Docusign Discover Keynote

Thanks, Allan. Today we're going to dive deeper into our vision for intelligent agreement management and explore the pivotal role that our partners are playing in bringing this vision to life. What if agreements weren't just signatures on a document? What if they were dynamic assets powering workflows across your company? Agreements that weren't just stored but actually worked for you, driving insights, automating processes, and accelerating decisions. That's the vision behind intelligent agreement management, or IAM. And it starts with a new blueprint for how agreements should work. Let me take you through this journey.

We start with the create phase, where agreements are authored, generated, negotiated. Imagine you're creating an agreement—whether it's an offer letter, a procurement contract, or a sales deal—the creation process should be seamless, pulling data from the tools you already use, like Workday or Salesforce, so that every agreement is personalized, accurate, and ready to go without the painful back-and-forth that slows you down. Today, in the creation phase, agreements come to life powered by data. You're not building from scratch. IAM knows what's needed, filling in key details, tracking edits, and automating approvals. It's faster, more efficient, and more accurate.

Followed by the commitment phase of the agreement process, where identities, signatures, and data are verified. With IAM, we're embedding trust, verification, and security directly into the agreement process. Imagine this: not only are signatures captured seamlessly, but data is verified in real time without your teams needing to lift a finger. The agreement becomes more than just a document; it's a living part of your business process, validated and trusted at every step.

Once the agreement is signed, the role of the agreement is far from over. In reality, the most important work is just beginning, and this is where IAM really shines. The data inside these agreements is transformed into actionable insights—insights that help you track upcoming renewals so you're ready to negotiate the best terms on time, as well as avoiding those expensive auto-renewals. Or insights that spot opportunities to take advantage of those well-negotiated terms so that you can deliver on time to avoid penalties or maybe pay early for significant discounts. IAM can also help you understand the breadth of the situation when there are changes to local or federal laws by quickly identifying impacted clauses in existing agreements. Your agreements hold valuable information—information that IAM unlocks, turning those important, well-negotiated terms into actionable value. That's the power of the management phase.

Now let's talk about what powers all of this. Intelligent agreement management is powered by the DocuSign platform. At the heart of IAM are four key platform services: DocuSign AI makes every stage of the agreement process smarter—it turns agreement data into insights you can act on, helps streamline preparation and review, and makes agreements easier for all teams to manage. Maestro, the low-code, no-code tool that automates workflows so you can create agreement-based workflows without writing a single line of code. Navigator is your home for agreements and the foundation for unlocking the agreement trap with AI, no matter where the agreement originated. And finally, App Center, the place for discovering and distributing apps that extend the IAM platform to DocuSign customers. These aren't just tools; they're the building blocks for transforming agreements. They help you create, commit, and manage agreements from end to end, and they're all part of the IAM platform that's ready for you to build on or extend.

But here's where our vision broadens. IAM is about more than just DocuSign; it's about an entire ecosystem of partners, developers, and entrepreneurs working together to unlock the full potential of agreements. Today, our partners are building apps and solutions that extend IAM in ways we couldn't have imagined just a few years ago. This ecosystem is creating new ways to unlock the agreement trap for every line of business. So where do you fit in? Whether you're a developer, a business leader, or an entrepreneur, IAM gives you the power to transform how agreements work inside your organization and for your customers.

Today, to show you what's possible, let's dive into a story that every HR team and hiring manager can relate to: trying to close a new hire quickly. Workday is one of the world's leading HR platforms where agreements play a crucial role in hiring, onboarding, and managing talent. But managing HR agreements, as many of you know, isn't easy. It's full of frustrating bottlenecks and manual processes that slow everything down. To help shed light on how Workday and DocuSign solve this problem, please join me in welcoming Andre Salzar, Head of Partner Innovations at Workday. Andre, thanks for joining us.

Thank you, Rebecca. At Workday, our mission is pretty simple: it's to help organizations manage their most valuable asset, their people. But as HR professionals know all too well, the reality of managing HR agreements is anything but simple. Let's take a look at one of the biggest challenges we see: hiring at scale. Imagine this: you're at a fast-growing company, you've spent weeks searching for the perfect candidate, and now you're ready to send them an offer letter. You want to move fast and make a great impression, but then you hit the wall right at the close, which is the dreaded paperwork. The process of creating, sending, and tracking offer letters is time-consuming, error-prone, and really manually intensive. Meanwhile, your candidate is still being pitched competing offers by other companies, and work is piling up as the hiring manager stretches to cover the work of the open role. You really want to close this as soon as possible. And this isn't just about offer letters; we're talking about every HR agreement, from promotions to benefits, from compensation to offboarding—each one filled with endless approvals, signatures, and manual data entry. We knew there had to be a better way, a way to unlock the agreement trap and streamline the entire HR agreement process.

Many of us know that hiring pain too well. Doing our job while also covering for an open role can be really taxing. I'm eager to hear how the solution is going to bring some relief.

Well, as you know, we turned to DocuSign's intelligent agreement management platform and built a solution that changed everything. We integrated DocuSign with Workday to automate the entire agreement process, from offer letters to employee onboarding and beyond. It starts with data in the create stage: when a recruiter creates an offer, all the candidate's details—salary, role, benefits—are automatically pulled from Workday into the agreement, eliminating the tedious data entry work. Once the agreement is created, it's sent to the candidate for review and signature right from the Workday interface, so the recruiter doesn't need to leave the system, and neither does the candidate. For the developers in the audience, Workday was able to do this by integrating DocuSign into their core business process tools, enabling eSignature tasks in nearly all Workday candidate and employee processes.

Now, here's where it gets really exciting. The candidate receives the offer letter, they review it, and sign it all in a matter of minutes. And once the offer letter is signed, DocuSign sends all the critical agreement data—like the start date, salary, and benefits—right back into Workday. So there's no manual data entry, and there's no back-and-forth with HR, and more importantly, no delays in onboarding.

One thing I love about this is the transparent management of agreement processes for all parties. Your hiring team has full visibility and can track the progress of the offer letters as it moves through the process. They're notified when the candidate has signed the offer, and they're ready to begin onboarding. And all of their completed documents are securely stored in Workday. Finally, for each document, DocuSign automatically generates and stores a complete, timestamped history of every action taken on the agreement.

It does make a huge difference. I've heard you talk about unlocking the agreement trap a lot this year, and so I want to share a story about a joint customer who has unlocked some serious value. Let's look at some of the numbers. By integrating DocuSign with Workday, Salesforce was able to reduce the time it took to complete offer letters from 5 days to less than 1. This is impressive, but where this number really stands out is when you think about the total number of hires a company makes annually. Salesforce was hiring around 10,000 people a year at that time. Take a 4-day faster hiring process times 10,000 hires, and that's equivalent to adding 109 years of work to the team. Think about that for a second: 109 years of time and energy that could be applied to roadmap, selling, engaging customers, planning Dreamforce, etc. If you've ever been a hiring manager struggling to keep up with work while you try to close a hire, you know how great it feels to get them in the building four days faster. Talk about unlocking the agreement trap.

109 years of impact. Imagine the impact that has on your product roadmap velocity or even the time you get to spend with your family.

True. And it's not just about saving time; it's about enabling HR teams to focus on strategic work and impressing candidates with a world-class hiring experience. Okay, so for the developers in the audience, let's talk about how this was built. Well, Workday leveraged DocuSign's auto-tagging and embedded signing capabilities, making it easy to embed agreement workflows directly into their platform. And with the bulk send API, we were able to automate mass agreement distribution, which is perfect for large-scale hiring, doing things like company policy updates and benefit re-enrollments. Since we built this, we've seen almost 7 million transactions passing through the pipes of this integration.

Thank you, Andre, for those insights and for showing us how Workday and DocuSign are making a real difference for HR teams.

Thank you, Rebecca. It was my pleasure. Today, we're also excited to announce the IAM for HR design partner program. We're looking for HR professionals and developers who want to co-create with us and tackle the most painful parts of the HR agreement process. If you're interested in shaping the future of intelligent agreement management for HR, scan the QR code to join our IAM for HR community and stay up-to-date on the latest innovations.

Next, let's look at what SAP and DocuSign have done to unlock more value for users in procurement. We all know that procurement agreements are critical to all organizations, but they're also one of the most challenging to manage. Think about it: contracts with suppliers, vendors, partners—they involve complex terms, financial data, and compliance requirements. Yet so much of this data is trapped in static contracts. That's the agreement trap again. Thankfully, partners like SAP are helping to bring our IAM vision to life for procurement teams. Here to provide us with a closer look is Avanos Mudabedri, Senior Director, Product Management from SAP Ariba. As most of you probably know, Ariba streamlines the source-to-pay process. Avanos, thank you for being with us.

Thanks, Rebecca. I'm excited to be here. For procurement teams, there are a few key jobs that are very directly tied to data held within agreements: maximizing contract value, ensuring contract compliance, increasing supply performance, and minimizing risk. I'd go so far as to say that procurement teams are really at the front lines of the agreement trap. Procurement teams we speak to feel like they're flying blind with limited visibility into contract terms and statuses, inefficient approval handoffs, and disconnected tools across the source-to-pay process. But what if they could turn that frustration into efficiency? What if procurement teams had the visibility they needed at their fingertips? No more searching, no more guesswork. That's a challenge SAP Ariba and DocuSign set out to solve.

Can you walk us through the new DocuSign CLM connector for SAP Ariba?

Absolutely. Let's walk through a typical procurement process. Your procurement team is negotiating a vendor contract. They're working through complex terms like pricing, delivery schedules, and performance metrics. But after the contract is signed, that critical data is usually locked away. It's disconnected from the systems they use to manage the procurement lifecycle, creating blind spots that make almost every part of the job more difficult. That's where DocuSign's intelligent agreement management comes in. Together, SAP Ariba and DocuSign built an integration that unlocks the procurement agreement trap. With the DocuSign CLM connector, procurement teams can create, track, and manage agreements right from within SAP Ariba. No more jumping between systems or manually entering data.

Here's how it works. Now, procurement professionals can create agreements from the data collected during the sourcing process in a single click, or upload third-party documents right from the Ariba interface. All the key information—pricing, vendor details, compliance terms, even the simplest things like addresses—are automatically pulled into the agreement. For example, non-legal users can choose from pre-approved templates and fallback options to ensure agreements are aligned to standard terms, then routed, reviewed, and approved by the right people at the right time. Once it's signed, the data flows back into SAP Ariba, creating a single source of truth for your procurement process right from the Ariba interface. But that's not all. The real magic happens when the agreement is signed. With the DocuSign CLM connector, procurement teams can now track contract performance and automatically receive notifications when key deadlines, like payment terms or renewal dates, are approaching. The DocuSign CLM connector for Ariba was designed to deliver a rich, embedded agreement experience, enabling procurement teams to create and manage agreements right from the Ariba interface with seamless data sharing between systems.

What a great example of intelligent agreement management. Avanos, we have both business users and developers in the audience today, so I'd love you to talk more about how co-developing this integration and building it directly on Ariba's APIs is working for customers.

The primary benefit users can't miss is seamless data sharing that is taking place between systems, meaning users don't need to switch back and forth between CLM and SAP Ariba to create a contract and track its status. For the developers in the audience, it's important to note that this integration was built on DocuSign's modern data connectivity framework, which enables data portability and reuse in other IAM use cases. So everyone wins. We are keeping procurement teams happy by unlocking the agreement data and process improvements that help them hit their goals. We're keeping legal happy by reducing risk in the process—DocuSign's workflow engine ensures agreements are routed to the right people at the right time with fewer errors and risks. And the best part is that as both DocuSign's and SAP's platforms continue to grow, we have the framework required to evolve together. This is exactly why we're so focused on intelligent agreement management and unlocking the agreement trap. There is incredible value, and we're going to put it to work for our procurement teams.

Thank you, Avanos. Thank you. Next, I'm proud to announce that the DocuSign CLM connector for SAP Ariba is available in the DocuSign App Center. I encourage you all to check it out; your procurement teams will love it. We are continuing to work closely with the SAP team to develop additional capabilities for this integration based on customer feedback. But we're not stopping there. I'd be remiss if I didn't touch on how DocuSign is also addressing arguably the largest challenge procurement teams face, which is value leakage. Because the truth is, creating and executing vendor agreements is only the beginning. You must also be able to access and make sense of the data within them so you can answer critical questions like, 'How much are we spending with this vendor?' and 'What contracts are expiring in the next 90 days?' Or Van Halen's all-time favorite: 'Does this contract contain a clause that stipulates no brown M&Ms backstage?' True story: Van Halen did this to see who was really paying attention to the details of their agreements for safety. If there were brown M&Ms in the bowl backstage, they knew the promoter didn't read the agreement and may have also cut corners in other areas like safety.

With DocuSign's new upcoming management capabilities, customers can set rule-based notifications for upcoming due dates and search for or report out on scheduled obligations, identify important renewal, payment, and termination terms automatically, and capture unique obligations manually, add associated tasks, and track fulfillment progress. They could also ask which color M&Ms are required by Van Halen, but that's not where our journey with procurement ends either. Starting today, we're looking for customers and partners who want to design and co-innovate with us as we build our upcoming IAM for Procurement application. These insights will shape the first intelligent agreement management application designed specifically for procurement teams. If you'd like to partner with us, please scan the QR code to join our IAM for Procurement community group and also apply for the IAM call for design partners.

Next, I'm joined by our partner from Sandbox Banking, Ravi Balasubramanian, who built an innovative app to streamline customer acquisition and management processes for banks. Welcome, Ravi.

Thanks, Rebecca. At Sandbox Banking, we're all about pushing the boundaries of what's possible, and one of the hardest places to do it: banking. And if banks can do this to enhance their customer journey, so can you. For banks and credit unions, embracing new technology while the business runs on legacy platforms can be difficult and expensive. We've changed that by giving financial institutions a no-code way to connect their banking platforms with partner ecosystems. That's where DocuSign comes in. Let's imagine a scenario something you've all experienced either as a banking client or even in your own business, regardless of the industry you're in: the customer wants to make a change to their account information, like their contact name, postal address, phone number, or email. Sounds easy, right? But a simple task like this can actually be very manual on the back end when systems are disconnected, resulting in heavy administrative burden and a less-than-ideal customer experience.

Now, if we assume the data collection step has already been automated with a DocuSign web form, you still need to take all that data and manually update it in your internal system of record. So let's do the math: if you have five different systems to update and it takes an employee 5 minutes to do that, then updates from 100 or more clients would burn an entire 8-hour workday. It's easy to see how quickly the time drain adds up.

Yes, that adds up, and it's the kind of work that people really don't like doing. Glue from Sandbox and DocuSign Maestro solves this pain point by automating the end-to-end process. DocuSign enables customized, no-code agreement workflows that connect with Glue to flow agreement data to and from your banking systems. You can make massive impacts on both the employee experience and dramatically improve the customer journey by eliminating this tedious work updating system of record for every agreement.

By building on the DocuSign IAM platform and Maestro, we were able to create customized agreement workflows so we could focus on the unique part of our business. Together, we've created a solution that ensures a secure and efficiently maintained system of record. We leveraged the DocuSign developer console to build the integration in just a few weeks and then published it in the DocuSign App Center. Now, any bank or credit union with Maestro can benefit from automated account maintenance workflows.

Wow, that's great. Thank you, Ravi.

Thank you, Rebecca. The key takeaway here is not that this is a banking use case; rather, any of you in the audience could envision a similar problem in your company and solve it just as easily.

What we've seen today is just a glimpse of what can be built by entrepreneurs, integrators, and developers to unlock the agreement trap. Keep your eye out for movement in the agreement ecosystem. Startups like FormAssembly are making it easy to create forms and connect the data into the agreement. Bond Terms is pioneering the notion of standard, open-sourced agreements to simplify the create and commit stages. And Highspot is working to streamline B2B sales agreements with DocuSign integrations and automations.

And finally, I'm thrilled to announce the international expansion of our IAM applications. First, IAM for Customer Experience was released globally in September. Second, IAM for Sales and IAM Core will be available in Canada, Australia, the UK, France, and Germany in December. And third, due to customer interest, we are extending availability of IAM for Sales and IAM Core globally for customers with agreements in English. This means they can take advantage of AI extractions in Navigator right away for English language agreements. More languages are planned for Navigator in 2025. Next up is Larry Jin, VP of Product, with the next big announcements and news.

Hello, everyone. We have so much to share with you today. As we begin, picture this: developers everywhere pushing the limits of their creativity, building applications, workflows, and solving problems, yet always hitting a wall when it comes to agreements. These agreements, the lifeblood of any business, have been locked in static, scanned documents, and the developer tools to really unlock them haven't existed. This is the agreement trap. Earlier this year, we began our journey to break free from that trap with tools like DocuSign Navigator, new AI capabilities, and DocuSign Maestro. But we knew there was a bigger problem still to solve. We knew the true drivers of innovation—you, the builders—needed more power to unlock the agreement trap and build new apps and extensions for customers. And today, I'm thrilled to share how we're empowering you to do just that. We are announcing DocuSign for Developers, a powerful suite of capabilities and tools that marks the next step in turning agreements into a source of innovation. This is your chance to transform agreements, and here's how you can do it.

Now, many of you have already been building with DocuSign using eSignature for years, but there was always a sense that more could be done. You were restricted; agreements remained static, and despite embedding eSignature, you couldn't fully harness the potential of agreement automation. But that changes now. With DocuSign for Developers, we're giving you the ability to extend DocuSign products and workflows, integrate more advanced capabilities like AI-powered insights, build and publish apps that can reach DocuSign's vast customer base, or even serve your internal teams. And it all starts with our new Developer Center experience, built by developers for developers. It's your one-stop destination to explore, integrate with, and extend DocuSign faster than ever before.

We're also expanding our suite of APIs to cover the full agreement process, going far beyond eSignature. And now you can integrate much more of DocuSign's intelligent agreement management capabilities into your applications. Take Maestro, for example: with its new API, you can trigger low-code, no-code workflows and embed them in your app, speeding up development of your custom integration and making it easy to add new features over time. And next up, at the heart of intelligent agreement management is DocuSign Navigator. It's not just a repository; it's a living, breathing brain for your agreements. Navigator organizes and extracts critical information, such as contract expiration dates and payment terms, using AI. And now, you, the developers, can harness this AI through a Navigator API to integrate agreement data into your own applications. Imagine pulling key insights directly into tools like Tableau or Power BI to supercharge your business intelligence. Well, now you can.

And we didn't stop there. We're introducing extensibility, which enables developers and partners to build features that extend DocuSign's out-of-the-box capabilities. You can create extension apps, distribute them through the App Center, and in the future, even monetize them in an app marketplace. So how can you get started with DocuSign for Developers? We've created an experience that gives you everything you need: a new developer console, powerful APIs, and an ever-growing dev community.

We've seen early successes from Quick, Vura, and Nura Flash, and you heard earlier from partners like Sandbox who have built and listed in the App Center. Quick, as an example, found themselves in a world where forms were the barrier between happy customers, happy employees, and key business outcomes. Just think about it: in wealth management, every financial process, from opening an account to signing up for an annuity, requires forms. But filling them out was only half the battle; afterwards, someone had to manually read and enter that data into a system—a time-consuming and error-prone process that no staff member enjoyed. But Quick saw this frustration as an opportunity. With Form Extract, built on DocuSign's platform, they developed a solution that uses AI to extract data from completed forms with near-perfect accuracy. This structured data seamlessly flows into business processes, eliminating manual entry and empowering their clients to move faster. What was once a source of frustration became a smooth, automated process that saves time and improves accuracy, thanks to DocuSign's extensibility.

And similarly, Vura faced a different kind of pain: managing the healthcare consent process for over 12 million patient records. Their system was drowning in fragmented, paper-based workflows that required manual consent management, slowing down vital data-sharing processes between healthcare providers. By building on DocuSign, Vura has created an extension app using Maestro. This app digitizes patient consent management, creating a streamlined, standardized workflow that is scalable across their entire network. And what was once a major bottleneck in healthcare has become an automated, intelligent process, transforming how they handle sensitive information. Vura is now on the path to simplifying patient data exchange at an unprecedented scale.

Nura Flash, a systems integrator, faced the agreement trap head-on. Their enterprise clients needed to connect DocuSign with systems like Coupa, SAP, and Workday to unlock agreement data trapped in silos. The process of integrating these systems had been slow, painful, and manual—until Nura Flash stepped in. And using DocuSign's new IAM APIs and partnering with MuleSoft, they developed the DocuSign IAM and MuleSoft connector app. This app connects agreement data across enterprise systems, making the once-disconnected processes unified and actionable. And Nura Flash turned a tangle of fragmented systems into a cohesive, integrated workflow.

And these stories are just the beginning. Quick, Vura, Nura Flash—they all started with pain points that frustrated all of us at some point in our lives. But by embracing DocuSign for Developers, they've transformed obstacles into opportunities. They are the heroes in their organizations, driving innovation and efficiency in ways that weren't possible before. And you, the builders in this room, can follow in their footsteps by solving your own challenges with these new capabilities.

With DocuSign for Developers, we're not just building an ecosystem; we're working to create an agreement economy where entrepreneurs can start new businesses that transform the agreement process, like the ones we saw from Quick, Prido, Bond Terms, FormAssembly, and Sandbox. And partners can build new integrations, like we saw from Nura Flash. Developers in regulated industries, like healthcare, can build new internal solutions, just like the one we saw from Vura. IAM is a new era for DocuSign and for builders. We've been a product company for two decades, but with IAM, we're becoming a platform company. This transformation doesn't happen overnight—I certainly wish it did—but we're excited about what you can do already with our new platform services and developer tools.

Our next chapter is an ecosystem chapter. The idea of an emerging agreement economy is key to this. It represents a shift from a list of integrations to a thriving marketplace where developers, partners, entrepreneurs, customers, even competitors, are building innovative solutions for DocuSign customers. In this new economy, agreements are no longer just static documents; they become the backbone of automated, intelligent workflows that drive business outcomes. We're working on an app marketplace as an evolution of our App Center, where developers will not only be able to build and distribute their apps but also directly monetize their solutions. This marketplace opens up new opportunities for everyone in the agreement ecosystem. Whether you're enhancing agreements with AI, integrating with enterprise systems, or building new workflow automations, DocuSign customers will be able to tap into a world of tailored solutions and empower developers to unlock new revenue streams.

This transition from the App Center to the app marketplace will take time, but we're so excited to see you here at Discover next year to share what you've built. So as you explore the rest of DocuSign Discover, think about how you can leverage these capabilities in your own organization. The agreement trap is real, but with the right tools and the right vision, we can unlock its potential together. Thank you, and I look forward to seeing what you'll build here at Discover next year. Next up, we're joined by Microsoft and Robert Chhatwani.

President of growth to talk about how everyone can be a builder and some exciting new integrations with Microsoft Copilot. Hey everyone, I'm thrilled to be here with Patrick Shanan, who's head of developer advocacy at Microsoft. We're going to have a great conversation today. Patrick, thank you for joining us.

Hey, thank you, Robert. Great to be here for the birth of a new platform.

Well, thank you. Well, we're going to get into all of that. So this past April, many of you saw the launch of the new DocuSign platform. As Patrick just mentioned, along with a lot of our new platform services, we've launched DocuSign Maestro, DocuSign Navigator, and DocuSign AI. Now, these services power not only the apps that we build, but they're also open and extensible. So this means that all of you, our customers, entrepreneurs, developers, and partners, you can use these services to build new and better applications and integrations into the DocuSign platform. And by build, I don't just mean that you need to know how to write code. Is that right, Patrick?

Absolutely, Robert. And that's what's so powerful about the AI era. We're living in a time when you don't have to be a developer to make a meaningful impact on the way your business runs with technology. Whether it is business teams building low-code and no-code automation and workflows, or developers using APIs and open platforms to rapidly build new applications, there are now countless ways to drive innovation and solve problems. My job at Microsoft is to bridge the gap between developers and business users with the tools they need to innovate. It's also why Microsoft has focused on delivering a platform. We want to help people and organizations achieve more with AI on the Microsoft cloud. You can adopt Microsoft Copilot, create your own Copilot or agentic systems on Microsoft cloud using Microsoft AI Studio for developers or Microsoft Copilot Studio for power users.

Okay, so fascinating. This is an important partnership for DocuSign, a lot to sort of dive into there. Now, first, I want to start with the fact that you've worked with developers and business leaders for just a number of years, and so you know that there's a massive amount of frustration that comes with how business workflows and tools often work today. Historically, and I know from personal experience, it's been intimidating often to be a builder. A lot of business users like me often feel that if they're not deeply technical, they can't necessarily change the technology. They cannot exchange and interact with developers in ways to come up with sort of very technical solutions. So I'm going to start by asking you, Patrick, what's your advice for people who themselves are developers or may not think they know enough to engage with developers to address some of these challenges? How can they approach this?