DocuSign

Application for Electronic Signatures

Overview:

Target market identification, validation and alignment. Sales organization and operations required redesign.

Results & Accomplishments

  • Validated model by selling into target verticals
  • Optimized pricing and value proposition
  • Successfully re-engineered Sales and Marketing organizations
  • Hired, educated, and trained inside sales team
  • Took sales team from 2 to 16 over engagement
  • Took revenues from <$1m to >$19m in 36 months

                      Testimonial: Court Lorenzini (DocuSign's first CEO)


DocuSign

Objectives

  • Identify target verticals
  • Define Go-to-Market strategy
  • Create initial inside sales organization, processes, and team
  • Build Account Management team
  • Engage with new clients, close accounts, accelerate revenues
  • Develop metrics to manage and monitor sales performance
  • Develop Forecasting and Compensation Models

Increased "signature events" from 1mm to 18.7mm in two years. 

700% Sales increase during same period.

“DocuSign’s revenue grew dramatically while working with Altus Alliance to re-engineer our sales model. They improved sales by creating both Inside Sales and Account Management functions and including sales methodologies that can be consistently executed and measured.” 

Court Lorenzini, Co-Founder & CEO, DocuSign