DOCUSIGN INC

Problem Docusign is Solving

Docusign addresses the longstanding inefficiency and unpredictability of agreement processes that have remained largely unchanged for the past 50 to 100 years. Despite digitizing agreements through electronic signatures and email distribution, the underlying processes still exhibit significant inefficiencies. Docusign's products aim to transform this landscape by:

• Streamlining Workflows: Automating the end-to-end agreement process to eliminate manual steps.
• Enhancing Predictability: Providing tools that offer visibility into agreement statuses and timelines.
• Improving Efficiency: Reducing the time and resources required to manage agreements.

New Initiatives for Agreement Management

Docusign is actively developing and enhancing its Intelligent Agreement Management (IAM) platform to further revolutionize agreement management. Key initiatives include:

Enhancements to IAM Platform

• AI Integration: Incorporating Lexion's AI capabilities to surface insights from diverse agreement types.
• Docusign Navigator: Acting as a system of record for importing, storing, managing, searching, and analyzing agreements.
• Third-Party Integrations: Expanding document imports from partners like Box, Dropbox, Google Drive, and Microsoft OneDrive and SharePoint.

Developer and Ecosystem Support

• Docusign Discover Events: Focusing on developer tools and integrations with platforms such as Microsoft, SAP, and Workday.
• Docusign for Developers: Providing a suite of tools for partners to build apps powered by the IAM platform.
• Docusign App Center: Allowing partners to share their developed applications.

Department-Level Deployments

• Enterprise Rollouts: Initiating departmental deployments to support end-to-end IAM solutions within large enterprises.
• Global Expansion: Extending IAM capabilities to more regions, including North America, Latin America, EMEA, and APAC.

Continuous Product Innovation

• Docusign CLM Enhancements: Integrating AI-assisted contract review and document markup in Microsoft Word.
• Multi-Channel Delivery: Offering additional products like SMS, WhatsApp, and ID verification for enhanced agreement management.

Unlocking Economic Value

Docusign's initiatives in agreement management are set to unlock substantial economic value by:

Efficiency Gains

Cost Reduction and Revenue Growth

• Onboarding Time Reduction: Accelerating processes to save time and reduce operational costs.
• Faster Agreement Execution: Enabling quicker revenue realization by reducing time-to-revenue by 31%.
• Self-Service Workflows: Empowering organizations to manage agreements with minimal manual intervention, leading to increased productivity.

Scalability and Adoption

• Wide Appeal Across Industries: Facilitating broad horizontal adoption across various sectors and company sizes.
• Developer Ecosystem Growth: Enhancing the platform with developer tools to foster innovation and integration.
• Global Reach: Expanding IAM availability to multiple regions, driving international revenue growth (28% of total revenue in Q3).

Customer Retention and Expansion

• Improved Net Retention Rates: Achieving a dollar net retention rate of 100%, up from 99% year-over-year.
• Increased Customer Usage: Sustaining growth in usage and utilization, particularly in sectors like insurance, technology, and healthcare.
• Expansion Opportunities: Leveraging existing customer bases to introduce enhanced IAM capabilities, fostering deeper and more profitable relationships.

These strategic initiatives not only streamline agreement management but also create significant economic advantages by enhancing operational efficiency, reducing costs, and driving revenue growth across various customer segments and geographies.