How Facebook, Groupon and Pandora use EchoSign E-Signature from Adobe


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How Pandora, Groupon and Facebook e-sign 1,000s of contracts a day, 100% on the web, with the #1 legal, tested and trusted solution Adobe EchoSign. Try it FREE at

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  • 83.1 million subscribers today worldwide 43 countries worldwide - We expanded from five North American markets as of June 30, 2009 to 175 North American markets and 43 countries as of March 31, 2011. Running 1,000 deals/day worldwide - 56,781 merchants in our marketplace worldwide 7,000 employees worldwide 06/30/10
  • 06/30/10
  • Finding an agreement was hard to do, we had to rely on the Sales Rep to remember to send each contract to the email repository (won ’t happen 100%) We leverage Conga + Echosign to generate our contracts, this lowers the adoption curve and helps us get new reps ready to sell without knowing what type of contract to send. Salesforce houses all of our Data, so having contracts in there is a no-brainer. 06/30/10
  • We collect information right on the contract, since the contract is digital it is more than just “Sign Here” Merchants care more about getting paid correctly than a Sales Rep ever will We use the contract to show them the information we have on file already, or collect it if we need to add it. They can add/modify the data and it updates our Salesforce records so the reps don ’t have to. This prevents Errors, miskeys, or data sitting in email boxes 06/30/10
  • Legal: They love the contract repository, easy to search to view agreements, easy to administer to make updates. They were impressed with it! Sales: Its saves them time, not having to go back and update the information after they close a deal. It auto marks it closed won. “I can be out of the office on vacation and still close deals!” Sales Mgmt: How long does it take to get a contract back? Why are you not getting a contract back? Not selling it correctly or just “spray-and-pray”. It gives them the metrics to work with the reps that need the most help. Salesforce Team: Rollout was easy, and EchoSign technical support has always been there to help with any problem on a timely basis. Very easy to administer. 06/30/10
  • How Facebook, Groupon and Pandora use EchoSign E-Signature from Adobe

    1. 1. The Social Contract: Closing Deals in the Cloud Sales Professionals <ul><li>Dennis Dresser, Eloqua Corporation Todd Miner, Facebook, Inc. Chris Bland, Groupon Mark Brennan, Pandora </li></ul>
    2. 2. EchoSign from Adobe – The Social Contract Who we are <ul><li>95% of all contracts digitally signed are signed through </li></ul><ul><li>EchoSign, Reader, Acrobat, LiveCycle (now Adobe Digital Enterprise Platform) from Adobe </li></ul><ul><li>1,000+ Salesforce customers </li></ul><ul><li>Best of AppExchange, and #1 ranked Salesforce app, </li></ul><ul><li>‘ 06-’11 by Salesforce customers </li></ul><ul><li>$1b in sales contracts sent through EchoSign each month </li></ul><ul><li>Average time-to-sign: 42 minutes </li></ul><ul><li>… EchoSign and e-signatures turn the contracting process from something painful and full of friction, into a positive process of collaboration … The Social Contract </li></ul>
    3. 3. Todd Miner <ul><li>Head of Sales IT </li></ul><ul><li>Facebook </li></ul>
    4. 4. Facebook <ul><li>Social utility that helps people communicate more efficiently with their friends, family and coworkers </li></ul><ul><li>More than 750 million active users </li></ul><ul><li>50% of our active users log on to Facebook in any given day </li></ul><ul><li>People spend over 700 billion minutes per month on Facebook </li></ul><ul><li>… and it's a great place to advertise your business and connect with your customers </li></ul>Who we are
    5. 5. Buying Ads <ul><li>Self-Service </li></ul><ul><ul><li>Online setup </li></ul></ul><ul><ul><li>Credit card payment </li></ul></ul>Connect with customers <ul><li>Insertion Order </li></ul><ul><ul><li>Managed accounts </li></ul></ul><ul><ul><li>Contract with signatures </li></ul></ul><ul><ul><ul><li>Download, print, sign, scan, email </li></ul></ul></ul>
    6. 6. EchoSign Helps Automate Contract Completion Faster campaign setup Sales C redit PYM Client Sign Rev Assurance Sales C redit PYM Client Sign Rev Assurance Before After Sum of all team approval times < 7 hrs 54% of clients sign in < 1hr <ul><li>Parallel approvals before client signature reduces time and eliminates churn </li></ul><ul><li>Auto-approvals make it even faster </li></ul>
    7. 7. EchoSign Helps Close Deals Faster And is fun
    8. 8. Benefits for our Business <ul><li>Closed-loop </li></ul><ul><ul><li>Contracts are returned electronically without stray edits </li></ul></ul><ul><ul><li>Eases revenue assurance approval </li></ul></ul><ul><li>Enables automation </li></ul><ul><ul><li>Integrates with our workflow </li></ul></ul><ul><ul><li>Tracking and metrics </li></ul></ul><ul><li>Increases mobility </li></ul><ul><ul><li>No more tracking down approvers </li></ul></ul><ul><ul><li>Flexibility to approve via phone </li></ul></ul>Speed and scalability
    9. 9. Chris Bland <ul><li>Finance Manager </li></ul><ul><li>North American Operations </li></ul><ul><li>Groupon </li></ul>
    10. 10. Groupon Today 43 COUNTRIES 1000 unique deals per day <ul><li>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. </li></ul><ul><li>Groupon is a win-win for local shoppers and business owners. For the consumer, Groupon brings unbeatable deals on top local experiences – everything from restaurants and salons to skydiving, hotels and dentistry.  </li></ul><ul><li>For local businesses, Groupon has changed the way they market themselves and drives new customers into their establishments. </li></ul>175 MARKETS in North America 83.1 MILLION subscribers worldwide 7 THOUSAND employees worldwide
    11. 11. How EchoSign Helps With Those Challenges <ul><li>1,000 deals per day = 1,000 Contracts </li></ul>
    12. 12. Business Challenges 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.
    13. 13. EchoSign Can be More than a “Contract” <ul><li>1,000 deals means we have a lot of data to collect! </li></ul><ul><li>We Simplify Data Collection for Sales </li></ul><ul><li>How would you like to be paid? </li></ul><ul><li>By Check? </li></ul><ul><ul><li>Where should we send your check? </li></ul></ul><ul><ul><li>Who should we write the check payable to? </li></ul></ul><ul><li>By Wire? </li></ul><ul><ul><li>Bank Account Details? </li></ul></ul><ul><li>What is your Tax ID Number? </li></ul><ul><ul><li>Collected in a secure environment </li></ul></ul><ul><li>By collecting this information from our Merchants at the time of the sale, we ensure accurate data in and save our Sales Team time and prevent mistakes. </li></ul>
    14. 14. 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
    15. 15. Mark Brennan <ul><li>Director, </li></ul><ul><li>Information Services </li></ul><ul><li>Pandora </li></ul>
    16. 16. Pandora <ul><li>Personalized Internet Radio </li></ul><ul><li>Free – ad supported radio </li></ul><ul><li>Music Genome Project - founded 2005 </li></ul><ul><li>Web + mobile + auto + CE devices </li></ul><ul><li>100 Million registered listeners </li></ul><ul><li>Listed NYSE – June 2011 – Symbol: P </li></ul>
    17. 17. Echosign: Making it all Quicker & Easier <ul><li>Sellers need documents signed </li></ul><ul><li>Employees need to sign vendor agreements </li></ul><ul><li>HR and Legal need employees, candidates, vendors to sign our paper </li></ul><ul><li>We would be almost paperless….. Except for signatures + scans + PDFs + email back </li></ul>
    18. 18. August 2010 - Proposed Echosign <ul><li>Showed it to a few employees </li></ul><ul><li>They asked to adopt right away </li></ul><ul><li>Snowball effect </li></ul><ul><li>Legal team is conservative: start simple </li></ul>
    19. 19. EchoSign – What We ’ve Done so Far <ul><li>Vendor agreements – some good adoption </li></ul><ul><li>Sales teams – coming …. </li></ul><ul><li>No software to install </li></ul><ul><li>Accounts provisioned via Okta single sign-on </li></ul><ul><li>Training is optional as product is intuitive </li></ul><ul><li>Audit trail + signed documents library </li></ul><ul><li>Easy templates: NDA, vendor / contractor agreement </li></ul><ul><li>Acceptance obstacles are few & clearing </li></ul><ul><li>Next Steps: Sales teams </li></ul>
    20. 20. EchoSign – The Way the Web Signs <ul><li> </li></ul>