Agenda§ Who is DocuSign?§ How we work with SugarCRM?§ SugarCRM
Today’s Sales Environment§ Competition is moving faster and faster§ Customers demand high tech and hightouch§ Sales management needs real-timeinformation about the pipeline, deals, etc.§ Sales reps and customers areincreasingly mobile§ Focus on cost controls
Resulting ChallengesIncrease adoption rates§ “Our sales reps use the CRM sporadically because they see it as busy work.”Stay in the cloud, be mobile§ “I love the cloud. I want all my business processes to be automated and digital.”§ “We need to send/sign on mobile devices.”Make it easy§ “I don’t want to learn something new.”Increase execution speed§ “Our employees spend too much time getting contracts signed after getting to ‘yes.’
Stay Digital§ Keep documents and data in digitalformat through the transaction§ No more faxing, printing, mailing, re-keying data§ Engage customers in minutes, ratherthan days§ Close deals on mobile devices fromanywhere“90% of Deals Close in 1 Day; 71% Close in 1 hour.”
Digital Transactions are More Efficient§ Send to the right people in theright order§ Signatures are always in the rightplace§ Automatic reminders keep thingsmoving§ Templates automate things end-end“Not In Good Order to 0”
The Easy Way to Sign§ Sign anywhere, anytime, fromany device§ No software required§ Signers do not have to register§ Browser ‘Auto-Nav’ walks signersthrough docs§ Everyone gets a copy oncecompleted“More than 33 million people in 188 countries have DocuSigned”
Increased Speed toResultsReduced Operating CostsAccurate & SecureTransactionsDelighted Customers+ CRM Benefits90% of deals close in 1 day; 71% close in 1 hourDecreased paper cost by 90% at each facilityNot in good order to 0World-class security certificationSign anywhere, any deviceContract execution cut to less than 1 hour
It Is More Than a Signature10 DocuSign eSignature Transaction Management PlatformeForms DataPreparationWorkflow1ePaymentIdentity eSignExecution2RetentionCompletion3Audit TrailReportingLOBCRMERPPlatformIntegrationsAnyone, Anything,Anywhere,Anytime
What Makes a Business Class, Reliable Electronic Signature?Image of a SignatureWith Unique Digital Attributesü Signed document electronically secure and tamper-proofü Authentication Options ensure the identify of the signerü Audit trail and certificate of completionü Enforces consumer consent provision of ESIGN Actü Automates document retention requirementsü Supports Digital Certificates for Non-US transactionsü Meets specialized rules from FDIC, FDA, HIPPA, and many othersü Shows Intent and custom with support for initials, chop, datacollection and signing on the dotted lineManaged by an ISO27001 Company 99.99% Up-‐:me
About DocuSign0"10"20"30"2007" 2008" 2009" 2010" 2011" 2012"Our Vision Empower anyone to sign anything, anywhere, any4me. “DocuSign continues tobuild its lead”2012UserMillions60K New Unique UsersEvery Day, 35M Thus Far
Option 1: DocuSign for SugarCRM§ Send documents from any Opportunity,Account, Contract, or Quote object§ Track the status of documents§ Minutes to install, send your firstenvelope in under 5 minutes§ SugarExchange, SugarForge out-of-the-box§ Get started Free!
Option 2: Custom Integration§ Why?§ Integrate with more objects§ Pull docs from other sources, automatically§ Pull in and write back data§ How?§ Internal team§ DocuSign§ Partner§ Resources available:§ Full SOAP & REST API§ Dev Center§ Sample code§ Documentation§ Market placeThe DocuSign API was extremely easyto use, with plenty of code samplesavailable. We were able to create apowerful integration with a well-definedprocess for certification.-Owen Scott, CIO, xRM““
“DocuSign helps users – including Sugar’s own sales reps – closedeals faster. Using DocuSign with SugarCRM is a great way forcustomers to improve the efficiency of their sales team, increaseROI and extend the value of Sugar’s platform. ”Clint Oram,Co-Founder and CTO, SugarCRM
Customer Spotlight§ Why electronic signature?§ Why DocuSign?§ How are you using it?
Why DocSign Matters for CRM§ Stay Digital: Automating the sales contract fromend to end§ Adoption: Increase use of CRM system§ Accuracy: Ensure you get the data you need§ Faster ROI: Close deals faster, from anywhere
How to Get Started§ SugarExchange andSugarForge§ Download free, out-of-the-boxconnector§ Call DocuSign§ Purchase a subscription§ Discuss additional businessneeds§ SugarCRM Partner Community
Sample Customers, Use Cases and ROISales automa4on & CRM Purchasing/Sales Agreements Sample Use Cases Sample Successes • CRM system usage up 300% • Contract Execu4on Cut To Less Than 1 Hour • Complete 88% of contracts in 10 minutes or less • Reduced days to getloans on the bookfrom 10 to 1 Sample Customers Invoice processing Conﬁrm logos are public; ﬁx shadow around columns
The Most Asked Questions…How does my Signature get in there? Is It Legal? How do you know who signed?
Sample Customer Results51 Use Of CRM Up 300%; 500 Non-‐Produc:ve Admin Hours Slashed Cut Days To Cash From 120 to 30 Close Rates Doubled From 24% to 50%; Not In Good Order to 0 Close Rates Up 30% Contract Execu:on Cut To Less Than 1 Hour Increased Revenue by $3.094M Annually Increased Revenue By $3.1M Annually
eSignature Legal/Enforceable§ Legality of eSignatures§ US Federal ESIGN Act (Electronic Signatures in Global and National Commerce)enacted in 2000.§ “an electronic sound, symbol, or process attached to or logically associated with arecord and executed or adopted by a person with the intent to sign the record”§ Enforceability§ To enforce an electronic record you need to prove:§ Who signed§ What they saw when they signed§ That they knew they were signing§ The record has not been tampered with since they signedDocuSign is a system to ensure a legally enforceable contract has been generated and can easily be proven
How do you know who signed?Paper Record 5/1/2013 8:41:12 PM EST firstname.lastname@example.org IP: 188.8.131.52 ID Prooﬁng Op4ons: • One Time Password • Phone Authen4ca4on • Knowledge Based Authen4ca4on • Witnessed Signing • Digital Cer4ﬁcate Valida4on 5/1/2013Tamper-proofcontainer