WEBVTT - Docusign CEO Allan Thygesen Talks 2025 Forecast

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<v Speaker 1>Electronic signature software company DocuSign It's third quarter numbers really

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<v Speaker 1>did beat expectations. The company is boosting its revenue forecast

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<v Speaker 1>for the full year as well. We're up again twenty

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<v Speaker 1>five percent on this particular company. Let's have a talk

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<v Speaker 1>about it with the docu signed CEO and Antiquerson, who

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<v Speaker 1>ultimately is displaying what seems to be a growth here

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<v Speaker 1>that is not just coming from early contract renewal but

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<v Speaker 1>also new products that you're offering. How much are they

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<v Speaker 1>to be said for the galvanization and growth.

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<v Speaker 2>Yeah, well, first of all, it was it was a

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<v Speaker 2>very positive quarter for us. I think we beat on

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<v Speaker 2>all the metrics and we're able to raise for the

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<v Speaker 2>full year and that was really a reflection of strength

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<v Speaker 2>across the board. So in our existing business, the signature

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<v Speaker 2>of business everyone knows well, we significant improve retention and

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<v Speaker 2>reduced churn. We've grown our channels from being predominantly direct

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<v Speaker 2>sales to now also having a very strong digital channel

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<v Speaker 2>and building out our partner channel. And then, as you mentioned,

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<v Speaker 2>our new products which we launched at the end of

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<v Speaker 2>May to a limited distribution to the mid sized customers

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<v Speaker 2>in North America. Started contributing in this quarter as well,

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<v Speaker 2>So it's still early, but I think Doug Sun's on

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<v Speaker 2>a very positive trajectory of rejuvenation.

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<v Speaker 1>Rejuvenation, let's talk about that, because the acceleration of billings

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<v Speaker 1>are basically coming from a very depressed level, and everyone

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<v Speaker 1>is saying that this is really encouraging. But when I

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<v Speaker 1>look at Pipa Sun and in particular, they're sort of

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<v Speaker 1>waiting for really the new solutions and new offerings to

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<v Speaker 1>make meaningful difference to your revenue. When will that happen?

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<v Speaker 1>Will that happen?

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<v Speaker 2>Yeah, Well, it's a journey and we're working on that.

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<v Speaker 2>Our goal is to return to double digital growth. We're

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<v Speaker 2>not putting this particular timeline on that, but as we

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<v Speaker 2>roll out these new products across more geographies and segments.

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<v Speaker 2>We just launched around the world here about a month

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<v Speaker 2>ago and just started shipping to enterprise rollouts, departmental level

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<v Speaker 2>role lots and enterprises. So we're still adding customer segments

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<v Speaker 2>and geographies and as that impacts more and more of

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<v Speaker 2>our book, we can drive more growth. And of course

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<v Speaker 2>any continued improvement in our core business also helps, and

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<v Speaker 2>so you're starting to see some early signs of that.

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<v Speaker 2>We got more work to do, but it's very encouraging

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<v Speaker 2>the progress that we're making.

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<v Speaker 1>You've got some more convincing to do, because when I'm

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<v Speaker 1>looking at the Bloomberg terminal and it points out what

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<v Speaker 1>the revenue expectations are for your business going out to

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<v Speaker 1>twenty twenty seven, I'm afraid we're staying in single digits

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<v Speaker 1>for all of those expectations. As far as we go,

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<v Speaker 1>what do you think really catalyzes back to I'm not

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<v Speaker 1>saying the forty percent increase in revenue we used to

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<v Speaker 1>be having in twenty twenty one twenty two, but at

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<v Speaker 1>least the double digit what gets you there?

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<v Speaker 2>Alan, Yeah, I think we get there through that through

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<v Speaker 2>the combination of continued improvement and retention to our core

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<v Speaker 2>and then the full rollout and adoption of our new products.

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<v Speaker 2>We can call it intelligent agreement management. It's a much

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<v Speaker 2>broader value proposition that dock Shigne has had historically, true

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<v Speaker 2>C suite sell It's across the entire enterprise, and we

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<v Speaker 2>have I think tremendous green field opportunity. Are in the

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<v Speaker 2>best position to really help transform how agreements get done.

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<v Speaker 2>That's our opportunity. As we execute on that, then we

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<v Speaker 2>can deliver on that growth opportunity.

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<v Speaker 1>You've got about a billion news is one and a

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<v Speaker 1>half million customers. What sort of numbers do you end

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<v Speaker 1>up getting to do you think?

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<v Speaker 2>Well, so we already have, as you mentioned, over a

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<v Speaker 2>billion signers. I'm sure we will add more signers, but

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<v Speaker 2>we've got a lot of people who are already used

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<v Speaker 2>to signing Docus signed documents. And from a customer perspective,

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<v Speaker 2>we're adding about ten percent, growing our customer base ten

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<v Speaker 2>percent year every year, every quarter, but those tend to

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<v Speaker 2>be smaller customers. We are already present in most large

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<v Speaker 2>companies in the world. I believe over eighty five percent

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<v Speaker 2>of the Fortune five hundred are already Dock signed customers.

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<v Speaker 2>So our opportunity is more adding breath, basically cross selling

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<v Speaker 2>and upselling our new broader solutions into clients that are

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<v Speaker 2>already generally happy customers are docusenting. So fantastic starting point.

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<v Speaker 1>Where is the competition for you? Who do you put

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<v Speaker 1>yourself most often up against?

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<v Speaker 2>Yeah, Historically we've had some competition in the electronic signature space,

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<v Speaker 2>where by far the market leader I think the preferred

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<v Speaker 2>branded solution, but we have some lower price competition there

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<v Speaker 2>I think increasingly as we move into this broader agreement

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<v Speaker 2>management space, those competitive dynamics change, and as I mentioned,

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<v Speaker 2>we believe that's mostly open field running and we're the

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<v Speaker 2>first too, I think, articulate this broader vision and execute

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<v Speaker 2>on it. So if we can keep that going, I

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<v Speaker 2>think we're in a very good we'ren't a very good

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<v Speaker 2>position competitively, And just.

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<v Speaker 1>Give us a bird side perspective. When you're in one

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<v Speaker 1>hundred and eighty countries where is growing most geographically, how

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<v Speaker 1>resilient does the US look when we're entering a new administration.

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<v Speaker 2>Yeah, Well, the year's economy has been the strongest of

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<v Speaker 2>the major development markets, and so we're certainly benefiting from that.

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<v Speaker 2>On the other hand, the US is also the furthest

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<v Speaker 2>along in the adoption of electronic signature, which still remains

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<v Speaker 2>the bulk of our revenue, whereas some other major markets,

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<v Speaker 2>for example Germany and Japan are a much earlier state

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<v Speaker 2>of adopting various forms of electronic contracting, so we have

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<v Speaker 2>a lot of growth opportunity there. We're growing faster, name

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<v Speaker 2>for the faster outside the US than we are in

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<v Speaker 2>the US, and I think that will continue to be

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<v Speaker 2>the case. For years to come.

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<v Speaker 1>Dokus signed CEO Alan Tikison. It's great having some time

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<v Speaker 1>with the Congratulations on the share pop on the numbers