BT & Adobe EchoSign: One Million E-Signed Contracts and Counting

Adobe® EchoSign® | Web Contracts 2012

One Million Contracts and Counting…BT & Adobe Echosign

BT Global ServicesBest Global Operator

BTAdobe EchoSign


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


Martlesham Heath, Ipswich, UK‣Silicon Valley

‣Israel, Asia, MIT

INTERNAL INNOVATION

EXTERNALINNOVATION

~$1.5B Annual Spend

Innovation in BT


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


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


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 …


Original Business Case

Remove postage cost Improve cycle time More contracts signed


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?


Our UK Coming Out Party


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

