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Whitepaper: Accelerate Sales with Electronic Signature Technology

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Many businesses make significant investments in sales and
marketing automation to accelerate the acquisition of new
customers and revenue, only to leave the most crucial part of
the process—actually gaining binding customer agreement—
completely manual, time-consuming and labor-intensive. Could
you really have made strategic investments in automation only to
leave the crucial, deal closing part stranded in the world of pen
and paper?
The good news is that whether or not you have the ideal sales
automation system in place, you can quickly and cost-effectively
deploy electronic signature technology to obtain sales orders,
contracts and other agreements signed faster.

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Whitepaper: Accelerate Sales with Electronic Signature Technology

  1. 1. Accelerate Sales with ElectronicSignature TechnologyWHITE PAPER docusign.comMany businesses make significant investments in sales and whether or not a document has been reviewed or forwarded andmarketing automation to accelerate the acquisition of new when. Integrated with a CRM or SFA system, the audit trail datacustomers and revenue, only to leave the most crucial part of can provide unprecedented pipeline visibility. See Figure 1 belowthe process—actually gaining binding customer agreement— for a sample audit trail.completely manual, time-consuming and labor-intensive. Couldyou really have made strategic investments in automation only to Figure 1. An order was sent for signature at 5:01 pm on 9/13/2009. Theleave the crucial, deal closing part stranded in the world of pen order was viewed and signed, then received at 7:17 pm the same day.and paper? Traditional delivery methods including printing, faxing and next day delivery would have added up to 48 hours or more to complete theThe good news is that whether or not you have the ideal sales signing process.automation system in place, you can quickly and cost-effectivelydeploy electronic signature technology to obtain sales orders, Envelope Datacontracts and other agreements signed faster. Envelope ID: 9729d31e-4dc3-49f0-8bac-8eco569dyjoEFor organizations with existing systems, electronic signature Subject: Contract for Servicestechnology can actually accelerate the return on investment Sent: 9/13/2009 5:01:33PMfor customer relationship management (CRM) or sales force Registered: 9/13/2009 4:57:18PMautomation (SFA) systems. Document: 1What if you could shave days or even weeks off of every order Signers: Joseph Kauffmanor contract you sent for signature, as well as gain unsurpassed Status: Completedvisibility into the contract life cycle? Plus, book revenue faster? Date Time Source User ActionIsn’t that what you expected from sales automation in the firstplace? This brief discusses the role of electronic signature 9/13/2009 4:57:18PM Web Ben Smith Registeredtechnology in accelerating the most crucial piece of the sales 9/13/2009 5:01:34PM Web Ben Smith Sentcycle—getting a deal signed, closed and committed. Invitations 9/13/2009 7:16:54PM Web Joseph ViewedIf a prospect gives one of your sales representatives a verbal Kauffman“yes,” how long does it take to get the actual order sent for 9/13/2009 7:17:02PM Web Joseph Signedsignature—not to mention getting it returned? Assuming the Kauffmanquote has already been provided, a bit of verbal negotiation hastaken place and the subsequent updates have been made, does 9/13/2009 7:17:11PM Web Joseph Printable Kauffman Copythe order now need to be printed and faxed or sent via next day Delivereddelivery? How often are faxes or overnight envelopes lost or sentwith errors that require the process to begin all over again? Orfaxed so many times that the document is in effect illegible? Is itenough time for a competitor put doubt in your buyer’s mind? Isit enough time to push the order out past the deadline for thatcrucial month or quarter? Very likely, the answer is often “yes.”If you find yourself sitting next to the fax machine the last dayof the month, quarter or year, take a look at how electronicsignature technology is already giving other sales organizationssignificant competitive advantage by ensuring that sales ordersget to and from their customers in the shortest time possible—electronically. In addition, the most robust technologies forelectronic signing provide realtime audit trails which show Continued
  2. 2. W HI T E PA P E R docusign.comAbout 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 realestate contracts to loan applications to commercial contractsfor any kind of goods or services. Electronic signatures have thesame legal effect as pen-and-ink, as long as they are executedthrough a process that clearly establishes intent to sign andensures all legal elements of proof, thus complying with thefederal Electronic Signature In Global and National CommerceAct (ESIGN), as well as the Uniform Electronic TransactionsAct (UETA). Traditional Signing & Delivery Methods Total elapsed time = 7 days (2.5 weeks) Customer Document Document Document Customer Client faxes, Document is Contract is agrees created printed faxed, reviews overnights, received and processed to buy overnighted, document couriers or scanned for couriered or snail mails archiving or snail mailed to signed physically filed Customer document DocuSign e-Signature Process Total elapsed time = Less than 10 minutes Customer Document Document Customer Customer Contract is agrees created sent via reviews signs and sales processed to buy DocuSign document representative is notifiedAbout DocuSignDocuSign is the world’s most trusted electronic signature network, with millions of DocuSigners who have signed tens of millions of documents.With DocuSign you can accelerate the speed of business using the easiest, fastest, most secure way to send, sign, track and store documents in the cloud.Visit docusign.com or call 1-866-219-4318. 1301 Second Avenue, Suite 2000 | Seattle, Washington 98101 | toll free 866.219.4318 | docusign.com 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.

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