunity?

Early Qualification and Compelling Event

Can We Compete?

Competitive Positioningand UBV

Can We Win?

Alignment

Is It Worth Winning?

Risk Assessment

Test and Approve the Plan

1 2 3 4 5

TAS Methodology

Sell Smarter. Manage Better.

www.dealmakerindex.comScore your sales effectiveness. Get advice. See how you compare.

www.dealmakergenius.comCreate a customized sales process.

www.dealmaker365.comRead our blog featuring insights on sales effectiveness.

@tgfoster

@thetasgroupFollow us on Twitter.

www.thetasgroup.com

Free Resources

DOCUSIGN CONFIDENTIAL 15

Common Challenges We Hear

“Our employees spend too much time getting contracts signed after getting to ‘yes.’”

“We completely lose visibility into contract status after emailing/ faxing/posting.”

“We need to send/sign on mobile devices.”

“We need to integrate into a number of existing systems.”

“We need a solution that works globally.”

DOCUSIGN CONFIDENTIAL 16

DocuSign Value Proposition

The Problem

Printing, faxing

Shipping (Multiple Signers)

Rekeying data

Missing signatures

Lost contracts

The Consequences

Error prone & unsecure

Costly operations

Slow execution

Poor customer experience

The Opportunity: Extraordinary ROI

Accurate & Secure Transactions

Reduced Operating Costs

Delighted Customers

Increased Speed to Results

DocuSign Sample Customer Results

Use Of Salesforce Up 300%; 500 Non-Productive Admin Hours Slashed

Cut Days To Cash From 120 to 30

Close Rates Doubled From 24% to 50%; Not In Good Order to 0

Close Rates Up 30%

Order Provisioning Reduced from Days to hours

One branch saving £4,000 Annually in Paper and Ink

Increased Revenue by $3.094M AnnuallyReceive Signed Contracts within 2 hours instead of 2 weeks

DOCUSIGN CONFIDENTIAL 18

About DocuSign

Our Vision

Empower anyone to sign anything,

anywhere, anytime.

DOCUSIGN CONFIDENTIAL 19

DocuSign Sample Customers Across Industries

CONSUMERTECHNOLOGYINSURANCEPROPERTY & PROPERTY

MGMT

TRAVEL & TOURISM

MANUFACTURING

OIL & GASBANKING HEALTHCARE

& PHARMAFIN SERVICES

& LEASINGCOMMUNICATION

& MEDIA

EDUCATION

Generation

Sp

eed

&

Fu

ncti

on

ality

Inevitable

DOCUSIGN CONFIDENTIAL 21

Demo