Latest News & Stories From #1 Rated ESign Service EchoSign

20 August 2009
Today’s Tabbloid
PERSONAL NEWS FOR jason@echosign.com
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS
Collaborate, Review and Sign: EchoSign Featured at SIIA On

Box + Fuze + EchoSign Demand: Driving Revenue in a
AUG 20, 2009 08:55P.M.
Recovering Economy
AUG 18, 2009 09:35P.M.
Now this is our kind of conference topic: driving revenue in

a recovering economy.
Enough of the post-Lehman negativity. We’re so done with

that. EchoSign is all about
closing more deals, more quickly for our customers, and
helping them accelerate their sales and sales processes.
The Software & Information Industry Association, the

One of the most common use cases people imagine for contracts is one nation’s leading independent authority on Software as a
where the customer and the vendor/seller (for us, the Sender) work
Service, has again tapped EchoSign to speak about key SaaS
together on a contract in real-time, review it, and then sign it and seal
the deal, all in real time, all together, all on the web. trends at its annual On Demand conference October 29-30.
Our CEO will be speaking on pricing models:
There are a number of ways to do this with EchoSign today. Our
integration with Google Apps and Google Docs allows both real-time and
asynchronous editing and redlining of contracts in the cloud.
But perhaps the most common theoretical use case is simply talking a
prospect or customer through a proposal or contract over the web, in
real-time. One new way to do that is leveraging Box.net’s existing
integration with EchoSign and its new integration with Fuze web-
meetings.
As the example in this post shows, now you can grab a contract or other
document on Box.net; review it in real-time with a prospect using the
Box.net-Fuze integration, together on the screen; and then sign the
contract and close the deal using the Box.net-EchoSign integration.
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Today’s Tabbloid PERSONAL NEWS FOR jason@echosign.com 20 August 2009
“Pricing Models
A survey of SIIA members showed pricing to be a very hot topic.

Indeed, the pricing model is one of the most important choices a
company must make. Whichever metric is chosen - named users,
transactions, etc. - will drive customer behavior such as software
adoption. The frequency of adjustment will determine how
quickly revenues can increase in a good market and how rapidly One of the most powerful but underutilized features in EchoSign is
they decline in a recession. Length of term and amount paid “Approve” right on your Home tab.
upfront are also key issues ....”

What does it do? It allows you to e-sign (or even fax sign) any document
which has been sent to you.
EchoSign “Send” works great for documents you want to get signed. Use
We’ll see you there.
“Approve” when instead, someone has sent you something to sign.
You can positioning signature blocks, use biometric signatures if you

want (sign your actual signature with a mouse) — all the functions you
With EchoSign pricing being 100% transparent, and 100% all-in use in EchoSign, but on documents you’ve been emailed to sign.
(with no per document, storage, transaction, or overage
charges), we may have to be brief. EchoSign will then instantly PDF the signed document and send a copy
to anyone you select.
ECHOSIGN TIPS AND TRICKS

Using the Newly Improved
Removing the Blue EchoSign
“Approve” Function
AUG 18, 2009 08:50P.M. Border
AUG 18, 2009 08:27P.M.
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ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS
The Future of Paper, and The

Paperless Paper Company
AUG 17, 2009 12:38P.M.
One of our trademark features since 2005 has been the EchoSign blue
border around the sides of each signed document.
We were extremely pleased to see that the debut episode of The
It’s an immediate visual sign to all parties the agreement has been Tomorrow Show on CBS was entirely about the Future of Paper
signed, locked down and finalized. It also contains hyperlinks to a full including the paperless office.
audit trail for the transaction, so any party can click through the
Transaction ID in the blue border in any PDF copy and see exactly when Interviews included Jim Juzack, pictured left, who lives in a house made
the contract was created, viewed, signed, and countersigned. entirely of paper byproducts.
However, there are use cases where you may want this blue border As well as Doug Fink, President of the Pennsylvania Paper & Supply
removed, in particular forms you may forward to a commercial or Company of Scranton, PA (the geographical inspiration for The Office).
governmental institution unfamiliar with e-signatures.
Mr. Fink makes a strong point around the Paperless Office. He argues
(as head of a paper supply company) that “we won’t be completely
paperless for the next few generations”. But, interestingly, he notes and
Making the change is easy — paid accounts can just go to the Account admits his company is almost entirely paperless for its backend
tab, and under Signature Preferences, you’ll see an option to remove the processes — and its accounting department “retains no paper”.
border and EchoSign ID.
When The Pennsylvania Paper & Supply Company is “paperless”, you
know it’s probably time for the rest of us ...
When combined with our biometric signature option, you can then close
transactions that will look, act, and feel just like ink-and-paper ... with all
the convenience of a 100% web-based signing process.
The electronic signature stamps in the documents will still link to the full
audit trail for the document for reference purposes, so no functionality is
lost.
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ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS use electronic signatures to for the very first time, bring real-time
visibility and status to the contracting process:
Radio America Features
EchoSign
AUG 12, 2009 11:32P.M.
“This is where I got the major “aha” over the benefit. Records
handling and archiving has become largely electronic which provides
significant benefits and cost reductions to firms. The signature has been
the last remaining vestige of the analog world as I mention up front. Now
that vestige goes away opening the complete life cycle of transaction to
electronic storage, either on premise or in the cloud. You can now get
RSS alerts of all aspects of a contract, email alerts as I did on the status,
reports can be generated real time on contract status. It allows for the
transparency of enterprise 2.0 into the contracting process.
The full benefit of electronic records management was not possible as

long as a physical object was involved. You could scan faxes but that is
time consuming and it not likely to happen for high volume, low revenue
transactions, but now this manual step is removed. A light blub went off
Radio America’s Business Owner’s Toolkit, broadcast on over 400 radio
for me when Jason, said you could have your boss counter sign and order
stations across the country, featured an in-depth interview with
his iPhone. See sample below.”
EchoSign last week. The archived interview can be found on iTunes here
(skip to 27:00 or so), or on the Radio America website.
More here.
The themes range from why EchoSign is thriving in today’s economy, to
how small businesses can take advantage of the current climate to
accelerate ahead of the competition.
iPhone and Blackberry

Enhancements
Intuit’s AppGap: “EchoSign AUG 07, 2009 05:27P.M.
Brings The Transparency of

Enterprise 2.0 into the
Contracting Process”
AUG 11, 2009 12:45P.M.
In our latest release, we’ve added a number of iPhone and Blackberry

enhancements.
First, we’ve enhanced the biometric signature process on the iPhone.
We were very pleased to have been profiled in depth by Intuit’s AppGap. Now it’s even smoother to add your “handwritten” signature on your
iPhone (should you choose to do so) — or just use the virtual keyboard.
They focused particularly on the “Echo” part of EchoSign — the ability to
4
________________ Chris Lindsay, responsible for 1.2 million SME relationships at BT, had
some great statistics:
“One company finding value in the EchoSign solution

is BT. In his role as general manager for broadband,
VoIP and software services at BT Retail, Chris Lindsay
is responsible for 1.2 million SME relationships. He
.
says his sales organization is, well, complicated. It has
. more than 3,000 direct sales personnel across seven
different channels, including a franchise channel with
. 512 franchisees, field-based account management and
internal indirect sales. The organization sends out
We’ve also added additional enhancements to signing on a Blackberry, 25,000 contracts per month.
including further automatically optimizing the experience for different
generations of Blackberries.
BT was already well under average in the time it took
to get contracts signed — around 48 hours — but has
Even more coming here soon.
taken that down to 42 minutes using EchoSign. “We
have knocked two days of briefcase time off the
process of faxing back and forth,” Lindsay said. “When
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS you are doing 25,000 contracts a month that really
B/OSS: Closing the Deal With adds up and affects your cash flow. The quicker the
contract is signed, the quicker we can rate the bill and
EchoSign the quicker we can collect the cash.”
AUG 04, 2009 09:22P.M.
He said he went with EchoSign because of two
qualities: Speed and simplicity. “It was the speed in
getting started using it and the simplicity of actually
doing what it said.“
More here.
B/OSS (Billing & OSS World) recently profiled EchoSign’s success in the
telecom space, highlighting customers including BT, Comcast, Alltel,
Qualcomm, Abica Telecom, Time Warner, and others.
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ECHOSIGN TIPS AND TRICKS ECHOSIGN TIPS AND TRICKS
Replacing / Changing Signers HTML Widgets Are Here! Sign

AUG 04, 2009 01:53A.M.
on Your Own Website
AUG 03, 2009 09:41P.M.
Another feature we’ve rolled out is enhanced ways to replace a signer.
If you’ve send a contract to someone, but it turns out another needs to

sign, there’s no need to resend the contract. Just view the document on
Home, or go its History on Manage, and you’ll find a simple link to
“Replace Signer”. If you have 2,3,4 or more signers for a document, you
can individually change them as well.
EchoSign Forms-Salesforce
Data Connector 2.0 Our “widget” functionality has allowed EchoSign Enterprise customers
AUG 04, 2009 01:50A.M. to embed PDF forms to fill out, review, and e-sign on their own websites
for over 2 years.
Until today, though, the technology generally required the use of Adobe
Reader by signers. No more.
Now, you can embed any form contract on your own web site; have your
For our EchoSign-for-Salesforce users, we’ve signficantly enhanced the customers review it, fill in data, and then electronically sign it — even
ability to take data inputted from forms and push that data into with a written signature, using their mouse — and see the signed contract
Salesforce. appear right on your own website.
This functionality has been available on a limited basis for quite some Our signing wizard which tells your customer exactly where to sign,
time, but now we’ve connected Salesforce.com together with our latest initial, and fill in data also works right inside our widget as well.
web forms for something quite powerful. Now, EchoSign can take any
form (web or PDF), collect data from your signer/customer (e.g., start A very basic example is here.
date, address data, P.O. contracts, anything) and automatically push that
data into mapped fields in Salesforce. No rekeying of any data entered
into forms.
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ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS Business is lost. No visibility or status. It’s just plain sad.
EchoSign-for-Clunkers In fact at EchoSign, we’ve just had our best month ever, and 10% of our
AUG 01, 2009 12:06A.M. new revenue in July came through contracts e-signed after 6pm on the
last day of the month. And a number of our customers emailed us today
to tell us about deals they’d closed on EchoSign that just wouldn’t have
closed otherwise.
So trade in that analog fax machine fast. (Hopefully, we’ll make it more
than 5 days with this offer.)
Picture, “Stressed Executive by Fax Machine”, from samples in David

Fawcett gallery @ http://www.davidfawcett.co.uk/newpictures.htm
Signing (and CounterSigning)

with a Signature Pad
JUL 30, 2009 09:24P.M.
With the $1 billion set aside for cash-for-clunkers have been burnt
through in less than a week, and even another potential $2b likely to be
gone by the end of the month, we thought we’d try to do our part.
We’ve pleased to announce that in August, EchoSign-for-Clunkers will

provide full credit for the value of your old analog fax machine against
annual EchoSign Enterprise subscriptons.
Like cash-for-clunkers, the analog fax machine will need to be destroyed, To many of our longtime users, the idea of signing with a signature pad
to avoid forcing the same fate on a subsequent owner. on EchoSign may seem downright odd ... why use a signature pad when
you can sign with just a browser, a Blackberry, or an iPhone?
We’re not against fax per se at EchoSign — we view fax as an important
and integral part of the signature and document process, and one used
by millions every day. In fact, we natively integrate several electronic fax
services — and offer our own option for fax signatures. For most transactions, you wouldn’t. But for (x) internal signatures, and
countersignatures, (y) where you want to use our Biometric Signature
But what’s clearly as big a clunker as that 22’, 8 mpg Ford Excursion option, a signature pad can be an even easier way to sign a large number
clogging up 2 parking spaces is having a sales team waiting around an of documents than with a mouse.
analog fax machine at the end of the quarter or month, waiting for the
contract to come through. And you know — it often doesn’t.
7
We’re pleased that Google chose to highlight and feature EchoSign and
EchoSign customer Patients Know Best, Ltd. as a customer success story
in its solutions marketplace.
The story is a good one of using, and trusting, the cloud to dramatically
enhance the contracting process:
”Patients Know Best (PKB) is the first company to integrate

with the UK’s National Health Service (NHS) network to offer
a secure service that allows patients and physicians to
communicate on medical issues, and work together online.
The patients outside the network control access to their data
– they decide where to send their information and who to
share it with. The result is an extremely successful online
partnership between patients and their clinicians, allowing
patients to send and receive online messages, send data to
their clinicians and access medical notes from their doctors.
Challenge
PKB is using Google Docs, part of the Google Apps suite, to
revolutionize the patient-clinician relationship in the UK.
Since so much of their service deals with contracts and
sensitive private information, it was important for PKB to
instill a strong sense of trust in users – for that, they turned
to EchoSign. “We need to have operational excellence and we
In our latest 5.1 release, EchoSign has been enhanced to make the need to be able to move fast,” says Dr Mohammed Al-
biometric, or handwritten experience, even smoother on both signature Ubaydli, CEO, Patients Know Best. “We have a lot of
pads and iPhones. documents, a lot of moving pieces, and employees spread
across 4 different time zones so we need operational solutions
that help keep us organized, let us move fast, and are
inexpensive.” ....
No need to change anything on your side — we’ll autodetect what you are
using and enhance the experience. More here.
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS
Google Features EchoSign in its The One Where an SMB and an

Solutions Marketplace Enterprise Meet at an
JUL 29, 2009 02:17P.M.
Application
JUL 27, 2009 08:39P.M.
8
And while many of our workflows and nuanced features are only used by
our largest customers, our trademark ease of use — for the sender, the
signer, the manager, and his or her boss — is disproporrtionately
influenced by the sheer volume of our small customers. And that inures
to the benefit of users and customers of every size.
Redlining and Revisions Using

EchoSign-for-Google Docs
JUL 27, 2009 07:31P.M.
With the air starting to get a bit crisp at EchoSign headquarters, we’ve With EchoSign’s integration with Google Apps and Docs, you can now
kicked off our 2010 planning process a bit early. leverage the collaborative power of Google Docs to not only get contracts
signed, but first get comments, tracked changes, and “redlines”, from
There’s still a lot in store for 2009 (including a host of new features next your customers before they sign.
week) but one thing is clear: we’re going to stay committed to being the
fastest, simplest, most powerful way to sign contracts on the web. Here’s how:
For every company.
A question we often get is why we serve large, medium and small

enterprises. It is indeed a challenge. We need multiple levels of support,
different sales teams and channels, and a host of different features and
business models to serve enterprises of all sizes.
What we’ve learned though is that for signing on the web, there’s a
symbiotic relationship between the enterprise and the SMB, and we
suspect it exists for somewhat similar, adjacent web services as well.
The largest enterprises have the power of not just the purse, but the
power of people. What that means is that it’s much easier to get their
structured feedback, their product needs, their input on tactical
directions for EchoSign. For example, with BT, we regularly have First, go to the EchoSign Send tab and click “View” next to the Google
feedback sessions from dozens of managers on improvements to the Doc you want your customer to be able to redline / mark-up.
system. Furthermore, larger enterprises have dedicated personnel
assigned to work through and review SaaS and other IT solutions. They
are able to provide a longer-term perspective on ways for us to improve.
EchoSign will then automatically open and bring up the document in
All told, all of our improvements driven by our large enterprise editable form inside of Google Docs.
customers also enure to our 9,000+ small business customers as well.
This is what one would expect of SaaS. _______________________________________________
That the small businesses also help the enterprise customers even more
may be less obvious, but in fact the large enterprises are the bigger
winner in this symbiosis. Because the reality is that while it’s easier for
us to get a rich level of long-term feedback from our enterprise
customers, the small businesses simply dwarf them in number. And
because they don’t have an IT desk, or a support team, or an apps group
— we hear the feedback directly, immediately, and loud and clearly,
every day.
9
On Google Docs, click the big blue “Share” button, and pick the specific
option to “Get the link to share”.
Select the options “Allow anyone with the link to view (no sign-in
required)” and “Also allow them to edit“.
_______________________________________________
Then just email the URL/link to the other party.
_______________________________________________
You’ll then be able to track in real-time any suggested changes from the
other party inside of Google Docs, and do real-time “tracked changes”
and compare your version to their suggested changes (click on the image
to the left to see an example).
10
EchoSign is now regularly used in over 100 nations across the world.
Our top countries by users, in order, are pretty much what you would
expect: the U.S, the United Kingdom, Canada, Australia, India, Germany,
France, Netherlands, Ireland, Spain and Sweden.
______________________________________________
In the short-term, the biggest questions around global e-signatures and
e-contracting are around legislation. A basic overview of e-signature law
in North America and Europe is here (note: PDF), and please contact
support or your EchoSign rep for a more detailed primer and best
practices guide to deploying electronic signatures globally.
Beyond legislation though, looking forward a few years, the bigger issue
for global electronic signatures is likely going to be how billions of people
worldwide interact with and use the internet. The current paradigm is
based around email (for notification) to a PC-based web browser (for
signing) with a secondary mobile signature option. This works well for
the above countries.
However, in much of the developing world, the paradigm is radically

different, with mobile devices and mobile connectivity the primary way
of accessing the internet. Email in many cases is irrelevant, and SMS
Once you’ve agreed to (or rejected) all the changes, the finalized
dominant. Coupled with that are interesting developments like India’s
document will be automatically ready to send right from the Send tab.
announcement it plans to spend over $5 billion in USD to issue
biometric identity cards to its 1.2 billion citizens to enable, among other
functions, digital signatures for many of its citizens who in many cases
lack the stable broadband connections and ubiquitous PCs we have here
Just click “Select from Google Docs” on Send, check the document, and
in the U.S. and in Europe.
the finalized version will go out for an instant e-signature.
We’re laying the groundwork now not only for the way people sign on the
web today, but also how they’ll be signing in 2013 across the world. Look
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS for more here, with initial steps beginning in our next release in mid-Q3
2009.
E-Signing Across the Globe, and
in 2013
JUL 16, 2009 03:02P.M. ECHOSIGN TIPS AND TRICKS
Edit before Sending with Google

Docs Integration
JUL 15, 2009 06:45P.M.
11
There are now two ways to “store” your form documents on EchoSign, Three months ago we looked at the aggregate, anonymous opt-in
edit or update them to finalize, and then send them out for signature. EchoSign benchmarking data and declared, a bit ahead of the market, a
“return to normalcy”.
The first way is through our Document Library, where you can upload
documents you use again and again — and share them across your We made no claims about the underlying health of the economy in Q1,
company. In the Doc Library, you can also optionally add fields to be but made strong data-driven claims from our benchmarking data that
filled in before Sending if you like (e.g., price, amount, address of signer, sales teams across the country were seeing a return to normal business
etc). processes after the post-Lehman paralysis in Q4 and early Q1.
Our insights for Q2 aren’t quite so prophetic, but are confirmational.

Customers who have opted into our technology-vertical benchmarking
The second way is to use Google Docs. By uploading a document to your groups (e.g., SaaS) saw material upswings in contracting rates for each
Google Docs account (you can create one at docs.google.com), you get month in Q2 over the corresponding month in Q1. (see the chart at the
one powerful advantage: you can now directly full-text edit those entire left/top) - Apr over Jan, May over Feb, June over Mar. It’s important to
documents online before you send them out. Just click on “view” sext to look at individual months in the quarter as activity historically is
the Google doc file, and you’ll not only be able to view the doc online strongest on the last month of the quarter (as companies seek to “make
before sending, but be able to edit it in its entirety on Google’s online their quarter”), and weakest during the month in the middle of the
word processor. quarter where there’s typically not as dramatic a push to close (the mid-
point between quarterly goals).
However, other categories in benchmarking did not see an

ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS improvement. HR, Telecom, Media and other categories were essentially
Q2‘09 Benchmarking Report: flat over Q1.
Tech Outperforms So Q1 saw a return to normalcy. Q2 saw tech lead the way in pulling out
of the recession. But the rest of the economy seems to not yet have
JUL 10, 2009 01:57P.M.
followed tech’s lead.
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ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS increased by 30 percent from April to May, continuing
a trend for the company, and many of the company’s
InsideCRM: “EchoSign Thrives new customers came about “virally” after they signed a
in the Era of Quick Time-to- document electronically. “Our goal is to acquire 70
percent of our customers virally,” Lemkin says.
ROI”
JUL 07, 2009 08:11P.M.
Why is Echosign doing well? They’re one of an
assortment of CRM “peripherals” that are
doing well in the recession by providing very
fast return on investment for relatively little
expense. “It absolutely makes sense that there’s an
acceleration of interest in tools that are instantly ROI-
positive,” Lemkin says. The trick is making sure that
the prospective users understand the value of the
technology in question.

InsideCRM had a nice update on our latest Summer release (new
features) that identified a lot of the key reasons it’s picked up
Upstate Cerebral Palsy: 60
quite a bit of steam ... signing the way you want ...
Years, 70 Locations, and 89%
Adoption
JUL 06, 2009 07:01P.M.
“The new version allows users to sign – as in, draw
their names on a screen in the same way they’d take a
pen to paper – as well as digitally ink contracts. ‘These
are truly written signatures, only you can have them
work on a BlackBerry or an iPhone.’ The Palm Pre is
also part of the mobile mix.
Contracts can also be signed and managed

through Zoho and Salesforce.com, and
Two groups we tend to learn a lot from are non-profits, and well
through Google Apps, Google Docs and Adobe established organizations. We learn a lot from non-profits because they
Acrobat. The new version also includes a new pdf.-to- have to do so much with so little. And we learn a lot about business
html engine. “There’s a lot of value to .pdf forms, but process change from organizations that have been around for decades
they aren’t really meant to accept signatures,” Lemkin (or longer).
says. “We essentially rebuilt Acrobat to enable .pdfs to
be approved and signed in html.”
So it was great to hear just how much, and in what ways, 60-year old
Upstate Cerebral Palsy had done with EchoSign to automate its signature
EchoSign allows subscriptions to start earlier,
process:
to close customers who might otherwise be anxious
about completing contracts, and feeds data about
unsigned contracts to sales reps, who can then
proactively work on the final step in the sales process. “Each month we had 3-400 documents that needed
internal signatures, and the manual process to collect
signatures was not working.” Bruce implemented an
EchoSign has had a good year, says Lemkin – sales
13
online system using forms created by Acrobat and You can now select Advanced signatures, which allow an instant script
stored centrally online. However, users had to open a signature placed anywhere in the document, or if you want, Handwritten
biometric signatures, where signers can sign with a mouse.
form, complete it offline, re-attach, and email it off for
one or more signatures that repeated the process.
There are two ways to pick an Advanced signature. First, you can do it
“This was better than our volunteer courier system,
for any document on a one-time basis just by clicking “I would like to
but not by much because many of our users had old position signatures or add form fields” on the Send page:
versions of Acrobat and not everyone in the
organization had email.”
They went on to take a user-poll and share the results back with us:
Recently, Bruce sent out a satisfaction survey on

EchoSign with the following results: That will automatically select an Advanced signature where the signers
can choose to either sign via a paper-like script signature, or a biometric
handwritten signature via a mouse.
• 57% were very satisfied
IIf you’d like to automatically have every document be an Advanced or

• 32% were satisfied
Biometric signature, just go to the Account tab and under Signature
Preferences pick Advanced or Biometric as your new default. You can
• 30% have used EchoSign 6 or more times
always change back to Standard later if you prefer.
• 80% had signed at least 2-3 documents with EchoSign
• 46% had learned EchoSign on their own
• 7% have signed their approvals on their home computers or

with handheld devices
“For us these are very impressive statistics. We

couldn’t be happier with EchoSign.”
Picking Script or Biometric

Signatures as Your Default
Signature Type
JUN 22, 2009 01:08P.M.
EchoSign has added two powerful new ways to sign in addition to our
trademark Instant e-signatures.
14
ECHOSIGN TIPS AND TRICKS most typical EchoSign customer.
EchoSign Spring/Summer 2009 Atlantic Realty has been doing business for over 25 years, renting out
vacation homes and doing business with good old pen, paper, paper ads,
Release Launches and the telephone:
JUN 22, 2009 01:03P.M.
“There’s a lot of paperwork associated with the vacation rentals. “We
EchoSign’s Spring 2009 release is here. The theme: Sign the Way You send out about 20 contracts per property,” says Nancy Beasley, Property
Want. Manager. “During our reservation high season, from January to June, we
probably send close to 1000 documents per month.” During the balance
E-Sign, Fax Sign, Mobile Sign ... as well as a slick new Biometric of the year, Atlantic Realty sends out approximately 500 documents per
Handwritten Signature option so you can sign right with your mouse on month to home owners and guests.”
the screen!
They learned about EchoSign from a trusted advisor, and decided to take
And forms go 2.0 with a native PDF-to-HTML form editor, so no more the plunge.
need for Acrobat ... and if you have PDF forms, we’ll webify them
instantly, on the fly! ““EchoSign was very easy to implement”, says Nancy. “We had one
training session ... and we were ready to go. Our agents still tell me how
A preview video is below and a tour of the major features is on the easy it is to use EchoSign.” Now, Atlantic Realty is sending out 99% of
Summer09 blog here. their documents for electronic signature and only 1% for fax signature.
“Most of our customers are very comfortable with electronic signatures.
However, EchoSign’s fax capability is great for those [1%] that want to
sign the ‘traditional’ way.”
So what’s changed for a 25 year old property rental business like Atlantic
Realty? Well the properties haven’t. Most of the vacation homes in Kitty
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS Hawk, NC are likely the same ones that were there three decades ago.
The principals are the same.
“After 25 Years, We’ve Gone to
But what has changed is how they get their customers. From the
99% E-Signatures” internet. So what would have seemed odd just 5 years ago — closing
JUN 20, 2009 11:25P.M. their customers over the internet — now becomes natural.
We love Facebook. But most of the business world is a lot closer to

Atlantic Realty. And they’ll continue to accelerate the rate at which they
use the internet to acquire, engage, track — and close — their customers.
And that’s what we’re all about.
A good friend of EchoSign often takes the position that many of the users
Computerworld: “It Couldn’t Be
of web-based electronic signatures are very tech-focused, relatively early
adopters.
Easier” than with EchoSign
JUN 18, 2009 07:56P.M.
There’s some truth to that - we’re proud to count tech leaders like
Facebook, Iron Mountain, Citrix, Dell, SAP, HP and others as our
customers.
But the bulk of our customers are just seemingly ordinary businesses
that one way or another, do business over the Internet. This recent case
study from Atlantic Realty caught our eye and represents perhaps the
15
SaaS, web services, the Cloud, call it what you want. It’s for every
business now. Close in on the web with EchoSign.
BT Features the “Best of Breed”

in Cloud Computing
JUN 16, 2009 10:09P.M.
Computerworld published a great piece today on how high-end bike

apparel maker Pearl Izumi has resurrected its $10m business with SaaS
and EchoSign and our partner Box.net:
”Nearly eight years ago Pearl Izumi Inc., the high-end apparel
maker for cyclists and runners in Louisville, Colo., shut down
its custom clothing business because it was not hitting profit
targets. Today, new services available online are making it
possible for the company to revive a proven revenue-
generating business, only this time with the expectation that
the profit margins are in line with corporate strategy ...
BT has just put up a terrific web presentation on how it and its
According to Regan, to make the high-end customization business unit a 1,000,000+ SMBs use best-of-breed SaaS/cloud computing applications.
success he needs online services that are “highly knucklehead resistant.” Highlighted are Salesforce.com, NetSuite, Sugar, Genius, Ribbit and
He describes his market as comprised of users, largely bike shop owners, EchoSign/BT eSignature.
lacking deep computer technical skills and are short on patience.
“I wanted the lowest common denominator for customers,” he says.

Why cloud computing for 1m+ SMBs?
And he thinks he’s found it for the sales process in two services,
one Box.net Inc. in Palo Alto, Calif. and EchoSign Inc., also in Palo Alto. • Visibility
With the former service, Pearl Izumi’s customers can collaborate with
apparel sales and design staff to create everything from the garment’s • Better Sales Productivity
fabric and features to quantities and prices. Then EchoSign attaches the
output from Box.net in a drop-dead-simple signature-processing • Win Rates and Deal Sizes Go Up
service.”
• Sales Cycles Go Down
“It couldn’t be simpler,” he says.”
Click here to watch through it. It’s quite an excellent discussion of how
16
to use Cloud Computing to expand the success of your sales and posts to buy and sell shares of some of today’s most exciting
marketing efforts and teams. private companies, including Facebook, LinkedIn, SolarCity,
Tesla Motors, eHarmony and more.”
Buy and sell shares in Facebook,

Tesla, & Twitter with
SharesPost + EchoSign
JUN 16, 2009 02:20P.M.
The first post-beta transaction was in green-chic Tesla Motors at $10

per share — valuing Tesla at just over one billion dollars.
One of the neatest EchoSign integrations formally launched today:

A few shares in EchoSign will be available shortly, valuation tbd.
SharesPost + EchoSign. You can see coverage today in the Wall Street
Proceeds will be donated to the Arbor Day Foundation.
Journal, Mercury News and New York Times, and more.
Check them out here.

SharesPost has created a truly exciting secondary market where
corporations and qualified individuals can buy and sell shares in many of
the hottest pre-public companies, including Facebook, Tesla, Twitter,
and hundreds more.
To automate the contracts for the transactions, we’re pleased that Marketo: “We EchoSign’d the
SharesPost turned to EchoSign to make the process as simple and
efficient — and automated — as possible. agmt to the CFO. He signed on
his Blackberry. We Closed the
“Available today in public beta, SharesPost is poised to Deal.”
become the largest community for private equity transactions JUN 15, 2009 09:48P.M.
and the central hub for private company research and
valuation data. By offering independent third-party research
from Next Up! Research and VC Experts; escrow services
from U.S. Bank; and electronic signature from EchoSign,
SharesPost is providing the transparency and low-cost
execution required to drive market liquidity. The SharesPost
community has already seen an increasing number of new
17
Salesforce + EchoSign on the

Secrets of Partner Success
JUN 11, 2009 05:54P.M.
We had a great visit with EchoSign customer Marketo, Inc. when Bill
Binch, VP of Sales and Customer Success, dropped by our offices a few
Thanks to the hundreds of you that joined Salesforce.com yesterday for
weeks ago. The full story is here, but some excerpts below:
their webinar featuring EchoSign and ServiceMax as Success Lessons for
Force.com/ AppExchange Entrepeneurs.
Both EchoSign and ServiceMax were named by Salesforce last year to the
• “We’ve seen the incidence of redlining on custom SLAs
“Best of 2008” Salesforce applications and Salesforce invited us to share
(service level agreements) reduced by 50-75% so we engage
our learnings.
less in contract negotiations, and experience a smoother
closing process” We’ll put the full video and slides up shortly and continue to answer all
follow-up questions.
• “Since using EchoSign, signed contracts are returned on
average in 2 days, with the fastest turnaround in 5 minutes.
But our favorite piece was the end-of-the-month story:

Summer 2009 Release is Here.
Our Biggest Release. Ever.
JUN 11, 2009 02:04P.M.
Finally, EchoSign has helped Marketo close key end-
of-the-month business. “It was Saturday, Jan 31,
5:30pm. The customer contact indicated that his CFO
needed to counter sign the agreement and he said to
me, “I’m not sure my CFO can get to a fax machine this
late on Saturday”. We “EchoSign’d” the agreement to
the CFO and he signed it on his Blackberry. We closed
the deal and that’s what counts.”
We’re extremely proud to announce the full roll-out of EchoSign’s
Summer 2009 Release. The theme: Sign the Way You Want. We’re
taken all the learnings from the past 3.5 years from you, our 10,000
Sign How You Want. Where You Want. Even Saturday, January 31, at customers and 800,000 users, and dramatically enhanced the ways you
5:30pm. We love it. Thanks Bill. can create, get data from, sign and manage your contracts.
There’s a two minute video tour if you click the above image, or go here
for a tour of many of the key new features. And highlights after the
break.
18
processing last week and it’s over 247. I.e., there are over 247 ways faxes
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS come into EchoSign if your customer decides to fax sign instead of esign
— and that’s just one little piece of our system. Overall, we count almost
A Record May 6,000 workflows in our system, or 1 for every 1.58 customers ;)
JUN 01, 2009 09:50P.M.
So we can’t do it all. That’s where our friends and partners come in.
They leverage EchoSign in two ways — via our API, and in the Salesforce
ecosystem, via our Salesforce custom object (which eliminates the need
to even use our API).
Today our friends at Box.net for example introduced a terrific workflow

for their 2,000,000 users that we just don’t do (but that those analysts,
Wall Street types, and VCs always ask about): approve, update, review,
and sign. And it’s quite powerful.
Green shoots. We’ll take them these days where we can get them.
We wanted to update you and let you know May was a record month for
EchoSign. New paid customers were up over 35% from our previous
record, and we added another 50,000 new active users for the first time.
Have a contract you need internally reviewed, commented on, changed,

and then signed? There’s plenty of sophisticated enterprise software that
can do this elegantly, but Box.net expands this to businesses of every
Perhaps most importantly, for the first time, a majorty of our new size. Now, you can upload a contract to Box.net; have all your internal
revenue and users came from you, i.e. “virally”. parties comment; they can propose edits; the master contract can be
updated internally with comments; and then it can be sent off to be
signed and filed via EchoSign — all on the web, all with no software or
We’ll continue to say thank you in every way we can — principally by anything to learn.
continuing to rapidly improve and evolve our product. Our very big
Spring 2009 release comes out in phases, starting this Wednesday night, Does this happen with every contract, evey day? No ... the vast majority
with a full roll-out to our customer base early next week. More details of contracts do not go through deep review, but merely a rules-based
shortly (most users have already received an email update), and a quick sign-off. But by leveraging the Box.net-EchoSign integration,
preview is on the tips.echosign.com blog. approve/update/finalize/send/track/sign can now all be automated
whenever you want. Pretty cool.
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS It indeed takes a village to do everything. We’ll keep you posted as our
It Takes a Village partners add high value workflow extensions like these to EchoSign.
MAY 26, 2009 01:14P.M.
One of the most common questions we get from financial analysts, Wall
Street, VCs, and others who do not actually use EchoSign is, “So what
else are you going to do? Redlining? Term extraction? Collaboration?
Seems like you’ve sort of nailed that signing stuff.”
We could, but it turns out just signing, tracking, and filing contracts the
exact way over 9,500 customers want it signed is pretty much an endless
job ticket for our engineers. It turns out that while the majority of
businesses use contracts to close their customers, they each do it slightly
differently. For example, we counted our workflows around inbound fax
19
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS Customer example

Onvia (Nasdaq: ONVI) a company that tracks all government
EchoSign Named 2009 WhizKid purchasing activity in addition to commercial and residential
projects in development for markets such as architecture and
for Front Office Innovation: engineering, construction, IT/telecom, business consulting
services, operations and maintenance, and transportation.
“Deceptively Simple and The company has more than 8,400 subscribers across the
United States that rely on them as a comprehensive resource
Disruptive” for industry-specific information needed to make intelligent
MAY 20, 2009 11:30A.M. sales decisions.
Onvia needed an efficient way to close service agreements.
With a volume of 300-500 sales contracts per month, they
needed an application that allowed their sales reps to close
customer sales while they were on the phone. A key
requirement was that the tool needed to be easy to use for
both the sales reps and their customers ...”
The full report is here, and congratulations to EchoSign customers Zuora

and Right90, also winners!
We’re very pleased to have just been named one of the seven “WhizKids”
of 2009 by Beagle Research, the leading CRM analyst firm (you can find
Beagle and its research all over Salesforce.com’s website, among many
others). Dennis goes on to predict that companies that dramatically improve
operational excellence will be the winners coming out of this recession,
We won this award together with our customer Onvia for excellence in much like Salesforce and WebEx were the winners out of the last one:
this year’s theme “Making Your Company Easy to Do Business With”.
Amen - that’s what gets us up in the morning. “Coming out of the last recession we saw new dependence on
web based meetings and on-demand software delivery. I
think every recession generates some winners like that. From
“Why we like them [EchoSign] this recession, it is becoming clear that social networking is
The contract management process has not changed much becoming absorbed into the business software suite. I also
since the broad dissemination of the fax machine and the think solutions that enable higher levels of operational
introduction of overnight package delivery in the 1980’s. excellence within each vendor will be natural outgrowths of
Regardless of the size of a deal, parties tend to go back and this downturn.
forth with negotiations and while this was manageable in the These solutions cut fat without damaging muscle — often a
1980’s today many more products and services are available tall order — and they prepare us for an upturn that will be
and require some form of contracting—about 50% by our tepid. There will be growth but it won’t be as robust as we
estimates. had come to expect in the last few years and we will all need
In an on-demand world where we can utilize software over operational solutions that help us cope. Fortunately the
the Internet in minutes, it makes little sense to take days to wheels of innovation continue to turn and we get what we
finalize contracts. EchoSign has a deceptively simple solution need, just in time.”
that accelerates the contracting process to something close to
Internet speed. The product can’t do anything about the
human input in negotiations but it takes the latency out of
sending documents, capturing signatures and managing
those documents for quick retrieval over the life of the
agreement.
EchoSign takes the pain out of paperwork involved in
contracting, and makes closing a deal on the Web as simple
as it is to work on WebEx or track in SalesForce. Ultimately,
it fixes a process for managing a high volume of contracts
that has been broken for too long. For all of that, they deserve
a 2009 WizKids award.
20
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS business to a massive one.”
“How I hired 9 people in 7 cities More here on making 9 hires in 7 cities in 21 days with Craigslist, Gmail,
Excel, Genbook, Comcast VOIP, and EchoSign.
in 21 days using EchoSign”
MAY 19, 2009 01:13P.M. Net results: 9 hires for $165. Disruptive technology indeed.
We’re not all quite like Mike yet. But we’re all getting there, on one path
or another.
JMP Securities Names

EchoSign to “Hot 100” Best
Privately Held Software
Companies of 2009
MAY 12, 2009 05:19P.M.
This was simply a great and rather humorous post on how web services
can dramatically accelerate your business:
“Here’s what I faced: I had about 3 weeks to hire 6 to 9 people to work as

City Editors for the CultureMob blog. They were going to be located in 7
different metro areas and we could only pay them a small monthly
stipend. Like many start-ups, we had no money and even less time to
waste.
Given enough time, I’m certain I could have found people one by one,
but there was simply no time to do so. Instead of Dinner Impossible, this
was Hiring Impossible.
I turned to [six] low-cost and free tools online to find people, interview
them, and get them signed to a contract. I started on April 23 and got the
last contract signed on May 13. Here’s how I did it: ...”
EchoSign is extremely proud to announce that for a second year in a row,
More here with his nod to EchoSign: we’ve been named by JMP Securities to the “Hot 100”.
“6. Echosign.com. ... This application is so good, and so bullet proof JMP is one of the leading technology investment banks and each year
that it was worth the extra $15 to easily get e-signatures on the contracts. researches its list of the best privately held software companies.
It’s clear that this application could handle everything from a small
21
This is one of the great insiders’ awards, with the list including most of Network Solutions, one of the web’s early big success stories and its
the up-and-coming leaders in SaaS. Congratulations to our customers largest provider of domain names (among other key SMB web services),
who also made the Hot 100 — over 20% of the Hot 100 are our recently gave a presentation at the Sales Leadership Conference in Las
customers. Vegas on “Accelerating Sales with Sales 2.0 Solutions”.
Criteria for inclusion include momentum, customer success, and path to Network Solutions’ toolkit was interesting and reflective of where sales is
successful IPO. Seven of the 100 are already in registration for an initial today and is rapidly going:
public offering, even in these challenging times.
* Lead Generation: Enhanced with SalesGenie to search prospects
Key themes JMP found gaining momentum this year were: and leads dynamically
• Sales and Marketing Automation - which they call * Salesforce.com to manage prospecting, proposal generation, closing
“smarketing”. Leaders highlighted here include Eloqua, Genius, and account management
Jigsaw, InsideView and Marketo — all of whom are our customers -
congratulations! * Social Media tools such as Twitter and blogs to create communities
that strengthen your sales force
• Cloud Computing. OK, we get it ;) EchoSign customer
RightScale is highlighted, along with BlueArc and Parallels. and ..
• Analytics and Data Integration. * EchoSign to automate and ensure “quick and easy closes” (see their
demo above/left)
And thanks to you, our users and customers, for creating the traction and
goodwill to propel EchoSign to a second straight win here. Finally, Network Solutions noted that “Going Mobile” is the future of
sales. Indeed. We’re proud to support mobile signatures across almost
any browser-based device - Blackberry, iPhone, Android, etc. and offer a
unique mobile interface.
What’s “Sales 2.0” today is rapidly simply becoming “Sales” as more and
Accelerating Sales with Key more businesses find, track, manage and close their customers on the
web. We’re proud to be the leading sales tool in closing contracts and
Sales 2.0 Solutions (or what business on the ‘net.
EchoSign and Twitter have in

common) ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS
MAY 06, 2009 02:25P.M.
EchoSign Named Tie50 Finalist
MAY 05, 2009 03:17P.M.
EchoSign is pleased to have been selected by TieCon, the world’s largest
22
conference for entrepeneurs, out of 1,200 nominees as one of the web.

finalists for the Top 50 startups of 2009.
What that means is whether you are a Fortune 500/Global 2000
EchoSign is a finalist in Internet Infrastructure (hmmm) ... please give us customer like BT, GE, Dell, Qualcomm, Pulte Holmes, First American,
a vote here if you haven’t already: www.tie50.net/polling. etc. etc.; a small business just closing your first customers; or somewhere
in-between like Mr. Klugman’s company — and to be clear, the needs are
We’re proud to have won some terrific awards in our history, including often rather different — the product is still “easy, simple and a no-
Best App of 2008 from Salesforce.com for Contract Management; Hot brainer”.
100 by JMP Securities; Three-time AppExchange Essential; Red Herring
100; and more. Look for us taking this to the next level in our Spring ‘09 release, out
shortly.
TiE has become perhaps the most influential global entrepeneur society
and speakers this year will include Hans Morris, president of Visa; Brad
Smith, CEO of Intuit; Reid Hoffman, CEO of LinkedIn; and Paul Maritz,
CEO of VMWare, and many more. ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS
Again, votes are much appreciated for the final round: BT @ CloudForce London: “Last
www.tie50.net/polling
Month, We Did 25,000
Contracts Using EchoSign E-
Signature”
Simplicity + Value = No Brainer APR 20, 2009 03:04P.M.
APR 29, 2009 01:54P.M.
EchoSign was proudly represented by BT at this month’s Salesforce.com

Cloudforce in London.
Bill Murphy, Managing Director of BT’s entire SME business, gave part
of the keynote together with Mark Benioff. You can see it here. Bill
describes why BT has made such a big investment in SaaS: “Speed.
Velocity. Agility. and Utility, all wrapped together in a very agile
At EchoSign, we’ve been doing this for quite a while. As our space fashion”.
continues to heat up, we’re staying true to our vision from 2005: to be
the easiest way to get contracts signed, tracked and filed. He then goes on to talk about eSignature and EchoSign at about 2:00:
What’s changed over the years is what it takes to make something “Last month, we did 25,000 contracts, all using [EchoSign] eSignature
“simple”. With thousands of workflows and dozens of ways to sign, we ... 2 years ago, all of that would have been post ... Our velocity is signing
have to keep on our toes to allow our users access to that power without contracts went from days and weeks to literally on average 40 minutes .
diluting the core — the ability for any two parties, of companies of any That’s a huge productivity burst ... And those are the things we’re looking
size, to get a contract signed in just minutes, or even seconds, on the at to transform ourselves, and deploy back out to our customers so they
23
can use them.” tools (including EchoSign) that fueled that growth.
See it below and more after the jump from BT and EchoSign at The interview is an interesting one, in terms of best practices in cold
Cloudforce. And don’t miss the Marc Benioff bear hug at the end of the calling, prospecting, enterprise vs inside sales, upselling, and much
video. Not sure our British colleagues knew what to make of it ;) more.
“AS: What sales tools and technologies did you use?

BL: Among others, we used salesforce.com, Jigsaw, Hoovers,
GoToMeeting, LinkedIn, Eloqua, and EchoSign.
BT also did a tremendous job demo’ing EchoSign-for-Salesforce. He’s an AS: How did the Sales 2.0 technologies help you sell?
example from the BT booth: BL: Lots of ways. Jigsaw and Hoovers helped alert us to who the
players are in a given account. LinkedIn got us to the right people
faster and increases their response rate because an individual reaching
out to another individual makes the outreach more personal. EchoSign
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS accelerated the contracts cycle.
Using Sales 2.0 Tools to 10x the AS: What have your sales results been?
BL: When I started, we were producing $20,000/MRR. Two and a half
Productivity of Your Sales Team years later, with the same sales team, the productivity increased to
APR 18, 2009 09:23P.M. $700,000/MRR.”
Much more here.
100% Wind Powered E-

Signatures
APR 16, 2009 07:56P.M.
The Sales 2.0 Advocate has a great piece entitled “The Emergence of the
Hybrid (Telesales/Field) Sales Rep” here.
Bill Lohr is interviewed on his experience growing a leading web content

management company’s revenues 35x over 2.5 years, and the key sales
24
In honor of upcoming Earth Day, we wanted to highlight how we are

working to go Green 2.0.
Making your contracting process paperless with EchoSign is obviously

one of the simplest things you can do to go green with web services. The
amount of waste from contracts is particularly alarming, with, according
to CitiGroup, the average 8-10 page contract being photocopied, printed,
or reprinted, almost 10 times by all the various parties and departments.
Going to EchoSign can cut that waste 90-100% overnight. And we

appreciate the nods from companies like BT, HiDef Web Solutions,
Qualcomm, The American Lung Association, and many others on how e-
contracting has materially contributed to their Going Green efforts.
Having said that, there is still more that can be done. Going paperless by
using e-signatures is the low hanging fruit. But there are stil those pesky
servers. So we’ve gone Green 2.0 and 100% wind-powered.
Based on our calculations of about 71 customers per server in our

application, we believe that EchoSign circa January 2009 cuts your total
The San Jose Business Journal did a full-page profile of EchoSign today
energy consumption vs. using paper by about 90-95%, depending on the
(online now here) with some good insights on the market.
number of iterative copies.
The part that was of particular interest to us was the focus on the
To get that up to about 97%, we’ve done the following:
connection between contracts and doing business on the web. As the Biz
Jornal noted, “What do contracts and the Internet have in common? It’s
• Database and file enhancements to enable more customers / server
virtually impossible today to do business without them.”
• Upgrade of server configurations to most energy efficient CPUs,

Electronic signatures are somewhat interesting on their own. But
storage and memory; and
frankly, they are nothing new, especially IT-based solutions. The
majority of tax returns will be e-signed this year, for example.
The final step is offset all server energy consumption with 100% wind-
powered renewable energy credits. EchoSign uses NativeEnergy to fully
Electronic signatures as a way to sign on the web, when more and more
offset all power consumed by our servers, and an estimate of the energy
business is being done on the web — that’s something much more game
consumed by our senders and signers as well.
changing. When we started EchoSign in 2005, we did so because we saw
the Internet connecting every business at least via email. And we
believed the contract was the missing piece to automate transactions.

Fast forward to 2009, and it’s not about email of course ... the web has
What Contracts and the taken over all businesses, small, medium and large, tech focused or not.
Whether it’s tracking customers in Salesforce, doing demos in WebEx or
Internet Have in Common GoToMeeting, or closing them with EchoSign ... the point is, the web has
become the hub and focus of millions and millions of businesses
APR 15, 2009 12:41P.M.
worldwide.
Connect the Internet and contracts together ... as elegantly and simply as
your other web apps ... that’s not just interesting. That’s the present for
many, and the future for all.
25
ECHOSIGN TIPS AND TRICKS those who see it as a key business enabler and one that further unlocks
the power in contracting and signing on the web. There are others who
Drag EchoSign to Your see “collaboration” as a bit of a Web 2.0 distraction, with the vast
majority of contracts being relatively formulaic, with no need to chat,
Browser’s Toolbar & Send Even interact, review or even redline.
Faster We think they both views are right — and so we work the way you work.
APR 14, 2009 04:21P.M. On that note, two interesting developments over the past week. First,
our friends and partner at Zoho launched Zoho Chat inside of Zoho
Writer. What does this mean for you? Well, EchoSign has been natively
integrated inside of Zoho Writer, the web’s leading standalone word
processor, since early 2007. With EchoSign-for-Zoho Writer, you can
collaborate on a contract together with your internal team (edits,
revisions, etc) or with a customer, and then get it signed in seconds with
the “DigiSign” link which directly links to your EchoSign account. Last
week, they added Zoho Chat to the mix, so you can now do instant-
messaging with your collaborators as well as you draft, iterate, and e-sign
a contract. Very cool.
Even slicker — at least visually — is our integration inside of Cisco

WebEx Connect, enhanced via some Hollywood special effects.
EchoSign is the only electronic signature solution integrated by Cisco
WebEx and a visualization of it was dramatically featured in the last
episode of Fox’s hit show “24”. The President discussed an “Executive
Pardon Order” with several members of her team over a WebEx video
chat, and then digitally signed it in seconds.
You can save several steps using EchoSign by adding the Send tab right
to your browser’s toolbar.
Whether you work it in WebEx, or create it in Zoho Writer, you can close
it with EchoSign. Thanks to our friends at WebEx for the tip-off.
Here’s how: just click on the Send tab and drag it right into the links
toolbar in Firefox or IE. See how in the image to the left.
Then, you’ll be able to instantly get to the Send tab in one click. You’ll
save having to go to Home, or even having to log-in first.
Cutting Your Costs by 66% With
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS EchoSign and Best-of-Breed
EchoSign on “24” SaaS Apps
APR 05, 2009 02:53P.M. APR 02, 2009 04:32P.M.
At EchoSign we didn’t attend SaaSCon this year — with limited time, we

went to Web 2.0 Expo instead, and it looks like maybe we made the
wrong call.
It looks like there were several interesting dialogues on why SaaS and
web services adoption is really accelerating (beyond the hype), with real
ROI stories.
The role of collaboration in contracts is an interesting one. There are

Here was a neat one than Jnah Dash picked up:
26
“One CIO [on the panel] explained how he reduced his IT spend from With the release of anonymous opt-in benchmarking last fall, our users
$607K in 2007 to $259K in 2008 by switching to SaaS (Google Apps for have had access to unprecedented data as to what is happening in sales
gmail, videochat, documents, spreadsheets, charts, etc.). He adopted across their peer groups.
Netsuite as the core ERP/CRM application and picked other packages
like WorkOasis (facility management), Halogen (performance So what did we see in Q1‘09? A return to normalcy.
management), ADP (payroll. HRIS), and admin tools like Webex,
Echosign, eFax, Zoomerang, and VisualCV. His staff cost was Q3‘08 saw a huge huge push, but with an abnormal amount of
reduced from $166K in 2007 to zero in 2008. Hardware cost was contracting at the very end of the month as the economy began to fall off
reduced from $52K to $8K. His is a small size company selling exercise a cliff. Q4‘08 was the opposite: ennui, with usage dropping off toward
equipments. No wonder the first adopters of Saas are the small to the end of the year, when for the sake of our economy, we’d all hoped for
medium size companies.” a big end of the year push.
This is the heart of what’s happening. A combination of best-of-breed Q1‘09: back to business as usual, at least in terms of how we work and
web services — including EchoSign — cut this CIO’s IT spend in half, and sell. Yesterday (3/31), the last day of the quarter, was a record day for
his staff cost to, ahem, zero. Total savings: $514,000 a year, or a 66% EchoSign usage — but with the same general patterns we saw back in
cost reduction in his budget — with a positive impact on revenue. Where 2007 and Q1 and Q2 of 2008 ... relatively slow at the beginning of the
else can you cut costs in 2009, and also make more money by doing so? month, more contracts toward the end of the month, peaking toward the
very end of the quarter. In other words, what you’d expect in normal
sales, with folks trying to make quotas, cut deals, etc.
ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS There’s no question times are challenging. An insta-cure would be nice.
But what most of us simply want in business right now is a return to
Q1‘09 for the 750,000+ normalcy. Understanding what the rules are, and how to play by them.
Understanding that the economy is working as expected, even in a
EchoSigners: A Return to recession.
Normalcy EchoSign leading indicators suggest we’re back on the path to normalcy.
APR 01, 2009 02:55P.M. That’s a good thing.
Come See British Telecom and

EchoSign at CloudForce 2009 in
London
APR 01, 2009 12:42P.M.
27
New York Times: Web 2.0

Works to Solve Real-World 1.0
Problems
MAR 27, 2009 11:56A.M.
At EchoSign we like to think of ourselves as a Web 2.0 leader. But what

is Web 2.0? Is it all about social, tweets, and Facebook? (Yes, we do love
Facebook, one of our 9,000+ customers). Or is about something a bit
broader, what we like to think, web applications that leverage the
ubiquity of the internet?
For our customers, users and friends across the pond, please come see us
at Cloudforce 2009 in London on 7th April.
Well, luckily The New York Times agrees with our broader view and
highlighted EchoSign as one of the three killer apps for using Web 2.0 to
We’ll be hosted by our customer and partner BT (British Telecom),
Solve Problems. Subtitled, “Surprise! Web 2.0 does more than social
which has over 5,000 sales reps using EchoSign. In the U.K., BT also
networking”, the piece has a great interview with one of our customers:
resells a U.K.-localized version of EchoSign as “BT eSignature”. BT
eSignature will be prominently featured in their center pavilion at
Cloudforce 2009.
Cloudforce is free in 2009, which is quite a deal.
“We are moving to a position where ‘cloud computing’ is a widely

adopted norm for the way in which businesses think about and consume “I spoke with an EchoSign customer, Angela O’Grady, the
software and applications. Its a seismic shift which will create significant COO of Preferred Offices, a “hotel for businesses” in the
opportunities in changing cost and capital structures in business’ and Washington D.C. area that rents offices, meeting rooms, and
allow more and more business’ to benefit from applications that are too other business location services. “We started with EchoSign
complex to administer or expensive to adopt now. after a client sent our contract back to us with the service,”
said O’Grady.
BT are proud sponsors of Cloudforce London 2009, the world’s premier
software on demand event. Join us and our partners on the 7th April In two years, O’Grady said they’ve used EchoSign for 441
where we can demonstrate how BT can bring it all together for your documents, plus another 100 or so their customers printed,
business. Register for free now.” signed on paper, and returned. Clients don’t have to pay
anything to receive a document, just like YouSendIt doesn’t
charge the recipients of files.
“We’re selling the latest and greatest technology and

bandwidth,” said O’Grady, “and this is another nuance of how
we provide state of the art service for our clients.” Being high-
tech, and using EchoSign’s management tools, they now
know their average document signing time is 114 minutes.
That certainly beats the days it used to take to get contract
paperwork modified and signed.”
Going from days to close a customer — down to 114 minutes. We can do
28
the same for you.
29

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20 August 2009

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Collaborate, Review and Sign: EchoSign Featured at SIIA On

Now this is our kind of conference topic: driving revenue in

Enough of the post-Lehman negativity. We’re so done with

The Software & Information Industry Association, the

A survey of SIIA members showed pricing to be a very hot topic.

upfront are also key issues ....”

You can positioning signature blocks, use biometric signatures if you

ECHOSIGN TIPS AND TRICKS

ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS

The Future of Paper, and The

The full benefit of electronic records management was not possible as

iPhone and Blackberry

Brings The Transparency of

In our latest release, we’ve added a number of iPhone and Blackberry

First, we’ve enhanced the biometric signature process on the iPhone.

“One company finding value in the EchoSign solution

ECHOSIGN TIPS AND TRICKS ECHOSIGN TIPS AND TRICKS

Replacing / Changing Signers HTML Widgets Are Here! Sign

Another feature we’ve rolled out is enhanced ways to replace a signer.

If you’ve send a contract to someone, but it turns out another needs to

ECHOSIGN TIPS AND TRICKS

Picture, “Stressed Executive by Fax Machine”, from samples in David

ECHOSIGN TIPS AND TRICKS

Signing (and CounterSigning)

We’ve pleased to announce that in August, EchoSign-for-Clunkers will

”Patients Know Best (PKB) is the first company to integrate

ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS

Google Features EchoSign in its The One Where an SMB and an

ECHOSIGN TIPS AND TRICKS

Redlining and Revisions Using

For every company.

A question we often get is why we serve large, medium and small

Then just email the URL/link to the other party.

However, in much of the developing world, the paradigm is radically

Edit before Sending with Google

Our insights for Q2 aren’t quite so prophetic, but are confirmational.

However, other categories in benchmarking did not see an

Q2‘09 Benchmarking Report: flat over Q1.

ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS

Contracts can also be signed and managed

Recently, Bruce sent out a satisfaction survey on

IIf you’d like to automatically have every document be an Advanced or

• 80% had signed at least 2-3 documents with EchoSign

• 46% had learned EchoSign on their own

• 7% have signed their approvals on their home computers or

“For us these are very impressive statistics. We

ECHOSIGN TIPS AND TRICKS

Picking Script or Biometric

ECHOSIGN TIPS AND TRICKS most typical EchoSign customer.

We love Facebook. But most of the business world is a lot closer to

ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS

ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS

BT Features the “Best of Breed”

Computerworld published a great piece today on how high-end bike

“I wanted the lowest common denominator for customers,” he says.

ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS

Buy and sell shares in Facebook,

The first post-beta transaction was in green-chic Tesla Motors at $10

One of the neatest EchoSign integrations formally launched today:

Check them out here.

ECHOBLOG - ELECTRONIC SIGNATURE SOLUTIONS