1. Tell us who you are, and what DocuSign does?
DocuSign is the pioneer and global standard for eSignature and Digital Transaction Management (DTM). We’re best known for our eSignature service, which empowers more than 250,000 companies and more than 100 million users across 188 countries to send, sign and manage agreements and collect payment digitally. Our goal is to help organisations of all sizes and industries to achieve their digital transformations by enabling them to automate and accelerate manual, paper-based processes.
My role as head of sales development, EMEA, is to generate the sales pipeline across all market segments. The UK is one of our strongest markets, making up a significant percent of our revenue, but we also have a strong presence in France, Germany and Netherlands. I work with a team of 30 sales development reps in EMEA and we represent the foundation of our sales growth engine.
2. DocuSign has been gathering momentum over the past few months – what is your strategy for growth?
DocuSign is going through a period of rapid growth. We’ve grown our customer base 100%+ year over year and are adding 130,000 new unique users to the DocuSign Global Trust Network every day. Our service is highly viral as existing customers expose new customers and users to DocuSign as they complete more than a million transactions every day on our network. What’s great for us as a business is that every company, every business department and every individual professional are potential customers and every individual a potential user. We can sell our solution into every vertical. No matter what your business is, it would benefit from making the transformation to digital for faster transactions and smoother administrative processes.
We’re also equally committed to driving growth by supporting our existing customers. For example, we recently opened a cyber security centre in Dublin, where we’ll be researching the latest threats to cybersecurity. This all plays in to how we develop tools to help our customers achieve success.
3. How does InsideSales.com’s platform fit into this strategy?
The challenge we were facing was: how do we scale our business in line with such rapid growth?
The answer was to find a tool to help us manage this growth and give us visibility into our sales. This is where InsideSales.com’s platform effectively fitted into our strategy. It allowed us to scale at the same pace whilst still maintaining control over our sales leads and prospects.
4. Why did you decide to go with InsideSales.com over other platforms?
InsideSales.com gives us visibility on our activity metrics. This was a key selling point for us, as it allows us to measure the team’s performance more accurately. With this information it’s possible to enhance productivity and highlight opportunities for improvement in our sales processes.
We were also drawn to InsideSales.com’s platform as it integrates real artificial intelligence (AI) technology. The platform is built on Neuralytics, a predictive and prescriptive self-learning engine that prioritises sales leads, basically telling our reps which prospects are most likely to buy, when and from whom.
An algorithm, however, can only be as good as the data available. InsideSales.com’s platform runs off billions of data points from Salesforce, which we also use. InsideSales.com’s platform is also learning from our own interactions – so the longer we use it, the more data it gathers and the more helpful it becomes. It has both the quantity and quality needed to offer real predictive analysis.
The platform also offers more than just a sales tool. The ability to record calls means our managers can use them for coaching. Our sales reps now have examples of best practice, which is particularly useful in the onboarding process.
5. What results have you seen since adopting InsideSales.com? Is there a part of the platform which you have found particularly successful?
The measurable results for us have been most significant in the number of qualified opportunities we’ve seen – a 10% increase in the first two months after implementation. Not only have these leads increased, but the quality of our sales pipeline is constantly improving. This has led to higher conversion rates and ultimately more sales.
The platform has also helped the sales team in other ways, too. We have a young sales team, mostly millennials, who require a new way of working. It comes with both benefits and challenges! For us, the gamification platform has been effective in engaging this demographic. It’s essentially a leader board that tracks our sales reps against our key KPIs and stack ranks them. The platform allows them to create competitions for certain targets and milestones, and they can pick their own avatar and win music that plays when a qualified opportunity is created, for example. It’s been surprisingly effective in engaging our employees by playing on their competitive side.
6. What does DocuSign’s future look like? Are there any markets/areas you’re looking to expand in?
We have ambitious business targets and see a lot of opportunities for us to pursue. We’re planning to expand further in Europe, as well as developing our business across targeted verticals. Currently, the most common use case for our platform is within the sales function of our customers’ organisations. However, we are seeing rapid adoption across multiple departments from legal, procurement, finance to HR – and see real potential in working with InsideSales.com to help us achieve our goals.