DocuSign - LinkedIn Sales Navigator Case Study


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In this case study, DocuSign shares with you how they accelerated their sales cycle by utilizing LinkedIn for Salesforce.

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DocuSign - LinkedIn Sales Navigator Case Study

  1. 1. for SalesforceDocuSign acceleratessales cycles withLinkedIn for SalesforceDocuSign is the industry standard for electronic signature,offering the fastest, easiest and most secure way to send,sign, track, and store documents in the cloud. DocuSign DocuSign – www.docusign.comenables documents to be sent for legally binding signature • The industry standard for electronic signatureto anyone, anywhere, anytime, on any device – so that • More than 9 million users have DocuSigned more thancompanies can replace slow, paper-based transactions with 77 million documents in 51 countriesfast online processing. More than 9 million individuals have • Privately held, founded in 2004DocuSigned more than 80 million documents in more than • Sales team: 40+ corporate sales and enterprise sales50 countries, saving time and money for all types of executivesorganizations, from individual professionals to small • Target customers: Senior executives in industries suchbusinesses to the Fortune 100. as real estate, financial services, insurance, technology, and staffingLooking to deepen relationships, streamlinesales processesDocuSign was actively seeking ways for its sales executives tostrengthen relationships with key enterprise accounts andforge deeper connections with key decision makers toimprove account development and closure rates. DocuSignalso wanted to enhance its prospecting and lead qualificationprocesses to best prioritize inbound contacts from customersand prospects.“Electronic signature has gone mainstream with individualprofessionals and businesses of all sizes looking for provenways to close deals faster, earn revenue sooner, reduce costs,and increase visibility, control and compliance,” said BobDeSantis, Vice President of Sales at DocuSign. “WithDocuSign experiencing hyper-growth as the industrystandard with more than 9 million DocuSigners and 30,000new users every business day, it’s imperative we’re able toeffectively manage the increased demand for DocuSign’seSignature solution.”
  2. 2. DocuSign turns to LinkedIn for Salesforce Forging stronger client connections with LinkedInDocuSign selected LinkedIn for Salesforce to accelerate for Salesforcetheir lead qualification, profiling, and account development In a competitive sales environment, establishing and deepeningprocesses, bringing the wealth of information available from connections with target accounts is essential to developing andthe world’s largest professional network into Salesforce closing business. The seamless integration between LinkedInwhile positioning DocuSign’s own sales team to manage the and Salesforce enables DocuSign’s sales teams to more quicklyincreased interest and accelerated growth in electronic uncover sales insights that help build rapport and connectionssignature. with key decision makers.LinkedIn for Salesforce enhances the sales team’s knowledge DocuSign account executive Rob Cuningham says, “Twice inby providing real-time access to the professional profiles, the last week I was working with a new customer, and in bothcompanies, and activities of LinkedIn members – automatically cases had a matching connection through LinkedIn. Having thematching each rep’s contacts and leads within Salesforce. The ability to see that immediately from within Salesforce was aintegration provides an unprecedented level of convenience, huge advantage.”allowing representatives to reach peak performance. DeSantis concludes, "More than 80 percent of our reps foundSaving time, boosting employee productivity important LinkedIn information that they would not have knownTo maximize team productivity, DocuSign looks for solutions otherwise because of LinkedIn’s seamless integration withthat integrate seamlessly with Salesforce. DeSantis continues, Salesforce. LinkedIn for Salesforce makes it easier to discover“Like DocuSign for our customers, the best sales tools fit into the sales insights that we need to effectively engage customersour existing workflows and tools. LinkedIn for Salesforce did and close deals."just that, giving our teams access to the most reliable andcredible source of sales intelligence, inside Salesforce, wherethey’re working day-to-day.”Tom Burbank, Director of Enterprise Sales at DocuSign, says “Iteliminates the need to toggle back and forth between LinkedInand Salesforce, allowing us to tap the potential of LinkedInthrough the single pane of glass that is Salesforce.” As a result,more than 80 percent of DocuSign employees report anincrease in usage of LinkedIn information in the sales process.DocuSign account executive Michael Gilbrough says, “LinkedInfor Salesforce has helped me immensely in filtering andprioritizing incoming leads. The ability to quickly filter leadshas made me more efficient.” LinkedIn for Salesforce brings the power and credibility of LinkedIn data right where you need it most – your sales pipeline. Save time and gain a competitive edge with LinkedIn for Salesforce. Visit to get started. Copyright © 2011 LinkedIn Corporation. LinkedIn, the LinkedIn logo, and InMail are registered trademarks of LinkedIn Corporation in the United States and/or other countries. All other brands and names are the property of their respective owners. All rights reserved. Copyright © 2003-2011 DocuSign, Inc. All rights reserved. DocuSign, the DocuSign logo, “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. 10-LCS-043-G 0811