close b2b sales fast with the right sales technology · how are you evolving your b2b sales...
TRANSCRIPT
Title of Presentation | DocuSign PUBLIC 1DocuSign PUBLIC
Close B2B Sales Fast with the Right Sales Technology
Matthew Kearney, AVP of CLM Sales at DocuSignBrion Schweers, Vice President of Quote to Cash Solutions at SalesforceJason Rader, Sr. Director of Operations at Flexential
Title of Presentation | DocuSign PUBLIC 2
B2B sales is more complex and competitive than ever
Larger buying team
Longer decision process
New channels to engage customers
Product customization
Customer entering later in the sales
process
Greater buyer power
Non-traditional competition
Higher customer expectations
Sales processProspect Research Connect Pitch Demo Quote Negotiate Close
Title of Presentation | DocuSign PUBLIC 3
How are you evolving your B2B sales processes to survive and thrive?
More accessible information
Tech to automate processes
Mass customization Data availability In-depth analytics of all customer touches
(calls, etc.)
Automated recommendations
Surfacing relevant info
Sales processProspect Research Connect Pitch Demo Quote Negotiate Close
Improving the customer experience
Title of Presentation | DocuSign PUBLIC 4
Legacy tools hold organizations back by preserving the status quo
Your sales team needs a better solution
Title of Presentation | DocuSign PUBLIC 5
Successful transformation is rife with pitfalls• Lack of overall digitization strategy• Overly complex processes• Short-term goals • No clear process owner• Poor integrations• Corrupt or inaccurate data• Resistance to change
Title of Presentation | DocuSign PUBLIC 6
Customer
Company
Generate Document
Send for Review
Redline
Accept/Reject Changes
Accept Changes
Legal Review
Executive Approval
Send for Signature
Confirm
Closed Won Order Billing Repository
Redline Sign
Even the most common sales contract scenarios are complex
Legal Review
Title of Presentation | DocuSign PUBLIC 7
Adopting the right tech is a challenge…
… and it’s easy to see why
Title of Presentation | DocuSign PUBLIC 8
Long-term strategy is vital for sales success
What types of integrations need to be in place now
and in the future?
What tools do I need and which are nice to have?
Which tools have raised the adoption and usage
of others?
How will sales tools interact with marketing & other departments?
How much IT support does each tool need?
What should be managed in-house vs.
externally?
Title of Presentation | DocuSign PUBLIC 9
It’s critical to have the right tools in your B2B sales tech stack
CRM
CLMCPQ
Create agreements, centralize negotiations, create sophisticated workflows, and store and search
Generate quotes and proposals and quickly send them for signature
Manage interactions with customers and prospects
Title of Presentation | DocuSign PUBLIC 10
Improper contract management is a drag on business performance
1
Low velocity sales cycles
65.4% experience delays in
closing deals and recognizing revenue
Poor customer experience
45%inefficient and manual
agreement process
Non-compliance and risk
49%have difficulty
maintaining security and confidentiality 2
2
11
1 DocuSign State of Contract Management, 20192 Forrester 2019 State of Systems of Agreement
Title of Presentation | DocuSign PUBLIC 11
“Ineffective contract management costs businesses up to 9.2% of revenue”Tim Cummins, President, International Association for Contract and Commercial Management
The long term impact can be massive
Title of Presentation | DocuSign PUBLIC 12
However, organizations have struggled with legacy contract lifecycle managementTypical CLM Challenges Typical Outcomes
High costsHard to implement, difficult to maintain
High technical burden
Low adoptionEffectively status quo, manual slow processes and increased risk
Difficult to use
Increased riskSiloed contracts, portfolio risk and security lapses
Narrow scope
Title of Presentation | DocuSign PUBLIC 13
It’s time to change the way you think about contract management
Title of Presentation | DocuSign PUBLIC 14
The DocuSign Agreement Cloud for B2B Sales
eSignatureSend and sign with the world’s #1 electronic signature solution
DocuSign CLMAutomate the contract lifecycle with document generation, collaboration, workflow and a central agreement repository
Intelligent Insights by SealDiscover and analyze clauses using AI across all your agreements
Salesforce IntegrationsSalesforce Sales Cloud, Salesforce CPQ and more
Title of Presentation | DocuSign PUBLIC 15
Introducing DocuSign CLMStraightforward to implement, intuitive to use,and built to scale across the entire organization
Streamlined ConfigurationImplement workflows quickly, maintain cost-effectivelyand extend easily.
Intuitive User ExperienceAccelerate adoption, make employees more efficient and do business faster.
Automate contracts & quotes end-to-endIntegrate with CRM and CPQ to make agreements easy to generate, execute and store.
CRM & CPQ
Title of Presentation | DocuSign PUBLIC 16
How DocuSign CLM works
Automate Manual TasksGenerate quotes, facilitate negotiation, track redlines, and ensure version control.
Orchestrate Complex WorkflowsConnect and track business processes across contributors, reviewers, approvers and more.
Eliminate Unnecessary RiskStandardize and analyze the contract process while centralizing and securing agreements in a repository.
Automate the contract lifecycle
Title of Presentation | DocuSign PUBLIC 1717 | DocuSign PUBLIC17 | DocuSign PUBLIC
IntegrationsDocuSign CLM works inside Salesforce
Pre-built connectors and rich APIs allow integrations with additional systems
Title of Presentation | DocuSign PUBLIC 1818 | DocuSign PUBLIC18 | DocuSign PUBLIC
Clause LibraryEasily accessible library of pre-approved clauses
Reduce dependence on Legal
Increase compliance
Title of Presentation | DocuSign PUBLIC 1919 | DocuSign PUBLIC19 | DocuSign PUBLIC
WorkflowAutomate the most complex agreement processes with a drag-and-drop builder
Do business faster
Title of Presentation | DocuSign PUBLIC 2020 | DocuSign PUBLIC20 | DocuSign PUBLIC
eSignature IntegrationWhen the contract is ready, send it for signature with DocuSign eSignature
The customer can sign electronically from anywhere, anytime, on practically any device
Title of Presentation | DocuSign PUBLIC 21
Benefits for sales
Keep up with deadlines
Eliminated missed contract expirations with
CLM at POPSUGAR
Improve experience
20% more customers had a positive sales
experience using DocuSign at Refinitiv
Close deals faster
75% faster contract cycle (40 days to 10)
with CLM at OmniTRAX
The Intersection of Quote-to-Cash and CLM
Why integration between DocuSign CLM and Salesforce CPQ Matters
Brion SchweersVP, Quote to Cash Solutions
Title of Presentation | DocuSign PUBLIC 23
The Evolution of CPQ Centers of gravity on philosophy and approach
Customer CentricProduct Centric Quote Centric
Title of Presentation | DocuSign PUBLIC 24
OmniChannel Quote to CashSupport your current and future business models on a Single Platform
DistributionChannels
Sales
Service
Commerce
Partners
AccountingSystem
Transaction Types
Revenue Models
Common Data
Initial Sale Upgrade Downgrade Add-On Swap Renewal Cancellation
One-time Subscription Usage Milestone Evergreen
Product Catalog Pricebook Contracts Entitlements Assets
KPIs & Metrics
Configure Price Cart/ Quote Order/ Contract Invoice Payment
Customer Lifetime Value Churn & Retention Recurring RevenueCost Per AcquisitionRevenue Backlog
Total Contract Value Days Sales Outstanding Revenue Per User Pricing Guidance
Revenue Subledger
General Ledger
Accounts Receivables
ERP
AppExchange EinsteinAnalytics Lightning Heroku Integration Trailhead Customer 360
Title of Presentation | DocuSign PUBLIC 25
The Intersection of CPQ and CLM
CPQOpportunity OrderContract PaymentInvoice Renew
Prepare
Act
Manage
Sign
Integrating DocuSign CLM and Salesforce CPQ & Billing provides a unified end-to-end Quote-to-Cash Experience for Sales, Finance and Legal
Title of Presentation | DocuSign INTERNAL 26DocuSign INTERNAL
A joint success storyHear from a DocuSign + Salesforce customer
Jason Rader, Sr. Director of Quote-to-Cash Operations at Flexential
Title of Presentation | DocuSign PUBLIC 27
Meet FlexentialWe help organizations optimize their IT transformation journey while simultaneously balancing cost, scalability and security. More than 4,000 companies trust us to deliver hybrid IT infrastructure solutions.
Title of Presentation | DocuSign PUBLIC 28
Systems were disconnected
Flexential needed to connect their agreement processes into Salesforce, where their sales team lived.
Business Transformation
Growing FAST
Flexential needed a better way to manage complex agreements through automated process to enable the business to scale
Legacy systems weren’t working
Sales reps were struggling to customize complex quotes and negotiations were slow and painful.
Data was decentralized
With an unstructured and complicated file share, getting completed contract data where it needed to be was manual and error-prone.
Title of Presentation | DocuSign PUBLIC 29
Quote and contract processes were big problems
Preparing a quote required multiple steps
Time spent on manual contract process x thousands of salespeople = Unsustainable
Signatures were time consuming
Manual tracking of contract
statusPost-sale actions were manual
Salesforce data entry
Manual service
activation
Quote approval
Pulling data from CPQ
into a quote
Manual check with
the customer
Title of Presentation | DocuSign PUBLIC 30
Transformation Journey
Simplification
Reduce the complexity of our processes through workflow automation, ensuring a consistent outcome and a better customer experience
Centralization
Eliminate the need for reps to swivel chair between various systems and build a scalable foundation
Governance
Add quality and reduce risk through structured processes, leveraging human review only when necessary.
Quoting & Approvals
Signatures
Automated Ordering
Title of Presentation | DocuSign PUBLIC 31
Legal document workflows launched from within Salesforce
By initiating document reviews directly from
Salesforce, Flexential can automatically pull
in Salesforce data (like contacts), and the
sales reps spend more time in Salesforce.
Deep dive: How do they do it?
Centralization
Title of Presentation | DocuSign PUBLIC 32
Content created via DocuSign CLM is visible directly within Salesforce
The status of all documents is visible in real-
time directly in Salesforce, again allowing
the sales reps spend more time one platform
Deep dive: How do they do it?
Centralization
Title of Presentation | DocuSign PUBLIC 33
Deep dive: How do they do it?
Generate complex documents via simple user interface selections
Content creation allow the requestor to make
simple choices to personalizing sending options
and delivers a better customer experience.
Simplification
Title of Presentation | DocuSign PUBLIC 34
Deep dive: How do they do it?
Orchestrate workflows to eliminate bottlenecks
Flexential configures workflows with DocuSign’s
workflow builder to automate their complex
agreement processes across contributors,
reviewers and approvers.
Simplification
Title of Presentation | DocuSign PUBLIC 35
Deep dive: How do they do it?
Send agreements for review, approval and signature
DocuSign CLM workflows enable Flexential to
maintain visibility and control throughout the
review and signature processes, providing
critical business insights.
Governance
Title of Presentation | DocuSign PUBLIC 36
Deep dive: How do they do it?
Platform administration enables timely business process changes
Flexential regularly enhances its business
processes through DocuSign’s drag-and-drop
workflow builder, which significantly reduces
the need for developer support.
#1 - Automated Data Push to Salesforce
#2 - Non-standard Signature Handling
Governance
Title of Presentation | DocuSign PUBLIC 37
With an all-in-one solution within Salesforce, the sales process is centralized, accessible, and transparent.
Powered by simplified workflows and a connected and searchable repository, sales reps are empowered to create highly complex custom quotes with a click, send them out, and get through redlining and negotiation easily. All while tracking status along the way.
Now, Flexential runs a larger business with less effort
ProductsDocuSign eSignature for Salesforce
DocuSign CLM for Salesforce CPQ
IntegrationsSalesforce
ServiceNow
By automating their quote and contract processes with the DocuSign Agreement Cloud for Salesforce, Flexential eliminated risks like lost contracts, substantially increased partner sales by authorizing appropriate access, and kept on top of upcoming renewals.
All of this means a better experience for the sales team and, most importantly, customers.
Speed, visibility, and control without leaving Salesforce
Improving sales processes with a modern system of agreement
DocuSign has shortened our sales cycle by at least 25% in large part because we now use DocuSign CLM to create our contracts instead of copying and pasting custom product details and other terms.Cheryl Kleiman, Regional Vice President of Sales at Flexential
“
Title of Presentation | DocuSign PUBLIC 38
faster sales cycle
fewer manual transactions
25%75%
of the Quote-to-Cash Ops teams’ time is now focused on higher value activities80%
Results
document errors0
Title of Presentation | DocuSign PUBLIC 39
Get similar results by leveraging modern technology for B2B sales
Preserve a single source of truth for who did what, when• Create a fully auditable and trackable contract lifecycle• Make contracts discoverable, actionable, and secure• Leverage business intel to identify bottlenecks and proactively resolve issues
Eliminate manual tasks and make processes easy• Pull in data and kickoff workflows with integrated systems• Use smart rules to standardize your business processes
Maintain visibility and control• Make contracts reviews simple with understandable redlines and version control• Create and revise agreements with a pre-approved clause library from your legal department
Title of Presentation | DocuSign PUBLIC 40
Flexential’s B2B tech stack considerationsWhat makes the cut for a modern system?
• Will it be easy for sales reps to use?
• Will it deliver quantifiable results for the sales team (more efficient/more effective)?
• Does it integrate easily into systems we already have?
• Does it require a lot of developer support?
• Does it have security measures in place?
• Are there robust tracking and reporting capabilities?
• Is a top-notch support team available?
• Does the vendor have a track record of success?
Title of Presentation | DocuSign PUBLIC 41
Q&A
Title of Presentation | DocuSign PUBLIC 42
Thank YouVisit us at docusign.com/sales to learn more!