The Social Contract: Closing Deals in the Cloud

Sales Professionals

Chris Bland, Groupon

EchoSign from Adobe – The Social ContractWho we are

• 95% of all contracts digitally signed are signed through EchoSign, Reader, Acrobat, LiveCycle (now Adobe Digital

Enterprise Platform) from Adobe

• 1,000+ Salesforce customers

• Best of AppExchange, and #1 ranked Salesforce app, ‘06-’11 by Salesforce customers

• $1b in sales contracts sent through EchoSign each month

• Average time-to-sign: 42 minutes

• … EchoSign and e-signatures turn the contracting process from something painful and full of friction, into a positive process of collaboration … The Social Contract

Chris Bland

Finance Manager

North American Operations

Groupon

Groupon Today

175 MARKETS in North

America

83.1 MILLION subscribers worldwide

7THOUSAND employees worldwide

43 COUNTRIES

1000 unique deals per day

• Founded in Chicago in November 2008, Groupon is a shopping website that features a daily deal on the top goods, services and cultural events, spanning across 43 countries worldwide.

• Groupon is a win-win for local shoppers and business owners. For the consumer, Groupon brings unbeatable deals on top local experiences – everything from restaurants and salons to skydiving, hotels and dentistry. 

• For local businesses, Groupon has changed the way they market themselves and drives new customers into their establishments.

How EchoSign Helps WithThose Challenges

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- 1,000 deals per day = 1,000 Contracts

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Business Challenges

Why EchoSign?

When we started contracts were simply an email template with some merge fields. Contracts were forwarded to an email address @groupon for archiving. This created a lot of problems and as we grew we needed a system that could keep up.

Contracts are dynamically generated for multiple products for sales. They don’t have to remember who gets what type of contract, the system auto-generates it. (Daily Deal, GrouponLive, Groupon Getaways with Expedia)

Contracts are stored directly with the opportunity, one place to look for all the information about that deal.

Business Challenges

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EchoSign Can be More than a “Contract”1,000 deals means we have a lot of data to collect!

We Simplify Data Collection for Sales

How would you like to be paid?•By Check?

• Where should we send your check?• Who should we write the check payable to?

•By Wire?• Bank Account Details?

•What is your Tax ID Number?• Collected in a secure environment

By collecting this information from our Merchants at the time of the sale, we ensure accurate data in salesforce.com and save our Sales Team time and prevent mistakes.

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Rollout and Adoption

What departments think of EchoSign?

Legal:Contracts in one location, secure signatures

Sales:Ease of use, automatic data collection, intuitive, reminder emails

Sales Team Mgmt.:Analytics on their Team, Who needs help? Who produces?

Salesforce Team:Easy to Administer, Clicks not code, Technical Support

EchoSign –The Way the Web Signs

www.echosign.com