The sales team is one of the most visible extensions of your company and stands at the forefront of its initiatives to increase revenue and remain competitive. The sales team is responsible for optimizing the sales pipeline and converting leads into customers—a process which often includes long, interminable delays and periods of inactivity. Contracting can actually slow down your sales cycle at the exact moment it needs to be swift and frictionless.
What slows the deal closing? Lengthy, time-consuming, multi-step contracts.
The all-too-familiar sales scenario: Contract hurdles to closing
Imagine this scenario: You have a very eager prospect on the hook that's ready to become a paying customer. You agree on the terms of the deal and send the contract over for them to sign—but here’s what happens next:
- Day 1: You send an email with a Dropbox link,
- You wait for them to open the email,
- They reply back that Dropbox is blocked at their company,
- You re-send an email with an attachment,
- You wait for them to download the attachment (if the IT department hasn’t installed anti-malware software that blocks attachments),
- Print the document,
- Sign the dotted line(s),
- Scan the document,
- Day 14 (or more): The document is finally sent back to you.
Before you even realize it, your sales cycle has increased by weeks.
Contracts signed, sealed, delivered in a single click
A clickthrough solution, on the other hand, makes buying and selling easy by reducing the steps necessary to execute the transaction. In fact, with a clickthrough, the process becomes self-service. The prospect can view and accept the contract in less time, and you can increase your close rate. An effective clickthrough solution also makes the sales process more transparent, as customers can see exactly what terms they’re agreeing to.
Sales contracts that can move to a clickthrough solution and cut your closing time in half or less (and yes—this keeps all of the following agreements legally enforceable):
- Sales agreement
- Order form
- Upgrade agreement
- Terms of service
- Master subscription/sales agreement
- Service level agreement
- Training form
- In-product upgrade
Companies who use clickthrough to drive sales
CDW: A leading, multi-brand technology solutions provider
CDW offers an array of products ranging from hardware and software products to integrated IT solutions such as mobile, security, cloud, data center and collaboration. Reselling third-party products/services on top of their own made it nearly impossible to ensure customers were presented with and abiding by the proper sets of legal terms and conditions.
The CDW legal team needed a solution to easily ensure CDW’s customers were agreeing to both CDW’s legal terms, as well as the terms for each service and product they resell. CDW needed the ability to prove each set of terms was accepted, and the team knew that they needed an automated way to record each and every acceptance of terms for every order.
With a comprehensive, streamlined clickthrough solution, CDW transformed their traditional ordering process. By providing customers the ability to review and accept their contract with a single click, it saves an immense amount of time. On CDW’s side, all signers—and which version they signed— are recorded and stored, providing accessible, legally-enforceable contracts whenever the company needs to review them.
The company has also seen a major impact on their sales cycle, allowing their team to shrink the window of time for a customer placing an order to getting a signed agreement from both parties.
Adore Me: Scaling growth with clickthrough
Adore Me is a fast-paced women’s intimates startup, growing at a rapid rate that’s setting the benchmark for its industry. The company has experienced exponential year-over-year growth since its inception, with revenues skyrocketing from $1M in 2012 to $84M in 2016. The company's customer base has grown to consist of over 11M women, predominantly urban millennials, and 80% of its traffic comes from mobile.
With this large customer group and many mobile shoppers, Adore Me needed a click-through solution for its online terms and agreements that could scale with its rapid growth and provide a strong customer experience across all its platforms.
Since implementing a clickthrough solution, Adore Me has seen a 47% increase in annual revenue generated and 2.3X increase in user growth. These results are attributed to Adore Me using a clickthrough solution to track users’ terms of agreement in a scalable and measurable way—whereas before, there was no process or tool in place to help measure users’ activity.
How do I know I need a clickthrough? Here's where to start.
We can help you streamline your contracting for more seamless onboarding and customer acquisitions. Talk to one of our experts today.