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Accelerating Growth with Digital Transaction Management
Streamline your sales processes with DocuSign for Salesforce
Today’s Presenters
Shirley Wright
Marketing Director, Canada
Salesforce
Shirley.wright@salesforce.com
Priya Patel
Product Marketing Manager
DocuSign
priya.patel@docusign.com
Chris Peacock
Vice President, Strategic Alliances
Traction on Demand
cpeacock@tractionondemand.com
Hans Vedo
Director, Development
Traction on Demand
hvedo@tractionondemand.com
Today’s Agenda
• DocuSign & Digital Transaction Management
• DocuSign Integration with Salesforce
• Traction + DocuSign + Salesforce = Customer Success
• Great Canadian Heli-skiing
• TELUS Door2Door Mobile Application
Accelerate sales process canada traction joint webinar
Accelerate sales process canada traction joint webinar
Unmanageable
Records
Disconnected
Systems
Current Sales Process
INTERNALEXTERNAL
Manual
Processing
Prohibitive
Experience
Digital
to Paper
 High incompletion/error rates
 No authentication
 Slow manual routing
Customers
 Manually validate
 Return to customer if errors
 Rekey data
Operations
 Scrutiny and fines from poorly
documented process
Auditors/Regulators
Sales
CRM
CPQ
 Admin time displaces selling time
 No status visibility
 No workflow automation
 No upstream connectivity
 Manually kick off downstream
Finance/IT
Incentive
Compensation
Unmanageable
Records
Disconnected
Systems
INTERNALEXTERNAL
Manual
Processing
Prohibitive
Experience
Digital
to Paper
 High incompletion/error rates
 No authentication
 Slow manual routing
Customers
 Manually validate
 Return to customer if errors
 Rekey data
Operations
 Scrutiny and fines from poorly
documented process
Auditors/Regulators
Sales
CRM
CPQ
 Admin time displaces selling time
 No status visibility
 No workflow automation
 No upstream connectivity
 Manually kick off downstream
Finance/IT
Incentive
Compensation
Current Sales Process
*Based on 3rd party value assessments with DocuSign customers
THE REAL COST OF EVERY TRANSACTION
Printing
Distribution
Document Creation
Preparation
Manage Status
Process Documents
IT
Printing
Distribution
Document Creation
Preparation
Manage Status
Process Documents
LEGAL
Printing
Distribution
Document Creation
Preparation
Manage Status
Process Documents
HR
Printing
Distribution
Document Creation
Preparation
Manage Status
Process Documents
PROCUREMENT
Printing
Distribution
Document Creation
Preparation
Manage Status
Process Documents
SALES
$28 per Transaction
Unmanageable
Records
Disconnected
Systems
INTERNALEXTERNAL
Manual
Processing
Prohibitive
Experience
Digital
to Paper
 High incompletion/error rates
 No authentication
 Slow manual routing
Customers
 Manually validate
 Return to customer if errors
 Rekey data
Operations
 Scrutiny and fines from poorly
documented process
Auditors/Regulators
Sales
CRM
CPQ
 Admin time displaces selling time
 No status visibility
 No workflow automation
 No upstream connectivity
 Manually kick off downstream
Finance/IT
Incentive
Compensation
Current Sales Process
*Based on 3rd party value assessments with DocuSign customers
THE REAL COST OF EVERY TRANSACTION
Company Size
Transaction
(Avg Annual)
$1B+
$500MM –
$1B
$100MM –
$500MM
< $100MM
1.5MM
500K
100K
20K
Costs (Annual)
$42MM
$14MM
$2.8MM
$560K
Organization Wide Costs
Cost per
Transaction
$28
$28
$28
$28
x
x
x
x
=
=
=
=
Streamlined Sales Process with DocuSign for Salesforce
Accessible
and Fully
Documented
Integrated
Downstream
Processing
Secure
Frictionless
Transaction
Digitally Managed
Business Process
 Automated audit tracking and
storage integration
Auditors/Regulators
Sales
 Automated workflow Management
and Transparency
 Integrated with Salesforce
CRM CPQ
DTM
Other
 Authentication options
 Accessible on any device
 Data validation
 Digital audit trail
Customers
 Downstream processes such as account
activation, billing and archiving are
automatically triggered
Operations/Finance/IT
10+ Years of
Continuous Innovation
188 Countries
“DocuSigned”
50M+ Users
100K+ Customers
50K+ Per Day
DocuSign Trust Foundation
Available Secure Configurable Enforceable Global Open
Web&MobileApplications
Administration&Control
Core Services
TransactionRooms
DocuSignIntegrationFramework
WorkflowDataDocuments
Prepare
Authentication ServicesSignatures
Execute
Reporting RetentionCompliance
Manage
DocuSign Digital Transaction Management Platform
Users
Systems
Company Wide
Sales Human
Resources
Finance IT / Operations Legal
Marketing Facilities Support Product
Management
Procurement
Value from DocuSign for Salesforce
Deliver extraordinary ROI by making it easy, fast, and secure to collect and
process contracts – all without ever leaving Salesforce.
Close
more deals faster
with improved
contract
turnaround time
(ex: 14 days to
<1 day)
Cut
operating costs
(ex: $19.53
savings/
document)
Be
mobile
close deals
anywhere,
anytime
Increase
accuracy
with automated
data flow
Maximize
CRM investment
(ex: 300% increase
in CRM usage
organization-wide)
DocuSign for Salesforce Capabilities
Send documents for signature
Merge data from any object
Create automated workflows
Real time deal updates via Chatter
Salesforce1 ready
Get status and data back into Salesforce
Localized in 11 languages
15
DocuSign for Salesforce Customers
About Traction
Experience: 9th year focused solely on SFDC
 1600+ projects, 300+ custom Force.com apps developed
120 employees, 120+ Certifications
 SMEs in all Clouds (Sales, Service, Marketing, Data, Force)
 120 Employees across North America
 No outsourcing, no offshoring, no contractors
 B Corp Certified
 Ranked 3rd best place to work in Canada
 Completed DocuSign enablement June 2013 – sales, development
& declarative experts
What We’ve Done With DocuSign
Customer community built on the Force.com platform
• Self serve, secure environment
• Collects guest data and preferences pre arrival (i.e. dietary restrictions,
après-ski traditions, skill level and experience)
• Reduces administrative burden and data entry
• Enhanced, personalized experience for each guest
• Better understanding of the guest (360 degree view)
DocuSign integration used to collect all pre-trip customer data and
contractual documentation
• Binding release, medical declaration, waivers, ski rental documents, etc.
• Update content on DocuSign contracts then updates master records in SFDC
• Documents as a data source
Great Canadian Heli-skiing (GCH)
ABOUT GCH
• Est. 1988
• Located in Golden,
BC
• Premium heli-
skiing resort
• www.canadianheli-
skiing.com/
• Full customer
success story on
our website
Great Canadian Heli-skiing (GCH)
Guest
WaiversBookings
Feedback
Runs
Terrain
Relations
hips
$$
Serious
Interest
Complex data
model to
incorporate all
components of
guest
experience in
one place
Great Canadian Heli-skiing (GCH)
Guest Portal
includes a pre-
trip checklist
and status of
reservation
feature telling
the guests
what they
have left to
complete
before their
vacation.
Great Canadian Heli-skiing (GCH)
Self service
customer
profiles reduce
admin burden
and create
engagement
through ski
stats and
history.
Great Canadian Heli-skiing (GCH)
All pre-trip
information
collected
before
arriving at
destination.
DocuSign
integration.
Great Canadian Heli-skiing (GCH)
Forms
capture and
map data to
customer
records using
multiple field
types and
dynamic
fields
Retail energy supplier with customers in 21 states in
the US and 10 provinces in Canada
Direct Energy purchases electric and gas commodity
products off the wholesale market and supplies it to
the local utility to distribute
Traction on Demand was engaged to enable Direct
Energy’s field sales teams to sell commodity products
through over 80 utilities across 12 states. The door-to-
door, field sales channel, is Direct Energy’s largest sales
channel.
Direct Energy Mobile Sales App
ABOUT DIRECT
ENERGY
• NA wide energy
supplier (natural
gas & electricity)
• Est: 1985
• HQ: Houston, Texas
• Mobile application launched to support growth of
the direct sales channel
• Reduce reliance on paper contracts
• Expedite the contract signature to installation process (time
reduced by over 40%)
• Increases in quality customer data, sales rates, agent
productivity
• Decrease in service cancellations
• DocuSign integration for immediate, at-the-door
contract signature
• Supports increase in sales close rates with faster and more
simple contracting
• Roadmap: Integration of Door2Door app in kiosks &
retail locations across the country
TELUS Door2Door Mobile App
ABOUT TELUS
• Est. 1990
• HQ: Located in
Vancouver, BC
• ~41,000
employees
• 2013 Revenue:
$10.6B
• Top 3 Telco in
Canada
• Full customer
success story on
our website
Learn more about how integrating Salesforce and
DocuSign will accelerate your business processes
• Chris Peacock – cpeacock@tractionondemand.com
• Priya Patel – Priya.patel@docusign.com
• Shirley Wright – Shirley.wright@salesforce.com
Follow Up
Questions?

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Accelerate sales process canada traction joint webinar

  • 1. Accelerating Growth with Digital Transaction Management Streamline your sales processes with DocuSign for Salesforce
  • 2. Today’s Presenters Shirley Wright Marketing Director, Canada Salesforce Shirley.wright@salesforce.com Priya Patel Product Marketing Manager DocuSign priya.patel@docusign.com Chris Peacock Vice President, Strategic Alliances Traction on Demand cpeacock@tractionondemand.com Hans Vedo Director, Development Traction on Demand hvedo@tractionondemand.com
  • 3. Today’s Agenda • DocuSign & Digital Transaction Management • DocuSign Integration with Salesforce • Traction + DocuSign + Salesforce = Customer Success • Great Canadian Heli-skiing • TELUS Door2Door Mobile Application
  • 6. Unmanageable Records Disconnected Systems Current Sales Process INTERNALEXTERNAL Manual Processing Prohibitive Experience Digital to Paper  High incompletion/error rates  No authentication  Slow manual routing Customers  Manually validate  Return to customer if errors  Rekey data Operations  Scrutiny and fines from poorly documented process Auditors/Regulators Sales CRM CPQ  Admin time displaces selling time  No status visibility  No workflow automation  No upstream connectivity  Manually kick off downstream Finance/IT Incentive Compensation
  • 7. Unmanageable Records Disconnected Systems INTERNALEXTERNAL Manual Processing Prohibitive Experience Digital to Paper  High incompletion/error rates  No authentication  Slow manual routing Customers  Manually validate  Return to customer if errors  Rekey data Operations  Scrutiny and fines from poorly documented process Auditors/Regulators Sales CRM CPQ  Admin time displaces selling time  No status visibility  No workflow automation  No upstream connectivity  Manually kick off downstream Finance/IT Incentive Compensation Current Sales Process *Based on 3rd party value assessments with DocuSign customers THE REAL COST OF EVERY TRANSACTION Printing Distribution Document Creation Preparation Manage Status Process Documents IT Printing Distribution Document Creation Preparation Manage Status Process Documents LEGAL Printing Distribution Document Creation Preparation Manage Status Process Documents HR Printing Distribution Document Creation Preparation Manage Status Process Documents PROCUREMENT Printing Distribution Document Creation Preparation Manage Status Process Documents SALES $28 per Transaction
  • 8. Unmanageable Records Disconnected Systems INTERNALEXTERNAL Manual Processing Prohibitive Experience Digital to Paper  High incompletion/error rates  No authentication  Slow manual routing Customers  Manually validate  Return to customer if errors  Rekey data Operations  Scrutiny and fines from poorly documented process Auditors/Regulators Sales CRM CPQ  Admin time displaces selling time  No status visibility  No workflow automation  No upstream connectivity  Manually kick off downstream Finance/IT Incentive Compensation Current Sales Process *Based on 3rd party value assessments with DocuSign customers THE REAL COST OF EVERY TRANSACTION Company Size Transaction (Avg Annual) $1B+ $500MM – $1B $100MM – $500MM < $100MM 1.5MM 500K 100K 20K Costs (Annual) $42MM $14MM $2.8MM $560K Organization Wide Costs Cost per Transaction $28 $28 $28 $28 x x x x = = = =
  • 9. Streamlined Sales Process with DocuSign for Salesforce Accessible and Fully Documented Integrated Downstream Processing Secure Frictionless Transaction Digitally Managed Business Process  Automated audit tracking and storage integration Auditors/Regulators Sales  Automated workflow Management and Transparency  Integrated with Salesforce CRM CPQ DTM Other  Authentication options  Accessible on any device  Data validation  Digital audit trail Customers  Downstream processes such as account activation, billing and archiving are automatically triggered Operations/Finance/IT
  • 10. 10+ Years of Continuous Innovation 188 Countries “DocuSigned” 50M+ Users 100K+ Customers 50K+ Per Day
  • 11. DocuSign Trust Foundation Available Secure Configurable Enforceable Global Open Web&MobileApplications Administration&Control Core Services TransactionRooms DocuSignIntegrationFramework WorkflowDataDocuments Prepare Authentication ServicesSignatures Execute Reporting RetentionCompliance Manage DocuSign Digital Transaction Management Platform Users Systems
  • 12. Company Wide Sales Human Resources Finance IT / Operations Legal Marketing Facilities Support Product Management Procurement
  • 13. Value from DocuSign for Salesforce Deliver extraordinary ROI by making it easy, fast, and secure to collect and process contracts – all without ever leaving Salesforce. Close more deals faster with improved contract turnaround time (ex: 14 days to <1 day) Cut operating costs (ex: $19.53 savings/ document) Be mobile close deals anywhere, anytime Increase accuracy with automated data flow Maximize CRM investment (ex: 300% increase in CRM usage organization-wide)
  • 14. DocuSign for Salesforce Capabilities Send documents for signature Merge data from any object Create automated workflows Real time deal updates via Chatter Salesforce1 ready Get status and data back into Salesforce Localized in 11 languages
  • 16. About Traction Experience: 9th year focused solely on SFDC  1600+ projects, 300+ custom Force.com apps developed 120 employees, 120+ Certifications  SMEs in all Clouds (Sales, Service, Marketing, Data, Force)  120 Employees across North America  No outsourcing, no offshoring, no contractors  B Corp Certified  Ranked 3rd best place to work in Canada  Completed DocuSign enablement June 2013 – sales, development & declarative experts
  • 17. What We’ve Done With DocuSign
  • 18. Customer community built on the Force.com platform • Self serve, secure environment • Collects guest data and preferences pre arrival (i.e. dietary restrictions, après-ski traditions, skill level and experience) • Reduces administrative burden and data entry • Enhanced, personalized experience for each guest • Better understanding of the guest (360 degree view) DocuSign integration used to collect all pre-trip customer data and contractual documentation • Binding release, medical declaration, waivers, ski rental documents, etc. • Update content on DocuSign contracts then updates master records in SFDC • Documents as a data source Great Canadian Heli-skiing (GCH) ABOUT GCH • Est. 1988 • Located in Golden, BC • Premium heli- skiing resort • www.canadianheli- skiing.com/ • Full customer success story on our website
  • 19. Great Canadian Heli-skiing (GCH) Guest WaiversBookings Feedback Runs Terrain Relations hips $$ Serious Interest Complex data model to incorporate all components of guest experience in one place
  • 20. Great Canadian Heli-skiing (GCH) Guest Portal includes a pre- trip checklist and status of reservation feature telling the guests what they have left to complete before their vacation.
  • 21. Great Canadian Heli-skiing (GCH) Self service customer profiles reduce admin burden and create engagement through ski stats and history.
  • 22. Great Canadian Heli-skiing (GCH) All pre-trip information collected before arriving at destination. DocuSign integration.
  • 23. Great Canadian Heli-skiing (GCH) Forms capture and map data to customer records using multiple field types and dynamic fields
  • 24. Retail energy supplier with customers in 21 states in the US and 10 provinces in Canada Direct Energy purchases electric and gas commodity products off the wholesale market and supplies it to the local utility to distribute Traction on Demand was engaged to enable Direct Energy’s field sales teams to sell commodity products through over 80 utilities across 12 states. The door-to- door, field sales channel, is Direct Energy’s largest sales channel. Direct Energy Mobile Sales App ABOUT DIRECT ENERGY • NA wide energy supplier (natural gas & electricity) • Est: 1985 • HQ: Houston, Texas
  • 25. • Mobile application launched to support growth of the direct sales channel • Reduce reliance on paper contracts • Expedite the contract signature to installation process (time reduced by over 40%) • Increases in quality customer data, sales rates, agent productivity • Decrease in service cancellations • DocuSign integration for immediate, at-the-door contract signature • Supports increase in sales close rates with faster and more simple contracting • Roadmap: Integration of Door2Door app in kiosks & retail locations across the country TELUS Door2Door Mobile App ABOUT TELUS • Est. 1990 • HQ: Located in Vancouver, BC • ~41,000 employees • 2013 Revenue: $10.6B • Top 3 Telco in Canada • Full customer success story on our website
  • 26. Learn more about how integrating Salesforce and DocuSign will accelerate your business processes • Chris Peacock – cpeacock@tractionondemand.com • Priya Patel – Priya.patel@docusign.com • Shirley Wright – Shirley.wright@salesforce.com Follow Up

Editor's Notes

  1. WHERE THIS DATA ACTUALLY CAME FROM (2min) This year - In collaboration with MIT Sloan and our partners, we collected data from over 1,000 salesforce customers - from around the world. Companies of all sizes, enterprise and unlimited All functions - in fact we tailored the questions to the functions
  2. As an example, here’s a typical sales process we’ve captured in working with our customers. Many customers have already invested in CRM Systems (i.e. Salesforce, Oracle, MSFT) and CPQ – ConfigurePriceQuote (Apptus, Bigmachines) to manage the sales process. Yet at the moment of truth, when a contract needs to be executed, they relied on printed documents. These documents were sent via mail to customers for signoff. Sales execs were wasting time on administrative tasks vs selling time. There was no visibility for both the sales rep and management. In fact, the only way to manage the process was via constant phone calls to the customer. Organizations suffered from a “Digital to Paper” problem. The “Digital to Paper” problem resulted in a prohibitive experience for customers that needed to review and approve contracts. Customers were forced to print out contracts. They were completely tied to their desks. Often times, contracts were complex and required multiple layers of approvals. And the only way they could manage workflow was via interoffice mail. This resulted in high incompletion rates and errors. There’s no authentication or audit trail. And the routing process was incredibly slow and time consuming. When documents were finally returned, the operations team had to manually validate every document that came back. Were all the fields complete? Was this the correct version of the document? If there were errors, the contract was returned to the customer for another round of costly approvals. If it was complete, the data was manually rekeyed so service or account could be activated. Downstream teams had no visibility into the process, and must manually kick off billing, invoicing, incentive compensation, and archiving processes. Finally, because of the unstructured paper-based process, auditors and regulators had no way to validate that compliant processes were followed throughout the transaction resulting in high levels of scrutiny and potential financial and legal ramifications.
  3. Our customers came to the realization that with every transaction, there was a hidden cost that included printing, distribution, document creation, document preparation, managing status, and document processing. A 3rd party value assessment firm worked with DocuSign customers and determined that on average these costs add up to $28 per transaction. Imagine the costs of these transactions across every document centric transaction across your organization.
  4. Based on benchmarks by organization size, this means the hidden cost can be $##.
  5. With DocuSign’s Digital Transaction Management platform, organizations have streamlined the sales process for employees and customers, provided greater management visibility, and created traceability and accountability to ensure the process is compliant. Leveraging DocuSign’s DTM solution from the start enabled organizations to automate workflow and have complete visibility into the status of the transaction as it moves through the process. By integrating with upstream systems, digital documents can be automatically generated, eliminating the time and costs of the Digital to Paper problem. Customers can sign anytime, anywhere, on any device. Customers are taken through a digitally guided approval experience, ensuring there are no errors in completing the document. Approvals can be automated to route sequentially or in parallel to rapidly accelerate the approval process. All of these actions are captured in the background to ensure a complete and traceable audit trail is captured with every transaction. Processes downstream that were previously disjointed can now be brought into the fold. Invoicing, billing, incentive compensation systems can be integrated and kicked off automatically upon completion of the transaction to further streamline the process to save time and costs. Finally, organizations stay in compliance because DocuSign enables them to control the workflow from the very start, provide multiple levels of authentication options to meet the needs of any organization, and capture the actions taken by everyone that interacts with the transaction in the form of a Certificate of Completion.
  6. What you may not know about DocuSign is that… Trusted We invented cloud-based eSignature in 2003. And we’ve expanded our solution beyond eSignature to include any of your business transactions that still aren’t digital. We enable you to digitize entire end-to-end business processes, or what is called Digital Transaction Management Because organizations are running mission critical transactions, we provide the highest levels of availability and security capabilities in the industry Global Users in 188 countries have DocuSigned Service available in 43 languages Offices in SF, Seattle, London, Paris, Sydney, and Sao Paolo Leader Over 110,000 paying customers ranging from to complete mission critical digital transactions with their customers Adding 40,000 new users daily Close to 1M transactions daily are processed over our cloud network 10 of the top 15 US Wealth Mgmt Firms are customers 11 of the top 15 US Insurance Carriers are customers #1 with analysts Forrester, Gartner, and Ombud
  7. Approved by Kristin