In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers.

This week I interview Chris Heinrich, VP of Enterprise Sales for Adobe Sign.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Chris: Adobe Sign is an e-signature solution that make 100% digital workflows a reality. With Adobe, you can rely on trusted, legal electronic signatures and quickly see the benefits in your sales cycles. For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures.

Adobe Sign transform sales cycles by accelerating time to revenue, increasing the visibility of where the process stands, and improving sales rep productivity and effectiveness.

Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today?

Chris: No matter how skilled the salesperson, sales deals that are seemingly “done” can easily go off the rails in the last minutes due to manual steps such as emailing, faxing, printing, and signing.

Adobe Sign speeds quote to close, making it hours instead of days or weeks. Adobe Sign makes it quick and easy to collect signatures from clients on the go. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Third, all of this can be done from any device, anywhere, ensuring deals keep moving through the process. Fourth, this digital automation improves account management and customer satisfaction.

Lastly and perhaps most important, reps gain more time to sell and ultimately, close more deals. Studies have found that companies deploying e-signatures close 17% more deals and average almost 6 times better year-over-year improvement in customer renewal rates*.

Nancy: Describe the first 30 days after a company purchases your solution.

Chris: After purchasing Adobe Sign, Adobe provides the services of both a Customer Success Manager (CSM) and an onboarding specialist. We solidify project objectives, define a team, and secure executive support. Then we define the use case(s) and develop a transformation plan. Our team works closely with yours to apply best practices, configure and customize your account, answer questions, and train your users. Partnering with Adobe ensures you can quickly address immediate need use cases and from there, our experienced team helps you visualize and plan how you can best deliver 100% digital experiences with PDF documents and workflows.

We worked with REA Group to transform their manual, paper-based contract process. After integrating e-signatures with their proprietary and third-party systems, they described their experience this way, “Adobe made it very easy for us to get set up and start using electronic signatures right away.”

Nancy: How have companies determined the ROI of your solution?

Chris: The best part about Adobe Sign is the ROI is proven. Forrester Consulting** found that using Adobe Sign, customers saw:

  • 95% reduction in signature cycle time
  • Reduction in sales contract cycles by an average of 2 weeks
  • Increase in sales by over 20% with an improved customer experience
  • Reduction of customer onboarding from 22 to 2 days
  • An overall ROI of 2.7x – 3.8x

These quantitative results are impressive, but it’s important not to underestimate the impact e-signing has on your customers. A client of one of our customers was considering not ordering because the previous order process was so difficult. After our customer deployed Adobe Sign, this same client sent them a note and said, “Wow, you completely changed our mind. Thanks for revolutionizing this process.”

Nancy: What should companies do to ensure success of your solution?

Chris: Your sales reps are already working with systems and have a process they rely on. Adding e-signatures makes these processes even easier. Adobe Sign has out-of-the-box integrations – at no extra charge – to the systems your teams are already using for CRM, CLM, and CPQ solutions; Salesforce, Apttus, Conga, Microsoft Dynamics, and many others. With these integrations, learning curves stay very low and ROI skyrockets.

AmerisourceBergen deployed Adobe Sign to accelerate returns and after integrating Salesforce, Conga Composer, and Adobe Sign, their process that previously took weeks and even months, could be completed in just three days. And best of all, “representatives never need to leave the Salesforce interface, resulting in far less training.”

Nancy: What are some good resources if someone wanted to learn what questions to ask, what others are doing, and purchase considerations?

Chris: Our customer showcase has great videos and testimonials of companies just like yours who are enjoying the success of e-signatures. As you get further into evaluating our solution, our Support and Community sites have invaluable resources – from videos to tutorials to trials and discussions.

I’d also encourage people to check out this on-demand webinar we recently did with you, Nancy. It’s a great resource for understanding how to use Sales Tech to beat out your competition.

Nancy: How is Adobe Sign different from the other e-signature vendors?

Chris: Our customers purchase from Adobe because they trust us. We’ve been a profitable, stable company for 35+ years, we invented PDF, are an award-winning innovator and industry leader in secure, digital documents that is deeply committed to customer success.

Adobe is creating breakthrough experiences. From using your mobile to convert paper to digital, to using artificial intelligence to detect form fields, to our ground-breaking, co-development partnership with Microsoft – Adobe is innovating the complete, digital document workflow and making it a seamless user experience.

Finally, we are a clear market leader with outstanding global presence – from datacenters, to application languages, to in-country teams. Adobe ensures that you are covered with respect to security, compliance and availability. They are a part of Adobe’s DNA and you’ll find we have very high standards, and results.

*”E-signature & Integrated Sales Technologies: Accelerating Success for Business & Buyers”, Aberdeen, 2016

**The Total Economic Impact of Adobe Sign, a commissioned study conducted by Forrester Consulting on behalf of Adobe, 2017