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Item 1. Business

2024-03-21 compared with 2023-03-27 · 143 added, 104 removed, 192 unchanged (56% of the section changed)

DocuSign is the global leader in the eSignature category.

We offer products that address broader agreement workflows and digital transformation, including the world’s leading electronic signature product, enabling agreements to be signed electronically on a wide variety of devices, from virtually anywhere in the world, securely.

DocuSign’s product offerings, including DocuSign eSignature, allow organizations to do business faster with less risk and lower costs, while providing better experiences for customers and employees.

We offer applications for automating pre- and post-signature processes, including automatically generating an agreement from data in other systems, supporting negotiation workflow, verifying identities, enabling remote online notarization, collecting payment after signatures, and using artificial intelligence (“AI”) to analyze a collection of agreements for risks and opportunities.

DocuSign has over 400 partner integrations with the world’s most used applications, so agreement processes can integrate with larger business processes and data where work happens.

Every agreement has an agreement process:

how it is prepared, signed, acted on, and managed.

Traditional agreement processes are slow, expensive and error-prone because they involve many manual steps, disconnected systems, and paper signing.

DocuSign offers products that address agreement workflows and digital transformation as part of its agreement management platform, enabling agreements to be signed electronically on a wide variety of devices, from virtually anywhere in the world, securely.

DocuSign’s core product offerings, including the world’s leading electronic signature product , allow organizations to do business faster with less risk and at a lower cost, while providing a better experience for customers.

DocuSign also offers contract lifecycle management software that automates pre- and post-signature workflows.

This includes automatically generating an agreement from data in other systems, supporting negotiation workflows, verifying identities, enabling remote online notarization, collecting payment after signatures, and using artificial intelligence (“AI”) to analyze a collection of agreements for risks and opportunities.

At the core of every business is a series of agreements and every agreement involves a workflow that guides how we create, commit, and manage agreements.

However, traditional agreement processes are slow, expensive and error-prone as they involve many manual steps, disconnected systems, and paper signing.

Our value proposition is simple to understand:

eliminate the paper, automate processes, and connect to the applications and systems where work gets done.

eliminate the paper-based processes, automate agreement workflows, and connect to the applications and systems where work gets done.

DocuSign has over 900 active partner integrations, so businesses can easily integrate mission-critical business processes with agreement workflows.

This allows organizations to reduce turnaround times and costs, largely eliminate errors, and deliver a streamlined customer experience.

As of January 31, 2023, over 1.3 million customers and more than a billion users in over 180 countries use the DocuSign platform to accelerate and simplify the process of doing business.

Our customers range from the largest global enterprises to sole proprietorships and nonprofits, across virtually all industries globally.

Within a given organization, our technology can also be used broadly across business functions:

generating contracts for sales, signing employment offers for human resources, and analyzing commercial agreements for legal, among many others.

This broad potential applicability drives the total addressable market for DocuSign to approximately $50 billion according to our estimates.

To address this opportunity, our sales and marketing strategy focuses on businesses at all scales, from global enterprise to local very small businesses (“VSBs”).

We rely on our direct sales force and partnerships to sell to enterprises and commercial businesses.

Our digital self-service channel provides a cost-effective way to serve customers of all sizes, and an option for serving customers of all sizes.

As of January 31, 2024, over 1.5 million customers and more than a billion users in over 180 countries use our products and solutions to accelerate and simplify the process of doing business.

We offer subscriptions to our products, which include editions with varying functionality for different customers’ needs, as well as products and features specific to particular geographies or industries.

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This helps us deliver continued value and creates opportunities for increased usage.

Our customer base is broad and diverse ranging from the largest global enterprises to very small businesses (“VSBs”) and nonprofits, across virtually all industries globally.

The world’s leading brands trust DocuSign, including global leaders in energy, industrials, consumer goods, and multiple federal and state government agencies.

Within a given organization, our technology is adopted across many business functions and for many use cases including:

generating contracts for sales, signing employment offers for human resources, and analyzing commercial agreements for legal, among many others.

The global reach and broad applicability of eSignature across business functions, combined with our offering of end-to-end contract lifecycle management applications represents an addressable market of approximately $50 billion, according to our estimates.

To capitalize on this opportunity, our sales and marketing strategy focuses on attracting new businesses, as well as expanding our use cases within existing customers.

We rely on our direct sales force and partnerships to sell to enterprises and commercial businesses.

We also rely on a digital self-service channel to attract new customers in a more cost-effective manner, in particular those customers in segments or markets that may not be currently or easily serviced by our direct sales or partner efforts.

As a result of our product-led-growth initiatives, we expect the portion of business that comes from our digital self-service channel to continue to increase.

The Benefits of Using DocuSign

DocuSign leverages our core strengths in eSignature to deliver easier, smarter and trusted agreements.

We help organizations connect and automate agreement processes with our industry leading product offerings that span the entire agreement lifecycle to enhance the customer experience while enabling the digital transformation of agreements.

DocuSign leverages our core strength in eSignature to deliver easier, smarter and more trusted agreements.

We help organizations connect and automate agreement workflows with our industry leading product offerings that span the entire agreement lifecycle to enhance the customer experience while enabling the digital transformation of agreements.

In addition to what we do, we believe we are differentiated by how we do it:

• Stringent security standards.

We seek to meet the industry’s most rigorous security certification standards and use the strongest data encryption technologies that are commercially available.

We believe our systems and processes meet and, in certain cases, exceed industry practices for data protection, transmission and secure storage including being certified for the globally recognized security standard, ISO 27001, among many other key privacy and security certifications.

• Highly available.

Our main infrastructure is powered by near real-time data synchronization across a ring of four geo-dispersed data centers in the United States (“U.S.”), and a similar ring of data centers in the European Union (“EU”).

This infrastructure has enabled us to deliver over 99.9% availability to our DocuSign eSignature customers and users worldwide over the past 12 months.

• Simple to use.

A key reason for our customer loyalty is our products’ usability.

Especially with DocuSign eSignature, we are widely known for our ease of use and customer satisfaction.

For example, as of March 2023 our DocuSign eSignature app had more than 636,000 ratings with an average score of 4.9 out of 5 stars on Apple's App Store.

A key reason for our customer loyalty is our products’ ease of use.

Our eSignature product allows users to send and sign an agreement from practically anywhere to any device, delivering greater efficiency and faster time to value for our customers.

We are widely known for our ease of use and customer satisfaction.

For example, as of January 2024, our eSignature app had more than 700,000 ratings with an average score of 4.9 out of 5 stars on Apple's App Store.

• Developer-friendly.

Our extensive application programming interfaces (“APIs”) enable DocuSign products to be quickly embedded into or connected with an organization’s own apps, systems and processes.

In the case of

Our extensive application programming interfaces (“APIs”) enable our products to be quickly embedded into or connected with an organization’s own apps, systems and processes.

Our platform has more than

DocuSign, Inc.| 2024 Form 10-K | 4

DocuSign eSignature, this has led to the majority of transactions being driven through our APIs today.

900 active partner integrations with business systems where work gets done.

In the case of eSignature, this has led to the majority of transactions being driven through our APIs today.

By integrating with the other systems our customers use to do business—as opposed to simply being a standalone app—we promote greater usage and engagement with our products.

• Highly auditable.

With DocuSign eSignature, every signed document is backed by a unique, auditable Certificate of Completion, automatically capturing key signing details to help authenticate the document.

It includes party names, email addresses, public IP addresses, and a time-stamped record of individuals’ interactions with the document.

This level of evidence and auditability exceeds what is possible with traditional ink-on-paper signatures.

• Vertical offerings.

We offer enhanced solutions tailored to particular industries, such as financial services, government, life sciences, and real estate.

In some cases, these may be variants of a product like DocuSign eSignature, such as our DocuSign eSignature Life Sciences Modules for assisting with compliance with U.S.

In some cases, these may be variants of a product like eSignature, such as our eSignature Life Sciences Modules for assisting with compliance with U.S.

Food and Drug Administration regulations.

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We assist multiple parties in different jurisdictions to complete agreements and other documents in a legally valid manner.

For example, in Europe, we have offerings tailored for the EU’s electronic Identification, Authentication and Trust Services (”“eIDAS”) regulations, as well as for verifying European eIDs.

For example, in Europe, we have offerings tailored for the European Union’s (“EU”) electronic Identification, Authentication and Trust Services (“eIDAS”) regulations, as well as for verifying European eIDs.

• Highly auditable.

With eSignature, every signed document is backed by a unique, auditable Certificate of Completion, automatically capturing key signing details to help authenticate the document.

It includes party names, email addresses, public IP addresses, and a time-stamped record of individuals’ interactions with the document.

This level of evidence and auditability exceeds what is possible with traditional ink-on-paper signatures.

• Stringent security standards.

We seek to meet the industry’s most rigorous security certification standards and use the strongest data encryption technologies that are commercially available.

Our systems and processes for data protection, transmission and secure storage are certified for the globally recognized security standard, ISO 27001, among many other key privacy and security certifications.

• Scaled infrastructure.

This infrastructure has enabled us to deliver over 99.9% availability to our eSignature customers and users worldwide over the past 12 months.

We believe customers benefit from working with us in many ways, including:

• Do business faster.

• Doing business faster.

By replacing manual, paper-driven processes with automated digital workflows, DocuSign can substantially reduce the time and labor necessary to complete agreements.

In fiscal 2023, 78% of all transactions using DocuSign eSignature were completed in less than 24 hours and 43% within 15 minutes.

In fiscal 2024, 76% of all transactions using eSignature were completed in less than 24 hours and 41% within 15 minutes.

Our eSignature product also saves customers time by allowing users to review and sign agreements quickly from mobile devices.

Our other products also contribute to faster turnaround times, such as less time spent creating new agreements or less time spent finding completed agreements.

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Organizations that use DocuSign services internally and externally can deliver a simpler, more streamlined experience for their own customers and employees.

For example, DocuSign eSignature replaces the hassle and costs of faxing, printing, scanning, emailing, and other manual activities with a few clicks or taps—which can be done from practically anywhere, at any time.

DocuSign’s ability to simplify and streamline workflows has contributed to our high net promoter score (“NPS”), as customers appreciate the time and cost savings they experience while using our products.

For example, eSignature replaces the hassle and costs of faxing, printing, scanning, emailing, and other manual activities with a few clicks or taps—which can be done from practically anywhere, at any time.

Our Contract Lifecycle Management (“CLM”) software consolidates and automates every step of the agreement process from generation through negotiation, signature, ongoing management and storage.

• Reduced risk.

Organizations that rely on manual, paper-based agreement processes may be prone to error and difficult to audit.

Using DocuSign, organizations can centralize, standardize, and automate agreement processes—so employees have an easy way to use approved processes and templates, with audit trails generated automatically.

Using DocuSign, organizations can centralize, standardize, and automate agreement workflows—so employees have an easy way to use approved processes and templates, with audit trails generated automatically.

Also, AI technologies can help employees identify risks within large sets of existing agreements that would otherwise be impractical for manual review.

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Environmental sustainability has been an important part of the DocuSign story since its inception.

DocuSign eSignature not only reduces the use of paper, but also significant amounts of the waste, water, carbon, and wood required to make that paper.

eSignature not only reduces the use of paper, but also significant amounts of the waste, water, carbon, and wood required to make that paper.

We believe that DocuSign has an important role in creating a low-carbon, sustainable future and our products can help our customers incorporate sustainability into their business operations.

DocuSign solutions have helped our customers digitize agreement processes, saving the equivalent of 93 billion sheets of paper, 9 billion gallons of water, 7 billion pounds of carbon-dioxide and 545 million pounds of waste, as of January 31, 2024.

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Our Growth Strategy

We intend to drive the growth of our business by executing on the following strategies:

• Drive new DocuSign eSignature customer acquisition.

We offer the world’s leading e-signature solution, which has successfully streamlined the agreement process for our customers.

Despite our success with DocuSign eSignature to date, we believe its market remains largely under-penetrated.

• Expand self-serve capabilities.

We believe all customers can leverage our products and do business in a more automated way.

As we expand our self-service capabilities, we intend to create a frictionless experience to allow customers to engage the way they prefer, enabling them to buy and manage their DocuSign relationship in a low-touch way.

Our goal is to enable a seamless and world class self-service experience.

• Invest in innovation and expansion of our products.

We expect to continue investing in research and development to enhance our offerings, as well as to develop new solutions that further augment DocuSign’s product offerings.

In addition, we expect to continue to use partnerships to offer new integrations and, in some cases, products for resale.

We leverage sophisticated AI models for contract analysis and automation of some agreement workflows and plan to continue investing into generative AI for data and pattern recognition to further increase productivity and reduce friction for our customers.

Finally, we have acquired and may continue to acquire additional capabilities and make investments in key technologies.

• Expand our install base through new use cases and adoption of additional products, features and functionality.

A company’s first exposure to DocuSign is often through the use of eSignature in accelerating the execution of

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Our strategy aims to expand beyond the initial DocuSign eSignature use case to facilitate digital transformation across agreement workflows.

At every step of this process, we also see an opportunity to expand across the organization—for example, going from sales into services, human resources, finance, and other functions—thereby increasing the overall number of agreement processes that are automated.

A company’s first exposure to DocuSign is often through the use of eSignature in accelerating the execution of agreements.

Our strategy aims to expand beyond the initial eSignature use case to facilitate digital transformation across agreement workflows.

Our largest and most advanced customers have hundreds of use cases deployed, but the vast majority of our customers have only deployed a few use cases.

Thus, we believe there is strong potential to expand within our existing customer base.

• Drive new eSignature and CLM customer acquisition.

We offer the world’s leading electronic signature product and CLM software.

Our portfolio of products have successfully streamlined the agreement process for our customers and have automated many of the workflows before and after the signature.

We believe there is a $50 billion market opportunity for customer expansion for eSignature, CLM, and our other DocuSign products, in both the U.S.

• Expand self-serve capabilities.

We believe all customers can leverage our products and do business in a more automated way.

Our self-service digital sales strategy begins with a 30-day free trial to experience our eSignature product.

We have created a frictionless digital onboarding experience to allow customers to engage the way they prefer, enabling them to buy and manage their DocuSign relationship in a low-touch way.

Our goal is to enable a seamless and world class self-service experience.

• Accelerate international expansion.

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We believe there is a substantial opportunity for us to increase our international customer base by leveraging and expanding investments in our technology, direct sales force and strategic partnerships around the world, as well as helping existing U.S.-based customers manage agreements across their international businesses.

• Invest in innovation and expansion of our DocuSign products.

We expect to continue investing in research and development to enhance our products, as well as to develop new products that further augment DocuSign’s product offerings.

In addition, we expect to continue to use partnerships to offer new integrations and, in some cases, products for resale.

Finally, we have acquired and may continue to acquire additional capabilities and make investments in key technologies.

In fiscal 2024, we made additional investments in two high-potential countries, Germany and Japan, which included localized sales, support, and content.

We deploy a digital-first strategy in many emerging markets to more efficiently reach potential customers that may not otherwise be serviced by our direct sales force.

• Strengthen and foster our developer community.

With over 200,000 developer sandboxes created to enable product development and testing in isolated environments, and the majority of transactions on our DocuSign eSignature platform processed via our APIs today, we believe we have a strong developer community.

With over 400,000 developer sandboxes created to enable product development and testing in isolated environments, and the majority of transactions on eSignature processed via our APIs today, we believe we have a strong developer community.

Our easy-to-use and robust APIs allow developers to extend and integrate DocuSign products into their own applications.

These developers help expand DocuSign functionality to other systems, thus driving greater usage of our offerings.

These developers help expand DocuSign functionality to other systems, thus driving greater usage of our platform and offerings.

We intend to continue investing in our APIs and other forms of support to further drive this virtuous cycle of value creation between developers and DocuSign.

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DocuSign enables businesses to address each aspect of the agreement process with our product offerings, which are tailored for each step in the agreement lifecycle and, in some cases, for particular market segments, industries or geographic regions.

We focus on meeting customer needs by providing them a variety of products, features and functionality across our portfolio.

Key DocuSign products include:

• DocuSign eSignature , our anchor product, enables sending and signing of agreements on a wide variety of devices, from virtually anywhere in the world, securely.

We focus on meeting customer needs by providing them a variety of products and solutions to address their needs.

Some key products include:

• eSignature , our anchor product, enables sending and signing of agreements on a wide variety of devices, from virtually anywhere in the world, securely.

We offer multiple editions and add-ons that can be combined to fit the needs of different organizational sizes, industries and regions.

• CLM (“Contract Lifecycle Management”) orchestrates workflows across the entire agreement process.

• CLM orchestrates workflows across the entire agreement process.

It provides organizations the flexibility to automate complex processes for generating, negotiating, and storing agreements, as well as the ability to leverage AI-powered contract analytics to discover risks and opportunities hidden within agreements.

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• Gen for Salesforce allows sales representatives to automatically generate polished, customizable agreements with a few clicks from within Salesforce, and is optimized for small to mid-sized businesses who value a simplified solution that is easy to install and maintain.

• Document Generation streamlines the process of generating new, custom agreements.

It allows customers to build and maintain templates to generate custom, accurate and professional-looking agreements quickly by using a centralized template hub, an intuitive template builder, and dynamic merge fields and tables.

• Identify is a family of enhanced signer-identification options, such as for checking government-issued IDs.

• Standards-Based Signatures support electronic signatures that utilize digital certificates, including those specified in the EU’s eIDAS regulations for advanced and qualified electronic signatures (also known as digital signatures).

• Standards-Based Signatures (“SBS”) support electronic signatures that utilize digital certificates, including those specified in the EU’s eIDAS regulations for advanced and qualified electronic signatures (also known as digital signatures).

• Monitor uses advanced analytics to track DocuSign eSignature web, mobile and API account activity across the customer’s organization to provide near real-time visibility and strengthen security.

• Notary combines our eSignature and ID verification tools to enable notaries public to conduct remote online notarization (“RON”) transactions.

Notary is Mortgage Industry Standards Maintenance Organization Certified for RON transactions.

• Web Forms accelerate contract drafting time by providing DocuSign customers with interactive web forms to quickly draft agreements using pre-populated data from completed forms or external systems via APIs.

Our industry-specific DocuSign offerings include:

• Rooms for Real Estate provides a way for brokers and agents to manage the entire real estate transaction digitally.

• Real Estate:

Rooms for Real Estate provides a way for real estate brokers, agents and customers to manage the entire real estate transaction digitally.

It enables the creation and editing of documents;

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and an API to ensure easy connection with Customer Relationship Management (“CRM”) systems, accounting software and other real estate related systems.

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• DocuSign Federal and DocuSign CLM are Federal Risk and Authorization Management Program (“FedRAMP”)-authorized versions of DocuSign eSignature and CLM commercial products for the U.S.

federal government agencies, running within dedicated data centers and system boundaries that offer heightened security in the storage, transmission and encryption of data.

• Life Sciences Modules for 21 CFR Part 11 are add-ons for DocuSign eSignature that support compliance with the electronic signature practices established by the U.S.

Federal, State and Local Government customers:

For federal civilian agency customers, DocuSign maintains a Federal Risk and Authorization Management Program (“FedRAMP”) Impact Level Moderate environment for eSignature and CLM commercial products, running within dedicated data centers and system boundaries that offer heightened security in the storage, transmission and encryption of data.

Department of Defense (“DoD”) customers, DocuSign maintains an Impact Level-4 authorization for eSignature and CLM, having demonstrated our ability to meet DoD’s rigorous security requirements for storing and handling controlled unclassified information.

• Health and Life Sciences:

Modules for 21 CFR Part 11 are add-ons for eSignature that support compliance with the electronic signature practices established by the U.S.

Food and Drug Administration’s 21 CFR Part 11 regulations.

Different pricing structures apply to different DocuSign products.

For example, for DocuSign eSignature, we price our subscriptions based on the functionality required by our customers and the quantity of Envelopes provisioned.

Different pricing structures apply to different products.

For example, we price our eSignature subscriptions based on the functionality required by our customers and the quantity of Envelopes provisioned.

Similar to how physical agreements were mailed for signature in paper envelopes historically, we refer to an Envelope as a digital container used to send one or more documents for signature or approval to one or more recipients.

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For a number of use cases, such as buying a home, multiple Envelopes could be used.

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Our Technology, Infrastructure and Operations

Our technology and product efforts are focused on improving and enhancing the features, functionality, performance, availability and security of our product offerings.

We focus on innovation in global security and privacy management, high availability, enterprise-class manageability, extensible identity proofing, digital transaction processing and integration into companies' systems and processes.

This infrastructure supports over 1.3 million DocuSign eSignature customers, including some of the world’s largest companies, and underpins our product offerings.

This infrastructure supports over one billion people and 1.5 million customers, including some of the world’s largest companies, and underpins our product offerings.

Our operations are based on stringent global industry security standards and we maintain compliance with ISO27K, PCI, and SSAE 18 standards.

For example, DocuSign’s eSignature and CLM products are FedRAMP-authorized.

For example, our eSignature and CLM products are FedRAMP-authorized, which means they operate in an environment that meets 325 National Institute of Standards and Technology (“NIST”) Special Publication 800-53 (“NIST 800-53) security and privacy controls.

In addition, we offer a range of options for authenticating users and proving their identities and have a robust digital transaction processing platform that captures signatures and tags.

DocuSign is a Trust Service Provider (“TSP”) in the EU.

As a TSP, DocuSign France provides qualified electronic signatures, qualified time stamps, advanced electronic signatures, and advanced seals recognized by all EU member states.

DocuSign France is listed as a qualified TSP in the Trusted List managed by the French IT Security Agency, ANSSI.

Our flagship eSignature product is designed as an always-on, geographically redundant and distributed cloud solution that runs in SSAE 18 audited data centers in the U.S.

Recognizing that our customers often depend on DocuSign for their day-to-day operations, we are committed to providing best-in-class availability, with over 99.9% DocuSign eSignature availability to our customers and users over the past 12 months.

Our company operates co-location data centers in several locations and we also leverage public cloud infrastructure in certain select international locations as well as an increasing number of supporting services.

Companies can also integrate DocuSign into their systems and processes using one of more than 400 pre-built connectors or custom integrations using our API.

Recognizing that our customers often depend on DocuSign for their day-to-day operations, we have provided best-in-class availability, with over 99.9% eSignature availability to our customers and users over the past 12 months.

Our company operates co-location data centers in several locations and we also leverage public cloud infrastructure for an increasing number of services.

Companies can also integrate DocuSign into their systems and workflows using one of more than 900 active partner integrations.

Research and Development

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We focus on bringing value to every function inside those verticals.

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Our go-to-market model involves a combination of direct sales, partner-assisted sales, and digital self-service purchasing:

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By expanding within an organization, we believe we can generate large amounts of incremental revenue through the addition of new users and Envelopes, plan upgrades, expansions, and additional offerings to other functions or business units.

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Partner-assisted Sales :

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▪ Distributors and resellers :

As part of our evolving go-to-market strategy, we have distribution partnerships with global industry leaders like Ingram Micro and AppDirect, enabling us to reach tens of thousands of resellers.

As part of our evolving go-to-market strategy, we have distribution partnerships with global industry leaders like Ingram Micro enabling us to reach tens of thousands of resellers.

We also have partnerships with solution providers such as Deutsche Telekom and others that have expertise in specific vertical and regional markets, enabling us to add further value directly to those markets.

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corporate communications and analyst relations;

first-party events, such as DocuSign City Tours, our annual set of roadshows gathering customers, prospects, developers and partners;

first-party events, such as our annual set of roadshows gathering customers, prospects, developers and partners;

participation in third-party events, such as Salesforce’s Dreamforce;

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and a comprehensive webinar series, among many other things.

We also believe the ability for prospects to easily try DocuSign eSignature from our website or when interacting with our product creates awareness that extends beyond the acquisition of new VSB customers.

We also believe the ability for prospects to easily try eSignature from our website or when interacting with our product creates awareness that extends beyond the acquisition of new VSB customers.

Customer Success & Customer Support

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Our solutions engineers and technical experts can also design tailored solutions to help customers improve workflow and automate business processes.

Once customers are onboarded, Customer Success continues to guide

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them through their DocuSign journeys using motions such as health checks, account planning and renewal management.

Once customers are onboarded, Customer Success continues to guide them through their DocuSign journeys using motions such as health checks, account planning and renewal management.

Customer Support also plays an important role in helping our customers by being available via telephone, email or the web to help answer general and technical questions.

Both Customer Success and Customer Support offer in-depth expertise, proven best practices, and repeatable delivery methodologies designed to enhance our customers’ overall DocuSign experience and ensure they achieve successful outcomes using our products.

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Human Capital Management

At DocuSign, our values are reflected in six pillars:

Trust, Customer Focus, Simplicity, Innovation, Unity, and Sustainability.

At DocuSign, we foster an inclusive culture that celebrates and harnesses the strength of diversity, recognizing that every individual brings unique perspectives and experiences to the table.

Our values are reflected in six pillars:

We are honest, ethical, and transparent with each other, our customers, and our partners.

We operate with integrity, empathy, and respect;

• Customer Focus:

We are customer-centric, everything we do begins and ends with creating seamless experiences that drive customer value;

• Simplicity:

We aspire to delight our customers and eliminate complexity.

We are easy to work with and eliminate friction;

• Innovation:

We foster a culture of creativity, experimentation, and continuous improvement as we pioneer the way the world agrees;

We are inclusive and share common values.

We debate and commit to executing decisions with agility and speed, working together in service of our shared mission;

• Sustainability:

We use technology and drive awareness that can make the world healthier and more sustainable.

In addition, our mission is to redefine how the world comes together and agrees.

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We have several initiatives and strategies in place that reflect this commitment to our core values and to our employees.

We are a global organization with an increasingly international footprint.

As we continue to grow in new markets, we anticipate continuing to recruit in new geographies.

As of January 31, 2024, we had 6,840 employees, of which approximately 52% were in sales, marketing and customer success, 30% in engineering, product development and customer operations, and 18% in general and administrative.

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None of our employees is represented by a labor union with respect to his or her employment with us.

We have not experienced any work stoppages and we consider our relations with our employees to be positive.

We have not experienced any work stoppages.

We consider our relations with our employees to be positive, and we measure employee satisfaction through bi-annual engagement surveys.

Talent and Career Development

We are a global and inclusive organization with an increasingly international footprint.

As we continue to grow in new markets, we anticipate continuing to recruit in new geographies.

DocuSign is recognized as a company where employees can develop their careers.

During fiscal 2023, we were recognized as one of the World’s Best Employers and World’s Top Female-Friendly Companies by Forbes and were also listed as one of America's Greatest Workplaces for Diversity by Newsweek.

We also measure employee satisfaction yearly through our bi-annual engagement survey.

At DocuSign, we believe in empowering employees so that they can do challenging and meaningful work in an environment where each employee can be heard, exchange ideas openly, learn new skills and build lasting relationships.

We empower our people to constantly learn, develop, and contribute to their full potential.

We value and embrace ideas, encouraging innovation and creativity at every level, while staying true to our mission and core values to drive positive change in everything we do.

We offer a number of resources to eligible employees to help engage and develop our employees including career development coursework, frameworks and education assistance.

DocuSign is recognized as a company where employees can develop their careers.

During fiscal 2024, we were recognized as one of Newsweek’s Greatest Workplaces for Women in America 2023, as well as one of the Most Trustworthy Companies in America 2023.

Compensation and Benefits Programs

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We also provide a range of health, savings, retirement, time-off and wellness benefits for our employees, which vary based on local regulations and norms.

Diversity and Inclusion

Diversity, Equity and Inclusion

We believe that having diverse teams working in an inclusive environment will help us achieve better business results — across product innovation, customer experience and employee success.

The key pillars to our diversity and inclusion strategy include:

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The key pillars to our diversity, equity and inclusion (“DEI”) strategy include:

• Accountability:

Senior leader accountability and engagement with DEI is key to operationalizing the work globally.

This is driven through the existence of DEI plans for every business function and owned by each member of the Executive Leadership Team.

• Transparency:

We publish employee diversity information by gender and race/ethnicity on our website to promote accountability and underscore our commitment to diversity.

In September 2023, we launched our first internal DEI and Experience report, which highlighted our three-pronged approach to DEI (A.I.M.

- Act, Include, Mobilize), workforce and workplace milestones towards progress-representation and workplace inclusion, areas of continued focus, review of external partnerships and internal programs, spotlight our Employee Resource Groups (“ERGs”) and share what is next in our journey towards an inclusive and diverse DocuSign that fosters equitable experiences for all.

We seek to increase the diversity of individual candidates applying to help us develop our products and our business.

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• Community :

DocuSign’s Employee Resource Groups (“ERGs”) serve as culture carriers and provide employees a way for colleagues to connect, network and build cross team collaboration.

Through our ERG program, employees

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are able to participate in personal and professional learning and development and give back to the community through volunteering, donation drives and awareness campaigns.

• Transparency :

We publish employee diversity information by gender and race/ethnicity on our website to promote accountability and underscore our commitment to diversity.

DocuSign’s ERGs serve as culture carriers and provide employees a way for colleagues to connect, network and build cross team collaboration.

Through our ERG program, employees are able to participate in external recruitment events to diversify our pipeline, personal and professional learning and development and give back to the community through volunteering, donation drives and awareness campaigns.

Engagement with our Communities

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Our Competition

Our primary global competitor for DocuSign eSignature is currently Adobe, which offers an electronic signature solution known as Adobe Acrobat Sign as well as other global software companies that have or may elect to include an electronic signature capability in their products.

Our primary global competitor for eSignature is currently Adobe, which offers an electronic signature solution known as Adobe Acrobat Sign as well as other global software companies that have or may elect to include an electronic signature capability in their products.

We also face competition from a select number of vendors that focus on specific industries, geographies, or product areas such as contract lifecycle management and advanced contract analytics.

4 unchanged sentences

• ease of use and deployment;

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• brand awareness and reputation;

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In addition to developing patents based on our own R&D efforts, we may purchase or license patents from third parties.

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The software that we embed within our products, as well as software that we distribute, also is entitled to copyright and other IP protection.

23 unchanged sentences

Compared sentence by sentence after normalising whitespace, quotation marks, case and digits, so re-formatting and restated figures do not read as changed language. Wording changes appear as one removal and one addition. The current filing and the prior one are authoritative.

What changed 10-K

Item 1. Business