Using an electronic signature application integrated with salesforce.com is a sure-fire way to speed up deals and secure customer commitment. And like every other business, at GSP we like to get our deals done.
And also like most organisations, when we agree a deal with a customer we need to get the paperwork signed.
In our case it’s called a Statement of Work (SoW). Amongst other things it describes the scope of the work to be undertaken, outlines the roles & responsibilities between ourselves and the customer and documents commercial arrangements.
“Getting a signed SoW physically signed used to be one of the most arduous, time consuming and generally painful tasks a consultant had to undertake!” says Kerry Townsend, Consultant at GSP.
Here’s how it used to work
We created the SoW in MS Word then converted it to a PDF. We emailed the PDF to the customer. The customer printed it out and physically signed it. Then he or she had to find the time to walk over to the photocopier and figure out how the photocopier can act as a scanner.
At this point many people gave up and started looking for an envelope with which to post it back to us. It’s amazing how few envelopes exist in most offices these days. If however they got the photocopier to do its’ job they scanned the document and emailed it back to themselves. Then they emailed it to us.
It took forever. And guess what, we often ended up starting – or even finishing – the work before we ever got the signed SoW back.
How does it work now?
Today we use EchoSign, integrated with salesforce.com, to streamline the process and obtain electronic signatures.
“I still have to write the Statement of Work” says Kerry. “But now we have EchoSign embedded in salesforce. This means I can mail merge the key information and easily send the SoW to the customer. Often get it back, electronically signed, in minutes!
“Other relevant people such as our Finance Manager are automatically notified in Chatter. The customer can sign it immediately from their keyboard and I also get a Chatter feed and email notification letting me know its been signed. It truly removes the hassle for all concerned and radically speeds up the contract signature process.”
The signed document is stored in a Related List on the Opportunity in salesforce. And all parties are also automatically emailed a copy of the digitally signed contract.
Watch this video to see a demonstration of how EchoSign works with salesforce.com. There’s also more information about EchoSign, including an option for a free trial on the AppExchange.