accelerate sales process canada traction joint webinar

Accelerating Growth with Digital Transaction Management

Streamline your sales processes with DocuSign for Salesforce

Today’s Presenters

Shirley WrightMarketing Director, [email protected]

Priya PatelProduct Marketing [email protected]

Chris PeacockVice President, Strategic AlliancesTraction on [email protected]

Hans VedoDirector, DevelopmentTraction on [email protected]

Today’s Agenda

• DocuSign & Digital Transaction Management

• DocuSign Integration with Salesforce

• Traction + DocuSign + Salesforce = Customer Success

• Great Canadian Heli-skiing• TELUS Door2Door Mobile Application

Unmanageable Records

Disconnected Systems

Current Sales ProcessIN

TERN

ALEX

TERN

AL

Manual Processing

Prohibitive Experience

Digital to Paper

High incompletion/error rates No authentication Slow manual routing

Customers

Manually validate Return to customer if errors Rekey data

Operations

Scrutiny and fines from poorly documented process

Auditors/Regulators

Sales

CRM

CPQ

Admin time displaces selling time No status visibility No workflow automation

No upstream connectivity Manually kick off downstream

Finance/IT

IncentiveCompensation



INTE

RNAL

EXTE

RNAL

Manual Processing


Digital to Paper


Customers


Operations


Auditors/Regulators

Sales

CRM

CPQ



Finance/IT


Current Sales Process

*Based on 3rd party value assessments with DocuSign customers

THE REAL COST OF EVERY TRANSACTION

Printing

Distribution

Document Creation

Preparation

Manage Status

Process Documents

IT

Printing

Distribution

Document Creation

Preparation

Manage Status

Process Documents

LEGAL

Printing

Distribution

Document Creation

Preparation

Manage Status

Process Documents

HR

Printing

Distribution

Document Creation

Preparation

Manage Status

Process Documents

PROCUREMENT

Printing

Distribution

Document Creation

Preparation

Manage Status

Process Documents

SALES

$28 per Transaction



INTE

RNAL

EXTE

RNAL

Manual Processing


Digital to Paper


Customers


Operations


Auditors/Regulators

Sales

CRM

CPQ



Finance/IT


Current Sales Process

*Based on 3rd party value assessments with DocuSign customers

THE REAL COST OF EVERY TRANSACTION

Company Size Transaction(Avg Annual)

$1B+

$500MM –$1B

$100MM –$500MM

< $100MM

1.5MM

500K

100K

20K

Costs (Annual)

$42MM

$14MM

$2.8MM

$560K

Organization Wide CostsCost perTransaction

$28

$28

$28

$28

x

x

x

x

=

=

=

=

Streamlined Sales Process with DocuSign for Salesforce

Accessibleand Fully Documented

Integrated Downstream Processing

Secure Frictionless Transaction

Digitally Managed Business Process

Automated audit tracking and storage integration

Auditors/Regulators

Sales Automated workflow Management

and Transparency Integrated with Salesforce

CRM CPQ

DTM

Other

Authentication options Accessible on any device Data validation Digital audit trail

Customers

Downstream processes such as account activation, billing and archiving are automatically triggered

Operations/Finance/IT

Trusted10+ Years ofContinuous Innovation

Global188 Countries“DocuSigned”

Leader50M+ Users100K+ Customers50K+ Per Day

DocuSign Trust FoundationAvailable Secure Configurable Enforceable Global Open

Web&MobileApplications

Administration&Control

Core Services

TransactionRoom

s

DocuS

ignIntegrationFramework

WorkflowDataDocuments

Prepare

Authentication ServicesSignatures

Execute

Reporting RetentionCompliance

Manage

DocuSign Digital Transaction Management Platform

Users Systems

Company Wide

Sales HumanResources

Finance IT / Operations Legal

Marketing Facilities Support ProductManagement

Procurement

Value from DocuSign for Salesforce

Deliver extraordinary ROI by making it easy, fast, and secure to collect and process contracts – all without ever leaving Salesforce.

Close more deals faster

with improved contract

turnaround time (ex: 14 days to

<1 day)

Cut operating costs

(ex: $19.53 savings/

document)

Be mobile

close deals anywhere,

anytime

Increase accuracy

with automated data flow

Maximize CRM investment

(ex: 300% increase in CRM usage

organization-wide)

DocuSign for Salesforce Capabilities

Send documents for signature

Merge data from any object

Create automated workflows

Real time deal updates via Chatter

Salesforce1 ready

Get status and data back into Salesforce

Localized in 11 languages

15

DocuSign for Salesforce Customers

About TractionExperience: 9th year focused solely on SFDC

1600+ projects, 300+ custom Force.com apps developed

120 employees, 120+ Certifications

SMEs in all Clouds (Sales, Service, Marketing, Data, Force) 120 Employees across North America No outsourcing, no offshoring, no contractors B Corp Certified Ranked 3rd best place to work in Canada Completed DocuSign enablement June 2013 – sales, development

& declarative experts

What We’ve Done With DocuSign

Customer community built on the Force.com platform

• Self serve, secure environment• Collects guest data and preferences pre arrival (i.e. dietary restrictions, après-ski

traditions, skill level and experience)• Reduces administrative burden and data entry• Enhanced, personalized experience for each guest• Better understanding of the guest (360 degree view)

DocuSign integration used to collect all pre-trip customer data and contractual documentation

• Binding release, medical declaration, waivers, ski rental documents, etc.• Update content on DocuSign contracts then updates master records in SFDC• Documents as a data source

Great Canadian Heli-skiing (GCH)ABOUT GCH

• Est. 1988• Located in Golden,

BC• Premium heli-

skiing resort• www.canadianheli-

skiing.com/

• Full customer success story on our website

http://www.canadianheli-skiing.com/

http://www.canadianheli-skiing.com/

Great Canadian Heli-skiing (GCH)

Guest

WaiversBookings

Feedback

Runs

Terrain

Relationships$$

Serious Interest

Complex data model to incorporate all components of guest experience in one place


Guest Portal includes a pre-trip checklist and status of reservation feature telling the guests what they have left to complete before their vacation.


Self service customer profiles reduce admin burden and create engagement through ski stats and history.


Allpre-tripinformationcollectedbeforearrivingatdestination.DocuSignintegration.


Formscaptureandmapdatatocustomerrecordsusingmultiplefieldtypesanddynamicfields

Retail energy supplier with customers in 21 states in the US and 10 provinces in Canada

Direct Energy purchases electric and gas commodity products off the wholesale market and supplies it to the local utility to distribute

Traction on Demand was engaged to enable Direct Energy’s field sales teams to sell commodity products through over 80 utilities across 12 states. The door-to-door, field sales channel, is Direct Energy’s largest sales channel.

Direct Energy Mobile Sales AppABOUT DIRECT ENERGY

• NA wide energy supplier (natural gas & electricity)

• Est: 1985• HQ: Houston, Texas

• Mobile application launched to support growth of the direct sales channel• Reduce reliance on paper contracts• Expedite the contract signature to installation process

(time reduced by over 40%)• Increases in quality customer data, sales rates, agent

productivity• Decrease in service cancellations

• DocuSign integration for immediate, at-the-door contract signature• Supports increase in sales close rates with faster and more

simple contracting

• Roadmap: Integration of Door2Door app in kiosks & retail locations across the country

TELUS Door2Door Mobile AppABOUT TELUS

• Est. 1990• HQ: Located in

Vancouver, BC• ~41,000

employees• 2013 Revenue:

$10.6B• Top 3 Telco in

Canada• Full customer

success story on our website

Learn more about how integrating Salesforce and DocuSign will accelerate your business processes

• Chris Peacock – [email protected]• Priya Patel – [email protected]• Shirley Wright – [email protected]

Follow Up

mailto:[email protected]



Questions?

accelerate sales process canada traction joint webinar

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