High Tech & Telecom Breakout Session Charlie Weijer Regional Vice President, Commercial Sales, EMEA @charlieweijer DocuSign
10+ Years of ConCnuous InnovaCon
188 Countries “DocuSigned”
100,000+ paying customers
Account Openings
Lease Offer Le>ers
Compensa?on Plans
Non Disclosure Agreements
RFPs
Billing Queries
Sales Agreements
Contracts
Employment Contracts
Customer Challenges
Slow and Costly OperaCons
Regulatory Risk and Compliance
ViolaCons
ProhibiCve and Error Prone Experience
Unmanageable Records
Disconnected Systems
Current Business Process (Sales) INTERN
AL
EXTERN
AL
Manual Processing
ProhibiCve Experience
Digital to Paper
§ High incompleCon/error rates § No authenCcaCon § Slow manual rouCng
Customers
§ Manually validate § Return to customer if errors § Rekey data
Opera?ons
§ ScruCny and fines from poorly documented process
Auditors/Regulators
Sales
CRM CPQ
§ Admin Cme displaces selling Cme § No status visibility § No workflow automaCon
§ No upstream connecCvity § Manually kick off downstream
Finance/IT
Incen?ve Compensa?on
Unmanageable Records
Disconnected Systems
INTERN
AL
EXTERN
AL
Manual Processing
ProhibiCve Experience
Digital to Paper
§ High incompleCon/error rates § No authenCcaCon § Slow manual rouCng
Customers
§ Manually validate § Return to customer if errors § Rekey data
Opera?ons
§ ScruCny and fines from poorly documented process
Auditors/Regulators
Sales
CRM CPQ
§ Admin Cme displaces selling Cme § No status visibility § No workflow automaCon
§ No upstream connecCvity § Manually kick off downstream
Finance/IT
Incen?ve Compensa?on
Current Business Process (Sales)
*Based on 3rd party value assessments with DocuSign customers
THE REAL COST OF EVERY TRANSACTION
Prin?ng
Distribu?on
Document Crea?on
Prepara?on
Manage Status
Process Documents
IT
Prin?ng
Distribu?on
Document Crea?on
Prepara?on
Manage Status
Process Documents
LEGAL
Prin?ng
Distribu?on
Document Crea?on
Prepara?on
Manage Status
Process Documents
HR
Prin?ng
Distribu?on
Document Crea?on
Prepara?on
Manage Status
Process Documents
PROCUREMENT
Prin?ng
Distribu?on
Document Crea?on
Prepara?on
Manage Status
Process Documents
SALES
£18 per Transac?on
Unmanageable Records
Disconnected Systems
INTERN
AL
EXTERN
AL
Manual Processing
ProhibiCve Experience
Digital to Paper
§ High incompleCon/error rates § No authenCcaCon § Slow manual rouCng
Customers
§ Manually validate § Return to customer if errors § Rekey data
Opera?ons
§ ScruCny and fines from poorly documented process
Auditors/Regulators
Sales
CRM CPQ
§ Admin Cme displaces selling Cme § No status visibility § No workflow automaCon
§ No upstream connecCvity § Manually kick off downstream
Finance/IT
Incen?ve Compensa?on
Current Business Process (Sales)
*Based on 3rd party value assessments with DocuSign customers
THE REAL COST OF EVERY TRANSACTION
Company Size TransacCon (Avg Annual)
£1B+
£500MM – £1B
£100MM – £500MM
< £100MM
1.5MM
500K
100K
20K
Costs (Annual)
£27MM
£9MM
£1.8MM
£360K
Organiza?on Wide Costs Cost per TransacCon
£18
£18
£18
£18
x
x
x
x
=
=
=
=
Streamlined Sales Process with DocuSign DTM
Accessible and Fully Documented
Integrated Downstream Processing
Secure FricConless TransacCon
Digitally Managed Business Process
§ Automated audit tracking and storage integraCon
Auditors/Regulators
Sales
§ Automated workflow Management and Transparency
§ Integrated with upstream systems
CRM CPQ
DTM
Other
§ AuthenCcaCon opCons § Accessible on any device § Data validaCon § Digital audit trail
Customers
§ Downstream processes such as account acCvaCon, billing and archiving are automaCcally triggered
Opera?ons/Finance/IT
Key Challenges in High Tech
1 Maximize Agility
Increase Innova?ve Edge Invest in people, processes, and culture that enable and inspire innovaCon required to build new markets and maintain compeCCve edge
Maintain Informa?on Security Protect company and customer informaCon from internal fraud, informaCon leaks, hacking afacks and patent infringement
Build adaptability into processes and soluCons to respond to rapid industry changes and invest in what’s coming next 2
3
Leading Customers in High Tech
Large Diversified IT Companies
Cloud-‐Based Services
Other
Case Study: Hewlef-‐Packard
93% Improvement in
Document Turnaround Time
70% ReducCon in Steps
Required for Contract CompleCon
£22 Savings per Envelope Sent
via DocuSign
Key Challenges in Telecommunica?ons
1 2 3
High Customer Expecta?ons
Increasing Digi?za?on
Maintaining Profitability
Boost network capacity and connecCvity to meet consumers’ and businesses’ expectaCons for always-‐on service everywhere
Adapt to demand for new services like mobile payment plajorms and cloud services
Control costs of current soluCons in rapidly changing industry to be ready to invest in what’s coming next
Case Study: Comcast Business
85% EliminaCon of Paper from
the Contract-‐Cycle
30% Annual Growth made Scalable with DTM
SoluCon
50% ReducCon in Field
MeeCngs for CompleCng Contracts
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