DocuSign

“They emailed us. I ignored. They emailed again and again, and then I couldn't do a call, so I just sent them like our sales platter, which is like a one-pager, and then they said, okay, send me something else, and I couldn't do a call again, so I just sent the…”

“I mean, I was looking, thinking about companies like Toast. I was thinking about one of our own DocuSign. At eight or seven or eight times revenues, these things are absurdly cheap.”

“And then it's going to fail at sending agreements because it's non-deterministic. So what's going to happen is that none of the agreements are going to have the same kind of structure and it's going to be a mess and you're going to get all pissed off and you'r…”

“And we were working for the Department of Defense in France. So we had the Ministry of Finance in France basically saying, no way, no go, you cannot sell. So we had to do a carve out which is like the funniest acquisition type you can do. So you have your team…”

“It sounds crazy, but like you want to nail Europe. You need a different product. You need a different team to your local data centers because of the compliance. You cannot just run your data centers from the U.S. So you need a local team there. Oh, and by the …”

“There's a DocuSign box. Acquisition made in Tel Aviv at the time. Wonderful people building like security appliance and where like you shake the box. The keys disappear. Like if someone is like stealing your box, no one can sign in your name.”

“Even if EchoSign had just done okay, and we'd gotten up to a hundred million, just the folks that DocuSign turned down would have come and bought us for a billion bucks. Like, I wouldn't have had to do anything just being number two.”

“And they're like, you know, they're a company that's going to replace DocuSign.”

“Yes, I remember that was in O-Nine. We did HubSpot, Box, DocuSign, and I think RingCentral.”

“We did the round at a buck and two bucks, right?”

“I think the venture lesson, be visionary, but relentlessly honest about TAM. Because it's a TAM story at the end of the day. If you have a number one or number two player in the space and you see a TAM explosion happening, that's where you get a big lift, righ…”

“I think that there's this opportunity to basically for vibe coders to band together and to build free versions of Very popular legacy SaaS companies like DocuSign, like Figma, like all the Adobe stack”

“So I think that there's an opportunity to build. I mean, I think multiple people could do this, can make about, you know, at least a thousand dollars a day in revenue.”

“Yeah, this is probably the one of the coolest feature that I've noticed on this particular product is that I can interrupt it in between without it, like, you know, stopping its work that it's going to try to as you see here, it's going to say, I understand yo…”

“The, as you get more complex like DocuSign and stuff like it does have its challenges”

“Agree.com is like a DocuSign, but better. And for anyone listening, the best part is it's completely free. But what we do is we bridge the gap between signature and payments.”

“Do you not like using DocuSign? Everyone raises their hand. Nobody sees value in that product offering e-signature.”

“And then I hired my first VP of sales from Salesforce. He hired 10 people, all of them, except Sam Blonde, who had done a lot with them, became Brex. All of them, all the other nine closed nothing. And with 10 people, that VP of sales closed less than me and J…”

“When we sold, this is why it was stupid to sell, we had 28% market share by revenue, and maybe 40% by transactions, because we were cheaper than DocuSign. It was 11 within two years of me leaving.”

“Adobe did it to me. They said, listen, if you don't sell to us, we're either going to go to try to buy DocuSign or buy this third one that you've never heard of, or we'll rebuild our effort.”

“The fifth CEO got fired in part because they lost Facebook to us. And Facebook was even back then was pretty big and they thought they'd already commit. They already did a commit to the board that they were committing this huge deal to Facebook and we won it.”

“Whether it's, like, a DocuSign or a Zoom or all the ones I just talked about, like, and look at what they trade at. They trade at, like, three times revenue. You know, these are, DocuSigns are great products. Zoom is a great product, but they trade at the shit…”

“DocuSign had just, that's all DocuSign did was go C-suite, Salesforce's endorsement, but there was all, there were two other layers of people, right? Evaluators and users that were, and then we just basically, Sam and I were like, yeah, And at that, at this po…”

“And so in 48 hours, I was able to sell 3000 dollars worth without using any social media or any of my email list. And in pre-sales to a DocuSign alternative for life, which will launch in 30 days on AppSumo.”

“Like DocuSign, it was number of e-signatures, right? That drove usage. It drove the size of revenue. Subscriptions.”

“Back in the day when I was running Adobe Sign, Echo Sign, and we were competing with DocuSign, we fully, and it was a pain, right? It was fully, we fully localized a two-byte app all across the, every piece of it, in every language under the world and we did i…”

“And if you fast forward today, even though Adobe Sign has lost market share to DocuSign, a lot of it, which is, which hurts me as a founder, it's still almost a three hundred million dollar AR business, right?”

“Certainly a slack or a Peloton or a DocuSign or a box will probably benefit from this.”

“We have about 700 customers now, and it's kind of a who's who in technology, so publicly traded SaaS companies like an Okta or Workday or Twilio or DocuSign, big companies that have gone to the cloud like an IBM or an Adobe or a Cisco, as well as companies in …”

“Absolutely. I mean, if you look at the comparables in the marketplace you know, I think you could make a, and people are making a pretty good argument that they're actually undervalued at this point.”

“On the direct side, their portfolio includes the likes of Sonos, App Annie, DocuSign, and Alibaba, just to name a few.”

“Signatures, e-signatures are becoming a commodity. Everyone does e-signatures now. They're all legal. Most of them are legal. It's kind of the general consensus that e-signing is a legitimate way to sign documents and close deals.”

“It's an enterprise secure version of a living contract. DocuSign's just a signature part.”

“The one, two punches, you've got a great founder, Really in-depth knowledge of the marketplace and the technology, and then you bring in a compatible business-oriented CEO that's got a lot of execution experience”

“If you look at the service, it's a trusted service, right? You trust them to hold the signing process for very important contracts and documents and sales agreements, right? That lends itself to, Hey, I'm a public company. I'm under the scrutiny of all that. I…”

“At Jackson Square Ventures, the partners here, we've invested in four unicorn companies, and three of them, Equalogic, DocuSign, and Responsys, they all had bridge rounds.”

“DocuSign was a fascinating story because we had led a round, and then shortly after that, some regulations changed, and basically they lost 25% of their revenue overnight.”

“HelloSign is being one of the other YC companies, but I think that the DocuSign is the best working best.”

“You've got the DocuSigns and Adobe, Adobe signing solution, but I look at them as more of an add-on. You bolt on their solution to other systems.”

“Yeah, so it's similar to DocuSign in the sense that we have e-signatures, but we like to consider ourselves more like a Google Docs for PDFs. So we take any existing PDF and we turn it into an online smart version, and then we also have tools to take that and …”

“I'm in DocuSign, which I did later in Avalara, Those are two Seattle companies later.”