Uploaded byApttus
How to Win Big with E-Signatures in Quote-to-Cash
The document discusses the importance and benefits of using e-signatures in the quote-to-cash process, highlighting that e-signature users experience a significant improvement in sales performance and efficiency. Key findings indicate that e-signatures can reduce contract processing times dramatically, with one case showing a decrease from 19 days to 5 days. The integration of e-signatures with sales tools like Apttus and Adobe Sign enhances productivity and streamlines the sales cycle.
More Related Content
Similar to How to Win Big with E-Signatures in Quote-to-Cash
![Vibe Coding vs. Spec-Driven Development [Free Meetup]](https://cdn.slidesharecdn.com/ss_thumbnails/vibecodingvsspecdrivendevelopment-251209105622-43f455e7-thumbnail.jpg?width=640&height=640&fit=bounds)
How to Win Big with E-Signatures in Quote-to-Cash
- 1. #AccelerateQTC Nancy Nardin &Jonathan Schreiber / May 4th, 2017 How to Win Big with E-Signatures in Quote-to-Cash
- 2. Founder, Smart SellingTools, Inc. Nancy Nardin @sellingtools
- 3. Nancy Nardin, FOUNDER, SMART SELLING TOOLSINC. “Give salespeople the time and tools they need or don’t be surprised by sub-optimal sales performance” • Launched Smart Selling Tools in 2009. 30 year career includes sales at analyst firms such as Gartner Group and selling to the largest high-tech, and telecom firms in the country. • Listed as top 50 Retweeted by B2B Marketers, Top 25 Sales Bloggers in the world, and Top 30 Social Sales Influencers in the world. @sellingtools
- 5.
- 6. Hierarchy of RevenueNeeds Likewise, it doesn’t matter if you nail the first 3 levels if you can’t close. Who to Sell to How to Engage Communicate Value Close! Repeat You can’t close deals without nailing the first three levels in the hierarchy
- 7. Why E-Signatures forQuote-to-Cash? Ave. close in < 1 week… … in 1 to 4 weeks… … in more than 4 weeks! 26% 45% 30% E-signing can remove weeks of risk and uncertainty from the time to revenue. Data from CSO Insights: “Optimizing the Quote to Close Process”, 2015
- 8. Among Non-Users #13 Those whodon’t use e-signatures rank them very low for benefits to sales
- 9. Among Users #1 e-signature usersrate it as the sales tool with the most benefits
- 10. Perceived Benefit andActual Satisfaction Sales Technology Ranking: Perceived Benefit by those who use the tool Ranking: Over-all Satisfaction (Very Satisfied + Satisfied) E-signing 1 2
- 11. 1. Benefits areunder-rated (by non-users) To the respondents detriment. The jump from #13 among non-users to #1 among users is the biggest leap in the survey. That’s a huge change! 2. Tops for satisfaction #1 for “highly satisfied” #2 for “overall satisfaction” 3. The missing piece? Those with e-signatures average 6-7 tools in their sales stack. Those without it average 5 tools. Do they stop just short? 3 Key Findings About E-Signatures From The Survey
- 12. 8 Ways AdobeSign Creates Value in the Sales Stack
- 13.
- 14. “We can completecontracts in minutes and meet deadlines that would have been impossible without leveraging this type of technology” “Adobe Sign, integrated with the Apttus application that sits on top of Salesforce, significantly boosts performance and productivity.” - Connie Brenton, Director of Operations and Chief of Staff in the Legal Department, NetApp CHALLENGES • Workflows and signature processes were slow, cumbersome, and costly • Needed a way to make signatures and authorizations more efficient for customers and employees OUTCOMES • Reduced average contract processing time by 93% • Sales contract turnaround times went from 19 to 5 days • Calculated savings of $200 per contract SOLUTIONS
- 15. “With Apttus andAdobe Sign, we can develop faster and smoother sales cycles that boost staff productivity by reducing administrative work and errors.” “By integrating Apttus with Adobe Sign we can manage customers, create contracts, and send them for signature from a single interface, making it much easier to provide a seamless customer journey.” - Amy Roy, Vice President of Sales Operations, Ceridian CHALLENGES • Signature, reviews, and approvals were manual with a lot of scanning and emailing • Needed to centralize customer information for sales representatives to effectively manage accounts during sales cycles OUTCOMES • Decreased sales quote cycle time by 80% • Increased quote volumes 40% without adding resources • Improved cost margins by 15% • Provided greater visibility and standardization to reduce errors, gained insight into workloads SOLUTIONS
- 16. 3 Quick Demoson Creating Great E-Signing Experiences • For Senders • For Signers • The power of Adobe Sign Agreement Templates Add Your Screenshot to Layer Below Laptop Screen Add Your Screenshot to Layer Below Laptop Screen
- 17.
- 18. DEMO Request Authoring SignatureIn Effect Contract Management APTTUS
- 19. DEMO Request Authoring SignatureIn Effect Contract Management APTTUS
- 20. DEMO Request Authoring SignatureIn Effect Contract Management APTTUS
- 22. Apttus Template Adobe SignSFDC Agreement Template
- 25.
- 26.
- 34.
- 35.
- 36. DEMO Request Authoring SignatureIn Effect Contract Management APTTUS Signature Status
- 37. DEMO Request Authoring SignatureIn Effect Contract Management APTTUS
- 38. What Is An AgreementTemplate
- 39. Apttus Template Adobe SignSFDC Agreement Template
- 42. Adobe Sign +Apttus Quote-to-Cash
- 43. © 2015 AdobeSystems Incorporated. All Rights Reserved. Adobe Confidential.
Editor's Notes
- #8 Some of the risks in longer closing cycles include: changes in decision makers, changes in budget priorities,
- #11 Some of the risks in longer closing cycles include: changes in decision makers, changes in budget priorities,
- #13 And e-signatures can be a very cost-effective and easy-to-implement solution that can make an immediate impact that extends to improving customer experiences.
- #18 Let’s start with Jonathan. A rep that needs to generate an Master Service Agreement and get it signed by his customer. Jonathan’s company has just implimented Apttus and integrated Adobe eSign.
- #19 Jonathan kicks off the Apttus “Create Agreement” and moves the process through Apttus’s Request phase.
- #20 At the authoring phase, Apttus dynamically generates the document to meet the business requirements of this process.
- #21 Jonathan is now in the Signature phase. But what happens now? How will he send the document to the customer to sign? Mail? Email? Fax? How will he get the document back? Any visibility into the process? Good thing Jonathan’s company integrated Apttus with Adobe eSign.
- #22 He selects “eSignature”
- #23 At this phase in Apttus, Jonathan aligns the Apttus template with the coresponding Adobe eSign Agreement template. The Adobe eSign Agreement template, setup with zero coding, all in the SFDC UI, defines the routing rules, signer selection, authentication method, and other parameters of the Adobe eSign experience. After this use-case demo, we'll dive a little deeper into building an Adobe Sign SFDC Agreement Template For now, we're ready to click and move to the send page.
- #24 This is the Adobe Sign send screen, which can be bipassed, as an option in the Agreement Template. but for the demo, we show you that Jonathan can confirm the routing of the document, authentication methods, etc before the document is sent. When the user is ready, they click "Send for Signature"
- #25 Right from within Salesforce, confirmation is given that the document is sent.
- #26 The document is showing “Out For Signature”
- #27 Let’s follow the signer’s experience
- #28 Sara receives an email. Available on any device, anywhere.
- #29 Sara clicks a link in the email
- #30 And is presented the document right in the browser No Software or account required by the signer. She can scroll to review, or click the yellow next to guide her through the document.
- #31 She clicks the signature field
- #32 A scripted font is offered as her signature, or she can draw her own
- #33 She clicks to sign, submitting the completed form
- #34 And is taken to a custom landing page, allowing Globalcorp to deliver a compelling post signing experience to the user. Adobe is all about the experience our customers deliver to their users and customers, not about gorilla marketing our products or services.
- #35 Back at Globalcorp, Jonathan has visibility into the process.
- #36 He can check the signature status. Oh look, it’s signed!
- #37 Jonathan may now move from the signature phase of the Apttus Contract Management system
- #38 to complete, “In Effect”
- #39 So let's double back. Let's dive a little deeper into an Adobe Sign agreement Template within SFDC. Adobe keeps saying "no coding required" but we've all heard that before, it can't be true, it can't be that easy. Well.. it is.
- #40 Remember this screen? Here's the Apttus dynamically generated MSA, And it alligns to the Adobe Sign Agreement Template Let's click on the Adobe Sign Agreement template, and see under the covers, how it's built.
- #41 The agreement template is fully configured in the Salesforce UI. As simple as form fields, and check boxes. Here, is where we can easily define the URL the signer goes to after signing. And scrolling down, here's where we define the routing, in this case to the opportunities primary contact role. Let's look at the merge settings
- #42 Again, there's no coding. We enter the form field name, as it appears in the document. And here we indicate where to pull that data from in Salesforce. It's that easy.