close b2b sales fast with the right sales technology · how are you evolving your b2b sales...

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


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


Legacy tools hold organizations back by preserving the status quo

Your sales team needs a better solution


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


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


Adopting the right tech is a challenge…

… and it’s easy to see why


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?


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


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


“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


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


It’s time to change the way you think about contract management


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


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


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


Clause LibraryEasily accessible library of pre-approved clauses

Reduce dependence on Legal

Increase compliance


WorkflowAutomate the most complex agreement processes with a drag-and-drop builder

Do business faster


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


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


The Evolution of CPQ Centers of gravity on philosophy and approach

Customer CentricProduct Centric Quote Centric


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


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


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.


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.


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


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


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


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


Centralization



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



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



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



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


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

“


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


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


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?


Q&A


Thank YouVisit us at docusign.com/sales to learn more!

close b2b sales fast with the right sales technology · how are you evolving your b2b sales...

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