What shoul...

Question

What should I make of these review on here that hints to DocuSign moving to a selfserve model and drastically reducing the sales org?

https://www.repvue.com/companies/Docusign/reviews/docusign-review-jncloiht

Current Employee · Accepted Answer

DocuSign went from 3500 employees to 7500 in two years. Most of it is sales and most of them are failing. There are also overlay positions that add zero impact to bottom line and will be eliminated. The org is bloated and directionless and the results are horrible across the board. Moving to self serve is inevitable and makes the most sense of this simple yet expensive tool.

Former Employee · Answer

Less people in the sales org could be a good thing for newer reps honestly. bigger territories and more to sell. DocuSign has been a self service model since inception. .Orgs who need to elevate their e-sig and CLM are not going to buy self service because its simply too complex, which is why they will need you.

Anyways, thats my take. People are still making great money selling docu.

Former Employee · Answer

Trying to take the emotion out of this with numbers. Rough numbers here but the average spend per customer at docusign is $2000! They also recognise revenue through transactions not users meaning more Consumption growth rather than users. Allan's background from Google was managing their 100bn ad spend for SMB's so you can probably learn something from that.

Hiring massive SMB sales functions/SDR org's  and renewal teams to service the smaller end of the market is super expensive and perhaps not profitable once you pay everyone in the chain. Also with net rev retention dropping from 122% to 114% maybe its proof sellers are not having the desired impact there.

The uncracked part of DocuSign is in the enterprise. They are sitting on a golden egg with CLM but dont know how to sell it, and it was underinvested from the previous c suite in driving success at the top end of the enterprise (despite getting Gartner MQ recognition companies would dream of). If DocuSign can pivot to being the contract company for the enterprise, they will always need sellers.

So it depends where you are looking to go in that will impact where you can

Former Employee · Answer

They are and have -- I was part of the second round of layoffs at DocuSign. In numerous all hands they spoke about the shift to self-serve. Before they would be limited to buying up to 5 licenses then would have to connect with a sales rep. Where now prospects can purchase up to 50 users.... Completely takes the value prop away from sales reps and other additional add-on products. I would continuously have to spin a value prop to buy through myself opposed to them just purchasing online. Make it messy for sure when you already had someone in your pipeline, then weeks later and demo's they just purchase it online at times....

Current Employee · Answer

Hi there, imo the self serve model may impact you if you are in SMB segment. However, as an AE you will still get automatically credited should companies under your territory purchased >5 user seats on their own from the site.

Former Employee · Answer

I think it’s definitely something to be aware of. I could see DS moving all customers below a certain spend threshold to self serve, especially in the commercial space.

Former Employee · Answer

Think about a move outside - the news about this are seen into different press announcements.

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Anonymous Q&A

What should I make of these review on here that hints to DocuSign moving to a selfserve model and drastically reducing the sales org? https://www.repvue.com/companies/Docusign/reviews/docusign-review-jncloiht