How to Win Big with E-Signatures in Quote-to-Cash

Editor's Notes

1. Some of the risks in longer closing cycles include: changes in decision makers, changes in budget priorities,
2. Some of the risks in longer closing cycles include: changes in decision makers, changes in budget priorities,
3. And e-signatures can be a very cost-effective and easy-to-implement solution that can make an immediate impact that extends to improving customer experiences.
4. Let’s start with Jonathan. A rep that needs to generate an Master Service Agreement and get it signed by his customer. Jonathan’s company has just implimented Apttus and integrated Adobe eSign.
5. Jonathan kicks off the Apttus “Create Agreement” and moves the process through Apttus’s Request phase.
6. At the authoring phase, Apttus dynamically generates the document to meet the business requirements of this process.
7. Jonathan is now in the Signature phase. But what happens now? How will he send the document to the customer to sign? Mail? Email? Fax? How will he get the document back? Any visibility into the process? Good thing Jonathan’s company integrated Apttus with Adobe eSign.
8. He selects “eSignature”
9. At this phase in Apttus, Jonathan aligns the Apttus template with the coresponding Adobe eSign Agreement template. The Adobe eSign Agreement template, setup with zero coding, all in the SFDC UI, defines the routing rules, signer selection, authentication method, and other parameters of the Adobe eSign experience. After this use-case demo, we'll dive a little deeper into building an Adobe Sign SFDC Agreement Template For now, we're ready to click and move to the send page.
10. This is the Adobe Sign send screen, which can be bipassed, as an option in the Agreement Template. but for the demo, we show you that Jonathan can confirm the routing of the document, authentication methods, etc before the document is sent. When the user is ready, they click "Send for Signature"
11. Right from within Salesforce, confirmation is given that the document is sent.
12. The document is showing “Out For Signature”
13. Let’s follow the signer’s experience
14. Sara receives an email. Available on any device, anywhere.
15. Sara clicks a link in the email
16. And is presented the document right in the browser No Software or account required by the signer. She can scroll to review, or click the yellow next to guide her through the document.
17. She clicks the signature field
18. A scripted font is offered as her signature, or she can draw her own
19. She clicks to sign, submitting the completed form
20. And is taken to a custom landing page, allowing Globalcorp to deliver a compelling post signing experience to the user. Adobe is all about the experience our customers deliver to their users and customers, not about gorilla marketing our products or services.
21. Back at Globalcorp, Jonathan has visibility into the process.
22. He can check the signature status. Oh look, it’s signed!
23. Jonathan may now move from the signature phase of the Apttus Contract Management system
24. to complete, “In Effect”
25. So let's double back. Let's dive a little deeper into an Adobe Sign agreement Template within SFDC. Adobe keeps saying "no coding required" but we've all heard that before, it can't be true, it can't be that easy. Well.. it is.
26. Remember this screen? Here's the Apttus dynamically generated MSA, And it alligns to the Adobe Sign Agreement Template Let's click on the Adobe Sign Agreement template, and see under the covers, how it's built.
27. The agreement template is fully configured in the Salesforce UI. As simple as form fields, and check boxes. Here, is where we can easily define the URL the signer goes to after signing. And scrolling down, here's where we define the routing, in this case to the opportunities primary contact role. Let's look at the merge settings
28. Again, there's no coding. We enter the form field name, as it appears in the document. And here we indicate where to pull that data from in Salesforce. It's that easy.