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  

Click  for  video