 From the Cosmopolitan Hotel in Las Vegas, Nevada, it's the Cube, covering Coupa Inspire 2019. Brought to you by Coupa. Welcome to the Cube, Lisa Martin on the ground at Coupa Inspire 19 at the Cosmopolitan, the chic Cosmopolitan in Las Vegas. Very pleased to be joined by my friend David Chang, the VP of BizDev from Hello!Send. A Dropbox company, David, welcome to the Cube. Thank you for having me on. Great to have you here. It is a lot of fun. You can really geek out talking technology all day. Too much so, right? Yeah, there's that. You gotta gamble a little, keep it real. You know, I have no skills on that whatsoever, but maybe I'll try it, I'll take your advice. Gotcha. So give our audience an overview of Hello!Sign, Dropbox company, what you guys are, what you do, all that good stuff. Great, great. So, Hello!Sign is today one of the fastest growing, if not the fastest growing electronic signature company in marketplace today. And today we host, I think, over 100,000 paying businesses that use one of our products in over 150 different countries today. We actually were acquired by Dropbox. I'm sure everybody's familiar with Dropbox or one of the biggest brands in the internet industry today. Probably the leader in consumer and business, files and can share. So, Dropbox actually purchased this, you know, for a number of reasons. First of all, we have an amazing product and cultural fit with them. But also, electronic signature today is an enormous market. It is one piece of the overall digital transformation. But electronic signature alone, Analyst View is probably a $25 billion industry, which we've only barely scratched the surface on. Wow, that big. So, it's a huge opportunity. Absolutely. And it's that big. That's exactly the, you know, that's actually what's shocking about how big it is. Because if you think about, almost in every business, there are not just one, but probably dozens of different use cases where you need to sign documents. So, electronic signature honestly is relevant for everything from all your sales agreements to all of your HR and offer letter and onboarding agreements. It's relevant specifically for all of your procurement and buying agreements, all your vendors contracts that need to be signed, your supplier agreements that need to be signed, NDAs. So, purchasers, all these documents need to be signed. And today, you know, only a few of these use cases have been brought into the digital arena. So, there's a whole huge area to grow. And with Dropbox being a leader in content management, where you normally store your documents, it's a natural workflow extension to have them signed by HelloSign. Excellent. Well, one of the things that we've been talking a lot about, we talk about this at every show, is the effects of consumerization. And we talked about this yesterday with Rob Bernstein, Coupa CEO and a number of guests yesterday. And today is that we're consumers every day. Even when we're at work, like, oh, I forgot I got to buy this. We go on Amazon, we know we can get it in a day. But now we have the same expectations of whether we're buying business, you know, software or whatnot. And we also want to be able to do things from our mobile phone, including sign, hey, I got this new job offer or whatever happens to me without having to go, oh my God, there's a PDF. I have to go home, get to my desktop. Talk to me about PDFs, because I can imagine when people either fill them out manually and then they scan them back in and somebody's got to print it out or God forbid, fax it. That data is stuck in PDF. How does HelloSign work to free that data in a PDF? Sure, sure. Our design philosophy really is about, you know, making a superior user experience, both for the person who needs to get a document signed but also as somebody who's actually going to be signing it. So when we design our products, you might want it to be as easy as possible for users to sign that. And recognizing some of the difficulties with PDFs and signing them on your mobile phone, we've made our products specifically mobiley responsive, so they don't have to pinch and scan and all that kind of stuff and type in data. We make it very easy walking them through that data entry process to streamline that whole process. We just want to make user customer satisfaction first and foremost. Removing the friction, probably getting documents signed much faster? Absolutely, I mean, the base benefits associated with eSignature overall, you know, are honestly getting your documents signed significantly faster and more efficiently. We have customers that used to take, you know, up to two weeks to get a contract signed and, you know, as a salesperson, that gets you real nervous, right? Yes, it does. So we've seen those contracts now get signed in less than a day. Also, you know, electronic signature provides a ton of transparency. So throughout the process, we can actually provide notifications that let the salespeople know that somebody's opened up the email to look at the document, reviewed it, signed it, completed it. And even if the document has been signed, we can send them reminders to make sure to sign it. And the third thing is, you know, you can't emphasize this enough. The value associated with productivity increases. So come on, everyone's gone out to print it out a document, walked it over to the scanning machine, you know, then uploading it back in your computer, you know, that whole step, you know, should be completely digital and automated as much as possible. It should, yes. So we see productivity increases with some of our customers between 2x, 3x, 4x, right? And reducing the number of man hours people have to spend to get documents signed. Not only is that a cost savings, but all of the, you can think of all the other benefits like we're talking about even for the procurement officers, we're talking about it at Koopa Inspire, is it's not just saving money, it's all of the other ripple effects. Absolutely. That cost savings, resource reallocation, speed, all enable this digital transformation, which then enables the business to capture new customers, increase customer lifetime value, shareholder value. There's a lot of upside to this. Well, especially for a company like Koopa, first of all, it's an incredible fit for what we do. Procurement documents, there's a whole host of them, they need to be signed. But by utilizing hello sign, we really facilitate that whole experience. And we're very excited to expand our partnership. Today we're a Koopa Advantage partner. Tell me about the Koopa Advantage program. Sure. Who benefits, who wins. Sure. Koopa Advantage is this very unique marketplace that Koopa has brought together. They're pulling together both their customers, some of their elite customers, and they're matching them with some of the suppliers, selected suppliers that provide their customers a whole host of services that they need. So it could be everything from goods and office supplies, all the way to services like travel services and staffing services, all the way to software, key software that their customers would utilize in conjunction with their procurement and business spend management. So companies like hello sign. So by matchmaking it for the suppliers, they get some pre-negotiated discounts that offer them immediate savings off of buying direct from retail. And then from a supplier side, we get huge benefits because we get to meet some of the most targeted companies that we want. So Koopa effectively is one of our favorite matchmakers. Nice. So yeah, there's a tremendous amount of suppliers in their program. I forget the number and I don't want to misquote it, but I can imagine a Koopa customer that's using them for procurement and expenses and invoices and payments. I talked a lot about Koopa paying some new things today. We'll then have the opportunity through the Koopa Advantage program to do procurement contracts or POs with hello sign as the e-signature partner. Exactly, really, exactly. And that is, like I said, a great match for what their customers need. And by being virtue of a Koopa Advantage supplier, we've been pre-vetted by Koopa. We've also worked out some special pre-negotiated discounts with Koopa to make sure we pass that value onto their customers. So some of the things that came out today regarding Koopa Pay yesterday as well with the Amazon expansion, you and I talked about the consumerization effect a few minutes ago, and what opportunities does that open up to hello sign for Koopa Pay to be able to enable IT folks to have this visibility for the entire software from search to management with this consumerized approach. Open up doors for hello sign? Well, I think, you know, if you look at the total lifecycle of any purchase, right, from beginning to end, from everything from identifying the products that you want to being able to, you know, negotiate and secure a price that is good for you. You know, that whole process, there's always tradition been a lot of friction there. So the same way that there's friction on the e-commerce side, we'll check out and purchase, right, and lining up your payment and entering your payment information, Koopa's streamlining that whole thing for the customer. So along with that side is if there's documents that are associated with that workflow, then by using companies like hello sign and our products, we're able to continue that process of digitalizing the end-to-end purchase cycle. And I imagine from an information security perspective, everything's locked tight. Oh, it's endless. Come on, the old days, I used to sign a contract and I'd throw it on my boss's desk. Anybody could come by and pick that up. So nowadays, we, you know, nowadays we keep it stored securely in the cloud. We have some of the highest security requirements of any e-signature company out there. And that really matches Koopa's philosophy as well. They go overboard on security, which we really appreciate because that mission is completely aligned with each other. Awesome. So last few seconds here. Yeah. I know that you guys are really in the acquisition with Dropbox. What's exciting you for the rest of, well, it's like calendar 19 since all these fiscal years are different. And what's next with you guys and Koopa? Yeah. So first of all with Dropbox, we're just excited to be part of an enormous community of over 500 million users globally. Wow, that many. It's the reach is insane. I know my mommy has a Dropbox account. Yeah, I think everybody has a Dropbox account. And so, you know, getting introduced to their segments, whether it's a consumer segment, SMB, and increasingly their business segment offers huge brand recognition and the potential for new customers with Dropbox. So there's a great synergy from a go-to-market perspective. And with Koopa, we're very excited about the next stage of our partnership is entering the Koopa link program. So, you know, so now Koopa customers will be able to sign and send for signature from within the Koopa CLM module. So any of their contracts, vendor agreements that are stored within Koopa, without ever having to leave Koopa, you can send for signature and sync the document back. And for a company like Koopa, this is of great strategic value, A, because of the benefit it brings its customers, but also with all the great features that Koopa's coming out with, leading edge, they want to keep as much of that procurement experience from within Koopa. They want Koopa to be that system of record, per se, and system of transaction for all your business spend management. So now you don't have to leave Koopa to perform to get your contract signed. You can do it from all within one place within Koopa, and we enable that. That's awesome. That's what we want. Keep them in the experience so that they actually adopt it, they get it done, they're more efficient, and, and, and. Well, David, it's been such a pleasure to have you on the Cube. Thank you for joining me today. Thanks, Lisa. All right, we'll see you next time. Bye-bye. For David Chang, I'm Lisa Martin. You're watching the Cube from Koopa Inspire 19. Thanks for watching.