Technology and telecommunication companies are naturally the early adopters when it comes to new technology solutions. Global brands including T-Mobile, LinkedIn, Salesforce, Telstra and many more rely on DocuSign to grow. In this session, we looked at how you can apply these best practices to your company and accelerate your success.

1. High
Tech
&
Telecom
Breakout
Session
Charlie
Weijer
Regional
Vice
President,
Commercial
Sales,
EMEA
@charlieweijer
DocuSign

2. 10+
Years
of
ConCnuous
InnovaCon
188
Countries
“DocuSigned”
100,000+
paying
customers

3. Account
Openings
Lease
Offer
Le>ers
Compensa?on
Plans
Non
Disclosure
Agreements
RFPs
Billing
Queries
Sales
Agreements
Contracts
Employment
Contracts

4. Customer
Challenges
Slow
and
Costly
OperaCons
Regulatory
Risk
and
Compliance
ViolaCons
ProhibiCve
and
Error
Prone
Experience

5. Unmanageable
Records
Disconnected
Systems
Current
Business
Process
(Sales)
INTERNAL
EXTERNAL
Manual
Processing
ProhibiCve
Experience
Digital
to
Paper
§ High
incompleCon/error
rates
§ No
authenCcaCon
§ Slow
manual
rouCng
Customers
§ Manually
validate
§ Return
to
customer
if
errors
§ Rekey
data
Opera?ons
§ ScruCny
and
fines
from
poorly
documented
process
Auditors/Regulators
Sales
CRM
CPQ
§ Admin
Cme
displaces
selling
Cme
§ No
status
visibility
§ No
workflow
automaCon
§ No
upstream
connecCvity
§ Manually
kick
off
downstream
Finance/IT
Incen?ve
Compensa?on

6. Unmanageable
Records
Disconnected
Systems
INTERNAL
EXTERNAL
Manual
Processing
ProhibiCve
Experience
Digital
to
Paper
§ High
incompleCon/error
rates
§ No
authenCcaCon
§ Slow
manual
rouCng
Customers
§ Manually
validate
§ Return
to
customer
if
errors
§ Rekey
data
Opera?ons
§ ScruCny
and
fines
from
poorly
documented
process
Auditors/Regulators
Sales
CRM
CPQ
§ Admin
Cme
displaces
selling
Cme
§ No
status
visibility
§ No
workflow
automaCon
§ No
upstream
connecCvity
§ Manually
kick
off
downstream
Finance/IT
Incen?ve
Compensa?on
Current
Business
Process
(Sales)
*Based
on
3rd
party
value
assessments
with
DocuSign
customers
THE
REAL
COST
OF
EVERY
TRANSACTION
Prin?ng
Distribu?on
Document
Crea?on
Prepara?on
Manage
Status
Process
Documents
IT
Prin?ng
Distribu?on
Document
Crea?on
Prepara?on
Manage
Status
Process
Documents
LEGAL
Prin?ng
Distribu?on
Document
Crea?on
Prepara?on
Manage
Status
Process
Documents
HR
Prin?ng
Distribu?on
Document
Crea?on
Prepara?on
Manage
Status
Process
Documents
PROCUREMENT
Prin?ng
Distribu?on
Document
Crea?on
Prepara?on
Manage
Status
Process
Documents
SALES
£18
per
Transac?on

7. Unmanageable
Records
Disconnected
Systems
INTERNAL
EXTERNAL
Manual
Processing
ProhibiCve
Experience
Digital
to
Paper
§ High
incompleCon/error
rates
§ No
authenCcaCon
§ Slow
manual
rouCng
Customers
§ Manually
validate
§ Return
to
customer
if
errors
§ Rekey
data
Opera?ons
§ ScruCny
and
fines
from
poorly
documented
process
Auditors/Regulators
Sales
CRM
CPQ
§ Admin
Cme
displaces
selling
Cme
§ No
status
visibility
§ No
workflow
automaCon
§ No
upstream
connecCvity
§ Manually
kick
off
downstream
Finance/IT
Incen?ve
Compensa?on
Current
Business
Process
(Sales)
*Based
on
3rd
party
value
assessments
with
DocuSign
customers
THE
REAL
COST
OF
EVERY
TRANSACTION
Company
Size
TransacCon
(Avg
Annual)
£1B+
£500MM
–
£1B
£100MM
–
£500MM
<
£100MM
1.5MM
500K
100K
20K
Costs
(Annual)
£27MM
£9MM
£1.8MM
£360K
Organiza?on
Wide
Costs
Cost
per
TransacCon
£18
£18
£18
£18
x
x
x
x
=
=
=
=

8. Streamlined
Sales
Process
with
DocuSign
DTM
Accessible
and
Fully
Documented
Integrated
Downstream
Processing
Secure
FricConless
TransacCon
Digitally
Managed
Business
Process
§ Automated
audit
tracking
and
storage
integraCon
Auditors/Regulators
Sales
§ Automated
workflow
Management
and
Transparency
§ Integrated
with
upstream
systems
CRM
CPQ
DTM
Other
§ AuthenCcaCon
opCons
§ Accessible
on
any
device
§ Data
validaCon
§ Digital
audit
trail
Customers
§ Downstream
processes
such
as
account
acCvaCon,
billing
and
archiving
are
automaCcally
triggered
Opera?ons/Finance/IT

9. Key
Challenges
in
High
Tech
1
Maximize
Agility
Increase
Innova?ve
Edge
Invest
in
people,
processes,
and
culture
that
enable
and
inspire
innovaCon
required
to
build
new
markets
and
maintain
compeCCve
edge
Maintain
Informa?on
Security
Protect
company
and
customer
informaCon
from
internal
fraud,
informaCon
leaks,
hacking
afacks
and
patent
infringement
Build
adaptability
into
processes
and
soluCons
to
respond
to
rapid
industry
changes
and
invest
in
what’s
coming
next
2
3

10. Leading
Customers
in
High
Tech
Large
Diversified
IT
Companies
Cloud-­‐Based
Services
Other

11. Case
Study:
Hewlef-­‐Packard
93%
Improvement
in
Document
Turnaround
Time
70%
ReducCon
in
Steps
Required
for
Contract
CompleCon
£22
Savings
per
Envelope
Sent
via
DocuSign

12. Key
Challenges
in
Telecommunica?ons
1
2
3
High
Customer
Expecta?ons
Increasing
Digi?za?on
Maintaining
Profitability
Boost
network
capacity
and
connecCvity
to
meet
consumers’
and
businesses’
expectaCons
for
always-­‐on
service
everywhere
Adapt
to
demand
for
new
services
like
mobile
payment
plajorms
and
cloud
services
Control
costs
of
current
soluCons
in
rapidly
changing
industry
to
be
ready
to
invest
in
what’s
coming
next

13. Case
Study:
Comcast
Business
85%
EliminaCon
of
Paper
from
the
Contract-­‐Cycle
30%
Annual
Growth
made
Scalable
with
DTM
SoluCon
50%
ReducCon
in
Field
MeeCngs
for
CompleCng
Contracts
Click
for
video