Vendor Profile: DocuSign

© 2006 - 2014 Demand Metric Research Corporation. All Rights Reserved.
Vendor Profile
April 2014
By: Kristen Maida, Research Analyst
With: Clare Price, VP Research
Discipline: Sales Enablement
Category: Configure, Price, Quote (CPQ)
Type: eSignature Platform

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About DocuSign
Management Team
Core Product/Service
Key Features & Unique Strengths
Industry & Market
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About the Research Analysts
Our Vendor Profile Methodology
About Demand Metric
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Customer Case Study
Analyst Perspective
TABLE OF CONTENTS
© 2014 Demand Metric Research Corporation. All Rights Reserved.

Offices Contact Information Key Facts & Figures
DocuSign Headquarters
221 Main Street, Suite 1000
San Francisco, CA
USA
DocuSign Europe
Warnford Court
29 Throgmorton Street
London
United Kingdom
DocuSign Australia
37 Bligh St., Suite 101
Sydney
NSW 2000, Australia
Website: www.docusign.com
Email: info@docusign.com
Phone (USA): +1 866 219 4318
Phone (Europe): +44 (0) 203 510 6500
Phone (Australia): +61 02 8233 6120
Year Founded: 2003
Ownership: Private
Revenue Range: Private
Employees: 850+
Global Presence: Worldwide
Total Funding: $201M (various investments from 2006-2014)
Industries: Insurance, Financial Services, High Tech, Healthcare,
Higher Education, Real Estate, Life Sciences, Government
Customers: Air Canada, Bayer, Comcast, Costco, HP, McKesson,
Salesforce.com, Red Bull, Siemens, Sony, Xerox, Yahoo!
ABOUT DOCUSIGN
Vendor Profile: DocuSign
Overview: DocuSign’s core products and services are based on an electronic signature (eSignature) platform. This vendor profile will provide
vendor information, key features & functionality, unique strengths & differentiation, opportunities for improvement and a real-world use case of
an active customer solution. DocuSign serves two very different, yet complementary, markets – Micro/Small Business owners and Mid-market
companies and Enterprises. This analysis will focus on the latter.

MANAGEMENT TEAM – FOUNDER & KEY EXECUTIVES
Keith Krach
Chairman of the Board & CEO
Education:
Purdue University
Harvard University Business School (graduate)
Professional Background:
Chairman of the Board, Angie’s List
Chairman Emeritus - Board of Trustees, Purdue U
International President, Sigma Chi Fraternity
Gordon Payne
Chief Operating Officer
Education:
The University of Western Ontario
IMD Business School (graduate)
SVP – Desktop & Cloud Division, Citrix
Member – Board of Directors, Vyatta, Inc.
Member – Board of Directors, Kabira Technologies
Tom Gonser
Founder & Chief Strategy Officer
Education:
University of Washington
Founder, GPSFlight, Inc.
Founder, President & CEO, NetUPDATE
VP Business Development, Point.com
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MANAGEMENT TEAM – KEY EXECUTIVES
Dustin Grosse
Chief Marketing Officer
Education:
Yale University School of Management (graduate)
General Manager – Worldwide Field Readiness, Microsoft
General Manager – Sales & Marketing, Microsoft
VP Worldwide Marketing, PlaceWare Web Conferencing
Meagen Eisenberg
Vice President of Demand Generation
Education:
California Polytechnic University – San Luis Obispo
Yale University School of Management (graduate)
Director – Global Demand Center & Field Marketing, HP Enterprise Security
Director – WW Programs, MA & Operations, ArcSight (an HP Company)
Director – WW Programs, MA & Field and Services Marketing, ArcSight
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Name: DocuSign’s eSignature Platform
Description: Electronic Signature (eSignature) Platform & Digital
Transaction Management
Sales Enablement Category: Configure, Price, Quote (CPQ)
Type: eSignature Platform
Function: To provide a simple, effective solution for companies to
get proposals signed by the right people in a timely fashion through
a secure system that enables access anytime and on any device.
Pricing Range: Pricing varies based on number of users and
services offered. For additional information review DocuSign’s
Pricing page and/or contact DocuSign sales for more information.
Target Audience:
 Micro/Small Business – Individual & Professional solutions
target Sales & Sales Ops Management micro/small businesses.
CORE PRODUCT/SERVICE
 Mid-market/Enterprise – Business & Enterprise solutions
target Sales & Sales Ops Management in Mid-market to
Enterprise organizations.
Training, Support & Implementation: DocuSign offers a breadth
of options for training and support of their systems, including
community discussions, how-to guides, training webinars, DocuSign
University and email & phone support. At the Enterprise level
(customized solutions), API & Application Integration and
Premium Support Packages are available.
Integration: DocuSign’s platform integrates with Microsoft Word,
CRM & ERP systems (Salesforce.com, NetSuite, Microsoft
Dynamics and SugarCRM), email (Microsoft Outlook) and
collaboration tools (Microsoft SharePoint, Google Apps for
Enterprise and Google Drive).
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KEY FEATURES & UNIQUE STRENGTHS
 Enables document support from creation to secure signature
 Provides templates for creation, data integration, PDF conversion and authentication for email, SMS & phone
 Includes workflow signature controls, reporting and legal/court compliance features
 Supports an array of customers from individuals to large companies through the breadth of products/services
 Facilitates international security certification & global user management with geo-location capture
 Offers mobile applications for access to documents anytime and on any device
 Affords special packaging & pricing for Realtors
 Is supported by a large partner network (Salesforce.com, Google Drive, etc.)
Opportunities for Improvement in Future
 Maintaining support and integration across all customer levels and
partnerships as new features/functionality are released
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INDUSTRY & MARKET
Competitors: Adobe EchoSign
Benefits to the Sales Enablement Discipline:
 Reduces the length of the sales cycle
 Extends the reach of business opportunities internationally
 Standardizes contract & proposal process across an organization
 Provides the ability to create standardized documentation across an organization
Benefits to the Sales Enablement End-User:
 Enables sales reps to close deals faster
 Ensures the collective agreement to all terms & conditions by all parties involved
 Allows sales reps to easily manage the progress on contract signing
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CUSTOMER CASE STUDY
Study Participant Information
Name: Brian Frank, Vice President – Global Sales & Operations, LinkedIn
Company: Founded in 2003, LinkedIn is the world’s largest professional network with more than 48 million members in over 200 countries on
7 continents. LinkedIn connects professionals in technology, financial services, media, consumer packaged goods, entertainment, fashion and
numerous other industries. The LinkedIn Corporate Solutions team provides productivity applications to enterprises which leverage LinkedIn’s
unique social graph platform, including the LinkedIn Talent Advantage, a suite of tools to help companies acquire better talent faster.
Product/Service Purchased: DocuSign’s eSignature Platform with DrawLoop to Salesforce Integration
Length of Relationship: 6 years
Problem/Challenge: As early adopters of eSignature solutions, LinkedIn already had experience with this product prior to their relationship
with DocuSign. However, the lack of automation in their previous solution caused sales reps to often miss key steps during the initial contract
creation and send. In turn, more work was placed on the Accounts Receivable staff to fill in the blanks in order to get invoices paid. This
process added 25 days to the billing cycle. In order to ensure process efficiency and a reduced billing cycle, LinkedIn sought to integrate CRM
data with contract creation.
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CUSTOMER CASE STUDY
Reasons for Product Selection
 “The main reason that we chose DocuSign and continue to
renew with them each year is that DocuSign really is the industry
leading product out there. They are the largest and most reliable,
have the most features, are the most invested and the most
integrated with other systems on the market. DocuSign is the
best Enterprise solution.”
 DocuSign integrates directly with Salesforce through DrawLoop,
a partner of DocuSign’s that takes all relevant information from
a sales opportunity in Salesforce and remits it directly to a
DocuSign PDF contract.
 DocuSign provides security measures to protect LinkedIn and its
customers by creating PDF documents that cannot be modified.
 The simplicity and speed of the DocuSign product enables the
sales force to complete once lengthy paperwork in a matter of
minutes. This speeds up the contract process and billing cycle.
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Results
 Saved an impressive amount of time on creating & distributing
sales contracts
 Reduced time from contract creation to signed contract receipt
from 25 days to only 5 days
 Improved DSO, which allows millions of dollars of outstanding
revenue to be obtained annually
Overall Experience: “We are very happy with the partnership we
have maintained with DocuSign. We really value the vendor level
support they have given us; and we have always come together to
solve any issues that may arise. They have really worked with us on
creating new features & functionality that would be beneficial for
our organization. We really appreciate their partnership; and we are
really looking forward to continuing expand upon it in the future.”

CUSTOMER CASE STUDY
Expectations Moving Forward:
 “We are excited to see DocuSign grow moving forward, especially for to them create holistic business management solutions for customers.”
 “DocuSign is continually pushing themselves from a technological perspective, creating new features & functionality rapidly, and we are
definitely planning on continuing to incorporate them in our business solutions.”
 “I have high expectations for DocuSign in the future and I am sure they will meet them.”
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“DocuSign has changed my life and the lives of the people on my team in really positive and beneficial ways. This
really is beyond eSignature, it’s about approvals, it’s about the experience of your document, it’s about saving money,
it’s about helping your sales reps be more successful, it’s about lightening the load for your legal team & admins that
have to chase down contracts. Dip your toes in the water. This is a very low risk, easy thing to do. And I think you
are really going to see some amazing, amazing returns.”
– Brian Frank, VP Global Sales & Operations, LinkedIn

ANALYST PERSPECTIVE
Based on independent research and case studies conducted with DocuSign customers, Demand Metric believes that DocuSign provides a top
ranking eSignature platform. DocuSign’s solution includes capabilities that eliminate process inefficiencies related to contract management and
support the reduction of the overall sales cycle. These capabilities include:
 Simplicity & Speed – After the initial implementation, the DocuSign platform can be easily accessed by any sales rep on any device
within an organization. This easy-to-use solution enables sales reps to create a contract with a few simple clicks, send the document to the
right people instantaneously and receive a signed contract back from customers without the inconvenience of physically mailing a
document or the hassle of contracts getting lost on a desk somewhere.
 Widespread External System Integration – DocuSign partners with numerous CRM/ERP, email platform and collaboration tool
companies to integrate their solutions directly with other Sales Enablement solutions that will help automate workflows for the customers.
DocuSign’s commitment to creating process efficiency through integration with other leading solutions enables customers to streamline
the contract management process.
 International Security Certification – DocuSign provides customers a very secure solution with PDF documents that cannot be
modified and global user management with geo-location capture to ensure documents are coming from the right people internationally.
Given the above criterion, Demand Metric would encourage companies seeking an eSignature platform that improves business workflows and
enhances sales performance to consider the DocuSign solution during their vendor selection process.
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Clare Price, VP Research – Demand Metric
Clare is an expert in marketing strategy, branding, strategic communications, sales enablement, social media marketing,
content marketing and leveraging marketing technologies. Clare is a former Gartner Research Director and helped build
their Internet Strategies Services division with clients such as Microsoft, IBM, HP, Cisco, Proctor & Gamble and Wells
Fargo. Her specialties include: brand strategy, brand development, customer acquisition and relationship development,
content and digital marketing strategy, sales enablement and social media marketing.
ABOUT THE RESEARCH ANALYSTS
Kristen Maida, Research Analyst – Demand Metric
Kristen has worked with Demand Metric for the past 4 years, learning about and gaining experience in all aspects of the
organization. She has developed job functions in almost every department to help with Demand Metric’s rapid growth.
Her specialties include: social media marketing, digital marketing, content marketing & management and business process
development.
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OUR VENDOR PROFILE METHODOLOGY
Demand Metric Vendor Profiles combine analyst insight, customer perspective and vital statistics about vendors that are the subjects of these
profiles. They provide the hype-free, need-to-know information about vendors at a glance, enabling more objective consideration of vendors
and their offerings.
Each vendor profile is the product of hours of analyst research, which typically includes interviews with vendor executives and established
vendor clients. Demand Metric analysts use their experience and insight to ask the penetrating questions to fully expose vendor strengths and
weaknesses. The resulting vendor profile is formatted in a consistent and accessible way, making it easy for readers to quickly grasp each vendors
value proposition.
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ABOUT DEMAND METRIC
Demand Metric is a global marketing research & advisory firm serving a membership community of over 38,000 marketing professionals, CEOs,
and business owners with advisory services, custom research & benchmarking reports, solution studies, consulting methodologies, training, and a
library of 500+ premium tools and templates.
Using Demand Metric resources, members complete projects faster and with greater confidence, boosting respect for the marketing team and
making it easier to justify needed resources. Our 1,000+ clients range from start-ups to members of the Global 1000.
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Vendor Profile
© 2014 Demand Metric Research Corporation. All Rights Reserved. 15

Vendor Profile: DocuSign

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