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technolog y reseller.co.uk SOFTWARE 39 Strength in breadth The launch of the DocuSign Agreeement Cloud brings new opportunities for the channel, as Mark Register, SVP Business Development & Channels, explains to James Goulding agreement. Now, with our acquisition of SpringCM and the partnerships we have developed with other organisations, we have a full DocuSign Agreement Cloud to help modernise companies’ systems of agreement, whether that is preparing documents, signing them, acting in them, managing them in a contract lifecycle management solution or even analysing them using a product we have called Intelligent Insights by Sealed Software. So, we’ve now got a full lifecycle offering,” explained Register. “That’s exciting if you think about the strength of DocuSign around sign. We’ve got a very, very robust cloud; we work across 537,000 paying customers; and we work with organisations from the very biggest in the world all the way down to individual real estate agents. As we have broadened to the Docusign Agreement Cloud, we are finding that our customers are moving with us.” What Register finds particularly gratifying, given his job title, is the interest from systems integrators. “They see the opportunity to add substantial value to their customers by helping them to modify their systems of agreement, which today are mostly based on paper,” he said. “Think about the number of agreements that are still scanned and couriered or scanned and faxed and then sit in some filing cabinet. Even if they are digitised and dropped into a Box or a SharePoint folder or into a folder on a laptop, that is still not a modern system of Earlier this year, DocuSign announced the DocuSign Agreement Cloud, a suite of products that businesses can use to change how they prepare, sign, act on and manage agreements. The suite, which takes DocuSign from a single-product cloud to a multi-product cloud, includes the company’s flagship eSignature product; SpringCM (now DocuSign CLM) for contract lifecycle management; hundreds of integrations with other applications that touch the agreement process, notably Salesforce, SAP, Microsoft and Google; and three new products. These are DocuSign Gen for Salesforce, for generating signature-ready contracts from within Salesforce; DocuSign Click, which enables organisations, with one click, to capture consent to no-signature- required agreement terms on websites; and DocuSign ID Verification, which automates the verification of government-issued IDs so that when opening a bank account, for example, individuals don’t have to present a photo ID in person but can verify their identity on a mobile device instead. Bigger footprint The launch of DocuSign Agreement Cloud marks a big expansion of the company’s footprint from e-signatures to the whole agreement process. As well as doubling its addressable market to an estimated $50 billion globally, it represents a significant opportunity for channel partners, which DocuSign has identified as one of its three main growth drivers. To discuss the growing role of ISVs and other developments at the fast growing company (revenue up 35% in fiscal 2019), Technology Reseller spoke to Mark Register, SVP Business Development & Channels, following October’s DocuSign Momentum events in London and Paris. He pointed out that with its acquisition of SpringCM this time last year, DocuSign – already the market leader in e-signatures, with “probably ten times the market share of our nearest competitor” – can now enable customers to modernise what DocuSign calls their ‘systems of agreement’. “To date we have been in the sign space, which is the act of coming to agreement. Our ability to modernise those systems of agreement and cut the time taken to turn an agreement round from days to hours and, in some cases, minutes is really exciting the channel.” Channel reach DocuSign works with four major partner types: n ISVs, from the world’s largest (e.g. SAP, Salesforce, Oracle, Microsoft, Google) to smaller industry vertical ISVs, of which more than 350 have integrated DocuSign’s Sign solution into their products/solutions; n Resale relationships, with the likes of Ingram, from a distribution perspective, and numerous single-tier resellers, with a growing emphasis on higher value reseller partners that have a services capability to help customers implement the DocuSign Agreement Cloud; n Consulting and implementation partners that are investing in building DocuSign Agreement Cloud practices so that they can meet demand from customers for more modern systems of agreement that help them understand their liabilities and, where necessary, make changes to agreements through a full contract lifecycle solution; and n Partnerships with businesses whose services DocuSign resells, e.g. identity clients when customers need a high level, advanced or qualified level of signature. DocuSign has always sold its products direct, as well as through partners, but Register expects the channel to become continued... Mark Register As we have broadened to the Docusign Agreement Cloud, we are finding that our customers are moving with us