Special Brief

Accelerate Your Sales with Electronic Signature Technology

“ It was like magic

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- was injected into
consuming and labor-intensive. Could you really have our sales force.
made strategic investments in automation only to leave

”
— DocuSign Customer
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 get sales orders, contracts and other agreements signed
faster. For those of you with existing systems, electronic signature technology can
actually accelerate the return on customer relationship management (CRM) or sales
force automation (SFA) investments.

What if you could shave days or even weeks off of every order or contract you sent
out for signature, as well as gain unsurpassed visibility into the contract life cycle?
Plus, book the revenue far faster? Isn’t that what you expected from sales automation
in the first place? This brief discusses the role of electronic signature technology
in accelerating the most crucial piece of the sales cycle—getting a deal signed,
closed, committed.

If you are like many sales executives today, you could be thinking:

My process is working fine as it is. Wait, what are our competitors doing?

Fax and overnight delivery work fine for us…so do our rotary phones.

Why hasn’t that $50K, $500K or $5M deal closed yet?

 Special Brief

If someone gives one of your sales representatives a verbal “yes”, how long does it take to get the
actual order sent out to them for signature --not to mention getting it back--? Assuming the quote has
already been provided, a bit of verbal negotiation has taken place and the consequent updates have
been made, does the order now need to be printed and faxed or sent via next day delivery? How often
are faxes or overnight envelopes lost or sent with errors that require the process to repeat all over
again? Or transmitted so many times that the document is in effect illegible? Is it enough time for a
competitor to have extra time to put doubt in your buyer’s mind? Is it enough time to push the order
out past the deadline for that crucial month or quarter? Very likely, the answer is often “yes”.

If you find yourself sitting next to the fax machine the last day of the month, quarter or year, take
a look at how electronic signature technology is already giving other sales organizations significant
competitive advantage by ensuring that sales orders get to and from their customers in the shortest
time possible—via email. In addition, the most robust technologies for electronic signing provide
real-time audit trails which show whether or not a document has been reviewed or forwarded and
when. Integrated with a CRM or SFA system, the audit trail data points can provide unprecedented
pipeline visibility.

Here we see that an order was

sent for signature at 5:01pm on
9/13/2007.  The order was viewed
and signed instantly, then received
at 7:17pm the same day. Traditional
delivery methods including printing,
faxing and next day delivery would
have added up to 48 hours or more
to this process.

DocuSign audit trail

2
 Special Brief

About Electronic Signatures

With an electronic signature, documents can be securely signed online, without printing, faxing, or
mailing. Electronic signatures can replace pen-and-ink on any kind of agreement from real estate
contracts to loan applications to commercial contracts for any kind of goods or services.

Electronic signatures have the same legal effect as pen-and-ink, as long as they are executed through
a process that clearly establishes intent to sign and ensures all legal elements of proof, thus complying
with the federal Electronic Signature In Global and National Commerce Act (ESIGN), as well as the
Uniform Electronic Transactions Act (UETA).

More information is available regarding the legal issues surrounding electronic signatures at
www.docusign.com/legal.

Using traditional signing and delivery methods TOTAL TIME = 7 days - 2.5 weeks

START
30 min. 15 min. 15 min. - 48 hrs 48hrs. - 1 week 15 min. 15 min. - 48 hrs. 48hrs. - 1 week 24 hrs

y
liver
y liver
nt De nt De pe END
Insta Envelo
pe Insta Envelo

Day Day
Next Next
Fast
. Easy
. Secu
re.
8]V\6O\Q]QY
SIG
Fast
. Easy
. Secu
re.

NAT
URE

Customer agrees Order created Order printed Order faxed, Client reviews Client prints for signature Client faxes, over-nights, Representitive Sale is finally
to buy over-nighted, couriered couriers or otherwise receives and scans processed
or otherwise delivered returns for archiving
to client

Using DocuSign's electronic signature system TOTAL TIME = Minutes

START

30 min. 1 min. 30 min. 2 min.

Signing service
@ END

8]V\6O\Q]QY
SIG
NAT
URE

Customer agrees Order created Order sent for review Client reviews Client signs, Sale is processed
to buy via DocuSign Representitive
automatically notified

3
 Special Brief

Case Study: Worldspan - A Global Leader in Travel Technology Services

Worldspan provides travel technology services for travel suppliers, travel agencies, e-commerce sites
and corporations worldwide. Their comprehensive electronic data services link thousands of travel
suppliers around the world to a global customer base.

The Challenge
When Worldspan regional sales manager Ron Mosher needed 100 customer signatures for a major
rollout of web-based services, he signed up for DocuSign’s on-demand web service to meet his
deadline. Within only a few hours, he had all the signatures he needed.

Mosher presented his success with DocuSign to other groups within Worldspan. Almost immediately,
Pat Hochstein adopted the service for Worldspan’s Enterprise sales group in North America.

The Results
Worldspan now uses DocuSign to manage contracts with 2,700 customers who electronically sign tens
of thousands of documents every year.

Within only one year of the initial roll out, the DocuSign service saved Worldspan an estimated $80,000
in hard costs, including printing, faxing, filing, and mailing contracts. Customers adapted so quickly to
signing documents electronically, Worldspan was able to transfer some administrative staff into more
customer-centric roles.

Overall, the simple and straightforward DocuSign process helps Worldspan’s sales organization close
deals faster and focus more energy on meeting customer needs. Ultimately the success of the system
brought the expanded use of the DocuSign service across North America and Europe.

Take the next step

To see how DocuSign electronic signatures can transform your sales process while saving thousands
of dollars in printing and mailing costs, try it risk-free by going to www.docusign.com/sellmorefaster.
Alternatively, you can contact us at 866.219.4318 to discuss your particular needs.

About DocuSign
DocuSign offers an electronic signature service that provides the simplicity, speed and security required to deliver, sign and store documents. Designed
from the ground up for business-class usage, this service integrates the technical infrastructure and legal compliance needed to operate an end-to-end
signing service. DocuSign customers span a variety of industries and range from the largest corporations to the smallest branch offices. DocuSign, Inc. is
a privately held company based in Seattle, Washington.

83 Columbia Street, Fourth Floor

Seattle, WA 98104

tel 1.866.219.4318
sales@docusign.com

www.docusign.com