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Strength in breadth

With DocuSign Agreeement Cloud, businesses can move beyond e-signatures and modernise their entire ‘systems of agreement’

Earlier this year, DocuSign announced the DocuSign Agreement Cloud, a suite of products that businesses can use to change how they prepare, sign, act on and manage agreements.

The suite, which takes DocuSign from a single-product cloud to a multiproduct cloud, includes the company’s flagship eSignature solution; SpringCM for contract lifecycle management, which DocuSign acquired in 2018; hundreds of integrations with other applications that touch the agreement process, notably Salesforce, SAP, Microsoft and Google; and three new products announced in October at the DocuSign Momentum events in London and Paris.

These are DocuSign Gen for Salesforce, for generating signature ready contracts from within Salesforce; DocuSign Click, which enables organisations, with one click, to capture consent to no-signature required agreement terms on websites; and DocuSign ID Verification, which automates the verification of government-issued IDs so that when opening a bank account, for example, individuals don’t have to present a photo ID in person but can verify their identity on a mobile device instead.

Moving beyond e-signatures
Moving beyond e-signatures

Bigger footprint
Mark Register, SVP Business Development & Channels, Docusign told Business Info that the acquisition of document lifecycle management specialist Spring CM and the subsequent launch of the DocuSign Agreement Cloud increases the fast growing company’s footprint from e-signatures to the whole agreement process, effectively doubling its addressable market to an estimated $50 billion globally.

He said: “To date we have been in the sign space, which is the act of coming to agreement. Now, with our acquisition of Spring CM and the partnerships we have developed with other organisations, we have a full DocuSign Agreement Cloud to help modernise companies’ systems of agreement, whether that is preparing documents, signing them, acting in them, managing them in a contract lifecycle management solution or even analysing them using a product we have called Intelligent Insights by Sealed Software.

“That’s exciting if you think about the strength of DocuSign around sign. We’ve got a very, very robust cloud; we work across 537,000 paying customers; and we work with organisations from the very biggest in the world all the way down to individual real estate agents. As we have broadened to the Docusign Agreement Cloud, we are finding that our customers are moving with us.”

This includes systems integrators, more of whom are developing solutions that make use of the DocuSign Agreement Cloud.

“ISVs see the opportunity to add substantial value to their customers by helping them to modify their systems of agreement, which today are mostly based on paper,” explained Register. “Think about the number of agreements that are still scanned and couriered or scanned and faxed and then sit in some filing cabinet. Even if they are digitised and dropped into a Box or a SharePoint folder or into a folder on a laptop, that is still not a modern system of agreement. Our ability to modernise those systems of agreement and cut the time taken to turn an agreement round from days to hours and, in some cases, minutes is really exciting the channel.”

Greater reach
DocuSign currently works with four major partner types:
1 ISVs, from the world’s largest (e.g. SAP, Salesforce, Oracle, Microsoft, Google) to smaller industry vertical ISVs, of which more than 350 have integrated DocuSign’s Sign solution into their solutions;

2 Distributors/resellers, with a growing emphasis on higher value reseller partners that have a services capability to help customers implement the DocuSign Agreement Cloud;

3 Consulting and implementation partners that are investing in building DocuSign Agreement Cloud practices so that they can meet demand from customers for more modern systems of agreement that help them understand their liabilities and, where necessary, make changes to agreements through a full contract lifecycle solution; and

4 Partnerships with businesses whose services DocuSign resells, e.g. identity clients when customers need a high level, advanced or qualified level of signature.

DocuSign will continue to sell its products directly to end user customers, but Register expects the channel to become more important in the future.

“DocuSign grew up as a direct business, but over the last four years we have been on a journey to identify opportunities and capture opportunities where partners can help broaden what we do and broaden our reach. Now, we are a business that fully embraces partnerships around the world to help us get broader reach into customers,” he said.

To help meet the needs of end user businesses, Register is encouraging resellers that are primarily focused on a resale motion to partner up with integrators that have implementation and consulting skills.

“In February, we are going to be introducing a tiered partner programme to support resellers and channel partners that are either partnering with implementation partners or have their own implementation skills, particularly around CLM and our Intelligent Insights offering. eSign will continue to be available to all resellers via our distributors and tier one providers, but for our higher value solutions that are more implementation- and adoptioncentric we’ll have a programme to specifically support that type of partner.”

Cultural change
In the meantime, DocuSign is continuing to invest to help drive uptake of its solutions, from simple e-signing, which provides a cost-saving of £27 per document, to broader contract lifecycle management solutions.

“This a cultural change and cultural change does take time,” explained Register. “The opportunity we’ve got is to continue to lead that change. I first learnt about DocuSign when I used it in a couple of property transactions and I never want to go back. It becomes part of what you do and what you expect. I expect to be able to review and sign partner agreements on the train going to work in the morning; I expect to be able to sign an agreement for a licence deal on a United flight when travelling to the US or Australia. I now expect that; it has become part of my business culture.

“It takes time to get that level of certainty, but we have made massive investments in our security and our datacentres and that confidence has led to more than 537,000 customers using DocuSign as part of their everyday life. The good news for us and the market in general is that this is a big, big market. The e-sign market is estimated at $25 billion alone and then, with the broader DocuSign Agreement Cloud, the addressable market doubles to $50 billion. Our opportunity is to accelerate that culture change because we have the strength, the partner eco-system and the solutions to do that.”

https://www.docusign.com/products/ agreement-cloud

2018