E-Signatures: The Who, The When, The Where, The Why, The How

© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

from Adobe EchoSign E-Signatures: The Who, The When, The Where, The Why, The How


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


EchoSign, Inc. Confidential

E-Signatures: The Who


EchoSign: The Way the Web Signs


The Web Chooses EchoSign


E-Signatures: The How


API How it Works (1/2)

API Just e-mail out the contract from EchoSign.com …


API How it Works (1/2)

API or send from Salesforce.com, NetSuite, SAP, Google Docs, CLM systems, or 20+ others …


How EchoSign Works (2/2)

… Customer Signs Effortlessly – On the Web


Sign the Way You Want

… Biometric Mobile Fax


Widgets & API

… Or Sign Right Inside Your Website with our Widget (or API)


The “Echo” Pt 1: Track Your Team’s Deals in Real-Time


The “Echo” Pt 2: Automated Document Repository


Full & 100% Automated Audit Trail


Global Edition: E-Sign and Fax Sign Across the World


Collaboration, Negotiation & Redlining

EchoSign, Inc. CONFIDENTIAL


E-Signatures are Even Fun

“Facebook: … It’s even fun”


Be Careful With Your Electronic Originals



E-Signatures: The When


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


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.


EchoSign Today Already Integrated into 100+ Web Services

E-Signatures Work the Way You Work


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.



E-Signatures: The Why


2011+: All Businesses Are Being Run on the Web


Web Signatures – We’ve Now The Entered Mainstream Phase


2012+: Business Contracts Require a Web Signature To Work

Web / Cloud- Based

Contract Creation

Web / Cloud- Based

Document Management

Web Signature



E-Signatures: The Where


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



Rest of World More Nuanced • Choice of Law

Can Help

• “Two Tier” countries of Southern Europe

• Challenges in Brazil, India



Also consider using “biometric” signatures to get written signatures (as well as / as part of e-signatures) in Yellow / Orange / Red Countries



E-Signatures: Case Studies


Todd Miner Head of Sales IT

Facebook


Buying Ads

• Self-Service • Online setup • Credit card payment

Connect with customers

• Insertion Order • Managed accounts • Contract with signatures

• Download, print, sign, scan, email


EchoSign Helps Automate Contract Completion

Faster campaign setup

Sales Credit PYM Client Sign Rev Assurance

Sales

Credit

PYM

Client Sign

Rev Assurance

Before

After

Sum of all team approval times < 7 hrs

54% of clients sign in < 1hr

• Parallel approvals before client signature reduces time and eliminates churn

• Auto-approvals make it

even faster


EchoSign Helps Close Deals Faster

And is fun


Benefits for our Business

• 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

Speed and scalability


Chris Bland Finance Manager

North American Operations Groupon


Groupon Today

43 COUNTRIES

1000 unique deals per day

• 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 experiences – everything from 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.


How EchoSign Helps With Those Challenges

40

Merchant Experience

Sales Relationship

- 1,000 deals per day = 1,000 Contracts

© 2011 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential. 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.


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.


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


Mark Brennan Director,

Information Services Pandora


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


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


August 2010 - Proposed Echosign

Showed it to a few employees

They asked to adopt right away

Snowball effect

Legal team is conservative: start simple


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


The Way the Web Signs! Adobe EchoSign

Technology

E-Signatures: The Who, The When, The Where, The Why, The How