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all right so let's do some introductions first my name is Dan Dale Deegan I am up until recently the CEO of spring' cm and it's not because I got fired I'd say up until recently and I still have a job and I am now a member of the team at DocuSign which just acquired Springsteen which were delighted by I'm going to tell you a little bit about that story in that journey but before I do that I'm gonna introduce the rest of my teammates up here I'd like you to meet Fraser Hill with shell welcome phrasing all right let's hear it for crazy all right and Fraser runs the customer journey at Shell and I've described your role as digital transformation deal-making and you're gonna provide a some more perspective on that yeah it's all these things probably and a few things more I like to think of it as making money for the shareholders through the commercial process that's a good outcome how many people describe their title in terms of the outcome they drive this is very evolved I also want to introduce you to my friend Greg Adams my teammate at DocuSign slash spring Sam let's hear it for Greg Greg is now a British expat he's an American living in London who went there for one year and then about six months into his journey we said Greg now you're coming back in a few months right as well I don't know I might pump the brakes on that I'm having fun here with Lawrence's teammate that they're building our European business and now part of the DocuSign team then I asked to make it a few months ago so so now you're ready to come back right and goes well no well I met a girl oh boy so okay so he's gonna be in London for a while so welcome Greg Greg's going to demonstrate our platform our solution for you are you gonna do the integrated DocuSign and spring Sam demo shove the whole journey alright great so we'll do a complete end-to-end on showing contract management a signature so let me give you a little perspective on that and then what we're gonna do is Fraser and I are gonna riff on a dialogue here about the journey that Fraser is leading the shell team on represented here with the rest of the team welcome shell team and how our relationship started spring salmon shell um during the middle of which spring Sam was acquired by DocuSign Shell's also a DocuSign customer so there's a beautiful to symmetry here and I think Fraser's perspective is gonna be really useful and even actionable for you around the continuum not just of what we now call system of agreement but I think you'll see tentacles of utility into other parts of your business just because of the way Fraser thinks and runs his team and I'm a big fan of as you can probably belt so first the background so spring cm how many of you are familiar with spring CM even before our merger with DocuSign okay great so thank you for that many of you I see your familiar faces customers and partners of ours in the audience so spring seems mission has been for a long time to deliver contract lifecycle management what we call CLM tightly integrated with Salesforce often with Salesforce EPQ configure price quote which used to be steel brick which Salesforce acquired and we do that to help customers more quickly and effectively drive deals through their revenue funnel through their sales funnel from a lead to cash from quote to cash and where do deals these days go to die generally if you don't automate the process it's the contract process and we've automated contact management opportunity management forecasting collaboration CP Q's now been automated in sales forces placed a bet in that space they bought steel brick and one of the last frontiers to automate in the entire sales funnel if you think of that graphic metaphor of the funnel was contract management so that's the problem that sprang cm has been solving for years our partner DocuSign who we resold for the last four or five years as an e-signature capability was also chasing this dream of being something much more than just e-signature and being what we now call a system of agreement where you have contract management integrated with these signature first of all contract generation document generation preparation that document signature acting on that document through workflow which is part of what we do and then managing it with intelligence and reporting and dashboard and AI so that's what we do now is part of DocuSign and we're delighted because it means a better resource better funded acceleration of the journey we've been on and I'm gonna ask Fraser for his perspective on this because as a DocuSign and Springs AM customer you're in the unique position to see the intersection of the value so I'd love to hear your comments yes a thanks down so you probably have heard of shell one of the rather largest oil companies in the world and I work in what we call custom operations which is all of the stuff that supports making the money flow through the business but before I did this job I was a marketer and that's actually part of the story and it's why I'm quite excited were quite very excited so I was being very British they're quite excited means extremely excited about about this this opportunity so we kind of got involved in this about three or four years ago in this space and we were very interested in historically how we get people salespeople to comply with our contracting process and we will offload it we had about 10-15 percent compliance everyone was breaking all the rules and I was brought in and asked well how do we how do we make this space work better for us and we started focusing on business value so over the last three and a half years after last three and a half years the team has put about sixty million dollars back into the P&L in the balance sheet just through focusing on excellence in contracting and you know some of that is enabled through the DocuSign piece so DocuSign allows us to take ten days out of the sales cycle those additional ten days translate into five days of real revenue and one of my businesses that's worth 20 million dollars alone so there's so much money here and it's just rife for automation and then forward thinking stuff that we're doing we're doing visual contracting so we're taking apologies to any lawyers here but we're taking lawyers out of the process and we're seeing the contract as basically a relational tool describes what's being sold and what's being bought and when you do that you think well why do I have legal language because only lawyers talk legal language so we're putting visuals in and one of the big choices that we made was to partner up with you guys and by the spring platform and that was in part to do with the forward-thinking technology allowing us to do quite radical stuff and we were talking only the other night about even video contracting like what if you're doing pictures why not do moving pictures with sound so we're really excited by the the acquisition because yeah we are at DocuSign house as well so bringing these two things together allows us to take that whole process automate it think in a slightly different way about how we can improve customer experience and outcomes and just transform the really dull part of the commercial process that most people never actually follow correctly so yeah that's our story so there's so many elements of that that are compelling Fraser and one of them is your focus on the customer experience and we've talked a bit about this as how that's been dominating the conversation quite appropriately and it was virtually absent from the conversation in many industries especially yours in petroleum business and the other downstream industries that you serve as recently as five or certainly 10 years ago what do you think has precipitated that so I think in a in a world where information is more visible to customers the differentiation between products that you imagine that you have is rapidly getting killed by comparison sites aggregators Amazon and so if you're gonna if you work in an industry where you know hydrocarbon industry where it comes out of the ground it's the same source for everybody it's refined it's turned into products yeah there's a bit of you know magic dust that goes into some of them but fundamentally the differentiator and why we win versus our competitors is we design around customer experience not just focus on product and trying to sell it as cheaply as we can so that's where our business is really heading towards you know we're a brand led organization and that's why customer experience is front and center and everything that we do and we're trying to bring it into those back office processes so that we inform choices around outcomes that maybe would have not been executed if you were just simply focusing on how do I make my process as efficient as possible okay that's that's great now let's expand the definition of customer because as you told me your customer your view the customer includes your teammates and constituents internally so it's me so so one of the reasons why our salespeople never followed the process is because they didn't see any upside to them yeah so user adoption in this industry is really really challenging so you've got lawyers who like Word documents they like red lining they're like using language that no one else can understand and they have their own templates and every lawyer thinks they are the best lawyer there is you know no one else can interpret a contract as well as I can because they don't know me every sales guy thinks the same thing and so we we really focus on user adoption and usability and so that's why we think about automation that's why we're really excited about this tire because the connectivity with Salesforce means that we can really do proper integrated cpq contracting it means that the salespeople we minimize the amount of you know work that they have to do data is automated it flows from configuration engine pricing engine into the contracting engine workflows are automated it's all done mobile and that's really the key thing if you think about how do I make it easier for a salesperson to do their job then you generally again you design differently you don't worry about well you know risk mitigation and stuff like that you how do I get this deal out the door and get the money coming in as quickly as possible and that's where we where we focus I say sixty million dollars in in three years just in contracting I mean across the whole space it's about one hundred and fifty million dollars but I mean no one ever believes that an area that was just seen as an inconvenience could actually help these sales guys hit their number in a way that never imagined and that's a phenomenal impact when you quantify that to a hundred fifty million dollars of value brought back to the business and the way you framed it you've been able to articulate to sales professionals how using the systems you're rolling out are gonna put more money in their pockets yeah completely and you know I'm an excels guy so anything that could help me hit my quota I was always interested to listen to and again the change journey internally was speaking the language of the users understanding what they care about and then framing what we're doing in a way that will be impactful for them so yeah I mean it's it's just to give you an idea of the scale so sixty million dollars is probably the equivalent of putting France back into the P&L for our lubricants business so that business probably you need about 150 200 people to run so it's not an insignificant amount of money impressive now a bit of a tangent here speaking of quite excited we can see from your shirt you're jazzed up here about the Metallica show how many times have you seen them so this would be my fifth time and I spent I literally had last week worrying about what t-shirt was always gonna wear you have a closet pop yeah so I went I actually upgraded I bought a new Master of Puppets t-shirt because the other one is just so tatty I thought that wouldn't be very professional ours we've been impressed because it shows you're an old-school fan yeah I I'm disappoint as well because and as my team though I kind of changed my hair like the weather and I just cut it short it was quite long Miriam do you like this look does it work for it okay good so now you've also talked about not just in forms like this but online I'm LinkedIn and other social channels if you don't follow Fraser you should because there's some witticisms and observations and real valuable takeaways around not just this is this domain of functionality that we're talking about here around the customer experience but how to run a business generally can you give us some flavours of the things that you've post them LinkedIn and some observations you've shared yes so I mean just talking about customer experience in contracting generally most of you will have some kind of feedback loop from from customers and you'll get feet you know you get the feedback well your customers your contracts are too long the the normal kimono and the normal kind of legal response to that is I'll change the font size yeah so I'll turn my contract from a 10 page contract to an 8 page contract actually what they're not saying that they're too long they're saying that I don't understand them so you know having your ears open and listening to what's really being said and then acting on it is it's critical and I don't want to offend any kind of sales force people here because I know this is about Einstein but I also say that before we implement artificial intelligence we should get rid of natural stupidity because there is there's a lot of that arounds particularly in a big company right there's pockets of real dumb decision and it does come naturally stupid does it to the human species yes so so let's expound on that a bit so some of the things we've talked about around the customer journey you know it's it's now a resident part of the conversation in all industries when we're focusing on the customer experience and how companies can differentiate through the way that they sell and service not just what they sell in service but I don't think most of us would think of the petroleum business at being the leading edge of that but maybe in my case probably just out of ignorance what do you attribute that to so I think we are very lucky because of our scale and the amount of revenue that we sit on we can experiment in areas and you know I I can I can make a hundred thousand dollar mistake and it's not really noticed so it gives me the freedom to sort of play around with tech to do things differently to challenge the status quo and and that's a huge opportunity that that I have but it doesn't stop anyone from doing experimentation I mean you just need to find a right-minded legal counsel and say well you know why don't we put pictures in our contracts rather than use words and why would we do that well we think it's gonna make the clothes quicker and all but you know a few hundred thousand dollars back into the business and then you build your business case for and because I'm doing this can I buy spring now because I've saved you a hundred thousand dollars or whatever it is so I think if you if you if you look at the business problems that you face and you think about them with the customer lens on it then gives you the permission perhaps to you know go and ask for more money and more resources because the impact is customer centric rather than just being I'm making my process more efficient okay so you give us a glimpse of the future there I want to hear some more about that because you've that's an insight on this and what customers both your actual customers and marketplace as well as your internal constituents and sales and legal and sales apps respond to positively when you rethink the mechanism through which we contract via this document we call it contract so fast forward a bit for us picture your daughter or my daughter and their children when they're in business what do you think the contracting process looks like well so I mean I like the words you use around system of agreement so the the contracting process is it should be a collaborative process it should be about agreements and it should be about interests and I think what you will probably see is the pre contracting phase will be a conversation that's happening around shared values and outcomes that we're trying to get to so start with what are the commonalities what are the values that we're trying to aspire to and I think you'll probably then build contracts that are sort of relational based and they're not going to be about what happens in a court of law because of all the deals you do less than you know point zero one percent ever end up in litigation and therefore if the purpose is not to defend yourself in court if the purpose is to actually have a clear common language establishing the framework of the relationship I think is the way contracting goes so I can see contract yes you'll still need to worry about risk and legal title and all those kind of things I think the main contract will be how does it feel to do business with each other and again you know your technology is really nicely positioned for that because you're not just about the you know populating a word document with clauses and doing things like videos and you know maybe there's things out there that we haven't even you know Holograms you know those are all you know enabled in this in this tech ecosystem so and that's why I'm pretty pretty excited and you know with you guys now having more money to invest in the platform hopefully it'll be in things that are good for me saying yeah it's gonna be fun to see that unfold okay so now we're gonna open up the floor to some Q&A but I'm actually going to start with a question and that is for everybody here how many of you get involved in directly get your fingerprints on the contracting process in your own organizations whether you're the buyer or the seller ok so just about everybody here is the is what you hear phrase are talking about resonating with you of this seemingly secret language that we have to translate through attorneys on both sides of the transaction right so there's been talk in our industry about smart contracts and the notion of replacing a lot of the necess the necessity for human touch to automate whether through blockchain or smart contracts is a category that's getting a lot of a lot of interest and we're gonna see increasing levels of investment even while we take care of the more pedestrian requirements of driving user adoption amongst attorneys and sellers and sales operations give us your perspective on that if you could yeah so I think I think self executing contracts will happen so ones where you know let's say you're an ice cream vendor and you have an agreement that when the temperature hits 25 degrees Celsius it will trigger an additional order or something and so there's a monitoring of them you know the weather and that just self execute without having to go back and read rewrite the agreement I think that's possible but kind of smart contracts until there is a legal standards organization that can define you know a bit like come in in the transport industry you have Incoterms which are standardized until you have standardized legal language around specific areas I think that's gonna be very hard to do so it might happen you know in the US which is you know kind of a quite a little environment but also one where there is more standard but it's certainly in you know across Europe and Asia I can't see that happening okay well it's not yet yeah yeah Bob no no but you're right we we spend a lot of time and energy around language and business-to-business agreements that we know carry a very low probability of ever seeing the light of the day and in conversation let alone a court of law yet we spend inordinate amounts of hours and time and their economic value wasted and over negotiating those points how much do you think even while the technology is helping us automate these processes how much do you think just cultural change and change management as a discipline can impact yeah completely so for me it's all about mindset so I personally think that the concept of risk is understood so I mean I'm a you know sales guy marketer by training and you know risk has upside but in the contracting process risk is seen as a pure downside problem and we try and mitigate it all out of there and in mitigating the downside you actually eliminate the upside so I think if you think about these traditional areas of contracting and sort of unlearn what you know and think well actually do I have any risk here you know I work for one of the biggest companies in the world if it goes wrong I probably can leverage my balance sheet and just by the customer so you know why why do I have any risk I don't I have no risk so if you reimagine risk then you could actually be a bottom a lot more positive so you go to the customer and say you know what I can see you have you know I've got a I've got a very strong balance sheet you are a new startup company you've got cash flow issues how can we you know maybe do a creative agreement around how we get paid or that kind of thing so I think just yeah it helps coming from that kind of customer focused area and that's what let's let's break through thinking that most of us aren't accustomed to seeing in very large global multinational companies it's mostly because I'm not a trained lawyer and I'm not smart enough to be I mean i-i've I have a degree in history and French philosophy so I know nothing about the law but I do know a little bit about customers and so I focus on the area that I'm comfortable with because I can win those arguments but I there's no way I can ever win an argument about you know what's the right legal structure for a contract especially if you can draw somebody into a debate about Napoleon or something exactly okay all right so let's open up the floor to some questions if you've got some please raise your hand and Dina how many can we have how many questions you think we have time for Dina yeah two or three yeah okay good so we'll have time for two or three questions raise your hand now if you've got one cuz I've got one for Fraser in the meantime yes here I'm gonna give you my mic here you go can you explain more about like the visuals that you say that you use your contracts what yeah looks like yeah exactly so well I'll tell you what so if you go on LinkedIn I did a little video on it it's really low-tech I actually posted it on a wall with cellotape but anyway let's so in our industry we move product from one vessel to another so in the marine shipping business you get a you know a tanker and you pump it into a into a into a boat and during that process there is a transfer of risk and title so who owns the product and where does the risk sit and the legal definition or description of where risk and title passes probably you know is is a big and the approach that we took was just to draw a picture of a boat and a tanker and we painted one red and one black and red this is our risk and title and black this is your risk and title and that was just a really simple way of taking you know a really complex legal you know with no commas and full stops and you know terrible punctuation and making it understandable by a human being yeah so we say don't all like lawyers talk like human beings sorry lawyers I'm married to one so I get to say that's fine fascinating you give us an example I'd love to hear an anecdotal story you can change the names to protect the innocent if you'd like I've one of your favourite good or for that matter bad examples of how to manifest these things that you're talking about in the future that we're heading towards is a more evolved way of not just transacting but forming lasting business relationships that you're seeing today so I have to be quite careful when I say here we we have one of our businesses we were quite so slightly differently that the technology we use for contract lifecycle management we brand it internally we call it psycho CI CAF and that means contracts I can actually find and it started from a problem statement of we just you know multi-billion dollar business and we had no idea what was going you know we the customers were buying stuff for us from us but we we have no idea what our obligations were and their obligations were so I think you know having a and I imagine is probably the same with you with you guys out there your salespeople do a deal sign a contract put it in a drawer it never gets looked at no one knows where it is they move on it just evolves in that way so for me one of the upsides of having a really good contract lifecycle management system is at least I know kind of what I didn't know before and I can start to work with customers to codify what's going on and at least then when something goes wrong we've got half a chance of understanding who we can and can't let down I mean we at there was a supply crunch in Europe last year we didn't know really who we had commitments to supply product to and you can imagine that's quite a problem so you know all of this stuff professionalizing this area digitalizing it using data bridging that to inform decision-making that's for me is the the exciting bit and you know that's that's probably what we're gonna be doing for the next two or three years that's an exciting view of the future thank you for sharing that with us Fraser let's hear for Fraser Hill from shell thank you sir that's cool thank you you're definitely gonna enjoy the show tonight now how many of you're gonna be seeing Metallica tonight do not be surprised if you see Fraser storm in the stage or being invited up for a guest karaoke performance all right I'm gonna speaking of great performances I'm gonna introduce to you again Greg Adams Greg is our lead solutions engineer leading our team along with Lawrence buckler in the UK based in London now and maybe never coming back to the US other than for Dreamforce every year we'll have to see so what we ask Greg to do was to demonstrate for us this integrated solution that represents the spring CM contract lifecycle management platform integrated with DocuSign East signature as well as with Salesforce EPQ now that's a mouthful there's a lot going on there but what I think you'll see is the simplicity of the use case and the seamlessness of the flow the functionality throughout Greg gets your dog and pony show excellent claps good intro thanks Judy so just before we get into the platform in spring Sam in action this breakfast here what we'll walk through and what we're gonna see is a lightweight example of what I was doing in practices that you roll spring scale cold sauce challenge hotspot today we're gonna start acting as myself here as an account manager who's gonna be working in Salesforce and using the spring Sam solution to trigger things directly from the opportunity and the sales activity that he's doing so far and then we'll walk through from there is how the deal management team which is really one of the critical teams it shall in supporting some of the work and the negotiation and the deal dynamics that go into any contract how Sara Johnson going to act from within the spring scam solution to help drive the reviews of a contract and support the commercial process and then lastly we'll see how Peter Gibbons who's our customer is going to be able to interact with that digital process we'll see either use a set of tools that spring salmon DocuSign provides to make sure that's a fully digital transaction then we're able to track all that activity in the one central place we'll see Salesforce is our starting point we'll see Springsteen helping drive a lot of the automation around the work flow in the in the collaboration across those three teams and then DocuSign to drive the execution and capture of that final executed contract so I'll go ahead and get into it here and what we'll start with is a my displays or anything I'm gonna start with Greg who's going to be that sales person here and acting as the Account Manager and where we're currently at we're in the proposal on price commode we've got an amount and a set of products that are supposed to do with this opportunity and we're currently at the opportunity stage where it's time to sign the contracts so what we'll do is create a contract using a button here from lightning and what that'll do is pull in the contract templates it's relevant for me as I drive this deal forward we're doing this in a smart way so we can make sure that we've got the right contract or the right deal that we're working on pulling all the information from Salesforce that we can we'll ask a set of questions allowing a sales person to actually self-serve the terms that are relevant for their deal so what happens here is a lot of the kind of things that Fraser talked about where what we want to do is make sure that that salesperson gets to the terms that are relevant to them but then they're also able to use an override button that allows them to include the right terms or their customers so we're pulling from a clause library that stored in spring ste m and allowing a user to go through and pick if we wanted to use 45-day payment terms but we're having more of a conversation with the customer and we want to change what we're going and putting in front of them as far as what the deal is going to look like we can tweak some of that but what we'll see is that Springsteen is going to recommend that we're going to get an approval for that so we want to make sure that we have that kind of conversation with salesperson as they're initiated in that process so that they can make sure that they understand what they're signing up to and what the implications of that clause may be for how contract process may ensue so what we'll do is step through from here and if we get those terms right we can choose here is Greg that we're gonna choose the right contact we're gonna send that out to you that's gonna be Peter and we'll pull in the product appendix that's going to have all the relevant information that we'll pull from the CPU and pricing an encoding configuration that we've done so far so all that comes in and helps us build out a dynamic contract and we'll see there we've got the opportunity to kind of preview that to make sure that we got that right now once that contract is generated and this is where the magic of the spring spam solution comes in sales person is able to stay in Salesforce and what they'll be able to do is see where the contracts going after it's generated and in the legacy system the shell was using before we didn't have that integrated in the Salesforce so the sales person would send an email to the deal management team and ask for a contract in the new version of spring salmon snow sports working together that sales person stays on the page and Salesforce was able to see that the contracts now sent to that external customer and all that activity is always going to be updating right to Salesforce so we're also gonna see that our opportunity moves to the negotiation phase and that we've got a contract record that's going to allow us to track a lot of that activity as well as in the long run all the dynamics around what we've agreed to and what we've signed our customers up to we see that coming back when we get back after that contracts executed what we'll do is switch over to Peter as that external party Peter is able to interact with the contracting process and similar to what we talked about we want to make that process easy and seamless for that external party so Peters able to access a contract that's sent to him in his inbox right from the beach there apparently he's got the ability to click review document and this is going to bring up that contract that Greg just generated and he's got the ability to review that and then he can go up to the top right download it review it and this is where I'm engaging that external customer in a more streamlined and seamless way we can make that process easier to do and make that contracting and process more agreeable but we'll see I'll just make a couple changes here as that happens we're going to be tracking all that activity and springsteen will help enforce that we highlight what terms are changing when we go through that review and we'll also make sure that we get the contract to the right people to make sure that we review it and streamline the process as we go through but after Peters done with his review in some cases we see customers say we will actually trust that commercial person to review it the deal management team really first-dollar the like I said the people that are really making sure that the deal dynamics are correct and that we're signing a customer up the right terms and conditions that are relevant and supportable by the business so what was switched here into is how Sarah is able to support that process he's able to have a task that'll sit in her inbox you can hit deal management review and this will pull in that contract that we just reviewed as Peter and she'll have that contract automatically triggering with visibility into what changed in that agreement and she can then go through and have to reject any of those firms she can see what the changes were that have happened so far and will attract a version history of where that contract goes all the way through so as Thera will open that document up and hit edit here and this will take that latest version with what we got back from Peter and we'll be able to see those red lines that Peter spent back and accept or reject those and figure that process move along as we go through and do that we'll have that visibility and kind of the end-to-end connected and automated process so that once there is done accepting those firms the latest version that document it'll automatically be saved back in this bring simplest be that thing now the other thing that's helping make sure that the commercial terms are going to be right that a lot of our customers are adopting pacifically first of all I think is e is what we call our clause library the clause library allows customers ago she ate her here be able to access the latest terms and conditions that they can choose from across kind of a predefined standard and playbook that they can use to negotiate this agreement though as thereof she can go through and pick that we're negotiating a supply agreement or we're working in a certain country and based off of that spring stamp can serve up the right terms and conditions that they're then inserted into that agreement and make sure that that standard language that follows best practice is personal it makes me that that negotiation goes smoothly though we search for that limitation of Liability Astaire inch begins easily swap in the term based off of the playbook and also not only that you can see some guidance of how she should use that clause make sure that it's within the parameters of what they're looking to do in that deal and specifically for that customer all that's of flexible for spare inch you can leverage that as she goes through her process and when she's done we we've saved the latest version of that contract back in the system will ste Version three here automatically escalated and updated based off the changes this pair accepted and then we can go off the left is greater than the workflow and the workflows all very configurable and one of the things that we've worked on with the shell team as best practices around how to make spear that we get the right oversight of the contracting process without blowing those deals down and being able to automate that activity and interfacing Springs p.m. with what's happening when the contracts managing is giving a lot of flexibility and a more streamlined and and process though there now that she's done with that review and use that she wants to send it out to the customer you can use a number of teams internally I need off with operations theme or maybe HR team make sure that those terms are gonna cost any of the barriers and governance that we want to have in place and then the other alternative gears we can spend the contract for clause approvals though we could break down the contract in a bit into individual part and trigger those clauses go in a smart way to the right beams to drive the review in a little more streamlined way rather than sending multiple people at the same time lastly what we'll do in this case is send it out for signature so we'll package that contract and again with that fully and then connected experience will trigger that to go out by a DocuSign and it'll go back out to Peter and we can engage the customer again in that digitized and and seamless way so if we go back to the beaters view here he'll have that contract now in his inbox will see the branded Bell logo there by DocuSign we can pull up in and give that final axe beautiful version over to Peter and he can click through and he's got visibility into the changes and what we finally agreed to do and can put a signature they're at the bottom one of the great things about out of the next base gear is that after that contract is executed in DocuSign having spring CM as part of the neck that process allows us to then automate a lot of the activity that happens after so we call that the act based at dr. B Stein and what we would want to do there is make sure that the activities that happen within the customer lifecycle are supported and and in line with what we've agreed to do in the contract so what we'll have is a step forward here where the opportunity's automatically closed one we've got a contract record that's automatically spent activated and we can update any of the data points that they'll need to be able to have visibility into what berms and conditions our customers signing up view and that all informs in the long run a set of dashboards and interfaces that allow an account manager myself acting as Account Manager here to have visibility and what's happening in my territory so as we look at how that pole end and process flows we started in Salesforce and we went through and executed the contract through spring spam and document and then in the long run we want to be able to manage our customer effectively and have a 360-degree view of what we're signing our customers up to so one of the things that we'll be able to do is drive those kinds of reports than and dashboards so we can see how much volume were spelling what our renewal processes look like and again using that full and unprocessed we've got that 360 degree view of the customer using Salesforce asking over just bring scammin DocuSign and then back let's walk through through today yeah I think you're gonna think GA let's hear for Greg so as you can tell we talked about this at the start of this conversation this is a rhythm that's with it were accustomed to because we've been integrated with Salesforce and DocuSign for years and this is a very common use case in footprint for us the integrations with which we're actually tightening even more as you can imagine now that we are part of DocuSign we have time for a couple more questions so why don't we take some feedback from the audience on anything you'd like to ask Greg or Fraser and myself all right I've got one for the shell team and I'm actually gonna pick on Miriam here because Miriam if you could come up and join me come up here a Miriam coordinated all of this activity on the other side of the table firm Lawrence Miriam and the shell team here working with Fraser and I'd I'd like to hear your perspective on on the journey as you were in the eye of the storm if you will with coordinating all of these stakeholders within shell I can I only got a glimpse of and I can imagine the vast network of all the executives sponsors that can stick to the constituents you've got to get aligned around this mission including but not limited to Fraser can you offer some perspective on how you pulled that together so successfully yes so we were in a situation where our current contract management solution was going to be shut down so we went into an RFP process in two organizations within shell chemicals and global commercial so that meant coordinating around 20 stakeholders and getting all the binds in choosing the right product which we have obviously done now thank you for sharing that everybody Miriam thank you all right I've got a question for Gregg as well so you've done that demo a few times right was it really okay that particular demo okay let me reframe the question you've demonstrated Spring cm more than a few times okay so now this integration nothing new for us but we've constructed this in this particular use case view - obviously showcase what we do with DocuSign and how tightly we integrate with sales cloud but this is often played out in different scenarios where you know we might see cpq there sometimes it's not sales cloud sometimes it's service cloud just like curiosity how many these question how many of you are Salesforce customers all right keep your hand up if you have more clouds than just sales cloud all right so quite a few I'm guessing service cloud is one of them can you offer some perspective on how often we see implementations with other clouds in particular service cloud where we're asked to provide contract lifecycle management in that context yeah it's a good question so one of the great ways about the wave system agreement is position is that it's not just limited to sales cloud or sales contracts and the way that brain scan was architected neither is bring spam and we see those contracts coming in from number of different places that could be like you said service cloud agreements that we're working on where we're pulling in the the terms and conditions around onboarding an offer letter and there that can be considered agreement it could be easily exactly yeah or some sort of what we're doing in the public sector around helping out onboarding of new I think least policemen in the public sector in the capital and being able the the system's flexible one things that we looked at quite quite deeply with the regards to the shell implementation is how we can make sure that brain scan can be used for other use cases across national organization whether it's just the sales contract but also procurement contracts I'm looking at retail contracts down the line at some point do you mean Greg and is this true Frazer Mirim there's incremental upside opportunity where shell I think so thank you for sharing that okay I think Dean has given me the signal that we're running out of time I want to thank everybody from investing your precious time at Dreamforce with us and I thank you very much [Applause]