BT & Adobe EchoSign: One Million E-Signed Contracts and Counting
1. One Million Contracts and Counting…
BT & Adobe Echosign
BT Global Services
Best Global Operator
BT
Adobe EchoSign
Adobe® EchoSign® | Web Contracts 2012
2. $30B
105 000
BT Global Services
BT’s global managed services and
40% solutions provider, serves multi-site Consumer BT Business BT Enterprises
organisations worldwide Division
BT Retail 1.1M
Serves business and residential 2-1000s
37% customers and is the prime channel
to market for other BT businesses
BT Wholesale
Runs BT’s networks and provides
network services and solutions to
other communication companies
23% BT Openreach
Responsible for the “last mile” of
the UK access network and for the
troll out of super-fast broadband
Adobe® EchoSign® | Web Contracts 2012
3. Innovation in BT
EXTERNAL INTERNAL
INNOVATION INNOVATION
‣Silicon Valley ~$1.5B Martlesham Heath, Ipswich, UK
Annual Spend
‣Israel, Asia, MIT
Adobe® EchoSign® | Web Contracts 2012
4. Innovation Qualification
Potential Match
Scouting Thousands
4
Consultancy
Q1
Hot Houses Companies
60
Demonstrators Q2
Trial
People POCs Tens
Q3
Showcases
17 000
IN MARKET
Adobe® EchoSign® | Web Contracts 2012
5. The BT “Matchmaking” Service
INNOVATION NAVIGATE
MATCH MAKING
SELECTION BT ORGANISATION
Same as VCs
Solves known problem
Simple to understand
In market experience
Early customers
Strong team
Respected backers
Adobe® EchoSign® | Web Contracts 2012
6. How Contract Signing Worked Before EchoSign …
Print Mail or Fax Wait Nagging
Contract Contract Days/Weeks Call
Wait Nagging Re-Fax Nagging
Days/Weeks Call Contract Call
Contract Contract Key in Start
Signed Sent Back Data Again !
About 5 hours per week wasted sales time
A good percentage of lost revenue and postage cost
Paper trail hard to manage
Adobe® EchoSign® | Web Contracts 2012
8. How Did We First Meet? What Did We See In EchoSign?
FIRST MEETING :: Scouting Team FIRST MEETING :: BT Business
Under the Radar Office 2.0 Conference MD BT Business
August 2006 September 2006
• Disruptive Technology • First SaaS deployment in BT
• Simple to deploy • Initiated a SaaS portfolio for BT Business
• 12 employees • No brainer automation
DEPLOYED IN BT BUSINESS
• March 2007 across all channels
• Small contracts in volume business
• Desk based sales
• Execution time critical
• Process time gained is revenue gained
Adobe® EchoSign® | Web Contracts 2012
9. Our UK Coming Out Party
Adobe® EchoSign® | Web Contracts 2012
10. What We Like [after using EchoSign]
Average contract signing time down from 10 days to 40 minutes
Productivity gains -5 hours
15-50% increase in closure rate
Auto-nagging
Simplicity
Remove paper from the paper trail
Integration with Salesforce.com
Audibility & reduction in miss-sales
Mobile capable
Adobe® EchoSign® | Web Contracts 2012