DocuSign. Customer Success Case Study Sampler

Transcription

1 DocuSign Customer Success Case Study Sampler

2 CASE STUDY DocuSign Helps Comcast Business Sales Reps Close More Deals On The Spot Summary Reduced average number of meetings for new customer onboarding from 2.2 to 1.1 Helped enable business to achieve growth targets Eliminated majority of paper-based contracts Comcast Business, a unit of Comcast Cable, provides advanced communication solutions to help organizations of all sizes meet their business objectives. Since launching in 2007, Comcast Business initially concentrated on the small and medium sized business (SMB) marketplace. In recent years, Comcast Business has expanded its customer base to include businesses within the enterprise space as well. Today, Comcast Business serves clients of all sizes, from boutique pizza parlors and nail salons to major metropolitan hospital systems and law firms and beyond. Challenge Comcast Business prides itself on providing clients with industry-leading customer service, and to this end values face-to-face interactions with prospective customers over phone and . Every day, Comcast Business Sales Representatives take to the field equipped with tablets to give live, door-to-door presentations and close deals on the spot. Prior to implementing DocuSign, bringing on new customers was a multi-step process. If the initial faceto-face meeting with a prospective customer was successful, the Sales Rep would return to the office to prepare and print contracts for the customer. Following this, the Sales Rep may have to make a return trip into the field either to do a contract-signing or a follow-up meeting with the customer. Additionally, with thousands of Sales Representatives in the field everyday and new contracts signed every day, printing, faxing, scanning, and filing were adding up to huge expenses. Comcast Business sought a solution that could cut down on these expenses and enable Sales Reps in the field to stay mobile and efficient. Equipping our Sales Reps with tablets has made them more efficient in the field, but the fact that we have DocuSign, we close the loop, close the deal. DocuSign gives Sales Reps the ability to meet with a customer, draw up a proposal and contract right there, and then sign on the tablet in just one meeting. Terry Connell, Senior Vice President of Sales and Sales Operations, Comcast Solution After examining various tools on the marketplace, Comcast Business opted to go with DocuSign s Digital Transaction Management (DTM) platform for its ease-ofuse, document management capabilities and integration with Comcast s other sales tools, which Sales Reps accessed in the field from their tablets. Results Since implementing DocuSign, Comcast Business s Sales Reps have been able to get more business done faster. Terry Connell, senior vice president of sales and sales operations for Comcast says, Equipping our Sales Reps with tablets has made them more efficient in the field, but the fact that we have DocuSign, we close the loop, close the deal. DocuSign gives Sales Reps the ability to meet with a customer, draw up a proposal and contract right there, and then sign on the tablet in just one meeting.

3 Under this new system, Sales Reps have slashed the average number of meetings necessary for bringing on new customers, and they are putting this extra time back into delivering world-class customer service. Now that Sales Reps have that extra time back, they can do more, talk to more customers, meet new clients, and put time in to solving their business needs, adds Connell. Along with time savings, Comcast Business has realized significant hard-dollar reductions by cutting paper from its workflows. With DocuSign s DTM solution, Sales Reps can easily avoid scanning, faxing, and printing. Connell reports The majority of our contracts are executed electronically today so we can close deals without firing off a printer or lifting a pen. Connell notes that many customers are often interested to learn more about DocuSign. DocuSign has also been an important tool in helping Comcast Business scale to growth. We are in a rapid growth mode, says Connell. DocuSign is one of the tools that allows us to thrive and enables us to drive that kind of growth. About DocuSign DocuSign is changing how business gets done. DocuSign empowers anyone to transact anytime, anywhere, on any device with trust and confidence. Organizations of every size, industry and geography accelerate contracts, approvals and workflows with DocuSign s Digital Transaction Management (DTM) platform and esignature solution. DocuSign keeps life and business moving forward. For U.S. inquiries: toll free docusign.com For EMEA inquiries: phone emea@docusign.com docusign.co.uk Follow Us Copyright DocuSign, Inc. All rights reserved. DocuSign, the DocuSign logo, The Global Standard for Digital Transaction Management, Close it in the Cloud, SecureFields, Stick-eTabs, PowerForms, The fastest way to get a signature, The No-Paper logo, Smart Envelopes, SmartNav, DocuSign It!, The World Works Better with DocuSign and ForceFields are trademarks or registered trademarks of DocuSign, Inc. in the United States and or other countries. All other trademarks and registered trademarks are the property of their respective holders.

4 CASE STUDY, Salesforce.com Salesforce.com closes 90% of deals in 1 day;71% in one hour with DocuSign esignature Solutions Salesforce uses DocuSign to Get Business Done Faster, in over 40 Use Cases Company s Top Objectives Managing customer information for more than 100,000 customers, salesforce.com was looking to scale and increase efficiency as the company continues to grow. By standardizing on DocuSign for electronic signature within their sales process, salesforce.com cut deal close time from an average of two days down to 90% of deals closing in 1 day; and 71% of deals closing in 1 hour. Challenge With continued growth of new customers, salesforce.com was looking for a way to scale while increasing efficiency by closing more deals faster with the same level of resources. Because many of its customer onboarding processes were manual, salesforce.com determined this area was ripe for a technology solution like electronic signatures. Top Benefits Achieved Deal close cycle time cut from 2 days down to 90% in less than 1 day; 71% in less than 1 hour Time spent per quote per Account Executive reduced by 10 minutes Saved up to 322 days of work per year

5 The Resolution Initially salesforce.com sought to simply let customers sign documents electronically to streamline the signature. However, salesforce.com found that by integrating with existing systems, DocuSign could provide a way to quickly and easily automate the customer account setup process (saving up to 2,757 hours, or 322 days of work per year) while adding even more value by automatically kicking off internal processes that launch new customers accounts, with little or no manual intervention needed. The Key Benefits Salesforce.com has achieved fast results by integrating DocuSign for Salesforce. When the quoting process for a customer is complete, account executives send eligible contracts for signature with just a single click from Salesforce. After the order form is DocuSigned and completed by the customer, the system automatically determines if it meets the criteria for automatic launch, or if additional information is needed. DocuSign has reduced the time spent per quote per account executive by 10 minutes. In addition, DocuSign has helped salesforce. com move from an average of two days to close a deal, to 90% of deals closing in one day and 71% of deals closing in one hour. The revenue operations team now manually processes fewer orders, despite an increase in transactional volume. Salesforce.com s use of DocuSign to replace manual processes goes beyond signatures. Signing authority is now verifi ed using DocuSign s integrated authentication. For payments with check or wire transfers, customers can create and complete add-on orders completely self-service thanks to DocuSign. This further increases customer satisfaction and also accelerates salesforce. com s speed to revenue while reducing costs. DocuSign has improved productivity throughout the revenue operations organization because it facilitates no-touch orders for the back office. Account executives value DocuSign s document trail with the associated status updates through automated Chatter integration. They see in real time when contracts are viewed and completed giving them greater visibility and control throughout the sale. Connect with us: DocuSign is changing how business gets done. DocuSign empowers anyone to transact anytime, anywhere, on any device with trust and confidence. Organizations of every size, industry and geography accelerate contracts, approvals and workflows with DocuSign s Digital Transaction Management (DTM) platform and esignature solution. DocuSign keeps life and business moving forward. For U.S. inquiries: toll free docusign.com For EMEA inquiries: phone emea@docusign.com docusign.co.uk For APAC inquiries: phone docusign.com.au For LATAM inquiries: phone docyousign.com.br Copyright DocuSign, Inc. All rights reserved. DocuSign, the DocuSign logo, The Global Standard for Digital Transaction Management are trademarks or registered trademarks of DocuSign, Inc. in the United States and/or other countries. For a list of DocuSign s trademarks, please see All other trademarks and registered trademarks are the property of their respective holders.

6 CASE STUDY Box Closes More Sales in the Cloud with DocuSign Summary Improved efficiency of the contract execution and submission process across the sales organization. Automated workflow and business processes across multiple departments by integrating with Salesforce.com. Experienced Productivity from Anywhere, keeping content centralized on Box while extending electronic signature capabilities. By enabling simple, secure sharing and collaboration from anywhere, Box is has grown to 11 million users, from individuals to small businesses to the Fortune 500. Box implemented DocuSign as part of its Salesforce-powered sales process, resulting in significant time savings and customer satisfaction all with a scalable solution. Challenge When it was still only known as a startup, Box s contract execution process was sub-optimal: account executives sent quotes and contracts to customers, waiting for them to print, sign, and deliver the contract back to Box. The need for greater visibility into contract status across the organization became increasingly apparent. Upon receipt of a signed agreement, downstream workflow began but it was very manual. Content was not integrated into the sales operations, billing, support, and professional services processes at Box. The resulting inefficiencies were a drag to a fastgrowing and innovative technology company like Box. Additionally, like many companies, Box had an increasing number of employees working remotely, traveling, and working from their mobile devices. Box already had a great way of accessing critical content from any mobile device, through the use of its own service, but needed to extend the workflow process by signing and sending contracts from anywhere. Our real savings has been the amount of time saved in aggregate thanks to DocuSign. Matt Norton Sales Engineering Manager, Box Solution Box uses Salesforce.com to manage its growing customer base. Box wanted a solution that was deeply integrated with its CRM and with the Box application itself. It needed to be easy for account executives and prospects to use as would befit the Box brand. And finally, Box needed a solution that could accommodate its mobile workforce. Results Box implemented DocuSign as an integral part of the sales process. Once a contract is executed, DocuSign for Salesforce automatically initiates a workflow process within several other departments. Using the Box API, each signed agreement is routed automatically to a unique folder in Box, triggering notifications to sales management, sales operations, client services, and billing. With DocuSign, Box automated its processes to achieve scalability simply. Box employees can now comment on the document within Box, or assign a task to others who have access to the content, facilitating further workflow. The company now has a complete, streamlined contract execution and review process that leverages Box and DocuSign s industry-leading technology. Our real savings has been the amount of time saved in aggregate thanks to DocuSign, said Matt Norton, sales engineering manager at Box. DocuSign not only helps our account executives close a great number of deals but accelerates the pace at which we re able

7 to operate. Additionally, it s allowed our employees to simply work from wherever they are be it from within from Box, from Salesforce.com, from DocuSign, or from a mobile device. Just as important, Box is using DocuSign to provide customers with an easy way to execute an agreement, which often requires numerous signatures and/or sequential signing. Every application Box uses across the organization has to represent Box in a highly professional manner, and offer the simplicity that their customers expect. DocuSign ensures they meet and exceed that expectation with an easy, fast, and secure way to get a signature. About DocuSign DocuSign is changing how business gets done. DocuSign empowers anyone to transact anytime, anywhere, on any device with trust and confidence. Organizations of every size, industry and geography accelerate contracts, approvals and workflows with DocuSign s Digital Transaction Management (DTM) platform and esignature solution. DocuSign keeps life and business moving forward. For U.S. enquiries: toll free docusign.com For EMEA enquiries: phone emea@docusign.com docusign.co.uk Follow Us Copyright DocuSign, Inc. All rights reserved. DocuSign, the DocuSign logo, The Global Leader in Digital Transaction Management, Close it in the Cloud, SecureFields, Stick-eTabs, PowerForms, The fastest way to get a signature, The No-Paper logo, Smart Envelopes, SmartNav, DocuSign It!, The World Works Better with DocuSign and ForceFields are trademarks or registered trademarks of DocuSign, Inc. in the United States and or other countries. All other trademarks and registered trademarks are the property of their respective holders.