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EchoSign › Success Stories › Case Studies › Baker Communications
Case Study: Baker Communications
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Company Overview
Baker Communications has 25 highly successful years of experience in strategic sales and channels optimization, sales training, management training, Sales 2.0 enablement, and presentation training. The company conducts over 200 training workshops and sales optimization assignments each month for more than 1000 active clients, including 50% of the Fortune 500.
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Workflow Challenge
With 200-300 training contracts signed each month, Baker Communications was looking for a way to streamline their contracts processing. Prior to EchoSign, the sales reps would mail merge the contract outside of Salesforce.com, email the contract to the client; the client would print, sign and digitally fax the executed contract back to Baker Communications. Once received, the sales rep would upload the contract into Salesforce. While this process wasn’t “broken” it wasn’t as efficient as it could have been and it also delayed contract signing — executed contracts were returned in 3-10 days.
EchoSign Solution
Walter Rogers, CEO, Baker Communications was exposed to EchoSign through one of his customers. He signed an agreement using EchoSign and had a “light bulb” moment. “The contract was extermely easy for me to sign, so I wanted to replicate this experience for my customers.” Baker Communications downloaded EchoSign from the Salesforce Appexchange and it was a very smooth process — “we’ve downloaded many applications from AppExchange and EchoSign is the easiest to download and the easiest to install.” To test its ease of use, Baker Communications introduced EchoSign to an initial group of “non technology” adopters. The rationale was that if these sales reps adopted EchoSign, then it would be a short adoption curve for all the entire sales team. “These early adopter reps had immediate wins with EchoSign and turned out to promote EchoSign to the rest of the sales team.”
Results
Using EchoSign, contracts that took 3-10 days to get signed are now signed in 5 mins to 2 days. “We’re not just getting money in the door faster, we’re also getting new deals that we may not have won otherwise, says Walter. “Sometimes budgets are changed on a daily basis, so the faster the customer can sign, the faster we can all see value.” Baker Communications is seeing both storage savings and operational savings. EchoSign contracts are stored on the secure EchoSign server so Baker Communications is saving on Salesforce storage costs. In addition, Baker Communications sales team is saving approximately 50 hours per month on contract processing costs, enabling the sales team to focus on selling and not paperwork.
We’ve downloaded many applications from AppExchange and EchoSign is the easiest to download, easiest to install, and fastest time to value! It’s a great product!
— Walter Rogers, CEO
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