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.

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

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  • 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. 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. E-Signatures: The Who© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  • 4. EchoSign: The Way the Web Signs© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 5. The Web Chooses EchoSign© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 6. E-Signatures: The How© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 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. 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. How EchoSign Works (2/2) … Customer Signs Effortlessly – On the Web© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 10. Sign the Way You Want … Biometric Mobile Fax© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 11. Widgets & API … Or Sign Right Inside Your Website with our Widget (or API)© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 12. The “Echo” Pt 1: Track Your Team’s Deals in Real-Time© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 13. The “Echo” Pt 2: Automated Document Repository© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 14. Full & 100% Automated Audit Trail© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 15. Global Edition: E-Sign and Fax Sign Across the World© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 16. Collaboration, Negotiation & Redlining© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. CONFIDENTIAL
  • 17. E-Signatures are Even Fun “Facebook: … It’s even fun”© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 18. Be Careful With Your Electronic Originals© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 19. E-Signatures: The When© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  • 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. 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. 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. 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. E-Signatures: The Why© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  • 25. 2011+: All Businesses Are Being Run on the Web© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 26. Web Signatures – We’ve Now The Entered Mainstream Phase© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 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. E-Signatures: The Where© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  • 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. 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. 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. E-Signatures: Case Studies© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. EchoSign, Inc. Confidential
  • 33. Todd Miner Head of Sales IT Facebook© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 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. 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. EchoSign Helps Close Deals Faster And is fun© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 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. Chris Bland Finance Manager North American Operations Groupon© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 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. 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. 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. 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. 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. Mark Brennan Director, Information Services Pandora© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
  • 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. 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. 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. 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. Adobe EchoSign The Way the Web Signs!© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.