In addition to writing every ad insertion contract by hand, members of the sales team at Penton Media then had to manually track down hundreds of client signatures every month. It was a lengthy, inconsistent, and challenging process overall.
Penton is a B2B publishing company with dozens of titles and more than nine million subscribers to print and web publications. More than 1,000 employees are working to close ad insertion orders at any given time. By implementing Adobe EchoSign for automated web-based contract management, Penton has trimmed the order creation and execution process from weeks to just minutes.
“With Adobe EchoSign, our insertion order forms are automatically populated with information in Salesforce, and we can see when the order was created, sent and viewed by the client,” says Jarrod Kingston, Penton’s business systems manager. “EchoSign is also integrated with Conga, which makes the generation and mail merge of contracts very simple for all of the users.”
The dashboard in Adobe EchoSign also lets the sales and executive teams at Penton track agreements, see how long it takes to complete contracts, and forecast opportunities. By automating the process and integrating it with other tools, Adobe EchoSign improves ad placement and revenue because the company can collect an e-signature, complete a contract and start a campaign almost immediately.
“Adobe EchoSign has streamlined the entire operational spectrum from creation to submission to the order/billing department,” Kingston says. “This has been a huge improvement.”
Author: Eitan Saban, Head of Client Success