Whitepaper Accelerate Sales With eSignature Technology


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Whitepaper Accelerate Sales With eSignature Technology

  1. 1. ContinuedShare:WHITE PAPERAccelerate Sales with ElectronicSignature TechnologyMany businesses make significant investments in sales and marketingautomation to accelerate the acquisition of new customers andrevenue, only to leave the most crucial part of the process—actuallygaining binding customer agreement—completely manual, time-consuming and labor-intensive. Could you really have made strategicinvestments in automation only to leave the crucial, deal closing partstranded in the world of pen and paper?The good news is that whether or not you have the ideal salesautomation system in place, you can quickly and cost-effectivelydeploy electronic signature technology to obtain sales orders,contracts and other agreements signed faster.For organizations with existing systems, electronic signaturetechnology can actually accelerate the return on investment forcustomer relationship management (CRM) or sales force automation(SFA) systems.What if you could shave days or even weeks off of every order orcontract you sent for signature, as well as gain unsurpassed visibilityinto the contract life cycle? Plus, book revenue faster? Isn’t that whatyou expected from sales automation in the first place? This briefdiscusses the role of electronic signature technology in acceleratingthe most crucial piece of the sales cycle—getting a deal signed,closed and committed.If a prospect gives one of your sales representatives a verbal “yes,”how long does it take to get the actual order sent for signature—notto mention getting it returned? Assuming the quote has alreadybeen provided, a bit of verbal negotiation has taken place and thesubsequent updates have been made, does the order now need to beprinted and faxed or sent via next day delivery? How often are faxesor overnight envelopes lost or sent with errors that require the processto begin all over again? Or faxed so many times that the documentis in effect illegible? Is it enough time for a competitor put doubt inyour buyer’s mind? Is it enough time to push the order out past thedeadline for that crucial month or quarter? Very likely, the answer isoften “yes.”If you find yourself sitting next to the fax machine the last day ofthe month, quarter or year, take a look at how electronic signaturetechnology is already giving other sales organizations significantcompetitive advantage by ensuring that sales orders get to andfrom their customers in the shortest time possible—electronically. Inaddition, the most robust technologies for electronic signing providerealtime audit trails which show whether or not a document hasbeen reviewed or forwarded and when. Integrated with a CRM orSFA system, the audit trail data can provide unprecedented pipelinevisibility. See Figure 1 below for a sample audit trail.Figure 1. An order was sent for signature at 5:01 pm on 9/13/2009.The order was viewed and signed, then received at 7:17 pm the sameday. Traditional delivery methods including printing, faxing and nextday delivery would have added up to 48 hours or more to completethe signing process.Envelope DataEnvelope ID: 9729d31e-4dc3-49f0-8bac-8eco569dyjoESubject: Contract for ServicesSent: 9/13/2009 5:01:33PMRegistered: 9/13/2009 4:57:18PMDocument: 1Signers: Joseph KauffmanStatus: CompletedDate Time Source User Action9/13/2009 4:57:18PM Web Ben Smith Registered9/13/2009 5:01:34PM Web Ben Smith SentInvitations9/13/2009 7:16:54PM Web JosephKauffmanViewed9/13/2009 7:17:02PM Web JosephKauffmanSigned9/13/2009 7:17:11PM Web JosephKauffmanPrintableCopyDelivered
  2. 2. WHITE PAPER docusign.comAbout DocuSignDocuSign®is the global standard for electronic signature®. DocuSign accelerates transactions to increase speed to results, reduce costs, and delightcustomers with the easiest, fastest, most secure global network for sending, signing, tracking, and storing documents in the cloud.For U.S. inquiries: toll free 866.219.4318 | docusign.comFor European inquiries: free phone +44 (0) 800 098 8113 | docusign.com/europeCopyright © 2003-2012 DocuSign, Inc. All rights reserved. DocuSign, the DocuSign logo, “Close it in the Cloud”, SecureFields, Stick-eTabs, PowerForms, “The fastest wayto get a signature”, The No-Paper logo, Smart Envelopes, SmartNav, “DocuSign It!”, “The World Works Better with DocuSign” and ForceFields are trademarks or registeredtrademarks of DocuSign, Inc. in the United States and or other countries. All other trademarks and registered trademarks are the property of their respective holders.Follow Us:Customeragreesto buyCustomeragreesto buyDocumentcreatedDocumentcreatedDocumentsent viaDocuSignCustomerreviewsdocumentCustomerreviewsdocumentCustomersigns and salesrepresentativeis notifiedContract isprocessedContract isprocessedDocumentprintedDocumentfaxed,overnighted,couriered orsnail mailed toCustomerDocument isreceived andscanned forarchiving orphysically filedClient faxes,overnights,couriers or snailmails signeddocumentTraditional Signing & Delivery Methods Total elapsed time = 7 days (2.5 weeks)DocuSign e-Signature Process Total elapsed time = Less than 10 minutesAbout Electronic SignaturesWith an electronic signature, documents can be securely signedonline, without printing, faxing or mailing. Electronic signaturescan replace pen-and-ink on any kind of agreement from real estatecontracts to loan applications to commercial contracts for any kindof goods or services. Electronic signatures have the same legal effectas pen-and-ink, as long as they are executed through a process thatclearly establishes intent to sign and ensures all legal elements ofproof, thus complying with the federal Electronic Signature In Globaland National Commerce Act (ESIGN), as well as the Uniform ElectronicTransactions Act (UETA).