How BT has electroincally signed, tracked and managed over 1,000,000 contracts worldwide using EchoSign from Adobe.

1. One Million Contracts and Counting…
BT & Adobe Echosign
BT Global Services
Best Global Operator
BT
Adobe EchoSign
Adobe® EchoSign® | Web Contracts 2012

2. $30B
105 000
BT Global Services
BT’s global managed services and
40% solutions provider, serves multi-site Consumer BT Business BT Enterprises
organisations worldwide Division
BT Retail 1.1M
Serves business and residential 2-1000s
37% customers and is the prime channel
to market for other BT businesses
BT Wholesale
Runs BT’s networks and provides
network services and solutions to
other communication companies
23% BT Openreach
Responsible for the “last mile” of
the UK access network and for the
troll out of super-fast broadband
Adobe® EchoSign® | Web Contracts 2012

3. Innovation in BT
EXTERNAL INTERNAL
INNOVATION INNOVATION
‣Silicon Valley ~$1.5B Martlesham Heath, Ipswich, UK
Annual Spend
‣Israel, Asia, MIT
Adobe® EchoSign® | Web Contracts 2012

4. Innovation Qualification
Potential Match
Scouting Thousands
4
Consultancy
Q1
Hot Houses Companies
60
Demonstrators Q2
Trial
People POCs Tens
Q3
Showcases
17 000
IN MARKET
Adobe® EchoSign® | Web Contracts 2012

5. The BT “Matchmaking” Service
INNOVATION NAVIGATE
MATCH MAKING
SELECTION BT ORGANISATION
 Same as VCs
 Solves known problem
 Simple to understand
 In market experience
 Early customers
 Strong team
 Respected backers
Adobe® EchoSign® | Web Contracts 2012

6. How Contract Signing Worked Before EchoSign …
Print Mail or Fax Wait Nagging
Contract Contract Days/Weeks Call
Wait Nagging Re-Fax Nagging
Days/Weeks Call Contract Call
Contract Contract Key in Start
Signed Sent Back Data Again !
 About 5 hours per week wasted sales time
 A good percentage of lost revenue and postage cost
 Paper trail hard to manage
Adobe® EchoSign® | Web Contracts 2012

7. Original Business Case
Adobe® EchoSign® | Web Contracts 2012

8. How Did We First Meet? What Did We See In EchoSign?
FIRST MEETING :: Scouting Team FIRST MEETING :: BT Business
Under the Radar Office 2.0 Conference MD BT Business
August 2006 September 2006
• Disruptive Technology • First SaaS deployment in BT
• Simple to deploy • Initiated a SaaS portfolio for BT Business
• 12 employees • No brainer automation
DEPLOYED IN BT BUSINESS
• March 2007 across all channels
• Small contracts in volume business
• Desk based sales
• Execution time critical
• Process time gained is revenue gained
Adobe® EchoSign® | Web Contracts 2012

9. Our UK Coming Out Party
Adobe® EchoSign® | Web Contracts 2012

10. What We Like [after using EchoSign]
 Average contract signing time down from 10 days to 40 minutes
 Productivity gains -5 hours
 15-50% increase in closure rate
 Auto-nagging
 Simplicity
 Remove paper from the paper trail
 Integration with Salesforce.com
 Audibility & reduction in miss-sales
 Mobile capable
Adobe® EchoSign® | Web Contracts 2012

11. Adobe® EchoSign® | Web Contracts 2012

12. Adobe® EchoSign® | Web Contracts 2012