Solving Biz Problems with SugarExchange: Session 6: Turning Your CRM System From Sales Chore to Sales Hero with eSignature

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Many sales reps dread using their CRM system, feeling it’s a chore that keeps them from closing deals fast. Attendees will learn how DocuSign's electronic signature solution can boost CRM usage by as much as 300 percent, and how the ability to send for signature with just one click from their CRM system can turn the tool from sales chore to sales hero overnight. Attendees will discover through case studies and best practices how easily DocuSign's eSignature solution integrates with CRM systems helping companies accelerate transaction cycle times, increase speed to revenue, reduce costs, and enhance the customer experience.

Technology Business

Solving Business Problems with SugarExchange

Turning Your CRM System From Sales Chore to Sales
Hero with eSignature

Dan Reid
Director – Product Management @DocuSign
@dbrucereid
www.docusign.com

4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 2

Agenda

 Wait a “couple minutes” to get started (2 minutes)
 Read this slide (1 minute)
 Intro and Dan/DocuSign Background (3 minutes)
 Overall Document Execution issues (10 minutes)
 Benefits (the hero part) (10 minutes)
 How’s it work? (6 minutes)
 Open Discussion (always the best part!) (18 minutes)
 Live Demo (if possible)

Tweet: #SCON12
4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 3

DocuSign?

4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 4

DocuSign The Clear Industry Leader

• Growing at 100%+
• 70% SaaS Market
share
• Over 45,000 Paying
Customers
• 50M+ Documents Sent
• Warrants Federal
ESIGN Compliance
• Enterprise Class
Multi-Tenant Platform

Tweet: #SCON12

There’s only one good use for Paper!

4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 6

Paper Documents Cause Delay …

7

Tweet: #SCON12

Customer Business Problems Bigger than
Signatures

• Slow transactions • Lost documents or pages
• Too many errors • Poor fax readability
• Lack of visibility • Overnight shipping fees
• Re-keying & reconciliation • Lost productivity

8

DocuSign Accelerates Your Business

•Faster transactions • Secure documents
•No errors • No faxing
•Complete visibility • No overnight shipping fees
•No re-keying or • Higher productivity
reconciliation

Is it Safe? I am scared!

4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 10

DocuSign Ensures Flawless Security

Service
100% Audit Log
Strong AES Encryption
SHA-1 Hashing and Anti-tampering Controls
Exported documents PKI signed
Infrastructure
DocuSign Service is SAS70 and PCI compliant
Annual Penetration Testing
Geographically Diverse SAS70 Type II Data Centers

Passed 100s of Information Security Assessments including:

©2010 DocuSign, Inc. Confidential.

Average DocuSign Contract Return Time

97.4
%

75.3
%

54.4
%
36.1
%
22.0
%
9.3%

Less Less Less Less Less Less
than 10 than 30 than 1 than 8 than 24 than 48
min min hour hour hour hour

Source: DocuSign eSignature Service

How’s it work with SugarCRM?

4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 13

Open Discussion and Q/A

4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 24

Submit Session Feedback
Select the SugarCon Mobile App:
1) Tap on this session
2) Tap on survey
3) Submit your feedback

*Prizes for attendees who submit session feedback using the Mobile App

4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 25

4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 26

Appendix

4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 27

DocuSign Champions Full Enforceability

Warrants Federal ESIGN Law Compliance
Provides consumer disclosure
Maintains court admissible audit trail in Industry Standard
format
Performs external reviews with outside counsel
Employs expert Chief Legal Officer successful in gaining
further legislative and industry clarity and acceptance of
electronic signatures

“The effectiveness of a signature solution is not determined by the legal precedent
for
the acceptance of the signatures. Rather, it depends on good process
management,
good document control and the maintenance of a clear chain of evidence.”
Gartner, “Findings: The Legal Precedent for eSignatures is a Non-Issue”
Tweet: #SCON12

DocuSign Delivers Lower TCO

Software DocuSign
Behind the firewall or Hosted
Ease of Deployment
Ease of Customization
Rapid User Adoption
Large Operating Automated Upgrades
Expenses 3+ Releases per Year
Signer Support
Tamper Proof Secure Storage

Value
Value

Disaster Recovery

Time Time

“SaaS enables fast deployment, better
Upgrade
Capital Expense Expense user adoption, and reduced support
High Risk
Infrastructure
needs”
Dedicated Staff Source: Forrester, July 2009

“The highest-ranking reason for
choosing
and using SaaS was TCO …..”
Source: Gartner, November 2010

DocuSign Awarded and Recognized

Tweet: #SCON12

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Solving Biz Problems with SugarExchange: Session 6: Turning Your CRM System From Sales Chore to Sales Hero with eSignature

1. Solving Business Problems with SugarExchange Turning Your CRM System From Sales Chore to Sales Hero with eSignature

3. Agenda  Wait a “couple minutes” to get started (2 minutes)  Read this slide (1 minute)  Intro and Dan/DocuSign Background (3 minutes)  Overall Document Execution issues (10 minutes)  Benefits (the hero part) (10 minutes)  How’s it work? (6 minutes)  Open Discussion (always the best part!) (18 minutes)  Live Demo (if possible) Tweet: #SCON12 4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 3

5. DocuSign The Clear Industry Leader • Growing at 100%+ • 70% SaaS Market share • Over 45,000 Paying Customers • 50M+ Documents Sent • Warrants Federal ESIGN Compliance • Enterprise Class Multi-Tenant Platform Tweet: #SCON12

7. Paper Documents Cause Delay … 7 Tweet: #SCON12

8. Customer Business Problems Bigger than Signatures • Slow transactions • Lost documents or pages • Too many errors • Poor fax readability • Lack of visibility • Overnight shipping fees • Re-keying & reconciliation • Lost productivity 8

9. DocuSign Accelerates Your Business •Faster transactions • Secure documents •No errors • No faxing •Complete visibility • No overnight shipping fees •No re-keying or • Higher productivity reconciliation

11. DocuSign Ensures Flawless Security Service 100% Audit Log Strong AES Encryption SHA-1 Hashing and Anti-tampering Controls Exported documents PKI signed Infrastructure DocuSign Service is SAS70 and PCI compliant Annual Penetration Testing Geographically Diverse SAS70 Type II Data Centers Passed 100s of Information Security Assessments including: ©2010 DocuSign, Inc. Confidential.

12. Average DocuSign Contract Return Time 97.4 % 75.3 % 54.4 % 36.1 % 22.0 % 9.3% Less Less Less Less Less Less than 10 than 30 than 1 than 8 than 24 than 48 min min hour hour hour hour Source: DocuSign eSignature Service

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25. Submit Session Feedback Select the SugarCon Mobile App: 1) Tap on this session 2) Tap on survey 3) Submit your feedback *Prizes for attendees who submit session feedback using the Mobile App 4/25/2012 ©2012 SugarCRM Inc. All rights reserved. 25

28. DocuSign Champions Full Enforceability Warrants Federal ESIGN Law Compliance Provides consumer disclosure Maintains court admissible audit trail in Industry Standard format Performs external reviews with outside counsel Employs expert Chief Legal Officer successful in gaining further legislative and industry clarity and acceptance of electronic signatures “The effectiveness of a signature solution is not determined by the legal precedent for the acceptance of the signatures. Rather, it depends on good process management, good document control and the maintenance of a clear chain of evidence.” Gartner, “Findings: The Legal Precedent for eSignatures is a Non-Issue” Tweet: #SCON12

29. DocuSign Delivers Lower TCO Software DocuSign Behind the firewall or Hosted Ease of Deployment Ease of Customization Rapid User Adoption Large Operating Automated Upgrades Expenses 3+ Releases per Year Signer Support Tamper Proof Secure Storage Value Value Disaster Recovery Time Time “SaaS enables fast deployment, better Upgrade Capital Expense Expense user adoption, and reduced support High Risk Infrastructure needs” Dedicated Staff Source: Forrester, July 2009 “The highest-ranking reason for choosing and using SaaS was TCO …..” Source: Gartner, November 2010

30. DocuSign Awarded and Recognized Tweet: #SCON12

Editor's Notes

Savvis and sungaurd
We looked at our customers data to see how long it was actually taking for DocuSign users to get signed documents returned and found out the following:Almost 10% of our users were getting documents back in less than 10 minutes, often you can have a document signed while on the phone with a member, like they we in the branch location75% of documents are returned in less than a day97% of documents in less than two daysThink about how long it take for you t currently get signed document returned and think about how this would impact your business

Solving Biz Problems with SugarExchange: Session 6: Turning Your CRM System From Sales Chore to Sales Hero with eSignature

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Solving Biz Problems with SugarExchange: Session 6: Turning Your CRM System From Sales Chore to Sales Hero with eSignature

Editor's Notes