DocuSign's Growth Strategy: New Products and Market Expansion

DocuSign is poised for growth through improved retention and new product rollouts across global markets.

### DocuSign's Growth Strategy: Expanding Horizons and New Solutions
* 📈 DocuSign has seen a **25% increase**, with CEO Alan Jackson noting that growth is driven by both **improved retention** and **new product offerings**.
* 💡 The company reported a positive quarter, **surpassing expectations across all metrics** and reflecting strength in their **signature business** and **reduced churn rates**.
* 🌍 DocuSign has diversified its sales channels, shifting from predominantly **direct sales** to a robust **digital and partner channel**, which has **bolstered growth**.
* 🚀 New products launched in May for mid-sized customers are beginning to contribute, although the full impact is **still to be realized** as they **expand globally**.
* ⏳ Jackson emphasizes that achieving **double-digit growth** is a journey, dependent on the rollout of **new products** and improvements in **core business performance**.
* 📊 Despite concerns about revenue expectations remaining in single digits through 2027, Jackson believes that **cross-selling and upselling to existing satisfied customers** will drive growth.
* 🌐 The U.S. remains a strong market for DocuSign, but significant growth opportunities exist in countries like **Germany and Japan**, where electronic contracting adoption is still **developing**.
* 🏆 With over **85% of the Fortune 500** as customers, DocuSign is well-positioned to leverage its existing relationships and **expand its broader value proposition** in agreement management.

We're up again 25% on this particular company. Let's have a talk about it with the DocuSign CEO, Alan Jackson, who ultimately is displaying what seems to be growth here that is not just coming from early contract renewal, but also new products that you're offering.

How much are they to be said for the galvanization and growth? Yeah, well, first of all, it was a very positive quarter for us. I think we beat on all the metrics that we're able to raise for the full year,

and that was really a reflection of strength across the board. So in our existing business, the signature business, everyone knows well, we significantly improved retention and reduced churn. We've grown our channels from being predominantly direct sales to now also

having a very strong digital channel and building out our partner channel. And then, as you mentioned, our new products, which we launched at the end of May to a limited distribution to mid-sized customers in North America, started contributing this quarter as well.

So it's still early, but I think DocuSign is on a very positive trajectory of rejuvenation. Rejuvenation, let's talk about that, because the acceleration in billings is basically coming from a very depressed level and everyone is saying that this is really encouraging.

But when I look at Pakistan, and in particular they're sort of waiting for really the new solutions, the new offerings to make a meaningful difference to your revenue. When will that happen? Will it happen?
Yeah, well, look, it's a journey, and

We're working on that. Our goal is to return to double-digit growth. We're not putting a particular timeline on that. But as we roll out these new products across more geographies and segments—we just launched them worldwide about a month ago—we've just started shipping to enterprise and departmental-level rollouts.

So we're still adding customer segments and geographies. As that impacts more and more of our book, we can drive more growth.

And of course, any continued improvement in our core business also helps. You're starting to see some early signs of that. We've got more work to do, but the progress is very encouraging.

You've got some more convincing to do because, when I'm looking at the Bloomberg terminal, it points out what the revenue expectations are for your business going out to 2027. I'm afraid we're staying in single digits for all of those expectations.

What do you think really catalyzes a return to—I'm not saying the 40% increase in revenue we used to have in 2021-2022—but at least double digits? What gets you that, Alan?

Yeah, I think we get there through a combination of continued improvement in core retention and the full rollout and adoption of our new products. We call it intelligent agreement management. It's a much broader value proposition.

That's a historical advantage DocuSign has had.
It's a true C-suite sell, across the entire enterprise, and we have, I think, tremendous greenfield opportunity; we're in the best position to really help transform how agreements get done.
That's our opportunity.

As we execute on that, we can deliver on that growth opportunity. We've got about a billion users, one and a half million customers, and... what numbers do you end up getting to, do you think? Well...

As you mentioned, we already have over a billion signers. I'm sure we will add more, but we've got a lot of people already used to signing DocuSign documents.
From a customer perspective, we're adding and growing our customer base 10% year over year every

quarter.
But those tend to be smaller customers.
We are already present in most large companies worldwide.
I believe over 85% of the Fortune 500 are already DocuSign customers.
So our opportunity is more about adding

breadth, basically cross-selling and upselling our new, broader solutions into clients that are already generally happy DocuSign customers. So that's a fantastic starting point.
And who is your competition? Who do you find yourself up against most often?

Historically, we've had some competition in the electronic signature space, where we're by far the market leader; I think the preferred branded solution.
But we have some lower-priced competition there.
I think increasingly, as we move into this broader agreement management space, those competitive dynamics change.

And as I mentioned, we believe that's most of the open field running, and we're the first to, I think, articulate this broader vision and execute on it. So if we can keep that going, I think we're in a very good position competitively.

And just give us a bird's-eye perspective. When you were in 180 countries, where is growing most geographically? How resilient is the US look when we're entering a new administration?

Yeah, well, the US economy has been the strongest of the major developed markets, and so we're certainly benefiting from that. On the other hand, the US is also the furthest along in the adoption of electronic signatures. It still remains the bulk of our revenue, whereas some other major

markets, for example, Germany and Japan, are in a much earlier stage of adopting various forms of electronic contracting. So we have a lot of growth opportunity there. We're growing faster—really faster outside the US than we are in the US.

And I think that will continue to be the case for years to come.

DocuSign CEO Sees Positive Trajectory of Rejuvenation

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Bloomberg Technology

DocuSign's Q3 Performance and Growth Strategy

DocuSign's stock is up 25%, driven by growth beyond contract renewals.

Positive Q3 results exceeding expectations across all metrics.

Improved retention and reduced churn in the core signature business.

New product contributions from mid-sized customers in North America.

Positive trajectory of rejuvenation, though acceleration is from a depressed level.

Goal to return to double-digit growth, but no specific timeline.

New product rollout across geographies and segments will drive growth.

Bloomberg projects single-digit revenue growth until 2027.

Return to double-digit growth depends on core retention and new product adoption.

Focus on 'intelligent agreement management' with a broader value proposition.

Significant greenfield opportunity for enterprise-wide sales.

Growth strategy involves cross-selling and upselling to existing customers.

Market leader in electronic signatures, facing competition in pricing and broader agreement management.

US economy strength contributes to growth, but adoption of electronic signatures is advanced.

Faster growth outside the US than within, particularly in Germany and Japan.

Significant growth opportunities in international markets.