DOCUSIGN CONFIDENTIAL Kevin Livingstone - DocuSign Tim Foster – TAS Group Getting to Yes Faster – Accelerating Your Sales Cycle 05 December 2012
DOCUSIGN CONFIDENTIAL
Kevin Livingstone - DocuSign
Tim Foster – TAS Group
Getting to Yes Faster – Accelerating Your Sales Cycle
05 December 2012
Sales Velocity
What needs to be Measured?
Deals Value Win Rate
Sales Cycle
x xSalesVelocity=
What’s happening to sales cycles?
2008
2009 -19%
2010 -22%
2011 -25%
70% of buying process completed before sales contact
Buyers are technologically savvy & socially connected
70%
DO
NE
70% DONE
70% DONE
70% DONE
Zzzz…
The Buying Cycle
Identify Needs
Visualize Solutions
Evaluate Alternatives
Negotiate Terms
Purchase
Re-evaluate
Qualify
Requirements
Evidence
Acquisition
Order
Manage
The Selling Cycle
Solution Discovery (Search)Experience Check (Network)Evaluate Alternatives (Network)Best Practices Study (Network)
Trial Use / Free Pilot (First Vendor Contact)
Negotiate & Buy
?
?
?
?
Free Trial
Negotiate & Sell
The Selling CycleThe Buying Cycle
Solution Discovery (Search)Experience Check (Network)Evaluate Alternatives (Network)Best Practices Study (Network)Trial Use / Free Pilot (First Vendor Contact)
Negotiate & Buy
Monitor and Network
Reference Customers
Influencers
Industry Group
Free Trial
Negotiate & Sell
The Selling CycleThe Buying Cycle
Winning and losing sales cycles
Winning and losing sales cycles
Sales MethodologyHow am I doing in this Account / Opportunity
compared to the competition?
Sales SkillsHow do I execute the Sales Methodology and Sales Process to
improve performance and sustain results?
Sales ProcessWhere am I in this Opportunity and what
must I do next to progress it?
“How do I convert quicker?”
PoliticalMap
Assessment DecisionCriteria
CollaborationMap
CompetitiveStrategy
PRIMEActions
Coach Me
TAS Sales Methodology + Technology = Like
Is there an Opportunity?
Early Qualification and Compelling Event
Can We Compete?
Competitive Positioningand UBV
Can We Win?
Alignment
Is It Worth Winning?
Risk Assessment
Test and Approve the Plan
1 2 3 4 5
TAS Methodology
Sell Smarter. Manage Better.
www.dealmakerindex.comScore your sales effectiveness. Get advice. See how you compare.
www.dealmakergenius.comCreate a customized sales process.
www.dealmaker365.comRead our blog featuring insights on sales effectiveness.
@tgfoster
@thetasgroupFollow us on Twitter.
www.thetasgroup.com
Free Resources
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Common Challenges We Hear
“Our employees spend too much time getting contracts signed after getting to ‘yes.’”
“We completely lose visibility into contract status after emailing/ faxing/posting.”
“We need to send/sign on mobile devices.”
“We need to integrate into a number of existing systems.”
“We need a solution that works globally.”
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DocuSign Value Proposition
The Problem
Printing, faxing
Shipping (Multiple Signers)
Rekeying data
Missing signatures
Lost contracts
The Consequences
Error prone & unsecure
Costly operations
Slow execution
Poor customer experience
The Opportunity: Extraordinary ROI
Accurate & Secure Transactions
Reduced Operating Costs
Delighted Customers
Increased Speed to Results
DocuSign Sample Customer Results
Use Of Salesforce Up 300%; 500 Non-Productive Admin Hours Slashed
Cut Days To Cash From 120 to 30
Close Rates Doubled From 24% to 50%; Not In Good Order to 0
Close Rates Up 30%
Order Provisioning Reduced from Days to hours
One branch saving £4,000 Annually in Paper and Ink
Increased Revenue by $3.094M AnnuallyReceive Signed Contracts within 2 hours instead of 2 weeks
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About DocuSign
Our Vision
Empower anyone to sign anything,
anywhere, anytime.
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DocuSign Sample Customers Across Industries
CONSUMERTECHNOLOGYINSURANCEPROPERTY & PROPERTY
MGMT
TRAVEL & TOURISM
MANUFACTURING
OIL & GASBANKING HEALTHCARE
& PHARMAFIN SERVICES
& LEASINGCOMMUNICATION
& MEDIA
EDUCATION
Generation
Sp
eed
&
Fu
ncti
on
ality
Inevitable
DOCUSIGN CONFIDENTIAL 21
Demo