Case Study: DocuSign achieves 73% higher new-account close rates and scales Customer Value Management with XFactor

ValueCloud® Enables DocuSign to Deploy and Scale Customer Value Management

DocuSign faced a challenge scaling Customer Value Management (CVM) beyond a few spreadsheets and an outsourced consultancy — the process was slow, hard to maintain, and couldn’t support enterprise-wide value selling. After evaluating vendors, DocuSign chose XFactor and its ValueCloud® platform as a ready-made, Salesforce-integrated CVM solution to replace the homegrown approach and enable fast, repeatable value-based selling.

XFactor deployed ValueCloud® via a phased pilot and then scaled it to 450+ quota-carrying reps, account managers, CSMs and architects, enabling self-service business-case creation and closed-loop Salesforce workflows. The rollout produced measurable results: more than 500 business cases created, a 73% uplift in new-account close rates, early increases in upselling, and significantly greater autonomy and scale for DocuSign’s customer-facing teams — all credited to XFactor’s ValueCloud®.

DocuSign

Ran Haimoff

Head of Customer Value Management