eSignature Design Quote Made Easy

E signature design quote

um but without further ado Peter I'm gonna pass things over to you and you can go ahead and get things started let's talk you signatures thank you it's working hi everybody thanks for being here I'm Peter Haldeman I'm on the Adobe document cloud marketing team and here to talk about the impact of these signatures in a quote to cash solution with me today Nancy Nardin from smart selling tools we also have in the back of the after shortly Jonathan Schreiber adobe has been an app this partner for many years now we have many great customers together and would like to share with you today is how you signatures can help drive you know greater results in a quote to cash solution Nancy will be up first so Nancy again with smart selling to a founder of smart selling tools has is a an expert in this space advises companies on sales tools that can help drive better result especially you know with the ever-changing world of sales tools it's important to keep track of those changes and how they can drive value for ever-changing sales organizations and so Nancy does that I think just this week you've released the 2017 version of the recommended sales tools guides very helpful I encourage you to check that out nancy has done some research around each signatures in working with other sales tools and so she'll be sharing that some of those results with you I will share some of the results that we've seen from our own research and then Jonathan will show you how that works with Adobe sign-in Aptus together without any further ado Nancy I should move this forward there you go all right thank you thank you and I'll go ahead and move that forward one more good morning I don't know there must be like a big party going on but I'm sure grateful to have all of you here with us right now peter mentioned a little bit about what we do we have a science it's got loads of free resources so if you are confused or just one keep up to date on the sales tools that are out there we track about 400 of them we have 40 of them in our top sales tools of 2017 guide which just went out yesterday so go ahead and check out our site I think you'll find a lot of very informative information okay this is my dog teddy teddy bear she's just such a sweetheart I love her to death I can't imagine my life without her but I've only had her three months until then she has lived in a cage on a concrete floor as part of a puppy mill I'm sure you know a lot of dogs go through this and it was a sad thing until one day when someone forgot to latch up her cage and Teddy escaped with four puppies she ended up on the ranch next door and thankfully to a number of people who all kind of came together and volunteer it including the SPCA of the neighbor on the ranch who said no I'm sorry I haven't seen a dog came together to rescue teddy and bring her back to good health part of what they had to do is a triage in a sense and figure out well what do we need to do for Teddy fur she had no skin she was too pink and she had mange and she had Giardia and she had all kinds of things so they had to do a triage to figure out how do we bring Teddy back to health and that's what we have to do on the sales technology side as well if we want to really drive revenue then we have to figure out what our priorities are where should we start first and that's a difficult thing to do you have a lot of people that are trying to you know provide input and a lot of varying views but in the end what you want to do is triage so that you can drive the most revenue possible so we put together a model that helps you do them I'm sorry the text for some reason turned out black which should be white the very bottom is see if I can get this to work who to sell to and this is kind of like Maslow's hierarchy so the who has felt who is the most fundamental thing that you have to do to figure out do we have it have our sales stack oriented just right way right so if we don't know who to call why we're calling them we don't have a good list put together we might as well not go further up the food chain I don't chew for self-actualization if you don't have food shelter and water handled first so the second thing is once you have that figured out how do we get them to engage it's almost impossible to get a buyer on the phone these days you have to be extremely relevant you have to be different in the way you approach and reach out to them and if you're not you're just going to be viewed as another sales rep and that means you're not going to get them to engage which means you can't go to the next level and the next level is okay now how do we communicate value in a way that the prospect will understand how do we get them to say yes we believe in what you have to offer and not only that but we have consensus in the organization now all along hit the hierarchy are technologies to help support that one of the most important levels is closing because if you can't close the first three levels are really meaningless you put a lot of effort and a lot of cost into your sales process and you're not able to bring those sales home and likewise it doesn't matter if you you know do the first three levels if you have those complete if you can't close I guess I just said that so you know what I mean right they all matter they're all very important but we wanted to take a look at how do people make technology decisions okay then I'll use this model believe me they don't have that necessarily so how do they make technology decisions who's involved in the technology decisions how do they decide what challenges they need to solve and so we did a study last year and the study really analyzes we asked a lot of questions and there was a really big surprise in there going to share with you first let me start with I'm going to actually just skip that slide let me start with this of all those people that we surveyed 13% among non users and let me explain what that means so we surveyed everyone and we said how do you use which technologies do you think would provide the most benefit for your sales organization we gave them 13 different technologies they could pick from each signing was one of them so we said you know please rank these thirteen technologies which ones provide the most benefit these signatures came in 13th but that was only among the non users so think about it have you ever like not bought something because you just said I don't see the benefit I don't think it's going to be really worth it and then somebody tells you all know you've got to get that that's amazing you have to absolutely get that and you get it you go what the heck was I thinking I should have had that a long time ago well this is surprising but the real surprise is that among users of these signature technology they ranked it number one so it went from thirteen to number one the user said you know what this provides the most benefit out of all thirteen of these technologies in my opinion so and that's not all all okay so we had ranking of number one but we also had people who said we're also really very satisfied so it's not just that we think there's a benefit we're satisfied we're satisfied or totally satisfied very satisfied came in number two so that is a bit surprising you know the three findings I think I mentioned right benefits are underrated the it stops for satisfaction but the third piece I haven't hit on yet and that is that the average number of sales tools that respondents used was 6 to 7 and guess what those without it without you signatures stopped at 5 tools so is it possible that they had 5 tools and the that brought them the most benefit and the one where they'd be most satisfied they just missed out on they didn't get that one so I think there's a lesson in here and I believe that the reason why people fought as these signatures a little bit differently let me go back is that they don't understand all of the ways that it's used we think okay great I can sign something electronically great I can send a document to my prospect and they can sign electronically but each signatures as the users came to realize do a lot more than that first of all it helps you get to revenue recognition faster you can invoice you can't ship until you get a signature on the contract so everything starts with that signature revenue recognition is faster with these signatures you can reduce the legal risk and that's because everything is documented and you can also make sure that people are abiding by compliance rules it also shows measurable benefits for CRM investments salespeople can't stand to use CRM in general and so they avoid it but if you give them tools that are really useful for them within the CRM platform you're going to find out that they'll use that a lot more and what that means is that now you'll have more data entered into the CRM system and what that means is that you'll have more visibility as a marketer as a manager into your business it also gives you this ability in the contract status if your sales reps are saying hey we're going to get this deal and we're going to get this set of deals this month and you look and you see the contract hasn't even been opened yet or that hasn't even been sent out yet you know that there's a problem it also enables sales reps to use it anywhere on any device and that's very important because you don't want to lose out on momentum helps them be far more productive and efficient with CRM tools and it gives up and this is really important a versatile and easy way to implement a tool that makes a difference I always tell people each signing is one of the best tools to implement quickly because it gives a fast return on investment it's not difficult to implement doesn't take shouldn't take a lot of involvement and committee members making a decision so it can really make a big difference with that I'm going to turn it over to Peter all right thank you very much Nancy I'll take this so I mean it's really excited to be working with the technology that can go from number thirteen to number one in its own way it's magical I think and if we see evidence of that in reviews that people write you know it really transformed our business for example and people will tell us like on the app exchange ways that Adobe sign has has changed their business specifically and occasionally they'll give us numbers how's it again this morning when customers said you know we reduced errors with contracts by 90 percent because of Adobe sign and that's really powerful it's just one of eight actually more what you didn't see on that last slide is we reduced paper for some companies that's a real initiative it's another way to help move that forward but certainly you know improving the customer experience is really beneficial making reps lives easier getting to revenue a lot faster we see a lot of customers who say they've saved like taking 90% of the time out of a signature cycle by moving these signatures in Adobe sign some really powerful results we did ask so we saw this research that Nancy had done and we went to our own customers who use us with Salesforce and asked them some questions as well just to see what their reactions would be as people we have success stories we've got over 20 success stories with customers in this who use this with Salesforce and we see this kinds of result but we decided to go to all of our customers and ask them what they thought and you can see the results here we do this with tech validate we're more than nine and ten of our customers who use our integration with Salesforce said you know what we made a decision to buy Adobe sign and we've still got more than we affected I mean they might have ranked Adobe you know e-signatures as number 13 in their list of sales tools but ultimately you know even when they made a decision to buy they still got more than they expected and a half of those said it was way more than we expected like really really good stuff so it's great and there's a lot of ways again that we deliver benefits and and measurable is really key so I'm going to show you two examples here real quick customers joint customers with Adobe adaptive the first one is net app so I think you're all familiar with with NetApp interesting use case and you can see the quotes here are from Connie Brenton she's in the legal department at net app right she's not in sales up she's not a sale she's in legal and I and I find talking to a lot of people even here at the show this week that legal is often the department that puts the brakes on and you playing a true solution because they're not quite sure how that kind of fits and in their case they started with non-disclosure agreements something that was a little bit safer and then spread like wildfire so once they prove that use case then it expanded to sales and now if they're using it throughout the company but they saw tremendous results and you can see the outcomes here they're all measurable and they actually report on this I believe on a monthly basis up to senior levels like what you signatures is driving for them specifically so they take a huge time out of their contract process they've turned the sales contract time you know around a lot faster which quite honestly will give you increased contract success rates because the longer it sits out there the more risks there is so that's been really beneficial for them and then they've also been able to measure the impact the cost savings by going this route because of your signatures at $200 a contract which for them is millions of dollars a year so real tangible benefits another story I want to highlight here is Ceridian same thing you can see a lot in this case of Amy Roy is VP of Sales UPS so now we're you know we have someone from sales ops who has integrated us with Aptus and said there's tremendous results and you can see that here they've eighty percent reduction in sale quote cycle times they've improved their cost margins by fifteen percent I mean these are bottom-line measurable results that have really you know obviously impressed their leadership and it helped them to you know sell this across the organization I think that's I'm going to hand this over to Jonathan just a second but just I think one of the reasons that it people are surprised by the impact of these signatures it's because the impact is well beyond maybe the specific case that it's brought in for maybe you're trying to reduce this you know the amount of time that a signature it takes to get signatures and that's fine but then you discover you've also improved the customer experience you've improved the reps experience in driving maybe adoption of sales tools in CRM now it's auditable now the legal team loves it because they can go back and they always know when a document was opened when it was signed where it is all those things so a lot of benefits hopefully those have all been clear next I would like to introduce Jonathan Schreiber Jonathan is on our sales enablement team Adobe document cloud also been a solutions consultant if you have any technical questions or want to play stump the expert later today gives in the booth in the first part of the afternoon he's here from New York and really glad to have him Jonathan the soil yours sure thank you thank you so we're going to see a quick demo today we're going to get our hands dirty they did a great job of setting the stage why you need electronic signatures as part of your process but what's it actually look like when you're using it alright how do we get this involved how do we work it into the process so we're going to see the benefits here for your senders we're going to see the benefit you could provide to your signers and really the power of an Adobe sign agreement template so does anybody here know what an agreement template is when it comes to Adobe sign maybe well I hope these two rays are actually from Adobe they're shaking their head so everybody's going to learn today but really you'll see the power of that I'm going to save that reveal for when we come across it and we start today's demo with somebody else named Jonathan clearly not me and he's a sales person he's in Salesforce they have app that's integrated and that's actually just level set do we all have Aptus do we all use that this great okay that's good to know so you know that with the Aptus contract management system there are these phases you go through this everyone's at the top of the page we go from requests over to authoring next we go to signature and then in effect and signatures really we're obviously electronic signatures come into play what do you do today if you're not using an electronic signature solution right you email it out losing visibility as to where it goes maybe they have to print signed scan or they fax it back it's terrible and you heard all the reasons for that terrible process earlier but what if we can integrate an electronic signature solution right in you can so let's take a look at what that looks like live here we are an abscess contract management we're in the signature phase and we go ahead and we click to e sign so we have our app this dynamically generated document right took all the little bits and pieces and all the logic you needed to create the contract or NDA or master service agreement that was going out based on the information loaded in to Salesforce but we align that with an Adobe sign Agreement template for Salesforce and again after we walk through the benefits for senders and signers we're going to dive into what that looks like on the back end but really what's happening here is we're defining the routing rules data we want to merge into the form what do we want to do with that data after it's been collected inside right so we want to go back into Salesforce update certain fields in the account or opportunity so we'll take a look into that a bit later but for our salesperson Jonathan he simply click select and then sends for signature and so all the options for sending or appear here and I have this as part of the demo although you can streamline that and just have it skip this page in your live environment but we can see here grab Sarah Tran primary contact on the account and it's going to send her this MSA to review and sign it processes a document and it's on its way I leave the screen mode with the demo also because I want you to see we have reminders that can be set up to go out you can have notifications you could set the agreement to expire after a certain amount of time all that visibility is baked in ok we get status right in Aptus as well as Salesforce and we change roles now to Sarah Tran so Sarah is that our computer but she could be on her phone iPad Android devices Microsoft doesn't matter she clicks into her email she doesn't need a sign account the signers just need a browser they just need internet connection clicks to go into the agreement she could scroll through review the document in full or we have that guided experience she clicks the sign well scribble or signature or give a text scripted font approach applies the graphic if there's other form fields or checkboxes radio buttons she needs to fill out in the form absolutely we can collect that information and clicks design to complete the process I want you to notice she clicked the sign and she didn't get a thank you for using Adobe please sign up for a trial no no the relationship the experience of the signer is about who they're signing the contract with it's about the relationship between your customer your vendor your partner and you so in this case she's brought to a global Corp which is our fictional company here page saying thank you for signing our services agreement stay tuned to you know for next steps from your rep we've had people embed videos on this page like you could do whatever you want with it it's a website of your choosing and you can have this change per agreement so an MSA points you to one site what an NDA points you to another maybe you do just want to thank you for signing page that we provide you all about driving that experience that's the new buzzword right everything's an experienced company my bank is now an experienced company somehow anyway back to Jonathan he's still in Salesforce and he could see the update the agreement signed we had the PDF right next to it automatically loaded back in and of course at the top of the page here it's fully signed and so he can move this agreement now from the signature stage to in effect I told you we were going to roll back the curtain take a look at what that agreement template was all right so this is a section I know when it comes to demos you're told don't show coding in a demo don't show behind the scenes it gets really nasty and ugly it doesn't get nasty and ugly and there's no coding so I have no problem showing you how we did this right how do you set this up anybody in here or Salesforce admin at all do any of that work we have one but anybody in this room could do this so what is an agreement template in this environment we click in it looks like any other Salesforce page but instead of being an opportunity with an amount or a contact with an address it's this MSA where are we routing it to who's it going to remember that global Corp you are l that it went to after signing that's right there okay all you do is pop the URL in there and then after they sign it directs them there what about how we chose Sara Tran we didn't have to program in it or write any apex code right there we just selected from a drop-down grab the primary contact on the account one of the things we didn't quite see in this demo but is very useful is merging data from Salesforce into the document on its way out and then of course on the flipside merging the data we collect back into Salesforce on the way back in and that's configured right here in this gain emerge mapping so we have on the screen here again it's just drop-down lists this is what the field in the document is called so you have a field called first-name you have a field called address and then where are we pulling that from in Salesforce and I use this example purposefully because you can see it's pulling the first line item the name from the recipient information from the contact information pulling the second piece from account so it's going to related objects in Salesforce and again you don't have to know how to code in their UI etc you just select from the drop-down list where you want to pull this from all of the options become available so with that I hope in the short demo and of course we're happy to schedule time to go longer with you you've seen how we can accelerate and recognize revenue and improve win rates reduce your legal risk and improve compliance and by the way I'd like to throw this term in there which is the risk of reaching data anybody heard that term before there is a huge risk there when you're filling out forms things get mesquite my last name is Schreiber and I bet that if I ask this room to spell it we get about six different spellings but if I type it in it's going to automatically populate correctly gaining visibility we saw that the the Jonathan in this demo could see that it was out for signature could send reminders manager Jonathan's manager could see how many agreements he had out for signature he says that deal is going to close but he hasn't even sent the agreement yet or it's been viewed once but it hasn't been signed off by the right people and then finally improving that user experience right not just the fact that they are now clicking to sign which is so much better than having to find a printer and having that frustration but also you get to guide their experience and keep the customer journey exactly how you want it and you expect it to be so that's Adobe and Salesforce and Adobe and out this week again so thank you and we're here for questions if you have any Thank You Jonathan if you have a couple minutes it's almost almost lunch time but if you guys have any quick questions the guys are certainly and gals are on stage if you've got any burning quick questions anything no ok if not as I think Peter mentioned the Adobe crew is over in the the partner area you can feel free to stop by and check more out on a signature and chat with them further about this and we also have a handwriting analyst here which is awesome and fun so all very cool there they're cool too well thank you guys very much thank you guys for for attending and come back after lunch we've got three more sales op sessions this afternoon