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How BT has electroincally signed, tracked and managed over 1,000,000 contracts worldwide using EchoSign from Adobe.
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Adobe® EchoSign® | Web Contracts 2012
One Million Contracts and Counting…BT & Adobe Echosign
BT Global ServicesBest Global Operator
BTAdobe EchoSign
Adobe® EchoSign® | Web Contracts 2012
BT Global Services
BT’s global managed services and solutions provider, serves multi-site organisations worldwide
BT OpenreachResponsible for the “last mile” of the UK access network and for the t\roll out of super-fast broadband
BT Retail
Serves business and residential customers and is the prime channelto market for other BT businesses
BT WholesaleRuns BT’s networks and provides network services and solutions to other communication companies
40%
37%
23%
$30B
105 000
ConsumerDivision
BT Enterprises BT Business
1.1M2-1000s
Adobe® EchoSign® | Web Contracts 2012
Martlesham Heath, Ipswich, UK‣Silicon Valley
‣Israel, Asia, MIT
INTERNAL INNOVATION
EXTERNALINNOVATION
~$1.5B Annual Spend
Innovation in BT
Adobe® EchoSign® | Web Contracts 2012
Innovation Qualification
Q1
Q2
Q3
Potential Match
Scouting
Consultancy
Hot Houses
Demonstrators
Trial
POCs
Showcases
IN MARKET
60
17 000
4
Companies
People
Thousands
Tens
Adobe® EchoSign® | Web Contracts 2012
Same as VCs Solves known problem Simple to understand In market experience Early customers Strong team Respected backers
INNOVATIONSELECTION
NAVIGATEBT ORGANISATIONMATCH MAKING
The BT “Matchmaking” Service
Adobe® EchoSign® | Web Contracts 2012
About 5 hours per week wasted sales time A good percentage of lost revenue and postage cost Paper trail hard to manage
Print Contract
Mail or Fax Contract
Wait Days/Weeks
NaggingCall
Wait Days/Weeks
NaggingCall
Re-FaxContract
NaggingCall
ContractSigned
ContractSent Back
Key inData
StartAgain !
How Contract Signing Worked Before EchoSign …
Adobe® EchoSign® | Web Contracts 2012
Original Business Case
Remove postage cost Improve cycle time More contracts signed
Adobe® EchoSign® | Web Contracts 2012
FIRST MEETING :: Scouting Team
Under the Radar Office 2.0 Conference
August 2006
• Disruptive Technology
• Simple to deploy
• 12 employees
FIRST MEETING :: BT Business
MD BT Business
September 2006
• First SaaS deployment in BT
• Initiated a SaaS portfolio for BT Business
• No brainer automation
DEPLOYED IN BT BUSINESS
• March 2007 across all channels
• Small contracts in volume business
• Desk based sales
• Execution time critical
• Process time gained is revenue gained
How Did We First Meet? What Did We See In EchoSign?
Adobe® EchoSign® | Web Contracts 2012
Our UK Coming Out Party
Adobe® EchoSign® | Web Contracts 2012
What We Like [after using EchoSign]
Average contract signing time down from 10 days to 40 minutes Productivity gains -5 hours 15-50% increase in closure rate Auto-nagging Simplicity Remove paper from the paper trail Integration with Salesforce.com Audibility & reduction in miss-sales Mobile capable
Adobe® EchoSign® | Web Contracts 2012
Adobe® EchoSign® | Web Contracts 2012
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