Overall - ...

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Overall - What products and solutions are most often sold and how is the market responding to renewals and pricing post Covid? Any competitive pressure from Adobe or others?

Current Employee · Accepted Answer

eSign:
	•	Still the core revenue driver, but the market is maturing post-COVID.
	•	A lot of over-purchasing during COVID is now leading to downsizing and cost-cutting in renewals.
	•	Pricing pressure is intense, especially from Adobe, HelloSign (Dropbox), PandaDoc, and smaller players that offer “good enough” functionality at lower prices.
	•	Feature parity is increasing, but integrations, security, and compliance still differentiate DocuSign, especially in regulated industries.
	•	Expect stabilization in 2025 as the market rebalances.

CLM:
	•	Still too complex and not lega friendly enough for easy adoption outside of sales led buying cycles.
	•	Competing with Ironclad, Agiloft, and others who have a smoother UX.
	•	Improving, but needs more streamlined implementation and out-of-the-box workflows to win against agile competitors.

IAM (Intelligent Agreement Management):
	•	Biggest differentiator right now, especially in SMB and Mid-Market where it’s crushing competitors.
	•	Pricing challenges at Majors and Enterprise level, it needs better packaging/pricing to dominate.
	•	If they get the Majors an  Enterprise pricing right, it can be a massive category defining win and put serious distance between DocuSign and competitors.

Competitive Landscape:
	•	Adobe is the biggest threat—aggressive on pricing, bundling eSign with enterprise-wide Acrobat deals, and pushing AI-powered document management.
	•	Niche players (PandaDoc, HelloSign, SignNow) are stealing SMB deals with “good enough” solutions at a fraction of the cost.
	•	Ironclad & Agiloft are strong in CLM with a more user-friendly experience.
	•	Microsoft looming, they are not fully there yet, but if they integrate a native eSign solution deeper into 365, it could be disruptive.

Bottom line: eSign is stabilizing, CLM needs work, and IAM is the best shot at locking in long-term dominance. (if priced correctly.)

Current Employee · Answer

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Anonymous Q&A

Overall - What products and solutions are most often sold and how is the market responding to renewals and pricing post Covid? Any competitive pressure from Adobe or others?