Pace of Change Broadcast Media. Channel 1 Channel 2 Channel 3

Pace of change Pace of Change 25% of goods and services shipped and sold in the last 10yrs Products & Services

Pace of Change Broadcast Media Channel 1 Channel 2 Channel 3

Pace of Change - Communications

June, 2014 Sends Web App Signs Mobile Signs

Is your sales force keeping up with this pace of change?

Opportunity to Modernize: Quoting Old process: Off-line price books easily becomes outdated Quotes prepared in Excel error prone No visibility to potential up-sell or crosssell opportunities lost revenue Risk of unplanned discounting negative margin impact Slow process days or weeks to build proposal

Challenges we hear from our customers Slow and Costly Operations Prohibitive and Error Prone Experience Regulatory Risk and Compliance Violations

Opportunity to Modernize: Quoting Modernize with Configure Price Quote (CPQ): Centralized price book always current Quotes prepared in the CPQ system minimizes errors Guided selling ensures configuration is always correct Alerts for up-sell and cross-sell opportunities educates reps on opportunities to increase revenue Pre-approved discounting thresholds gives empowerment to the rep Automated approval workflow ensures margins are protected Proposals built in minutes

Are contracts created and negotiated manually? Why stop with automating proposals?

Opportunity to Modernize: Contracts Current Process: Contracts built off-line Sales acts as go between customer and legal Contracts are signed manually No central repository No ability to automatically track renewals

Opportunity to Modernize: Contracts Modernize with Contract Lifecycle Management: Rep creates contract with pre-approved templates and clauses Negotiates happen in secure portal Contracts digitally signed Central repository for all executed contracts Alerts for tracking renewals

Best Practices to Consider Gather all stakeholders Identify top priorities/issues Determine business requirements Outline current processes Outline desired process Streamline approval process to eliminate unnecessary steps Determine timelines Have a change management plan

How do we take advantage of mobile devices and reduce use of old-fashioned paper?

Challenge: Current disconnected business processes Sales Operations Finance/IT INTERNAL Admin time displaces selling time No status visibility No workflow automation CRM CPQ Manually validate Return to customer if errors Rekey data No upstream connectivity Manually kick off downstream Incentive Compensation Digital to Paper Prohibitive Experience Manual Processing Disconnected Systems Unmanageable Records Customers Auditors/Regulators EXTERNAL High incompletion/error rates No authentication Slow manual routing Scrutiny and fines from poorly documented process

Solution: Streamlined processes with DocuSign DTM Sales Operations/Finance/IT Automated workflow Management and Transparency Integrated with upstream systems Downstream processes such as account activation, billing and archiving are automatically triggered DTM CRM Other CPQ Digitally Managed Business Process Secure Frictionless Transaction Integrated Downstream Processing Accessible and Fully Documented Customers Auditors/Regulators Authentication options Accessible on any device Data validation Digital audit trail Automated audit tracking and storage integration

Digital Transaction Management Across the Enterprise Human Resources Save time and reduce errors for hiring, onboarding, benefits enrollment and policy distribution ROI Mobile Field Sales Increased sales efficiency and reduced sales cycle time by eliminating fax Increased close rates by 30% Leveraging DocuSign for Salesforce Procurement Simplify your supply chain by integrating with your contract management system and automating contracts and orders CUSTOMER EXPERIENCE Human Resources Sales Close deals faster, improve visibility into deal status, and reduce rekeying of data using an out-of-the box CRM integration DocuSign helps position Riverbed as an employer of choice in the competitive labor market by enabling us to send out employment offers and other new hire paperwork for immediate signature. Legal Increase document automation, efficiency and compliance for NDAs, contracts, and policy documents COMPLIANCE Traceability We really like the security features plus, now documents are traceable, so we have visibility into where everything is in the signing process IT/ Operations Improve asset tracking and simplify systems and requirements sign-offs

Accelerate Your Lead to Money Process

3 Best Practices Stop using spreadsheets to prepare quotes and proposals and adopt a system that guides sales through the process to help your reps sell more Automate the contract management process to accelerate the generation, negotiation, and execution of contracts Adopt a digital transaction management solution to streamline disconnected business processes and close deals faster