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E-Signatures: The Who, The When, The Where, The Why, The How
- 1. E-Signatures: The Who, The When, The Where, The Why, The How
from Adobe EchoSign
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 2. Adobe EchoSign: Who We Are
• Sign, Track and File, On The Web -- In One Click
• 50,000 customers and 4,000,000 users
• Customers Small, Medium and Largest
• #1 highest ranked on web (Alexa/Comscore/Compete);
• #1 highest rated on Salesforce ’06-’11
• #1 installed app for NetSuite
• 100+ of Fortune 500 as customers
• The choice of the web: Google, Dell, Facebook,
Intuit, Groupon, NetSuite, Citrix, Time Warner
Cable, Comcast, Qualcomm, VMware, AMEX, Dow
Jones, Twitter, Verizon + 50,000 SMNBs
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 3. E-Signatures:
The Who
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
EchoSign, Inc. Confidential
- 4. EchoSign: The Way the Web Signs
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 5. The Web Chooses EchoSign
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 6. E-Signatures:
The How
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 7. API How it Works (1/2)
API Just e-mail out the contract from EchoSign.com …
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 8. API How it Works (1/2)
or send from Salesforce.com, NetSuite, SAP, Google Docs, CLM
API
systems, or 20+ others …
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 9. How EchoSign Works (2/2)
… Customer Signs Effortlessly – On the Web
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 10. Sign the Way You Want
… Biometric Mobile Fax
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 11. Widgets & API
… Or Sign Right
Inside Your
Website with our
Widget (or API)
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 12. The “Echo” Pt 1: Track Your Team’s Deals in Real-Time
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 13. The “Echo” Pt 2: Automated Document Repository
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 14. Full & 100% Automated Audit Trail
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 15. Global Edition: E-Sign and Fax Sign Across the World
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 16. Collaboration, Negotiation & Redlining
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
EchoSign, Inc. CONFIDENTIAL
- 17. E-Signatures are Even Fun
“Facebook: … It’s even fun”
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 18. Be Careful With Your Electronic Originals
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 19. E-Signatures:
The When
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
EchoSign, Inc. Confidential
- 20. If You Haven’t Yet … Just Try It
• Set up a Free or Free
Trial Account
• You’ll either be hooked
in 15 minutes – or you
won’t
• Lots of power and
workflows – but simple
to get started
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 21. EchoSign Today Already Integrated into 100+ Web
Services
Use the stand-alone web app – or integrated into yours
• #1 Highest Rated Salesforce Integration
• #1 Highest Rated NetSuite Integration
• Native Integrations with SAP, Apttus, Upside,
Selectica, Emptoris, Exari, Google Apps, DropBox,
Box.net, Evernote, more
• 50+ other 3d party apps have intergated EchoSign
• It’s Proven. It’s Easy.
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 22. EchoSign Today Already Integrated into 100+ Web
Services
E-Signatures
Work the Way
You Work
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 23. It’s Easy: Start Before, During, or After Any Integrations
• Deploy web version in
an hour / a day
• Get an Easy, Early
Win For Your Org
• Integrate with
SFDC/CLM/etc. when
it’s / you’re ready
• It’s Proven. It’s Easy.
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 24. E-Signatures:
The Why
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
EchoSign, Inc. Confidential
- 25. 2011+: All Businesses Are Being Run on the Web
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 26. Web Signatures – We’ve Now The Entered Mainstream Phase
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 27. 2012+: Business Contracts Require a Web Signature To Work
Web / Cloud- Web / Cloud-
Based Based
Contract Web Signature Document
Creation Management
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 28. E-Signatures:
The Where
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
EchoSign, Inc. Confidential
- 29. Best Practices for E-Signatures Across the World
U.S. (and Canada, U.K., Australia,
NZ, Singapore, Hong Kong, etc.):
100% same as ink
under Federal E-SIGN
Act, i.e. non-issue, for
commercial contracts
• U.S. E-SIGN Act (and EUTA)
compliance is simple and easy
with EchoSign and compliant
products
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 30. Best Practices for E-Signatures Across the World
Rest of World More
Nuanced
• Choice of Law
Can Help
• “Two Tier”
countries of
Southern Europe
• Challenges in
Brazil, India
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 31. Best Practices for E-Signatures Across the World
Also consider using
“biometric”
signatures to get
written signatures
(as well as / as part
of e-signatures) in
Yellow / Orange /
Red Countries
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 32. E-Signatures:
Case Studies
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
EchoSign, Inc. Confidential
- 33. Todd Miner
Head of Sales IT
Facebook
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 34. Buying Ads
Connect with customers
• Self-Service • Insertion Order
• Online setup • Managed accounts
• Credit card payment • Contract with signatures
• Download, print, sign,
scan, email
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 35. EchoSign Helps Automate Contract Completion
Faster campaign setup
Before
Client Sign Sales Credit PYM Rev Assurance
After
Sales • Parallel approvals
before client signature
Client Rev reduces time and
Credit eliminates churn
Sign Assurance
PYM 54% of clients • Auto-approvals make it
sign in < 1hr
even faster
Sum of all team approval times < 7 hrs
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 36. EchoSign Helps Close Deals Faster
And is fun
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 37. Benefits for our Business
Speed and scalability
• Closed-loop
• Contracts are returned
electronically without stray edits
• Eases revenue assurance
approval
• Enables automation
• Integrates with our workflow
• Tracking and metrics
• Increases mobility
• No more tracking down
approvers
• Flexibility to approve via phone
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 38. Chris Bland
Finance Manager
North American Operations
Groupon
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 39. Groupon Today
• Founded in Chicago in November
2008, Groupon is a shopping website
that features a daily deal on the top
goods, services and cultural events,
spanning across 43 countries
worldwide.
• Groupon is a win-win for local
shoppers and business owners. For
the consumer, Groupon brings
unbeatable deals on top local
43 experiences – everything from
COUNTRIES
restaurants and salons to skydiving,
hotels and dentistry.
• For local businesses, Groupon has
changed the way they market
themselves and drives new customers
into their establishments.
1000 unique deals per day
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 40. How EchoSign Helps With
Those Challenges
Merchant Sales
Experience Relationship
- 1,000 deals per day = 1,000 Contracts
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
40
- 41. Business Challenges
Why 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.
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
41
- 42. EchoSign Can be More than
a “Contract”
1,000 deals means we have a lot of data to collect!
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.
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
42
- 43. 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
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
43
- 44. Mark Brennan
Director,
Information Services
Pandora
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 45. Pandora
Personalized Internet Radio
Free – ad supported radio
Music Genome Project - founded 2005
Web + mobile + auto + CE devices
100 Million registered listeners
Listed NYSE – June 2011 – Symbol: P
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 46. EchoSign: Making it all Quicker & Easier
Sellers need documents signed
Employees need to sign vendor agreements
HR and Legal need employees, candidates, vendors to sign our paper
We would be almost paperless….. Except for signatures + scans + PDFs +
email back
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 47. August 2010 - Proposed Echosign
Showed it to a few employees
They asked to adopt right away
Snowball effect
Legal team is conservative: start simple
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 48. EchoSign – What We’ve Done so Far
Vendor agreements – some good adoption
Sales teams – coming ….
No software to install
Accounts provisioned via Okta single sign-on
Training is optional as product is intuitive
Audit trail + signed documents library
Easy templates: NDA, vendor / contractor agreement
Acceptance obstacles are few & clearing
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
- 49. Adobe EchoSign
The Way the Web Signs!
© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.