We're very pleased to announce that the 72,500+ customers of Salesforce.com have named us to "The Best Apps of 2009" as the winner in Contract Management. There were 10 category winners out of more than 1,000 apps on the AppExchange. We deeply appreciate the support. Press release from Salesforce and EchoSign after the break.
Continue reading "The 72,500+ Salesforce Customers Name EchoSign to "Best Apps"" »
We're very pleased to announce our customer and partner Google has chosen EchoSign as a launch partner for its new Google Apps Marketplace, which launched tonight.
Google has chosen a handful of best-of-breed web apps to highlight what can be done by its enterprise and corporate customers with Google Apps.
As of tonight, Google Apps customers can also now add EchoSign directly to their Google navigation at the top of every Google page -- and send Google Docs and other documents out for e-signature straight from inside Google or any Google application.
After adding EchoSign to Google Apps, you'll be automatically dropped into, and logged into, EchoSign from your Google toolbar, and be automatically sync'd with Google Docs and Google Contacts.
If you are a Google Apps customer, just click on the icon at the left to add EchoSign to your Google navigation.
If you're not an Apps customer, but use Gmail or other free Google Apps, you can still log into EchoSign in one click -- just click Sign in / Google at www.echosign.com.
We're proud to be recognized by Google as one of the leaders in enterprise SaaS applications, and to now offer full native integration with Google at all levels of our application. More information here.
GigaOm coverage noted GigaOm itself is planning to "happily integrate" EchoSign, which they already use themselves, into their Google Apps org.
A topic we think a bit about at EchoSign is - when will fax die?
The world is obviously moving to 100% web-based processes, with 100% web-based signatures a key part of that migration for businesses large and small.
The question is no longer if (as it was when we started EchoSign), but when, fax will die for signatures, and for most businesses.
No one has won the office pool here yet. Fax is still alive and strong, and EchoSign is proud to offer both a fax signature option with fax lines across the globe, as well as native eFax integration.
But we learned something interesting today from Kodak's presentation at the recent Sales 2.0 conference.
Kodak noted that just over 5 years ago -- 5 years ago -- they were doing $15 billion a year in consumer film. In fact, Kodak's market for film peaked not in 2000 as one might guess, but rather, in 2004 -- almost 4 years after digital photography became mainsteam.
But, today, that number is $200 million - a drop of almost 99%. In other words, Kodak's film business just over 5 years after its relatively recent peak is just over 1% of what it was.
Has faxed peaked? Likely. Will it decline at this rate? Who knows. But it may well be quicker that you think.
Can you imagine going back to analog film? It's just as hard to go back to analog signatures and analog contracting.
We're extremely pleased to announce that Fortune 100 Aetna Inc., the nation’s leading diversified health care benefits company with over 36 million customers, has chosen EchoSign as its company-wide enterprise solution to automate its paperless contracting process.
Aetna carefully examined the vendors in the electronic signature landscape, and quickly chose EchoSign for its ease of use and industry leadership.
Excerpts from Aetna's press release, and the full release, below.
“By implementing the industry’s first electronic contracting solution, we expect to decrease contract processing time from three weeks to one day on average. Aetna and participating physicians, hospitals and other health care facilities will also have significant savings in paper and postage,” says Paul Marchetti, head of Aetna’s National Networks and Contracting Services. “We continue to make it easier for health care professionals to do business with us, and we are helping create a healthier environment.”
Using EchoSign™ eSignature solution, Aetna’s paperless contracting process meets compliance, legal and security requirements. The electronic signature service provides a convenient, online audit trail for all contract processes and real-time visibility into the contract management process. It provides protection for both the sender and the signer during the signing process, including key authentication and privacy, fraud protection, and consumer disclosure. It is legally tested and trusted.
Electronic contracting is the newest among Aetna’s suite of electronic tools and capabilities designed to help health care professionals reduce administrative burdens and save money. Currently, approximately 74 percent of Aetna’s total transactions with health care providers are electronic. Aetna continues to invest in e-technology and introduce new service offerings that directly help physicians succeed – and limit environmental impact.
We're also pleased to be a key part of Aetna's green and paperless office initiatives.
Folio just published a great piece on how the Top Tech tools for media and publishing companies and executives.
Mark Crowther, CEO of Skram Media, publishing of Climbing and other properteries, had some thoughts about how Salesforce + EchoSign led to great efficiencies for his team, using a magazine-specific install of Salesforce.com:
"Mark Crowther
Founder, CEO | Skram Media
The biggest impact for Skram Media on back-end technology has been Salesforce.com. We have a custom install of Salesforce which has had a massive impact on efficiency across the board—ad sales, production and billing. In early 2007, after we acquired Climbing Magazine, I knew we needed to invest in a CRM that could ensure the sales team spent as much time selling (and as little time administering the sale) as possible. My ad sales manager at the time, Kevin Riley, who is now associate publisher, came from a software sales background where he had used Salesforce.com. So with his input and the help of BlueWolf we developed a magazine specific custom install of Salesforce. In addition, as we’re a Mac environment, we integrated an application from Conga to mail merge out of Salesforce to our standard IO. That cut down the IO preparation time from minutes to seconds. We also installed the Echosign app into Salesforce, which allows e-signing of IOs—immediately speeding up the signing process and also assisting with a paperless archive of the IOs to log with finance, sales and production."
How big is your Digital World? Is it just limited to the U.S.? To just English-speaking countries?
We thought not. It's a given that global multinationals that use EchoSign rely on our new Global Edition edition -- more here to come this week.
What less obvious is that Global capabilities are just as key to emerging and fast growing small and medium sized enterprises. The internet means we all can now sell (and contract and e-sign) across the world.
We were very pleased with Soul Shift Music reached out to us in a timely fashion -- an up-and-coming virtual music label, doing business across the globe with EchoSign. From Switzerland to Germany to Russia, even Macedonia.
Soul Shift Music is a virtual record label specializing in house music, and working with independent musicians across the globe. As of Feb 2010, Soul Shift Music has 75 releases and expects 20 more in the next few months. In addition to working with musicians across the globe, Soul Shift Music has 4 distributors worldwide (in the United States, Germany and Russia), and 6 retail stores selling their music to DJs and consumers.
“We started in 2004 as a paper company, in which a few years later turned into an independent publishing company with ASCAP ”, says Robert Simmons IV, CEO, Soul Shift Music. “It wasn't until late 2008 where we first started taking on independent artists. Today we have over 50 artists signed with our label – artists in the US, UK, Germany, South Africa, Macedonia and Russia.” The internet has helped this small independent company work globally. However, while the delivery of their artists’ music was digital, their contracting process was still paper-based. Not only was this expensive, it was also inefficient. Robert found that faxing agreements internationally was unreliable so he resorted to “snail mail” and found that he was spending $30-60 per month in postage alone. In addition to the cost, the hassle of international mailing was a time sink. “I would have to stay on top of the paperwork and go to my post box every day to see if contracts were returned. Sometimes contracts were returned 1-2 weeks later for ‘insufficient postage’ so I had to start all over again and re-send the contract.”
Soul Shift Music was looking for a way to take their contracting process online. “I’m a big believer in the digital world”, says Robert. “Someone sent me an agreement to sign digitally, and I knew I needed to get this for my business.” After online research, Robert chose EchoSign over two other competitors. “I started with a free trial, and to me EchoSign is the most legitimate vendor in the space, and their product is the easiest to use.”
Soul Shift Music is reaping the benefits of taking their contracting process online. “In the past 30 days ... an agreement was sent to Switzerland, and signed and returned 3 days later. Before, the contract wouldn’t have even reached Switzerland in 3 days! And just recently, an artist in the UK returned a signed contract in a couple of hours … EchoSign is reliable, gives me a digital version of the contract, and is inexpensive. I’m definitely getting my money’s worth … The possibilities are endless, I can even take my business on the go using my iPhone with mobile signing, something that is offered through Echosign where other competitors can’t match.”
EchoSign has changed the way I do business and I love introducing it to my customers!
— Robert Simmons IV, CEO, Soul Shift Music
At EchoSign we are particularly proud of some of the terrific non-profit and not-for-profit customers we have. From critical, well known non-profit leaders such as The American Lung Association and The American Red Cross to education leaders such as MIT and Berkeley, to exciting new organizations like Framework Foundation and Civic Footprint who were nominated by Salesforce.com for an Appy award at Dreamforce 2009 for their innovative use of Salesforce, EchoSign and Box.net.
The Framework Foundation recently put together a terrific video explaining how they chose EchoSign (both vs. the competition and vs. an existing fax/scanning based business process), the ROI they've seen, along with a terrific demo of how they actually use our #1 rated Salesforce integration. It's better than any of our own videos, in fact.
With hundreds and hundreds of artist contracts to sign for each event, stretch across multiple time zones, "The Old Way" as they call it, of PDF + Scan/Fax + Upload/Print, is now ancient history. From 1-2 hours of staff time per contract (or 60 hours per person), and days or weeks to get contracts back -- to just minutes with EchoSign. Terrific!
While there's certainly a healthy debate as to whether we are all in general a little too connected, when you're in sales, trying to close a deal -- your prospect simply can never be too wired.
Mobile e-signatures -- which EchoSign pioneered in 2006 -- aren't just about convenience. If that's all there was to mobile signing, we wouldn't have put so much effort into the mobile experience.
Rather, for sales, mobile is a chance to close a customer than might otherwise not close at all, or not close that month or that quarter.
We can tell you empirically that our Blackberry signing feature is at its absolute peak on the very last day of the month.
On that note, it was great to get this terrific story today from senior sales manager Scott Schnaars about a prospect of his that Echo-Signed the big quarter end deal -- while still on a cruise ship! From a potential disaster, to a total winner:
"Contract Signed While Client Was on a Cruise
Written by Scott Schnaars on 2/22/2010Two quarters ago, I was going through some intense negotiations with a client. There was severe time constraints and he wasn't budging. With less than a week to go in the quarter, he left for vacation and left me in the hands of his attorney to get things sorted out and he would deal with it when he got back. Disaster.
I was able to get the terms of the agreement hashed out, but I was still dealing with tracking down someone that was on a cruise ship with limited connectivity.
We put the agreement into Salesforce, passed it through EchoSign and sent it to his Blackberry where he was able to sign it from port.
Having EchoSign in SFDC really helped to store the agreement and get it shipped out quickly based on the terms that were defined for us. Having the client execute and it repopulate in SFDC was a total winner for me.
This app rocks!"
We're pleased to note that GE Capital has expanded its use of EchoSign eSignature to include personal car leasing agreements.
The statistics are great -- GE has reduced contract cycle-time by 90%, while maintaining the highest levels of security:
"GE Capital has launched a service which allows fleet drivers to sign personal car leasing agreements online – reducing cycle-time from more than a week to one day.
e-Signature technology has been made available to companies that offer their employees the opportunity to lease a car through GE Capital’s Personal Car Ownership Plan, which is designed to offer an HMRC-compliant, tax-efficient alternative to the traditional company car.
The online signing process requires no additional hardware or software, and happens automatically once a car has been chosen through GE Capital’s online quote and order tool.
Once the employee’s vehicle order has been approved, an electronic document is generated and emailed to them.
After reviewing the agreement the employee can e-Sign it with a single click of button.
The whole process can take just minutes from beginning to end.
“eSignatures really does make the whole process of creating a credit agreement much faster and more accurate, while still achieving high levels of security.”
Much faster, much more accurate, highly secure. Talk to us and we'll bring the same benefits to your business.
Just a few years ago, the idea of 100% web-based (or "virtual") closing rooms was an idea still ahead of its time. With financial transactions often originating off-line, the benefits of moving on-line just for closings were real, but narrow. Forward-looking companies, such as our long-time customer GE Financial, looked ahead and moved to a 100% web-based process to evaluate, complete, originate, and fund a loan, but most off-line loans remained that -- off-line.
Fast forward to 2009-2010. Today, consumers and businesses alike demand a 100% web-based process from end-to-end to apply for, manage, purchase, and consumate loans and similar transactions.
And if you plan to launch a new web-based marketplace to complete financial transactions -- then e-signatures and e-contracting are not only nice, but today, a must-have.
Case in point: DebtMarket using EchoSign to help fully webify DebtMarket's Portfolio Manager and Contract Room. Founded in 2006, DebtMarket expanded the breadth of its services of connecting buyers and sellers of loan portfolio by launching an expanded web platform in 2009, including EchoSign integration and Wells Fargo escrow services.
DebtMarket's press release about its expansion and 100% web-based end-to-end consumer loan marketplace here.
When we launched EchoSign over four years ago, one early debate we had was whom we had to support -- i.e., what type of web users. For example, Hotmail web email users to this day remain a tough topic. Hotmail has notoriously tough spam filters which often filter out many non-spam emails, for things like web site registration. Since web signatures / e-signatures rely on email, Hotmail is the weak link in email-based communication and collaboration applications.
But we rolled up our sleeves and made sure we supported Hotmail, no matter what.
Similarly, early on we had browser debates. Back in 2006, to support Firefox, we had to hack a solution because at that time, Firefox could not natively display a flashing cursor (which showed you where to sign in EchoSign at that time).
Fast forward four years, and we've learned supporting every browser, every email client, every mobile device practical, isn't just a strength -- it's a necessity. While the web may be raging about discontinuing Internet Explorer 6.0 support, we're committed to it -- basically forever.
Because an electronic signature solution isn't really worth much of anything if your customers can't sign on it. You may be all about Chrome and the iPhone. But your customer may well be dialing in via AOL, and hanging onto that vintage Razr.
So beyond testing to ensure EchoSign's Spring 2010 release (coming next week) works on the latest versions of Safari, Chrome, Firefox, and the iPod Touch -- we're making sure our unique options to sign over dial-up connections, and Blackberries circa 2007, still work just as smoothly.
M5 Networks recently reached out to us after they had done an internal calculation -- that they'd saved a rather awesome sounding 1,200 hours off their contract signature process using EchoSign in 2009.
That number sounds pretty large. But it turns out, the math pencils out. We'll do the same for you.
Their story below:
_________________________________________________________________________
M5 Networks provides Voice-over-IP managed phone systems delivered as a disaster-proof service. M5’s delivery model facilitates the rapid deployment of advanced phone system functionality and features that drive a consistent voice experience as businesses elevate service levels and employees become increasingly dispersed. M5’s pay-per-profile pricing model offers companies a low cost-of-entry to feature sets that traditionally have required large capital expenditure and dedicated IT resources. By leveraging M5’s network infrastructure, customers have a voice platform that frees all voice-related data and commands to mash with other applications. The result is a competitive edge for driving business intelligence, improving customer service, and enhancing enterprise application effectiveness. M5 has numerous industry awards and recognitions and is headquartered in New York City. To learn more about M5, visit m5net.com.
Prior to using EchoSign, M5 sales reps typically had their contracts signed via fax, or scheduled closing meetings to get the sales contracts signed in person. Often, the sales cycle required input from different departments, and the party with signing authority was often not the same person as the buyer. “We had to chase down two or three people to get the contract signed,” said Anthony Butler, National Sales Executive, M5 Networks. “There was a lot of paperwork and a lot of ‘back and forth’ required to get the initial sales contract signed.”
M5 started using EchoSign in January 2009. “My manager had used EchoSign at a previous company and had such a good experience with it that he brought it to M5. I was the first person in the company to use it,” says Tony. “In addition, we run our business on SAAS applications — we use Eloqua, Salesforce.com, Backupmyinfo.com — so EchoSign fit right into our SAAS culture.” M5 now has over 20 users using EchoSign. Initially M5 used it in sales and marketing. Then, the systems design — seeing the success that other groups were experiencing — also began using EchoSign.
“EchoSign has really reduced the sales cycle. I used to spend hours a month chasing down executives at different customers to sign contracts and then spend more hours making sure the documents were countersigned correctly and sent back to the right people. Now it is all automated and takes minutes. Personally, I am saving 15-20 hours a month, not to mention no end of headache,” reports Tony. In addition, M5 has noticed that their terms of service agreements require less negotiation and are signed faster than they were prior to using EchoSign. Once the original sales contract is signed with EchoSign, it is easier for the customer to also sign subsequent supporting documents such as address verifications and letters of authorization, so the implementation cycle proceeds faster and more efficiently. “Our ‘book to bill’ ratio is much faster because supplemental documents are signed faster. On average we’ve seen an improvement of about 1 hour per document, per customer, and in 2009 we probably saved about 1,200 hours in getting our new customer contracts and documents signed. It’s a significant time savings.” In addition, the alerts feature is very handy and helps to shorten the close cycle. “Alerts are my favorite feature because I can see in real-time when my customer has viewed the contract. I’ll call my customer immediately and walk them through the process — sometimes I can even get them to sign while I’m on the phone.”
Personally, I am saving 15-20 hours a month, not to mention no end of headache!
— Anthony Butler, National Sales Executive, M5 Networks
At EchoSign, many of our larger customers have green initiatives, and in many cases, EchoSign makes a material contribution to them. We're proud to be part of the green programs of leaders such as BT, Aetna, and Time Warner. In these large enterprises, our customers generally have employees to manage their green efforts.
For our smaller customers, though, that person probably is you. Prentice Hall's new book "Greening Your Small Business" focuses on strategies that make sense for time-strapped, cash-strapped, small businesses wanting to go green. Namely. things that are easy to implement quickly, and that make sense for the bottom line:
“A lot of people don’t get started because they are fearful it will be too complicated and expensive and they won’t be green enough,” says Kaplan. But many green practices cost little or no money and can reap you immediate financial rewards, she says.
Jennifer Kaplan practices what she preaches. In running her own small business, one of her first steps in going green was kicking the fax machine to the curb, using digital fax and EchoSign:
"Kaplan made a concerted effort to green her own small business while working on the book. One of her first steps was eliminating her fax machine -- and need for expensive, environmentally unfriendly toner cartridges. To send a fax, she now uses a digital fax service (there are plenty of free and low cost ones, such as jConnect). To put a digital signature on documents she sends, she uses EchoSign."
As Ms. Kaplan notes, e-signatures on their own are just one small piece of going green. But for a small business, they are a step you can take almost instantly -- and that also save you money.
Much has been made of the shifting roles of IT departments in SaaS applications. When we started EchoSign over 4 years ago, in many cases, IT departments at medium and large enterprises were opposed to, or at least concerned with, SaaS and web applications. Fast forward 4+ years, and most IT professionals we work with have a much different, and in many cases, more exciting role -- to evaluate SaaS applications and ensure best-of-breed applications can be safely and efficiently brought into the enterprise. We're proud to have passed a half-dozen Fortune 500 security audits in Q4'09 for example. SaaS has become an enabler of the IT department, vs. a potential headache 4 years ago.
Something similar is taking shape (in a much less heralded fashion) in legal departments across the country and the globe. Legal, like IT, has dual roles in the enterprise that sometimes can be in seeming partial conflict with each other. Both legal and IT need to evaluate and protect against risk -- but at the same time, identify where new technologies can add value across the enterprise (and in many cases, by doing so, also reduce risk).
While SaaS drove this change it the role of IT, the change in legal is being driven more by e-discovery and similar technologies. While the legal framework for e-signatures has been in place for over a decade following the passage of the Federal E-Sign Act, five years ago, the still somewhat novel idea of signing and storing contracts on-line could seem risky vs. using tried-and-true paper. Back in 2006, in-house counsel that was focused on business processes, especially sales-side business processes, would often embrace the change to electronic signatures and contracting. Others, however, often expressed concerns about moving from the trusted wet-ink and paper paradigm to a new web-based and digital contracting world.
Fast forward to 2010 and we are seeing a different world for legal. SaaS hasn't drive the change in legal -- rather instead, in many cases, e-discovery and e-archiving have. E-discovery (like SaaS for legal) has proven itself in fact a dramatically more effective choice in cases than producing hundreds or thousands of boxes of legal documents. So much so that e-discovery has taken over as the paradigm (in many cases, a mandated paradigm) used by the most conservative courts and conservative outside counsel. In-house counsel has driven this trend, trying to deal with the massive amounts of data generated in discovery in particular.
This in turn has helped drive an overall change in a paradigm for in-house counsel to view digital document management as the preferred medium for storing and archiving content. With that, comes an inherent "crossing the chasm" to a comfort level with documents that may forever exist only in a secure digital format.
And once documents are only stored digitally -- the fact that they are signed digitally becomes something that is not only embraced, but intuitively understood -- and desired. If contracts are to be stored digitally, it simply makes sense they be executed digitally as well.
We view EchoSign as the in-house counsel's best friend. Contracts are no longer lost -- ever. Audit trails are automatically created. All parties receive real-time notification and copies of all signed contracts -- automatically. Room for error shrinks to zero.
With the uber-trends in legal moving (finally) toward a 100% digital solution, we're looking forward to, and already seeing, legal being the key stakeholder driving many of our customers to use EchoSign.
Gartner just published its annual Top Technology Predictions for 2010 and beyond.
The 9 summary predictions aren't earth-shattering, but they are a good summary of the key trends in computing over the coming years.
We thought we'd use it as a check-up and let you know what we're planning in the future.
Below we've listed Gartner's 9 Top Predictions for 2012-2014, and what (if anything) we're doing to be prepared:
EchoSign: We've seen this trend accelerate ourselves in 2H'09 and into 2010. Look for EchoSign to integrate wherever contracts and content are on the web and in the Cloud. EchoSign for Salesforce, Google Apps, Zoho, Box.net, and others are just the start.
EchoSign: Ok, we're still figuring out our India strategy. Food for thought.
Continue reading "Gartner's 2012-2014 IT Predictions, and How We are Getting Ready" »
We were pleased to note that Cisco featured EchoSign's CEO in its recent Technology Spotlight on "Lessons from the Big Boys", available as PDF here.
Cisco looks at technologies which large enterprises deploy, that SMBs can also integrate into their businesses. Despite very different buying processes, Cisco notes that both enterprise and SMB customers often have similar technology needs -- the #1 difference being that SMBs just don't have any resources to deploy technology.
This is what we are all about. Our thousands of SMB customers can leverage much of what we've developed together with leaders such as BT, GE, Dell, Comcast, TimeWarner, and 100s of other global leaders -- and vice-versa.
It's a virtuous cycle. The enterprise customers push workflows, permissions, security enhancements, heirarchies, and other features that SMBs can benefit from. In return, the sheer number of EchoSign SMBs (100x in number), and their constant and unfiltered feedback, dramatically improve the core end-user experience -- to the large co-benefit of our enterprise customers.
It can be challenging to support both Fortune 500 companies and companies of one. But together, we are stronger.
We're pleased that once again our customers have beaten us to the punch.
Bouchard Cooperages Ltd., an independent artisan wine barrel broker in New Zealand, has featured EchoSign in its Vintage 2010 newsletter, before we could get out our thoughts on the new year.
Like many businesses, they've gone global with the help of the internet. In 2010, they are improving their customer service with EchoSign:
"E-Signing Across the Globe:
We've been working on ways to streamline our order confirmation process and make it easier for you. We've decided to use EchoSign, a web based company that enables clients to send contracts for signature electronically. We 'test drove' it in the USA this past season, and it was fantastic ... No more printing out, manually signing, and then faxing back orders!"
A great newsletter to kick off an important theme for us in 2010: E-Signing Across the Globe. Look for more here soon.
While is may surprise a casual reader of this blog, EchoSign is actually a big fan of fax, in particular, electronic fax. We've offered a fax signature option since our launch over four years ago, and devised many clever (at least, we think clever) ways to combine fax signatures and e-signatures. We've even integrated with eFax, the leading electronic fax provider on the internet.
Many business processes still rely on fax for a variety of uses and the transition from fax signatures to e-signatures, while now substantially accelerating (see our forthcoming 2009 Summary / 2010 Preview post), will remain in a transitory phase for many years, like the transition from DVDs to web-based video (which we're seeing as we speak), or the transition from analog to digital photos (now a fait accompli, but one that in fact took a full decade).
The transition to electronic contracting and electronic signatures is occuring for one primary reason: people who use the web to run their businesses find they also want to close their customers on the web. Simple as that. When you use web-tools like Google Adwords or Jigsaw to acquire your customers; Salesforce or Netsuite to track them; and Citrix Go To Meeting or WebEx to collaborate and demo with them ... it's dawning on web users worldwide that it just makes sense to close them, and sign them, on the web. Hence, in part, our substantial growth in 2009.
But a technical problem with fax is also helping accelerate the trend at the margin: VOIP phone services like Vonage. The bottom line is, broadly speaking, fax just does not work over consumer-grade VOIP. And e-fax services don't help here because generally speaking, they just receive faxes.
That means, for example, the 2,500,000 Vonage customers probably cannot fax a contract back to you for signature. Don't try to send them a contract to fax and sign back. The cool Ooma boxes we bought at EchoSign? A no go for fax too. And the 20,000,000 Skype users? It's pretty challenging to fax through Skype as well. The technical reasons are around handshaking and the fact that fax was designed around analog modems that assume a dedicated phone line, not intermittent internet packets that make up VOIP. The practical impact is your customer can't fax sign.
VOIP isn't the primary driver of e-signatures in 2009 and 2010. But it's an interesting contributory factor.
However, before our customers starting using e-signatures, the #1 factor for changing is speed and ease-of-use over fax/efax/FedEx/mail.
What often gets lost in that up-front analysis is just exactly why contracts on EchoSign get e-signed so quickly.
Part of the reason is certainly ease-of-use. By making it incredibly ease to sign contracts, without having to find a fax machine or track down a FedEx number - more deals close. It is that simple.
But that doesn't explain why deals close, on average, in 42 minutes on EchoSign (or just 9.9 minutes in our own org).
The reason they close that fast is that EchoSign by default locks down contracts and makes them unchangeable, or immutable.
The reality is, when you send over a contract as Word file or even a PDF for fax-back or mail-back ... you invite comments. Generally, pointless comments. $10,000,000 contracts should go through drafts, redlining, iterations, and legions of lawyers. But $5,000 contracts shouldn't. When buying a relatively inexpensive service under contract, nine times out of ten, the only variables that matter are just price and term.
But send over a Word document for fax signature .. and off it goes to legal ... with "comments" on things like choice of law, payment terms, liabilities, representations, boilerplate, reciprocity, blah blah -- stuff that just simply does not matter in a $2,000-$20,000 contract. Your sales process grinds to a halt.
But when the contract can't be changed, and it's super-easy to sign (say on the exec's Blackberry), something simply magic happens.
They just sign, when the key terms are fine.
Not always. But almost. 90% of the time.
So making it easy to sign without debate ... that's the secret sauce for standard sales contracts. That's what brings down sign times to 42 minutes -- the end of pointless negotiations on unimportant terms.
Because the best way to not sweat the small stuff is not to allow it into the dialogue in the first place.
We appreciate Salesforce.com recently highlighting how our customer ADTRAN and how EchoSign was one of the key components of boosting their sales team's productivity.
ADTRAN is a long-term marquee Salesforce customer.
The interesting part to us wasn't the spectacular results -- deployment in one day to a global salesforce, leading to send-to-sign time of within 24 hours. "ADTRAN reduced the contract approval process from weeks to less than 24 hours." These results are commonplace for our customers. You should expect a 10x improvement in close times, and ease-of-use, and customer signing experience, from using EchoSign. Otherwise ... why bother.
The interesting part for us rather was actually how ADTRAN describes their use of end-to-end web tools. This is the theme we are seeing in 2009, and which will accelerate in 2010. Sales teams, and really, any run-of-the mill business, are beginning to run their entire business on the web.
A few years ago, the average customer would pick and choose a few web tools. Salesforce probably. EchoSign for some. GoToMeeting or WebEx for some teams. A few others. But they were all point solutions -- even Salesforce. Lead generation, lead automation, lead tracking, collaboration, contract generation, signing and execution, storage, archiving ... rarely was the entire sales process web-based and web-automated, end-to-end.
Fast forward to 2009 and really 2010.
ADTRAN is:
* Generating customers on-line with Google Adwords
* Using a web-based call center to manage them
* Using Salesforce to track leads and customers
* Using Blackberries and Salesforce mobile to manage them from the field
* Using EchoSign-for-Salesforce to approve and sign contracts on the web.
This is the sales automation circa 2010. It's more than just "Sales 2.0". It's end-to-end web based processes. Nothing off-line, nothing local, and importantly, no point solutions. Everything just "works" together, 100% on the web.
It's not all there today for every customer, but it's getting closer. Further accelerating end-to-end 100% web-based sales processes is a key part of our 2010+ agenda and vision.
When we started EchoSign back in 2005, we thought the green benefits of going paperless would really resonate with our users. We tried green ads. We did some work with Treehugger.
But mostly, we were wrong back then.
Whether it was gas at $1.00 per gallon, rollin' on the 22" dubs on our chromed-out Escalades, or just the post-Kyoto ennui, it wasn't really until 2008 and into 2009 that truly being green made the list of EchoSign benefits people really cared about (vs. just paying lip service to).
Getting your contracts signed on the web, electronically, truly helps. Paper represents approximately 1/3 of all solid waste in the U.S. And we've gone further by being 100% wind-powered.
But to get the full benefits of being paperless -- both the archiving benefits, and the green benefits -- you also need to archive your contracts 100% digitally, without paper. If you end up printing out, photocopying, and file-cabinet storing your e-signed contracts, you've really only gotten about 20% of the green benefits.
According to a 2006 Citigroup/EDF study, the average contract is photocopied and printed a further 4-8 times after execution, in large part so each party, and each department, can have its own copy.
This is where the "Echo" of EchoSign comes in. Every web EchoSign user is automatically generated a contract archive which can store, manage, search and sort over 20,000 contracts. In addition, Team and Enterprise accounts are dynamically hierarchical, so managers, legal, finance and other groups can automatically search and find any contract across their company. And for our Salesforce customers, all contracts can be automatically pushed into, and archived within, Salesforce.
To go truly green, you have to go all the way, 100% digital -- create, send, track, sign, and store on-line and digitally.
Expect even more to come here in 2010 (a future post). We're working to make sure that your contracting process is 100% web-based, 100% digital, end-to-end, no matter how, where, or what you work with.
Forrester Research just released a terrific, succinct report on the current state of the e-signature market and the top 9 questions to think about as you choose a solution. The report is $499 and is available here.
Bill Nagel walks through nine common questions business and IT execs have, with crisp, plain answers to all the key questions.
The most interesting part to us is Forrester's recognition that e-signatures have gone mainstream, based on pressures to be more efficient, adopt cloud computing services, and to save money wherever possible.
And that since they have gone mainstream, IT professionals can benefit from a simple, straightforward guide to "jumpstart their e-signature projects in 2010".
E-Signatures for Dummies is likely not far behind.
Albany Global Workforce Management, one of Europe's largest workforce management companies, announced it had deployed EchoSign across its customer base.
Albany has over 14 offices worldwide and over $300m in annual turnover:
"Late last month, contingent workforce management firm Albany rolled out EchoSign electronic signature software in EMEA, enabling all contracts to be signed online. EchoSign reduces the time to sign contracts from days and weeks to hours in most cases. EchoSign also enables Albany to significantly reduce its carbon footprint.
Albany clients have been broadly enthusiastic, benefiting from cost-savings and efficiency over manual methods for signing contracts. This is among several initiatives that form Albany's corporate responsibility program and efforts to be more environmentally friendly. The company plans to roll out the electronic signature capabilities in other regions throughout 2010.
Although less than a decade old, digital signatures are widely accepted and legally admissible in many countries worldwide. The UK adopted and implemented certain provisions of the EU's Electronic Commerce Directive in the Electronic Communications Act 2000. All communications and documents emailed through EchoSign are encrypted with full 128-bit SSL security.
"EchoSign exponentially helps Albany reduce turn-around times for finalising contracts," said Cornelius Hattingh, Albany EMEA operations director. "Clients appreciate its ease of use, the proven legality of signing contracts online and reduced distribution, paper and postage. It's also a great preventative measure for contracts being lost or misplaced." About EchoSign The EchoSign electronic signature program automates the entire signature process in just one click, from the request for signature to the distribution and filing of the executed agreement or form. With nothing to download, learn or install, there is no faster, more secure way to get contracts signed, tracked and filed. EchoSign has over one million users at organizations such as British Telecom, Delta Airlines, and Time Warner Cable."
EchoSign has a very strong presence in the EMEA and the U.K., stemming from our partnership with BT and key European customers such as GE Financial. Please contact us to discuss more how we can help you across the U.K., the EU, EMEA, and the Globe. More detail here.
We could do a dozen blog posts on Dreamforce 2009 and what we learned.
First, thank you to the over 100 EchoSign existing customers that came by to chat with us and visit at our booths. This is our favorite part of Dreamforce -- a chance to meet many customers than otherwise we never get a chance to meet face-to-face.
In terms of learnings, two related things stood out. The summary: electronic signatures, and electronic contracting, are now -- finally -- recognized as a core part of the sales solutions tool kit.
Salesforce.com led a session on Core Sales solutions and for the first time we've seen, highlighted e-signatures as a standard process step of sales operations. That's a big deal (and something we've been preaching for 4 years now):
On a related note, 13 of our customers presented on EchoSign or mentioned us in their presentations (see examples below). This is a small testament to EchoSign, but the more interesting part is that they presented EchoSign and e-signatures simply as a part of their key sales toolkit. Not as a novelty or something new.
In 2006, when we launched EchoSign-for-Salesforce together with Bluewolf, we were a slick 100% web-based sales tool for closing contracts that wasn't quite like anything anyone had seen before.
In 2007, when leaders like Successfactors, Preferred Offices and Clickability highlighted us at Dreamforce, it was to demonstrate their leadership in adopting next generating sales tool.
In 2008, when Qualcomm won the CRM Elite award for their Salesforce-EchoSign deployment, web-based e-signatures were highlighted as a relatively new advancement to bring to enterprise sales teams.
Fast forward to 2009. At Dreamforce 2009, electronic signatures and e-contracting were highlighted not as cutting edge -- but rather just as standard and best practices by dozens of leaders.
E-signatures as a routine, almost mundane, part of the core sales ops toolkit.
Pretty neat.
We're pleased to announce our partners at Bluewolf, and PricewaterHouseCoopers, have launched an exciting new integrated Channel Compliance Solution for Salesforce.com at Dreamforce '09, integrating EchoSign.com e-signature for Salesforce.
Demos, customer case studies, and more at the Dreamforce session on Compliance and Risk Management, Thursday at 11:30am:
"Finding Your Way to Full Compliance: Automating Channel Compliance" (Thurs., Nov. 19th at 11:30 a.m. - 12:30 p.m.) with Kenneth Edwards of PricewaterhouseCoopers, Jason Lemkin of EchoSign, and executives from Bluewolf who will share insights on compliance. Since the "Enron Era" of 2001, compliance has been a daunting, costly, time-intensive experience for organizations. At this panel, hear real-life stories from enterprises that are finding their way to compliance, providing a robust defense against fraud and illegal transactions, from deal registration to electronic signatures"
EchoSign has been the market leader in electronic signatures for Salesforce.com users for 4 years running - since 2006.
We're proud to have launched together with our partner Bluewolf Group in 2006, four years of #1 rankings and over 1,000 Salesforce customers later, we're launching the seventh version (v7) of EchoSign-for-Salesforce at Dreamforce tonight.
_____________
Simply put, we don't believe anyone can touch EchoSign-for-Salesforce after all this time, learnings, and installs.
V7 is available for existing customers to deploy to test sandboxes now and will have general availability in approximately 3 weeks.
Key innovations:
* Fully rebuilt in latest VisualForce for the state-of-the-art Salesforce experience
* Completely integrated INSIDE Salesforce.com - not an external web app bolted into Salesforce
* Full contract preview and drop-and-drag interface exposed to all sales reps (as desired)
* Dynamically set Alerts on a per-contract basis (know the second a contract has been viewed -- or not viewed -- by a prospect)
* Full integration with latest version of top-rated CongaCourier (launching at Dreamforce 2009 as well) and real-time integration with top-rated Apttus
and much more.
Please come by either of our booths for a demo. We're at booth 210 on our own, and also being demo'd in Bluewolf Group's Platinum Booth (you won't miss that one).
We're always pleased when thought leaders reach out to us. Dean Holmes, Social Media Strategist with over 14,000 followers on Twitter and 10,000 members on LinkedIn (and a 2 year EchoSign veteran), recently reached out to us to tell us how EchoSign had added value to his practice:
Workflow Challenge
“My challenge is all about speed and efficiency”, says Dean Holmes. “For me, time is money so I need to make the most of it.” As a leading online strategist, Dean Holmes is always looking for technologies that can help both his business and his clients. Dean was using eFax to get non-disclosure agreements and customer agreements signed and it wasn’t efficient enough. “I still had to go through a manual process and faxes are cumbersome and inefficient.” In addition, even with eFax it took 2-3 days to get contracts signed so Dean searched for a better way.
EchoSign Solution
Dean Holmes has been using EchoSign for about two years. He landed a client in Australia, used EchoSign to send the contract, and is now turning his client onto EchoSign.
Results
Dean has found that with EchoSign his contracts are returned within hours. “In addition to more efficiency, the ‘coolness’ factor of signing something online is key for me. It makes me look good to my clients and shows that I walk the walk.”
Faxes are a thing of the past. With EchoSign it’s won and done!— Dean Holmes
Looking good to your customers. It's critical. If you are in technology -- which is now the single largest segment of the U.S. economy -- you need to be signing your customers and closing them on the web. Practice what you preach. As Dean notes, "walk the walk". Fax just ... doesn't quite cut it anymore.
DestinationCRM had a very interesting article in its November issue on e-signatures. It was one of the first we've seen that recognizes the change in the landscape that is happening to signatures and contracting, as signing evolves from a primarily fax and paper-based process into a primarily web-based process.
And it backed this trend up with analysis from three leading analysts:
"Consider for a moment how the Dark Ages finally gave way to the Renaissance: The capability for learning had been there all along, but a complete shift required evolution and expansion. The same could be said of the electronic signature.
Bill Nagel, a Forrester Research analyst focusing on risk management, says the technological foundation for e-signatures—the combination of secure digital signing and paperless processing—has been in place for approximately 20 years, with some vendors in the space sporting a track record nearly that long. But demand for e-signatures is finally reaching critical mass, Nagel says ..."
Gartner Research went on to highlight a key reason why web/SaaS e-signatures are accelerating:
"Gregg Kreizman, a research director at Gartner, says that e-signature users not only gain efficiency but also lose fewer business opportunities. “The number-one benefit is basically speeding up processes versus the time it took to handle signatures manually, or [to overnight] documents…and [wait] for the response,” he says. “There’s also the ability to get a customer signed and not lose the opportunity because of the mail or courier time involved, loss of interest, or [the emergence of] a better deal.”
DestinationCRM also noted EchoSign's leadership in the space and placed us on its Vendor Shortlist.
We'd missed this great video BT made a little while back on their top 4 sales tools for their sales teams. EchoSign (known as BT eSignature at BT) is prominently featured at BT's offices around 5:00 in the video.
There are some great benefits and ROI examples, including that BT saves about 5 hours per week per sales rep using EchoSign due to lack of any need to do follow-up with their customers after they hit "Send for Signature".
That's pretty outstanding.
Click on the image to watch the full video.
There's a traditional $100m segment of enterprise software known as CLM, or Contract LifeCycle Management, which for most of the past 10-15 years has been pretty staid (and grown pretty slowly). CLM has focused on on-premise software for managing complex contracts, generally buy-side contracts (e.g., procurement), and with a strong focus on selling to legal as a vertical (the folks with all the liability when complex contracts go wrong, or are lost).
Like much of enterprise software, CLM has traditionally been expensive, with long-sale cycles and complex implementation cycles, often measured in years. A few vendors, like our partners Apptus and Upside, have shaken up the market and changed a number of these assumptions around by moving to a SaaS / on-demand model.
CLM though has traditionally only focused on two pieces of contracting -- archiving and then managing complex, high dollar contracts, and more recently, authoring and creating contracts. We've always believed since founding that electronic signatures are the key "glue" to make CLM truly end-to-end digital.
We were thus gratified and pleased to see AMR Research's most recent report on CLM which positioned Contract Signature as a key evolution of a truly digital CLM Business Process (with ourselves highlighted in the report) -- along with cloud-based Authoring systems like Google Docs (which EchoSign has integrated natively).
CLM software can be overkill for high volume, routing contracts like a standard, formulaic sales agreement. In those cases, often (x) a simpler-to-deploy combination of a tool to create form contracts (Google Docs or Box.net, or the EchoSign form library, or a Conga Merge in the Salesforce ecosystem) combined (y) with a service like EchoSign for signing, tracking, storing, and managing, can completely automate the contracting processes.
However, for more complex, lower volume, higher-dollar contracts with many participants, reviewers, and stakeholders, with complex post-contracting compliance, CLM software can provide huge value. And there, connecting CLM software with automated contract execution closes the loop.
For our more tech-focused customers -- EchoSign is proud to be a part of Defrag 2009:
In addition to participating in the dialogue on where the web is, and is going, we'll be on stage during the Kederosky Awards. We're not quite sure how they work, but we'll apparently be competing for the "smartest person" together with our partner, Box.net and several other CEOs. |
Please root for us, and if you are attending, we'll see you there.
-> Defrag is the first conference focused solely on the tools and technologies that are leveraging the "social" aspect of software to accelerate the "aha" moment. Defrag is not a version number. Rather it’s a gathering place for the growing community of implementers, users, builders and thinkers that are working on the next wave of software innovation. <- |
This week, EchoSign presented at the 5th Annual Houlihan Lokey Technology Conference and part of the discussion was on the tipping point for web / electronic signatures. I.e., when will the majority of routine contracts and documents be signed on the web?
The reality is there probably will be no single tipping point, but rather a confluence of smaller events that help, each on their own, to accelerate a trend already in place.
One we're seeing right now in the U.K. in the postal strike. As The Times notes, there is essentially no point in putting anything in the post in the U.K. right now. Since the "last mile" postal workers are on strike, nothing will be delivered (though it will be picked up).
The Times, eWeek Europe, and a number of others have noted that we are seeing a dramatic uptick in interest and sign-ups for BT eSignature (our brand in the U.K.).
The postal strike won't tip web signature penetration from it's current 2-3% (up from essentially 0% a few years ago) of contracts to 50% overnight. But it's a small piece of what will, in a few years, look like a tipping point.
Today our partner and friends at Box.net, the web's #1 cloud storage and collaboration platform, launched a very powerful integration inside of Salesforce.
The integration is clever for a couple of reasons. First, it gets around storage and costs issues on the Salesforce platform (which are expensive). Second, it allows a more robust way to work with content inside of Salesforce, especially for folks who do not pay for or have the Salesforce Content module.
And when you use Box.net inside of Salesforce, you can full access to the applications natively integrated into Box.net -- including EchoSign.
Click on the image below to see a demo including sending a contract for e-signature on EchoSign from Box.net inside of Salesforce.com:
EchoSign offers its own top-rated Salesforce integration on the AppExchange.
But now, if your content is stored in the cloud on Box.net, you can also access right inside of Salesforce.com as well.
The fax is on a slow, but accelerating, decline to irrelevance as a vehicle for signatures.
There are a number of reasons why. Signing on the web is becoming more and more intuitive. Customers are beginning to simply expect a web-based contracting process from their suppliers and vendors. And of course, there are large efficiency gains.
But when our customer Microbilt reached out to us, they highlighted a simpler way to describe why the transition from fax-based signatures to web-based ones is accelerating.
Web signatures take stress out of the sale. A lot of stress. And by removing stress -- more deals close.
They're right. It's that simple.
Historically, faxing contracts of that length has not been reliable and in many cases has proved to be detrimental to the sales process. Several years ago MicroBilt simplified the contract delivery process by using email to send contracts rather than faxing them, however the contract still had to be completed, signed and faxed back. When a customer returned the signed contract via fax, some pages would be missing and often times account managers had to contact the customer numerous times to gather the missing pages and resend. Most of our customers are small and medium sized businesses and typically the owner is required to complete most of the paperwork. Once they fax in the completed paperwork, they’ve moved onto the next task in their busy schedules. Contacting them to track down missing pages is a nuisance that MicroBilt has been looking to eliminate. “We can’t process our contracts unless we have every page, and often it would take days to get the entire contract from the customer. It was a manual process that just wasn’t efficient.”
In August 2009, Juliet was assigned to manage the initiative to improve the efficiency of MicroBilt’s contract process using EchoSign. EchoSign was chosen because the setup and implementation was a smooth process and it was very easy for the account reps to use. “We use EchoSign every day, and since August we’ve sent out over 300 contracts and addendums using the tool.” Each contract is sent via email as a complete digital package so pages don’t get lost.. “Even though our contracts are lengthy, our customers only have to sign it once so electronic signatures are ideal,” comments Juliet.
“EchoSign has reduced our sales close cycle tremendously – we’ve seen contracts come back in as fast as 15 minutes!” says Juliet. Another benefit is that the sales reps are removed from the contract process so they can focus on selling – once they make the sale, they do not have to contact the customer multiple times to track down missing information. “EchoSign has relieved a lot of stress for our account managers. We use it every day. Our contract process is a lot smoother, and our account reps sell more.”
EchoSign has reduced our sales close cycle tremendously!
— Juliet Arthur, Contracts Specialist, Microbilt
We're looking forward to meeting many of you at Dreamforce 2009, our fourth Dreamforce. EchoSign will be represented on several panels, including our CEO speaking on Executive Insights for "Finding Your Way to Full Compliance - Automating Channel Compliance".
Last year, several of our customers, including an in-depth presentation from Time Warner Cable, spoke about the impact of EchoSign in accelerating and improving their sales processes. This year we anticipate over a half dozen of our customers speaking about EchoSign. More details to follow closer to the event November 17-20.
Please let us know ahead of time if you'll be there, or if you can't, please come by our booth to say hi and see EchoSign-for-Salesforce Version 7, launching at Dreamforce. It will change the face of e-signatures for sales teams.
Much has been made over the past several days on the seeming total data loss at Microsoft of T-Mobile Sidekick data. How could Microsoft lose all of this data in the cloud? It seems impossible.
The true story may never be know. But it highlights one key point on cloud / SaaS vendors: they all claim wonderful uptime and operational data. Just like every salesperson somehow was in the "President's Circle" or top 10% of earners. Or how almost everyone that graduates from Harvard somehow does so with "honors".
The real question to ask is - what sort of downtime incidents has your vendor had over the past 3 years? How were they handled? And what was the real world impact?
If you hear from a vendor "we're never had any downtime", run, do not walk, to the exit.
No on-line SaaS/web vendor, including Google, Yahoo, Amazon, Salesforce.com, has ever experienced zero downtime. It's not possible nor is it credible. Servers are not 100% reliable -- including the ones that provide redundancy and horizontal scaleability.
The real learning is how vendors handle it.
At EchoSign, we've learned a lot over the past 4 years. First, we provide 2.5 years of 100% fully transparent up-time data 24x7x265 at trust.echosign.com. It includes scheduled downtime - i.e., we don't hide or ignore maintenance schedules. Why? Because it's too easy to blame real problems on 'scheduled maintenance'. And hide them.
We also discuss and highlight the downtime incidents we've had, in real-time, at trust.echosign.com.
At EchoSign we've had two material downtime incidents in our history, and zero data loss. The downtime incidents, one in 2007, and one in 2008, luckily both occurred after standard business hours and had minimal impact on our users. One was due to a total power loss at both the primary and back-up power centers at our primary data center - a once-in-a-decade event as there are multiple redundant power sources in our SAS 70 data center. But, the longer you are around, the more likely a perfect storm can and will hit. The other was a DNS (routing) issue that impacted a relatively small subset of our users at the end of the business day -- but for over an hour.
Evaluating the true reliability of an online services vendor starts with the product, its status in the ecosystem, its reputation and customer base, its scale.
But when the quality-of-service truly matters -- as it does with electronic signatures, when you're closing deals with your end customers -- ask for the real data, and the real stories.
As those of us who remember Clippy will attest, one man's idea about how to make something simple is another's nightmare.
As of our October release (coming out Monday - more to follow), EchoSign will include approximately 11,600 workflow permutations.
Divide that across over 13,000 customers, and you get to ... well .. a lot of different ways people get contracts signed.
A lot more than the 4 workflows we started with.
We've been at this for almost 4 years, and we're only a small part of the way to building every use case and workflow we want. But we've built quite a few. Thousands in fact.
Our goal is to Work the Way You Work.
If you don't see an option, a workflow, a way to close your customers -- let us know. We've probably got an answer.
Google proudly (and geekily) noted today as the 57th anniversary of the barcode. Apparently, the first product purchased using a barcode was a ten-pack of Juicy Fruit gum.
Since then the barcode has gone on to many unimagined uses, including routing of EchoSign faxed documents.
While e-signatures are our primary function, EchoSign has sent and received almost 400,000 faxes since launching in 2006. We have a mature, proven global fax network with over 40 points of presence to receive faxes across the world -- from India to Ireland, to South Africa to Sweden -- and a multiply redundant fax processing system that guarantees your fax signatures are not only received, but processed in real-time. We also monitor our fax network by the minute to ensure 99.95% uptime and throughput.
The barcode is an unsung hero at EchoSign, but we're joining Google to raise a pint to honor its contributions to signature and contract automation.
Information Week's Fritz Nelson just did a terrific piece and video ReviewCam of EchoSign, taking notice after we crossed 1,000,000 users.
Our favorite part: Fritz thinks e-signatures are both fun and "very cool". Our kind of guy.
OK, this is fun: Electronic signature in the cloud. I know, it sounds small, but how many documents do you sign? What about your employees (HR forms)? Your sales team (contracts)? EchoSign lets you create a workflow to do this, from delivery to the actual signature to the storage and management. And all in the cloud.
Click below for the full piece and video.
