1. Groupon
Chris Bland
Finance Manager
North American Operations
Adobe® EchoSign® | Web Contracts 2012
2. Groupon Today
Groupon is a shopping website
that features a daily deal on the
top goods, services and cultural
events.
Groupon is a win-win for local
shoppers and business owners.
For the consumer, Groupon
48 brings unbeatable deals on top
COUNTRIES
local experiences.
For local businesses, Groupon
has changed the way they
market themselves and drives
new customers into their
establishments.
Adobe® EchoSign® | Web Contracts 2012
3. How Adobe EchoSign Helps With Those Challenges
Merchant Sales
Experience Relationship
Adobe® EchoSign® | Web Contracts 2012
4. Business Challenges
Why Adobe EchoSign?
When we started contracts were simply an email template with some
merge fields. Contracts were forwarded to an email address
@groupon for archiving. This created a lot of problems and as we
grew we needed a system that could keep up.
Contracts are dynamically generated for multiple products for sales.
They don’t have to remember who gets what type of contract, the
system auto-generates it. (Daily Deal, GrouponLive, Groupon
Getaways with Expedia)
+
Contracts are stored directly with the opportunity, one place to look
for all the information about that deal.
Adobe® EchoSign® | Web Contracts 2012
5. Adobe EchoSign Can be More than a “Contract”
EchoSign is turns an ordinary contract into a living, breathing document.
We Simplify Data Collection for Sales
How would you like to be paid?
By Check?
Where should we send your check?
Who should we write the check payable to?
By Wire?
Bank Account Details?
What is your Tax ID Number?
Collected in a secure environment
By collecting this information from our Merchants at the time of the sale,
we ensure accurate data in Salesforce.com and save our Sales Team
time and prevent mistakes.
Adobe® EchoSign® | Web Contracts 2012
6. Rollout and Adoption
What departments think of EchoSign?
Legal:
Contracts in one location, secure signatures
Sales:
Ease of use, automatic data collection, intuitive, reminder
emails
Sales Team Mgmt.:
Analytics on their Team, Who needs help? Who produces?
Salesforce Team:
Easy to Administer, Clicks not code, Technical Support
Adobe® EchoSign® | Web Contracts 2012
Performance Since Launch (November 2008)Customers and Reach Over 33 million active customers as of December 31, 2011 (Active defined as someone who purchased a Groupon in the last twelve months) 48 countries worldwide190+ categories of goods and services11,471 Groupon employees worldwide Small Business SuccessEmphasis on local businesses; all types of products and services have been sold on Groupon, including restaurants, events, activities, services and health and beauty Win-win: Customers and businesses all enthusiastic about Groupon
Finding an agreement was hard to do, we had to rely on the Sales Rep to remember to send each contract to the email repository (won’t happen 100%)We leverage Conga + Echosign to generate our contracts, this lowers the adoption curve and helps us get new reps ready to sell without knowing what type of contract to send.Salesforce houses all of our Data, so having contracts in there is a no-brainer.
We collect information right on the contract, since the contract is digital it is more than just “Sign Here”Merchants care more about getting paid correctly than a Sales Rep ever willWe use the contract to show them the information we have on file already, or collect it if we need to add it. They can add/modify the data and it updates our Salesforce records so the reps don’t have to. This prevents Errors, miskeys, or data sitting in email boxes
Legal: They love the contract repository, easy to search to view agreements, easy to administer to make updates. They were impressed with it!Sales: Its saves them time, not having to go back and update the information after they close a deal. It auto marks it closed won. “I can be out of the office on vacation and still close deals!”Sales Mgmt: How long does it take to get a contract back? Why are you not getting a contract back? Not selling it correctly or just “spray-and-pray”. It gives them the metrics to work with the reps that need the most help.Salesforce Team: Rollout was easy, and EchoSign technical support has always been there to help with any problem on a timely basis. Very easy to administer.