E-Signatures: The Who, The When, The Where, The Why, The How                                                              ...
Adobe EchoSign: Who We Are• Sign, Track and File, On The Web -- In One Click• 50,000 customers and 4,000,000 users• Custom...
E-Signatures:                 The Who© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.          ...
EchoSign: The Way the Web Signs© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
The Web Chooses EchoSign© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
E-Signatures:                 The How© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
API   How it Works (1/2)       API   Just e-mail out the contract from EchoSign.com …© 2011 Adobe Systems Incorporated. Al...
API   How it Works (1/2)       or send from Salesforce.com, NetSuite, SAP, Google Docs, CLM       API       systems, or 20...
How EchoSign Works (2/2) … Customer Signs Effortlessly – On the Web© 2011 Adobe Systems Incorporated. All Rights Reserved....
Sign the Way You Want … Biometric                                                                  Mobile   Fax© 2011 Adob...
Widgets & API    … Or Sign Right    Inside Your    Website with our    Widget (or API)© 2011 Adobe Systems Incorporated. A...
The “Echo” Pt 1: Track Your Team’s Deals in Real-Time© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confide...
The “Echo” Pt 2: Automated Document Repository© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
Full & 100% Automated Audit Trail© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
Global Edition: E-Sign and Fax Sign Across the World© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confiden...
Collaboration, Negotiation & Redlining© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.         ...
E-Signatures are Even Fun    “Facebook: … It’s even fun”© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Conf...
Be Careful With Your Electronic Originals© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
E-Signatures:                 The When© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.         ...
If You Haven’t Yet … Just Try It  • Set up a Free or Free    Trial Account  • You’ll either be hooked    in 15 minutes – o...
EchoSign Today Already Integrated into 100+ Web    Services  Use the stand-alone web app – or integrated into yours  • #1 ...
EchoSign Today Already Integrated into 100+ Web    Services  E-Signatures  Work the Way  You Work© 2011 Adobe Systems Inco...
It’s Easy: Start Before, During, or After Any Integrations  • Deploy web version in    an hour / a day  • Get an Easy, Ear...
E-Signatures:                 The Why© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.          ...
2011+: All Businesses Are Being Run on the Web© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
Web Signatures – We’ve Now The Entered Mainstream Phase© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confi...
2012+: Business Contracts Require a Web Signature To Work            Web / Cloud-                                         ...
E-Signatures:                 The Where© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.        ...
Best Practices for E-Signatures Across the World  U.S. (and Canada, U.K., Australia,  NZ, Singapore, Hong Kong, etc.):  10...
Best Practices for E-Signatures Across the World  Rest of World More  Nuanced  • Choice of Law    Can Help  • “Two Tier”  ...
Best Practices for E-Signatures Across the World    Also consider using    “biometric”    signatures to get    written sig...
E-Signatures:                 Case Studies© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.     ...
Todd Miner                                Head of Sales IT                                               Facebook© 2011 Ad...
Buying Ads    Connect with customers      • Self-Service                                                          • Insert...
EchoSign Helps Automate Contract Completion    Faster campaign setup Before         Client Sign                           ...
EchoSign Helps Close Deals Faster    And is fun© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
Benefits for our Business    Speed and scalability      • Closed-loop         • Contracts are returned            electron...
Chris Bland                       Finance Manager               North American Operations                               Gr...
Groupon Today                                                                              •   Founded in Chicago in Novem...
How EchoSign Helps With       Those Challenges                                                Merchant                    ...
Business Challenges      Why EchoSign?      When we started contracts were simply an email      template with some merge f...
EchoSign Can be More than                    a “Contract”                   1,000 deals means we have a lot of data to col...
Rollout and Adoption            What departments think of EchoSign?            Legal:                                   Co...
Mark Brennan                                  Director,                       Information Services                        ...
Pandora       Personalized Internet Radio       Free – ad supported radio       Music Genome Project - founded 2005   ...
EchoSign: Making it all Quicker & Easier       Sellers need documents signed       Employees need to sign vendor agreeme...
August 2010 - Proposed Echosign       Showed it to a few employees       They asked to adopt right away       Snowball ...
EchoSign – What We’ve Done so Far               Vendor agreements – some good adoption               Sales teams – comin...
Adobe EchoSign      The Way the Web Signs!© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
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E-Signatures: The Who, The When, The Where, The Why, The How

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All about E-Signatures, from Adobe, the inventors of PDF.

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E-Signatures: The Who, The When, The Where, The Why, The How

  1. 1. E-Signatures: The Who, The When, The Where, The Why, The How from Adobe EchoSign© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  2. 2. Adobe EchoSign: Who We Are• Sign, Track and File, On The Web -- In One Click• 50,000 customers and 4,000,000 users• Customers Small, Medium and Largest• #1 highest ranked on web (Alexa/Comscore/Compete);• #1 highest rated on Salesforce ’06-’11• #1 installed app for NetSuite• 100+ of Fortune 500 as customers• The choice of the web: Google, Dell, Facebook,Intuit, Groupon, NetSuite, Citrix, Time WarnerCable, Comcast, Qualcomm, VMware, AMEX, DowJones, Twitter, Verizon + 50,000 SMNBs© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  3. 3. E-Signatures: The Who© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  4. 4. EchoSign: The Way the Web Signs© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  5. 5. The Web Chooses EchoSign© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  6. 6. E-Signatures: The How© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  7. 7. API How it Works (1/2) API Just e-mail out the contract from EchoSign.com …© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  8. 8. API How it Works (1/2) or send from Salesforce.com, NetSuite, SAP, Google Docs, CLM API systems, or 20+ others …© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  9. 9. How EchoSign Works (2/2) … Customer Signs Effortlessly – On the Web© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  10. 10. Sign the Way You Want … Biometric Mobile Fax© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  11. 11. Widgets & API … Or Sign Right Inside Your Website with our Widget (or API)© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  12. 12. The “Echo” Pt 1: Track Your Team’s Deals in Real-Time© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  13. 13. The “Echo” Pt 2: Automated Document Repository© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  14. 14. Full & 100% Automated Audit Trail© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  15. 15. Global Edition: E-Sign and Fax Sign Across the World© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  16. 16. Collaboration, Negotiation & Redlining© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. CONFIDENTIAL
  17. 17. E-Signatures are Even Fun “Facebook: … It’s even fun”© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  18. 18. Be Careful With Your Electronic Originals© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  19. 19. E-Signatures: The When© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  20. 20. If You Haven’t Yet … Just Try It • Set up a Free or Free Trial Account • You’ll either be hooked in 15 minutes – or you won’t • Lots of power and workflows – but simple to get started© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  21. 21. EchoSign Today Already Integrated into 100+ Web Services Use the stand-alone web app – or integrated into yours • #1 Highest Rated Salesforce Integration • #1 Highest Rated NetSuite Integration • Native Integrations with SAP, Apttus, Upside, Selectica, Emptoris, Exari, Google Apps, DropBox, Box.net, Evernote, more • 50+ other 3d party apps have intergated EchoSign • It’s Proven. It’s Easy.© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  22. 22. EchoSign Today Already Integrated into 100+ Web Services E-Signatures Work the Way You Work© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  23. 23. It’s Easy: Start Before, During, or After Any Integrations • Deploy web version in an hour / a day • Get an Easy, Early Win For Your Org • Integrate with SFDC/CLM/etc. when it’s / you’re ready • It’s Proven. It’s Easy.© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  24. 24. E-Signatures: The Why© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  25. 25. 2011+: All Businesses Are Being Run on the Web© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  26. 26. Web Signatures – We’ve Now The Entered Mainstream Phase© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  27. 27. 2012+: Business Contracts Require a Web Signature To Work Web / Cloud- Web / Cloud- Based Based Contract Web Signature Document Creation Management© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  28. 28. E-Signatures: The Where© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  29. 29. Best Practices for E-Signatures Across the World U.S. (and Canada, U.K., Australia, NZ, Singapore, Hong Kong, etc.): 100% same as ink under Federal E-SIGN Act, i.e. non-issue, for commercial contracts • U.S. E-SIGN Act (and EUTA) compliance is simple and easy with EchoSign and compliant products© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  30. 30. Best Practices for E-Signatures Across the World Rest of World More Nuanced • Choice of Law Can Help • “Two Tier” countries of Southern Europe • Challenges in Brazil, India© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  31. 31. Best Practices for E-Signatures Across the World Also consider using “biometric” signatures to get written signatures (as well as / as part of e-signatures) in Yellow / Orange / Red Countries© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  32. 32. E-Signatures: Case Studies© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  33. 33. Todd Miner Head of Sales IT Facebook© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  34. 34. Buying Ads Connect with customers • Self-Service • Insertion Order • Online setup • Managed accounts • Credit card payment • Contract with signatures • Download, print, sign, scan, email© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  35. 35. EchoSign Helps Automate Contract Completion Faster campaign setup Before Client Sign Sales Credit PYM Rev Assurance After Sales • Parallel approvals before client signature Client Rev reduces time and Credit eliminates churn Sign Assurance PYM 54% of clients • Auto-approvals make it sign in < 1hr even faster Sum of all team approval times < 7 hrs© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  36. 36. EchoSign Helps Close Deals Faster And is fun© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  37. 37. Benefits for our Business Speed and scalability • Closed-loop • Contracts are returned electronically without stray edits • Eases revenue assurance approval • Enables automation • Integrates with our workflow • Tracking and metrics • Increases mobility • No more tracking down approvers • Flexibility to approve via phone© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  38. 38. Chris Bland Finance Manager North American Operations Groupon© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  39. 39. Groupon Today • Founded in Chicago in November 2008, Groupon is a shopping website that features a daily deal on the top goods, services and cultural events, spanning across 43 countries worldwide. • Groupon is a win-win for local shoppers and business owners. For the consumer, Groupon brings unbeatable deals on top local 43 experiences – everything from COUNTRIES restaurants and salons to skydiving, hotels and dentistry. • For local businesses, Groupon has changed the way they market themselves and drives new customers into their establishments. 1000 unique deals per day© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  40. 40. How EchoSign Helps With Those Challenges Merchant Sales Experience Relationship - 1,000 deals per day = 1,000 Contracts© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. 40
  41. 41. Business Challenges Why EchoSign? When we started contracts were simply an email template with some merge fields. Contracts were forwarded to an email address @groupon for archiving. This created a lot of problems and as we grew we needed a system that could keep up. Contracts are dynamically generated for multiple products for sales. They don’t have to remember who gets what type of contract, the system auto- generates it. (Daily Deal, GrouponLive, Groupon Getaways with Expedia) Contracts are stored directly with the opportunity, one place to look for all the information about that deal.© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. 41
  42. 42. EchoSign Can be More than a “Contract” 1,000 deals means we have a lot of data to collect! We Simplify Data Collection for Sales How would you like to be paid? • By Check? • Where should we send your check? • Who should we write the check payable to? • By Wire? • Bank Account Details? • What is your Tax ID Number? • Collected in a secure environment By collecting this information from our Merchants at the time of the sale, we ensure accurate data in salesforce.com and save our Sales Team time and prevent mistakes.© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. 42
  43. 43. Rollout and Adoption What departments think of EchoSign? Legal: Contracts in one location, secure signatures Sales: Ease of use, automatic data collection, intuitive, reminder emails Sales Team Mgmt.: Analytics on their Team, Who needs help? Who produces? Salesforce Team: Easy to Administer, Clicks not code, Technical Support© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. 43
  44. 44. Mark Brennan Director, Information Services Pandora© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  45. 45. Pandora  Personalized Internet Radio  Free – ad supported radio  Music Genome Project - founded 2005  Web + mobile + auto + CE devices  100 Million registered listeners  Listed NYSE – June 2011 – Symbol: P© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  46. 46. EchoSign: Making it all Quicker & Easier  Sellers need documents signed  Employees need to sign vendor agreements  HR and Legal need employees, candidates, vendors to sign our paper  We would be almost paperless….. Except for signatures + scans + PDFs + email back© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  47. 47. August 2010 - Proposed Echosign  Showed it to a few employees  They asked to adopt right away  Snowball effect  Legal team is conservative: start simple© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  48. 48. EchoSign – What We’ve Done so Far  Vendor agreements – some good adoption  Sales teams – coming ….  No software to install  Accounts provisioned via Okta single sign-on  Training is optional as product is intuitive  Audit trail + signed documents library  Easy templates: NDA, vendor / contractor agreement  Acceptance obstacles are few & clearing© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  49. 49. Adobe EchoSign The Way the Web Signs!© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
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