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Thank you for attending today's session on DocuSign CLM.
My name is Kelley Pidhirsky, and I'm on the Solution Engineering
team here at DocuSign.
You hopefully already know that we're
the leading e-signature company in the world.
But with the launch of the DocuSign Agreement
Cloud for Salesforce what you might not know
is that now we have a suite of purpose-built
powered-by-Lightning apps that integrate seamlessly
with Salesforce.
These products cover the entire agreement lifecycle,
from document generation, to negotiation,
to collecting signature, and centrally
storing and searching.
It all works without ever having to leave Salesforce.
But today, we're specifically going
to focus on DocuSign CLM for Salesforce.
DocuSign CLM makes it painless for organizations
to streamline the entire contract lifecycle,
accelerating the pace of doing business,
increasing compliance, and improving employee and customer
experience.
These are just a handful of some of the most common use cases
for our joint solutions around areas such as sales, services,
human resources, and they go even so much more
beyond just those specific areas.
DocuSign CLM allows organizations
to automate manual tasks, orchestrate complex workflows,
and eliminate unnecessary risk.
The end results are much more efficient employees,
an accelerated pace of doing business,
and increased compliance.
All of this is delivered through an offering that's
easy to implement, use, and extend
across the entire organization, compared
with other vendors, which are harder to deploy,
and once running, harder to adapt for other use cases.
CLM customers experience a much quicker path to value
and easier expansion to more use cases.
Now, without further ado, let's jump into a demonstration.
Let's first get started right here in Lightning.
We are currently on an opportunity,
and we are ready to move this into the next stage of getting
that contract out for negotiation.
So right from here, I'm going to go up to this button,
name it whatever you like, and I'm
going to generate a master agreement.
Now, depending, of course, upon this scenario,
this master agreement could certainly
be a very generic master agreement,
or perhaps it needs to be somewhat configured.
You, as the organization, can decide
if you want this to be very locked down,
or if you want the ability for, in this case, perhaps
your sales rep to be able to make some of those changes.
You'll see, due to the seamless integration,
that a lot of the information is already
going to populate right over into CLM for me.
And you're going to see different types of triggers.
For example, a note here that based on the opportunity value,
it's going to let me know that some workflow will
automatically be triggered.
I'm pulling over information from the primary clients.
And down here at the bottom, again, completely configurable.
I can identify things such as are we
going to use standard contract terms, which will just
pull in the basic information.
Are we going to do some basic configurations of those terms?
Or are we going to need to get even more customizable here.
So let's say, for example, I want
to do some things such as changing the date.
I'm going to change the date from 12/1 to, let's say, 12/21.
I'm going to change the payment terms from 30 days to 60 days.
And I love this example, because let's say,
as a very easy way of looking at this, 30 days
might be standard.
But if we change it to 60 days, again, perhaps that
might need to enforce a different workflow routing.
If I need to add in some additional information here,
I'll say this is my non-standard info,
and I can identify if I want to add in different things,
like different appendices.
If I need to change different key legal criteria,
that's going to go in here.
So by default, in this scenario, we've got Delaware.
But let's say that I want to change this
to Pennsylvania or California.
You'll see that, immediately, a whole different set
of information is going to pop up
based on, in this case, the state that I'm choosing.
And same thing with things such as limitation of liability.
Again, much of this might be very standard for you,
but I can go in here and make different types
of customizations, configurations,
and all of that is going to be modified and changed in here.
Now, once I go through and complete that,
CLM is now using the document generation engine
to show me a preview of what this document is
going to look like.
Now, just for demonstration purposes,
I have any areas highlighted in blue
that have been changed based on some of the choices
that I just made a moment ago.
For example, you'll see here that December 21st date.
You're going to see your state of California,
based on what I entered, and so on.
If I need to go back and make any changes,
I simply can hit the Back button,
make those modifications right away.
But otherwise, if I'm happy with it,
I can go ahead and click Save.
Once I go ahead and click Save, what's
going to happen at this point is the information on the back end
is reading what the workflow should look like.
The workflow, again, as I mentioned,
could be taking me through a variety of different areas.
So speaking of those workflows, what we just saw
was the sales person generating that MSA in Salesforce.
Next, what we're going to look at
is that it's going to go over to our legal team.
So in this case, we want them to approve it
and/or make any necessary red lines or changes
before going on to the next process.
And at that point, perhaps it could go over to the customer,
and as we all know, this could certainly go back and forth,
and back and forth many times.
There's no need to identify how many times it's
going to happen.
It's just going to be until all parties are
happy with the agreed upon MSA.
And then at that point in time, finally
the e-signature component can automatically be triggered.
So speaking of red lining, let's take a look at what
that's going to look like here.
First, I'm going to open this up within regular DocuSign Word.
This is what I'm used to going through and doing
all of my negotiations and red lines with.
I don't expect anyone to have to learn how to use a new product
or figure out anything along those lines
to be able to just do some of those negotiations
and red lines.
So I'm going to come in here, and I'm
going to enter in some of the details.
Here are some changes I want to make.
And I'm going to put in more changes here.
And I'm going to delete some of this information.
I'm going to save this off, get out of here.
And what you're going to see is very quickly,
this information will update right back into CLM for me.
And the beauty of this is not only can I immediately see
what those changes are, but you'll
notice that when I was making those changes,
I did not have track changes on.
So how do we avoid that dreaded stare and compare?
Well, we can automatically do the versioning for you,
and you can compare back to any version
that you want to, whether it be version 1, or version 100.
So what you'll be able to see immediately right here
are any of the areas that were changed.
No matter how much I either entered in or removed,
it's going to all be very, very obvious for me right here.
Once I'm happy with those changes that I've made,
I can then choose from any of the predefined next steps,
whether it's sending it out for a signature,
another set of reviews, whatever the case may be.
I'm going to say good to go for signature, just
to fast forward through the demonstration.
Hit complete.
And at this point in time, your part of the process
would be done.
At this point, let's say that we've gone back and forth,
back and forth, done all of the different red lines,
accepted the changes, done the negotiations,
and now we are ready to go ahead and sign that document.
So just like a traditional DocuSign signature process,
I will receive that document in my email per the workflow,
go in there, and I can review all of the information that
was updated and agreed upon.
So remember, I made some of those changes there.
I removed a few things, added a few things.
But the next thing that I'll do is I'll go ahead, come in here,
sign off on my document, and finish.
And if there's anyone else in the workflow that
needs to then take care of their signatures,
they'll be able to do the same.
Once all the contracts, documents, and signatures
have been executed, of course because
of the tight integration within Salesforce,
we now can return back to the opportunity.
See that the stage in this case has been updated to close to 1.
The stages here have been updated.
The close state's been updated, and all of the information
will automatically be triggered right back into Salesforce.
And last but certainly not least, let's
take a look at some of the magic that goes on behind the scenes.
We just saw a moment ago how easy
it is for, in this case, the sales rep
to generate the MSA right from the Salesforce opportunity
screen.
But behind the scenes, the administrator
has huge value in being able to see high level dashboards that
are going to give you some of the quick reporting
that you're going to need.
It's going to give you insight to where
all of your different documents and processes
are within their workflows.
You'll have a full and secure document repository
where you can track all of the documents
and the versions of those documents.
And then last but certainly not least, of course, one
of my favorite areas as well is around the workflow itself.
We talked a lot about the workflow
and how just some easy changes when you're building out
that document for the initial generation
can really completely change the way that the workflow will
look, i.e.
if your payment terms are 30 days versus 60 days,
if the dollar threshold is above or below $50,000,
if it depends on the department, you name it.
All of those different variables can certainly
trigger different ways that the workflow can then
happen, all the way down through and including
until the signature.
So this is just a quick introduction into the DocuSign
CLM solution, and we are excited to get
to show you more from here.
So what are the next steps?
We have a series of resources that are available to you,
that I'd like to point you to here,
and would be happy to share this with you after today's session.
With that being said, let's turn it over for questions.
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