BT & Adobe EchoSign: One Million E-Signed Contracts and Counting

One Million Contracts and Counting… BT & Adobe EchosignBT Global ServicesBest Global Operator BT Adobe EchoSign Adobe® EchoSign® | Web Contracts 2012

$30B 105 000 BT Global Services BT’s global managed services and40% solutions provider, serves multi-site Consumer BT Business BT Enterprises organisations worldwide Division BT Retail 1.1M Serves business and residential 2-1000s37% customers and is the prime channel to market for other BT businesses BT Wholesale Runs BT’s networks and provides network services and solutions to other communication companies23% BT Openreach Responsible for the “last mile” of the UK access network and for the troll out of super-fast broadband Adobe® EchoSign® | Web Contracts 2012

Innovation in BT EXTERNAL INTERNAL INNOVATION INNOVATION ‣Silicon Valley ~$1.5B Martlesham Heath, Ipswich, UK Annual Spend ‣Israel, Asia, MIT Adobe® EchoSign® | Web Contracts 2012

Innovation Qualification Potential Match Scouting Thousands 4 Consultancy Q1 Hot Houses Companies 60 Demonstrators Q2 Trial People POCs Tens Q3 Showcases 17 000 IN MARKET Adobe® EchoSign® | Web Contracts 2012

The BT “Matchmaking” Service INNOVATION NAVIGATE MATCH MAKING SELECTION BT ORGANISATION  Same as VCs  Solves known problem  Simple to understand  In market experience  Early customers  Strong team  Respected backers Adobe® EchoSign® | Web Contracts 2012

How Contract Signing Worked Before EchoSign … Print Mail or Fax Wait Nagging Contract Contract Days/Weeks Call Wait Nagging Re-Fax Nagging Days/Weeks Call Contract Call Contract Contract Key in Start Signed Sent Back Data Again !  About 5 hours per week wasted sales time  A good percentage of lost revenue and postage cost  Paper trail hard to manage Adobe® EchoSign® | Web Contracts 2012

Original Business Case Adobe® EchoSign® | Web Contracts 2012

How Did We First Meet? What Did We See In EchoSign? FIRST MEETING :: Scouting Team FIRST MEETING :: BT Business Under the Radar Office 2.0 Conference MD BT Business August 2006 September 2006 • Disruptive Technology • First SaaS deployment in BT • Simple to deploy • Initiated a SaaS portfolio for BT Business • 12 employees • No brainer automation DEPLOYED IN BT BUSINESS • March 2007 across all channels • Small contracts in volume business • Desk based sales • Execution time critical • Process time gained is revenue gained Adobe® EchoSign® | Web Contracts 2012

Our UK Coming Out Party Adobe® EchoSign® | Web Contracts 2012

What We Like [after using EchoSign]  Average contract signing time down from 10 days to 40 minutes  Productivity gains -5 hours  15-50% increase in closure rate  Auto-nagging  Simplicity  Remove paper from the paper trail  Integration with Salesforce.com  Audibility & reduction in miss-sales  Mobile capable Adobe® EchoSign® | Web Contracts 2012

Adobe® EchoSign® | Web Contracts 2012

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BT & Adobe EchoSign: One Million E-Signed Contracts and Counting

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