Apttus Accelerate Insider POV: How to Quote and Close Deals Faster with E-Signatures in the Cloud
By Mark Grilli, VP, Acrobat Solutions
The engaging and thought-provoking sessions at Apttus Accelerate continued today with our Adobe EchoSign customer panel, featuring some top Adobe EchoSign customers from Cadence, Motorola and Nike. These business leaders explained how the Quote-to-Cash process has helped them to close deals faster and with greater accuracy, and how tools like Apttus, Salesforce and Adobe EchoSign have helped these customers dramatically reduce the time it takes to get contracts completed (from weeks to merely hours, in many cases). Along with increasing efficiency for their businesses, implementing the Quote-to-Cash system has helped them to secure customer relationships, ensure pricing accuracy and accelerate sales cycles.
Joining me on today’s panel was Vianne Sha, IT Principal Architect at Cadence; Sandra Ficke-Bradford, Director of Contract Management and Policy at Motorola Solutions; and Genaro Lopez (@gelopez42), Manager for Enterprise Contract Management at Nike. In each of their roles at their respective companies, these professionals deal with extensive contract and workflow management. Finding the best solutions to speed up the process, decrease wasted resources and solidify customer relationships is at the top of their lists. Each came across EchoSign while looking for a contract solution to solve these problems, and one that would integrate with existing sales tools to streamline the process.
The integration between Adobe EchoSign, Salesforce and Apttus was a huge selling point for each of these important Adobe customers. They needed a solution that would integrate seamlessly with the other sales and workflow management tools their companies regularly use. The Quote-to-Cash process allowed them to adopt our e-signature tool, Adobe EchoSign, with zero disruption of any business process. Sha spoke of leveraging the CRM solution at Cadence, and wanting to achieve sales efficiency as they deployed Apttus and e-signature with Adobe Echosign.
Right out of the gate, Lopez commented that Nike’s famed “Just Do It” slogan isn’t just a marketing campaign – it’s a mindset that drives the adoption of best business practices, too. Lopez had to occasionally play the role of gatekeeper as Adobe EchoSign went a little viral inside Nike, with several teammates wanting to use Adobe e-signatures even in areas that hadn’t yet been officially approved. Lopez likened EchoSign’s ease-of-use to gamification, saying that EchoSign became so popular and convenient that his team needed to tweak their training regimens – a good “problem” to have, everyone seemed to agree.
The benefits to their company workflows were readily apparent. Ficke-Bradford spoke of a linear process at Motorola, knowing that it would take time to bring order to the chaos – but likewise, knowing that e-signature would be brought into the process eventually. (During a humorous aside, Ficke-Bradford noted that her son’s wrestling club used Adobe EchoSign for obtaining permissions for his participation, and joked that, if a wrestling club could easily adopt EchoSign, Motorola certainly could, too.)
Lopez talked about the use of EchoSign with Nike’s sports marketing department, saying the EchoSign distinction between “approvers” and “signers” has been instrumental in quickly and efficiently inking athlete contracts via those athletes’ old-school agents.
Sha cited the full transparency afforded by EchoSign – the fact that all of the pertinent parties have full view of where each and every contract stands. She mentioned, too, how the EchoSign “reminder” function serves as virtual prompt to ensure contracts move along in a timely fashion. It’s so easy to just go ahead and sign right then and there, isn’t it?
Through 2014, Sha’s team has already processed 80 percent of the legal agreements that it processed in all of 2013. Nike didn’t have an ROI mandate as it rolled out Adobe EchoSign, but saw two distinct use-cases: one in Nike’s famed sports marketing department, and another at the board level.
As large companies like Cadence, Motorola and Nike continue to implement Quote-to-Cash business solutions, the business benefits of using tools like Apttus, Salesforce and Adobe EchoSign become increasingly evident. By adopting these integrated business tools, professionals can bring their companies immeasurable benefits from accelerating processes, to increasing accuracy and reducing costs and resources.
If you are not using Adobe EchoSign already and would like to give it a try, we invite you to click here for a free trial. To learn more about how Adobe EchoSign and Apptus work together seamlessly, click here.