Before we begin, I'd like to remind everyone that this presentation contains forward-looking statements. These are subject to risks and uncertainties that could cause actual results to differ materially. For a full list of these risk factors, please refer to our most recent form 10K filed with the SEC, which is available on our website.
Please welcome to the stage the chief executive officer of DocuSign, Allan Thygesen.
Good morning and welcome to Momentum. We call this the agreement event because it is the preeminent gathering of contract professionals, and this is our biggest Momentum ever with customers joining us from across the United States and around the world. We're glad you're here.
Now, here's something we've noticed working with hundreds of thousands of organizations across every industry. Most companies are solving agreement problems by function. So sales teams, by show of hands, how many of you would like faster contracts? Yes. Exactly. Procurement, how many of you want better pricing? Yes. Legal wants better compliance support. HR wants smoother onboarding. Finance wants to know what's in those agreements before the renewal hits. And so every team goes looking for a solution and they find one. A point tool here or a workflow there or maybe a shiny AI product that promises to read contracts faster, and it helps a little for that team for that moment. But here's the problem. The agreement doesn't live in just one team. It starts in one place and touches many others before it's done. And every handoff, every time the agreement moves from one system to a different team to another tool to the next, that's where time disappears. That's where information and money gets lost. That's where the deal slows down and risk sneaks in and the value you thought you were capturing walks out the door. The problem isn't just one step in the process. The problem is all the handoffs between the steps. And no point solution solves that by itself. Not a standalone AI tool, not a legal tech add-on, not a wrapper for an LLM because they are built to solve one moment or one team and then hand off into the void. You need a platform.
Now, we're not the only ones who think so. A recent Deloitte report shows that deploying some AI-assisted contract workflows produced only a 3% increase in ROI. But companies using an end-to-end agreement platform reported a nearly 30% increase. That's a huge difference for your company and that is why our customers are choosing DocuSign IAM, intelligent agreement management.
DocuSign IAM is an end-to-end agreement management platform that creates proven advantages for the companies that use it. With IAM and the power of DocuSign's AI engine, Iris, we gave businesses a system of record for all their agreements so they could finally see and understand the insights buried in all their contracts. Now, the next evolution is about action. Not just knowing what's in your agreements, but doing something about it. So for example, routing an agreement to the right teams for approval or identifying a risky clause before it becomes a liability, triggering action to help a deal close faster or help a renewal fix what you wish you had negotiated last time. That's the power of a unified platform and a system of action for your agreements.
Now think about what that means for all of you in the room. If you're in sales, deals stop stalling in legal review because your legal team has full visibility along the way. If you're in procurement, you no longer leave money on the table just because you didn't have time to compare your contract terms against the MSA. And if you're in legal, you finally get to spend your time on the work that truly needs your expertise, not manually comparing red lines, tweaking playbooks, or researching why an agreement looks the way it does. The platform handles the process and provides the context, and you manage the decisions.
So, our AI engine, Iris, outperforms point solutions by unifying on one platform. This allows us to fully understand the context of your agreements, including past negotiations, acceptable terms, your risk posture. Our platform knows your business. That's not general AI. That's AI that's purpose-built for agreements and for the problems you need to solve for your company. And it's a platform with the ability to operate across languages, across geographies, across data centers, and at enterprise scale.
So I'm proud to share that approximately 40,000 businesses have adopted DocuSign's IAM platform, making it the fastest growing platform in our company's history. Now companies like ServiceTitan, Experian, Bank of Queensland are using IAM for their agreement management needs and the results are concrete. Using the platform leads to an 81% reduction in turnaround time and a 75% boost in agreement management productivity.
Now, let me tell you where all this is going. Because the platform we've built isn't just about the problems that you're solving today. It's about where agreements are headed. And here's what I believe. Contracting will become a service inside the enterprise. Not a patchwork of departmental handoffs, not a bottleneck. A service that flows to sellers, to procurement, to HR, to your clients, wherever and whenever it is needed. Automated where it can be and human where it should be. And it's going even further than that. In the future, agents will negotiate with each other on your behalf. And when your agent is negotiating terms with your suppliers or your customer's agent without a single email being sent, someone still has to set the rules. Someone still has to define the terms those agents are authorized to accept. And we've created Iris to do that, to establish those guardrails and carry the context. I don't think that's a tech problem. That's an organizational challenge. And that's what DocuSign was built for.
Now look, everything you're about to see today is built on this foundation to tackle the biggest agreement challenges you face. We'll share real world examples and an eye on what's coming next. So you'll hear from IAM customers showing you what it looks like when IAM is at the center of how they run their business. You'll see new agentic capabilities getting agreements done without the bottlenecks that slow teams down. And you can do that now. And you'll hear from partners in our ecosystem like Coupa and Salesforce. We're building around our platform so you can integrate with all of your existing and new applications and deliver state-of-the-art agreement capabilities wherever you work. And it's all running on the platform that 1.8 million customers already trust with executing and storing their agreements.
So you probably came here thinking about your piece of the agreement process. Maybe it's signing, maybe it's compliance or risk, maybe it's running your vendor relationships better, maybe it's trying to close deals faster. But by the time you leave, I think you're going to see something bigger. Because the companies that win in the next five years aren't just going to be the ones who signed or created a red line faster. That's table stakes. They're going to be the ones who view their agreements as a service. They run them intelligently end to end across every team as a competitive advantage. And DocuSign is the platform that gets you there today and it's built for wherever tomorrow takes you. Thank you.
Please welcome to the stage the president and chief revenue officer of DocuSign, Paula Hansen.
Good morning everyone. My favorite part of Momentum is hearing directly from all of you, our customers. And our intelligent agreement management platform is built to serve all of you, a spectrum of our customers, from small and medium businesses to the world's largest enterprises. It gives high-growth companies the agility and flexibility they need to move fast while giving large complex organizations control and resilience to operate at scale. And you're going to hear that range from our two customers on stage here today. First, you'll hear from a global enterprise managing complexity at scale and then from a fast-growing high-growth organization using IAM to fuel its mission. Both organizations powered by the same IAM platform.
So, let's get started on the enterprise side of that spectrum. Our first guest comes from Insperity, a global leader in HR technology and solutions. Their software delivers payroll and benefits to over 300,000 employees around the globe. So getting agreements right is not optional. It's essential. And Insperity is partnering with DocuSign to modernize how they manage complex agreements across their business. And they're here to share their innovation journey with all of you, including the role that IAM plays in transforming static documents into a strategic advantage that will drive efficiency across their organization. So, please join me in welcoming to stage Cindy Stevenson, managing director of Insperity.
Hi Cindy, good morning. Welcome. Thank you so much for joining us here. I have been a big fan of Insperity for a long time and we have appreciated the partnership that we've had with you. We've had a long-standing relationship together and I think the journey that you're on today is one that many of the people here in the room can relate to. You started with DocuSign eSignature and now you've moved on to the IAM platform. So tell us a little bit about that decision to move on to IAM.
Thank you Paula. At Insperity, we're continuously assessing our tech stack to ensure that our tools deliver real results. We originally bought DocuSign because it automated routing. Now we're looking for ways to make our agreements intelligent. Understanding the intent behind an agreement enables our teams to work so much smarter. One of our challenges was that critical agreement data like renewal terms or client obligations was buried inside documents. It wasn't accessible in a way that could inform our decisions or trigger workflows. We didn't have a way to leverage the data inside them. Additionally, HR, legal, sales were often operating from different versions of the truth. Locating the correct document or understanding the status required manual effort and coordination. At our scale, that wasn't sustainable. With DocuSign IAM, we're able to establish a unified system for managing agreements, linking workflows, and data across all departments. It's not just a technology upgrade for us. It's a foundational shift in how we operate.
I love that. A foundational shift in how you operate. So to that point, one of your jobs is really to make sure that you're staying out in front of the technology curve and bringing the rest of the organization along on the way. And so tell the audience a little bit about how you brought your legal team along on the journey with IAM.
Yeah, conversations with our legal team. I was very much on the sales operations side at that time. Started almost 10 years ago and at that time they were huge skeptics. Historically redlining has always been one of the biggest burdens for legal for our company. With our size, that model wasn't scalable. When assessing various technologies, we already saw DocuSign is a secure enterprise-grade platform. This gave us confidence to expand into strategic use cases and move from agreements to being a source of intelligence to support how we operated. With IAM, we're beginning to standardize and accelerating redlining and so much more. Our legal team can now focus on complex higher value work. And it's incredibly rewarding to see that team that was first skeptics are now becoming our biggest champions and helping us get adoption throughout the company.
Well, it's a wonderful story. We really appreciate you sharing it with us today. Thank you for the partnership. You're on an exciting transformation journey. We're deeply committed and can't wait to see the impact that you'll drive. So, thank you so much. How about a round of applause for Cindy? Thank you, Cindy.
Big scale there. So, now we're going to shift gears a little bit and talk about our next customer who is transforming the online retail space, Thrive Market. Their mission is to make healthy, sustainable food accessible to everyone and they're doing it at scale and quite rapidly. But growing fast and also being a purpose-driven organization can be difficult to do at the exact same time and it means you have to transform how you operate behind the scenes. So to hear just how Thrive Market is doing that, please welcome onto stage Wade Johnson, associate general counsel at Thrive Market.
Wade, welcome. Good morning.
I think we probably have some Thrive Market members out here in the audience and it's a mission that we can all really relate to and get behind. So, let's start there. Tell us a little bit about the mission that you're on and how that is impacting the growth journey that you're on.
Yeah, for us mission is everything. Everything in our company starts with our mission. And one of the most important parts of that is accessibility. And that doesn't just mean accessible via price. That really means being able to deliver hyper-curated emerging brands across the country, meeting members where they're at. And we're able to do this now, showing that you can be both profitable and purpose-driven. We did nearly a billion dollars in revenue last year. And for that, what that means to me is we got to get a lot of contracts done really quickly and with a really lean team to do it. And we've used IAM to do just that.
So, let's talk about that, right? This rapid growth that you're on, balancing it with your mission-driven focus as a general counsel leading a legal team. How do you think about what a platform or what technology can do to help you with that mission and with that growth and expansion?
Yeah, for us the biggest bottleneck was the amount of volume that we got coming in and that this was all tied up in emails and really just inaccessible for us to manage on a day-to-day basis. We've centralized all that with IAM allowing us to grow at the rapid pace that we are. So let me put this in perspective for you. 18 months ago we had no automated processes. All of the agreements we did were done manually. Now we have our highest volume agreements, NDAs and influencer agreements all done manually. A process that used to take multiple days to get through simply just through the volume. Now done within hours.
Yeah. Amazing. And you have personally taken a big interest in this. I think you consider yourself a change agent and sort of advocating across Thrive Market to encourage people to think about different ways to do work. So as you're advocating for that, what's your roadmap? What's your vision and how do you think IAM can play a role?
Yeah, the agentic part of AI is really the future and that's what we're leaning into the most heavily at Thrive Market. For us, that means taking a process that we still have a lot of manual aspects to, moving things along, and having an agent that's able to do that for us, moving it through, and basically turning IAM into an associate of ours and allowing me to play the role of partner, just simply reviewing something when it's been done. We do that via pre-built workflows, but also via the playbooks that we've been able to do through IAM. This allows us to do what we do best, right, which is strategic thinking, critical thinking, and applying our best judgment to the process and to the agreements.
Well, we're certainly happy to be considered a junior associate to you and to your organization and, you know, count on us to continue innovating to enable Thrive Market to continue its growth and its great mission. So, thanks for being here with us today, Wade, and sharing your story.
Appreciate it. Thank you.
So reflecting a little bit on what we just heard from two amazing organizations, there's really three things that come to mind for me. First, for legal teams to really scale, Agentic and AI capabilities are absolutely imperative. Secondly, while we're committed to delivering on those legal capabilities, the power of our platform doesn't stop there. We are simultaneously bringing value to sales, procurement, HR and operations departments to bring all those teams along on the agreement management journey. And thirdly, regardless of the size of organization that you are or the industry that you're in, whether you're looking for agility or you're looking for scale or both, one platform can really serve the needs that you have and deliver value and benefit to all the departments across your organization. So with that, I thank you so much for sharing with our customers and hearing their transformation journeys. Thank you.
Please welcome to the stage the chief product officer of DocuSign, Dmitri Krakovsky.
Thank you Paula and thank you Cindy and Wade. Hearing how Insperity and Thrive Market are tackling these hidden data challenges and automating workflows is just incredible. So let me start by asking a question. Raise your hand if you used AI to summarize a long contract or vendor agreement in the past week. That's a fair number of hands and it's pretty amazing and all of you are really leaning into the future. When we launched IAM, we promised that unlocking the data trapped in your contracts would change how you do business. It's been incredible to watch you prove that. We've seen Perceptics' NDA turnaround time from a week to under an hour with Agreement Desk. We watched Experian, a global data and technology company, significantly reduce contract cycle time from roughly 10 days to hours using CLM and IAM together. And we watched Mili Move, a beloved milkshake chain with more than 800 stores in Brazil, move 14,000 agreements into Agreement Manager, formerly known as Navigator. Now, they're using AI to track renewals, freeing their teams to focus on growth. AI has given you a clear view of the information buried inside of your contract and knowing where you might find risk in an active contract or redundant subscription about to renew is just incredibly important. We've all seen how much AI has evolved over the last year. The first chapter was about knowing, learning how to ask questions and get instant summaries. It was a great start and it showed us what was possible.
But what actually happens? Sure, AI gives you a summary. It gives you a bulleted list of risks. And then what? It hands the heavy lifting right back to you. Your team still has to pivot to a different system, manually open an editor, draft the red lines, hunt down the approvals, and update the CRM. Answering a prompt is not the same as finishing a workflow. And that's the exact opportunity Allan mentioned earlier today, moving from insight to action.
Today, we're taking the next giant leap in this journey together, evolving our platform to move beyond AI that talks to you to AI that executes more of this work for you. The DocuSign IAM platform was built to power your entire agreement journey across three distinct phases: create, commit, and manage, and to solve the end-to-end agreement needs. At the heart of this all is DocuSign Iris. Last year we introduced Iris as our foundational AI engine built on hundreds of millions of private consented agreements to deeply understand your contracts. Powering tools like Agreement Manager to give you visibility you've never had before. And for many of you who are already using and relying on CLM, the beauty of the shared foundation is that many of these agentic capabilities we're sharing today will be available in your existing environments. So today I'm thrilled to announce we're supercharging Iris with three new capabilities that unleash the power of agents. First, AI assistant that acts as your active intelligence interface grounded in your full agreement context. It is built to finish the work. Ask Iris to analyze a messy renewal and it automatically reviews the deal history and drafts the exact red lines you need.
Second, DocuSign agents. We're launching ready-to-deploy agents to tackle multi-step tasks out of the box. But for unique needs, there's DocuSign Agent Studio. Using plain English, your teams can create custom agents that follow your exact playbooks. You can trigger them instantly through Iris or even chain multiple agents together in Workflow Builder to completely automate your processes.
And finally, our MCP server. Context switching is the enemy of action. You should not have to leave the system you already use to get work done. That's why we're building connections to seamlessly embed Iris into the tools you rely on every day, such as Anthropic Cloud, Google Gemini Enterprise, and Slack. Together, this is the breakthrough. We're moving Iris from a tool that shows your data to a system that finishes work, closing the gap between knowing what needs to be done and actually getting it done.
We live in this really, really dynamic world. When tariffs hit, regulation shifts, or companies merge, cross-functional teams just need to move very quickly. In these critical moments, the first question that's asked of us: What is our exposure? In these moments, legal has two distinct mandates: accurately assess risk and do it fast. But manual review forces legal into a constant compromise between speed and accuracy. Today, this compromise ends. I'm thrilled to introduce a new AI-powered analysis tool in Agreement Manager. With just a few clicks, it can extract and compare relevant data across thousands of agreements instantly in one flexible view. No more manually digging through thousands of agreements in messy spreadsheets.
But finding the risk is only the first step. To dive in and fix a specific messy contract, you transition to your AI assistant. And this is more than a chatbot. It actually helps to do the work for you. From identifying non-standard language to generating risk reports across your agreements, such as an MSA. But here's where it gets powerful. Right inside the assistant interface, you can invoke custom agents you built in the Agent Studio. You just @mention, for instance, a risk intelligence agent to instantly run your playbooks against the agreement, surface risky terms, and narrow the findings down to exactly what matters, like for instance IP rights, on the spot. So let's see how you can use this in real time. I'd like to welcome Gorav Oberoi on the stage to show it. Gorav.
Thank you Dmitri. As you noted, M&A is the ultimate stress test for large-scale contract review. It requires legal teams to answer complex questions across thousands of agreements quickly and accurately. Let me show you how DocuSign can help. Meet Sarah, senior corporate counsel at Data Vault Dynamics. Her company is being acquired and she has just 10 days to complete due diligence. Her first task: help the buyer understand customer termination risk. Will all of these customers come along with the deal or can any of them cancel on change of control? Without IAM, she'd have to read over 3,000 customer contracts all by herself. Instead, Sarah starts by locating all customer contracts in their smart repository, Agreement Manager. They've already been analyzed by Iris so she can find what she's looking for quickly.
Now, she starts her analysis by creating a worksheet, a kind of a dynamic report that she specifies with just a simple prompt. Iris then looks for the relevant language across her agreements and even proposes columns that Sarah might need in her report. It even finds additional customer agreements Sarah had missed. And after Sarah's confirmation, Iris produces the report she asked for, identifying nearly 70 contracts containing these clauses. But you know, she needs more than a yes or no. She needs the exact language. So, she adds a new column to pull in those trigger conditions simply by describing what she needs in a prompt. And just like that, Iris includes the exact clause. Now, what used to take days to uncover and a hefty legal fee if you worked with outside counsel is now completed in minutes.
With these high-risk agreements identified, her next step is to quantify exposure. Now, right from here, she asks Iris for the expiration dates and total contract values. Iris delivers citable answers with no digging and no guesswork. Sarah then has Iris draft a memo for her general counsel summarizing her findings. And in seconds, she has a professional memo that she can review and send up the chain of command.
Nice job, Sarah. But the job isn't done. In addition to customer contracts, buyers also want to identify risk in employee agreements. So, let's say hello to Blake, employment counsel for Data Vault Dynamics. He's been tasked with auditing the company's employee files. Now, with all employee contracts already organized in the PeopleHub, Blake has immediate visibility into every employee contract. No more digging through the HRIS system. Now he can move from searching to solving. To show his company is a safe bet for the buyer, Blake asks Iris to pinpoint any missing arbitration clauses. And once more, Iris creates a report just from this simple prompt, allowing Blake to address a major diligence and indemnity problem before the buyer counsel flags it.
Now, once identified, he has Iris generate new drafts using the company's template for immediate signature, closing the loop in one intuitive workflow.
And there you have it. You just saw Iris streamline the audit phase of M&A due diligence. But, you know, M&A is just one example. Whether you're navigating sudden regulatory changes or even pinpointing pricing deviations, Iris is there to help. In minutes, we saw Sarah identify risk across thousands of customer contracts while Blake addressed workforce gaps and financial exposure to make sure they were closing ready. And the result: days of manual review become minutes, outside counsel spend drops significantly, and critical risks are identified upfront. That is the power of DocuSign IAM. Back to you Dmitri.
