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Leveraging eSignature to speed quote approval by 97%!

Posted by Mike Bergman, Senior Consultant

If you are not new to the Buan Consulting blog, you have no doubt seen many great posts about the benefits of using Salesforce CPQ to help eliminate many of the frustrating and time-consuming steps in creating accurate quotes within Salesforce.com.  If you are already using Salesforce CPQ, congratulations!  But are you taking your quoting to the next level of speed and accuracy by implementing electronic or digital signatures?  Now that your sales reps have that awesome Salesforce CPQ quote, have you considered reducing the turn-around time for signature by up to 14 days or 97%? According to an Intellicap whitepaper, that is the average reduction in time it takes to get an e-signature returned vs. more traditional methods such as email or “snail mail.”

In addition to reduction in time to get a document signed, products such as DocuSign provide even more time savings with features such as automatic reminders and expirations.  Think how nice it would be to be able to have a transparent view into exactly where your document is sitting in the signing process.  For example, when used alone or integrated with an application like Salesforce, reps can see if a customer has viewed your document, reassigned to another person to sign, or if multiple signers are required, if all but one has signed.  Think you could do that with traditional email or “snail mail” without multiple follow-up attempts via email or phone calls?  Not likely.

There’s another good reason to consider eSignature:  making sure you continue to meet evolving customer expectations.  Many customers are now starting to expect that their purchasing experiences to be completely digital and you don’t want to be late to the game.  eSignature helps you deliver better service to your customers that also allows you to speed transaction execution, reduce cost and errors while avoiding the traditional pitfalls of lost or missing data and documents and lack of visibility onto the transaction at all levels and intervals.

Even if you are not using Salesforce CPQ, there is likely a use case within your organization where you could benefit from using eSignatures.  In fact, if you are interested in closing deals faster, increasing revenue while reducing errors, then you should consider eSignature applications.  Hiring and on-boarding faster can be streamlined with eSignature as can contract, invoices, audit sign-off, asset tracking, change requests, NDAs and customer surveys. The list of potential use cases that would benefit from an eSignature application is almost endless.

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If you are convinced, and you want to try it out for yourself, how can you get started and what is the best way to be successful with your eSignature projects?

Start small and start easy.  By small, I mean to roll out a few use cases as fast as possible.  Don’t try to identify every form and every department within your organization before you introduce the application.  Instead find one or just a few forms to roll out and get it out fast.  This will get the product in the hands of the users and help make training and adoption a breeze compared to training the entire organization on what could be multiple different processes.  These users will then become champions of the product and help you prioritize the next high-value use case.

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As well as starting small, you should also start “easy.”  And by easy, I mean don’t start with the most complicated dynamic forms or forms that require any other interfaces with payment systems or databases.  Instead, consider rolling out a simple static document that may only require a signature and maybe a few input fields.  Why?  Again, roll out something faster, cheaper and get the product in the hands of the users.  Also, by implementing a few simple forms, you have a proven process that you can recreate for similar forms as they are discovered or prioritized.  Future rollouts are a snap for similar forms.

Finally, consider using an experienced implementation partner.  A partner can help you implement faster and help maximize the advantages of using best practices and proven business processes.  A consulting partner may also have specific knowledge and experience within your industry and or integrated solutions with products such as Salesforce, Salesforce CPQ or SpringCM and will bring that experience to accelerate your success.

Interested?  Give Keith Schmidt, our VP of Sales at Buan Consulting, a call at (804) 898-4942 or email keith.schmidt@buanconsulting.com and we can talk to you in more detail.

 


Posted in News Announcements