Case Study: Groupon UK

EchoSign Exchanges Travel Time for Selling Time

Company Overview

Groupon grew out of a website called The Point, a website launched in November 2007 that lets you start a campaign asking people to give money or do something as a group — but only once a "tipping point" of people agree to participate. Launched in November 2008, Groupon features a daily deal on the best stuff to do, see, eat, and buy in a variety of cities across the U.S., Canada, Europe, South America, China and Russia. Groupon is currently present in over 180 cities in 26 countries across the world and is the fast growing company ever!

Workflow Challenge

“Simply put, our sales reps were spending too much time getting our partner contracts negotiated and signed, says Ash Mahmud, Head of CRM UK/IRE, Groupon UK. “As our reps were getting the contracts signed in person, and this led to delays.” On a number of occasions the Groupon UK sales reps had to visit the client 2-3 times before the contract was signed. On average the reps were spending 20-25% of their time on the road and scanning the document into Salesforce.com. In addition, sometimes the contract was difficult to read and resulted in customer service issues.

EchoSign Solution

Ash found EchoSign on the salesforce.com AppExchange. “We also looked at a competitor and found that EchoSign was easier to use and supported multiple languages. Groupon UK is a global company so this was important to us.” Groupon UK started a two week pilot with both solutions and picked EchoSign, and became an EchoSign customer in July 2010. “We are using EchoSign in conjunction with AppExtreme’s Conga Merge and salesforce.com. We were also impressed with the support that we received from EchoSign and Conga.”

Results

Currently the sales reps using EchoSign are experiencing an average time to sign of just under three hours. “EchoSign has saved our reps a lot of travel time that can be used for selling. In addition, EchoSign gives us a lot of data for our management team,” says Ash. “We’re hoping to roll out EchoSign to all our account reps in the UK before the end of the year.”

An online business requires an online solution. EchoSign enables Groupon UK to streamline the sales process and remove the time lag between verbal agreement and contract execution. — Ash Mahmud, Head of CRM, Groupon UK

How Facebook, Groupon and Pandora use EchoSign E-Signature from Adobe