Case Study: Market Tools
Salesforce.com Application
Listen to an interview with MarketTools’ Tom Miller about how MarketTools utilizes EchoSign
Company Overview
MarketTools is the defining provider of on-demand market research, giving companies and individuals the ability to continuously understand their target customers through innovative approaches based on advanced technology, research expertise, global market reach and an online panel community of over 2.5 million individuals worldwide.
Workflow Challenge
MarketTools’ global sales force produces several hundred contracts per month and the manual process used to sort and manage these contracts was expensive, and offered little visibility to both the sales and finance department. The process, was painfully slow without alerts, without any type of automation, or any visibility across all the contracts. Also, the final contract was not stored in Salesforce.com so there was a gap between the sales process and the final signed contract.
EchoSign Solution
MarketTools began researching contract signature automation applications on the Salesforce.com AppExchange. They required a contract signature automation application that had seamless integration with Salesforce.com, credibility and proven results, ease of use, and a clean user interface. In May 2007, MarketTools downloaded EchoSign from the AppExchange and it was implemented in one day. The MarketTools sales force was trained in two (2) separate training sessions by phone. Implementation and training was “incredibly smooth” and “pretty painless.”
Results
With EchoSign, the manual contract signature process is eliminated, both sales and finance have visibility into signed contracts, and the contract signature dashboard reports that many contracts literally have a 1 minute signature cycle. In the past, pockets of the MarketTools sales force have downloaded and used applications from the AppExchange site, however, the EchoSign contract signature automation application is the only application that is used by the entire MarketTools sales force. From a branding perspective, using EchoSign strengthens MarketTools’ positioning as a technology focused research company; and MarketTools has received unsolicited emails from their customers praising the efficiency and ease of the new contract signature process.
EchoSign does exactly what it promises. Our sales people love it.
— Tom Miller, Director of Sales Operations