Adobe Digital Dialogue

Ending the time-consuming paper chase

Archa­ic paper-based process­es still fea­ture heav­i­ly in the time old art of sell­ing. This approach is at odds with today’s dig­i­tal-led busi­ness land­scape where the deliv­ery of a seam­less cus­tomer expe­ri­ence is para­mount.

Exec­u­tive sales lead­ers, faced with ongo­ing pres­sure to deliv­er rev­enue growth, must find new ways to opti­mise the sales process and increase their sales teams’ effi­cien­cy.

One of the most obvi­ous ways to achieve this is to relieve the sales busi­ness line of its reliance on paper and move towards cre­at­ing an all-dig­i­tal expe­ri­ence end-to-end, such as that pro­vid­ed by Adobe Sign. Accord­ing to Forbes Insights research, e-sig­na­ture tech­nol­o­gy gives sales reps imme­di­ate access to the lat­est doc­u­ments – which may include every­thing from col­lat­er­al mar­ket­ing mate­ri­als to user man­u­als to con­tracts – and allows them to view them on any device, such as a tablet or phone, on loca­tion.

Dur­ing the lat­er stages of a sale, rely­ing on paper doc­u­ments to com­plete a deal is still the sta­tus quo for the major­i­ty. In this dig­i­tal era, how­ev­er, it is com­mon for delayed mail or per­son­al doc­u­ment deliv­ery to cost a busi­ness rev­enue and sales­peo­ple com­mis­sions.

Research from For­rester Con­sult­ing shows that com­pa­nies that auto­mate late sales cycle activ­i­ties – such as con­tract gen­er­a­tion and sig­na­ture approvals – close more deals, have short­er sales cycles and high­er cus­tomer reten­tion rates. e-sig­na­ture solu­tions such as Adobe Sign can help facil­i­tate a five-time faster deal clo­sure. They can also reduce the costs of sales and increase oper­a­tional effi­cien­cy, enabling sales reps to spend less time on back-office tasks and more time sell­ing.

The areas where busi­ness­es are most inter­est­ed in dig­i­tal­is­ing for cus­tomers and stake­hold­ers are post-sales (44 per cent) and pre-sales (29 per cent), accord­ing to research by For­rester. ‘Con­tract sign­ing’ and ‘pre-sales’ were tipped as the top two process­es in the cus­tomer jour­ney that would ben­e­fit most from e-Sig­na­tures, giv­en that these phas­es are the most chal­leng­ing to man­age.

Elec­tron­ic sig­na­tures were deemed most desir­able in the report for sales order pro­cess­ing (62 per cent), spe­cial deal terms (19 per cent) and part­ner agree­ments (10 per cent).

From a back­end point of view, inte­gra­tion is not an issue. Adobe Sign works native­ly with Microsoft Dynam­ics CRM and on the Salesforce1 Plat­form. It can also be used with Sales­force apps, such as Sales Cloud and Ser­vice Cloud.

So what is hold­ing sales depart­ments back from adopt­ing e-sig­na­tures? Accord­ing to the For­rester report, cus­tomers that pre­fer paper trans­ac­tions (12 per cent) and a lack of vision (23 per cent) were ranked as the top con­cerns.

Enabling sales reps to seam­less­ly engage prospects and cus­tomers across the buy­ing jour­ney from any­where and at any­time deliv­ers sig­nif­i­cant com­pet­i­tive advan­tage and wins more deals. With full track­ing of the approval process and con­tract gen­er­a­tion, e-sig­na­ture makes progress fol­low-ups sim­ple.

From the trust­ed leader and inno­va­tor in secure dig­i­tal doc­u­ment tech­nol­o­gy for over 20 years, Adobe Sign is a turnkey, mobile-enabled solu­tion that can ful­ly inte­grate with your doc­u­ment process­es with­out any cod­ing.

Adobe Sign makes 100 per cent dig­i­tal work­flows a real­i­ty with trust­ed, legal elec­tron­ic sig­na­tures. No mat­ter what size organ­i­sa­tion, Adobe Sign accel­er­ates the pace of busi­ness by work­ing with your exist­ing process­es and sys­tems, expe­dit­ing trans­ac­tions, and pro­tect­ing your data with indus­try-lead­ing secu­ri­ty stan­dards.

Document Management

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  • By Sanjay Kader - 1:33 PM on February 28, 2017   Reply

    Great insights on Adobe Sign.

    Dig­i­tal sig­na­tures are tru­ely force mul­ti­pli­ers in terms of accel­er­at­ing the speed and reduc­ing cost of doing busi­ness.

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