What changed in this filing

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Item 1. Business

2026-03-18 compared with 2025-03-18 · 146 added, 111 removed, 212 unchanged (55% of the section changed)

Docusign solutions bring agreements to life, accelerating and simplifying the process of doing business.

Docusign’s core offerings — our intelligent agreement management (“IAM”) platform, the world’s leading eSignature solution, and contract lifecycle management (“CLM”) solution — allow organizations to boost productivity, accelerate contract review cycles, and transform agreement data into insights and actions, while providing a better customer experience.

Docusign’s IAM platform automates agreement workflows, uncovers actionable insights, and leverages AI capabilities, enabling organizations to create, commit, and manage agreements, from virtually anywhere in the world, securely.

As of January 31, 2025, nearly 1.7 million customers and more than a billion users worldwide utilize Docusign to accelerate and simplify the process of doing business.

We offer subscriptions to our products to businesses at all scales, from global enterprises down to very small businesses (“VSBs”).

Docusign’s core offerings — our Intelligent Agreement Management (“IAM”) platform, the world’s leading e-signature solution, and contract lifecycle management (“CLM”) solution — allow organizations to boost productivity, accelerate contract review cycles, and transform agreement data into insights and actions, while providing a customer-centric experience.

The Docusign IAM platform is a system of record that enables customers of all sizes to ingest a vast, complex body of agreements into a single repository, build agreement workflows that operate at scale, and take action on high-accuracy insights from agreement data.

As of January 31, 2026, over 1.8 million customers and more than a billion users worldwide utilize Docusign to accelerate and simplify the process of doing business, and more than 25,000 customers are on IAM today.

We offer subscriptions to our products to businesses of all sizes, from global enterprises down to very small businesses (“VSBs”).

We offer more than 1,100 active partner integrations with the applications that many of our customers already use so that they can create, commit, and manage agreements directly within these applications.

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We focused initially on selling our products to commercial businesses and VSBs and later expanded our focus to target enterprise customers.

As of January 31, 2025, we had a total of nearly 1.7 million customers, including over 260,000 enterprise and commercial customers, compared to over 1.5 million customers and approximately 242,000 enterprise and commercial customers as of January 31, 2024.

As of January 31, 2026, we had a total of over 1.8 million customers, including approximately 280,000 direct enterprise and commercial customers managed through our sales force and partner channels, compared to nearly 1.7 million customers and over 260,000 direct enterprise and commercial customers as of January 31, 2025.

We define a customer as a separate and distinct buying entity, such as a company, an educational or government institution, or a distinct business unit of a large company that has an active contract to access our products.

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VSBs typically become customers by quickly utilizing our digital and self-serve channels and generate smaller average contract values, while commercial and enterprise customers typically involve longer sales cycles, larger contract values, and greater expansion opportunities for us.

We generate substantially all our revenue from sales of subscriptions, which accounted for 97% of our revenue in each of the years ended January 31, 2025 and 2024.

We generate substantially all our revenue from sales of subscriptions, which accounted for 98% of our revenue in the year ended January 31, 2026 and 97% of our revenue in the year ended January 31, 2025.

Our subscription fees are primarily comprised of fees from customers using our products and access to customer support.

Subscriptions generally range from one to three years, and substantially all our multi-year customers pay in annual installments, one year in advance.

We also generate revenue from professional and other non-subscription services, which consist primarily of fees associated with providing new customers with deployment and integration services.

Other revenue includes amounts derived from sales of on-premises solutions.

We also generate revenue from professional and other non-subscription services, which consists primarily of fees associated with providing new customers with deployment and integration services.

Professional services and other revenue accounted for the remainder of total revenue in each of the years ended January 31, 2026 and 2025.

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For several use cases, such as buying a home, multiple Envelopes are used over the course of the process.

To drive customer reach and adoption, we also offer certain limited-time or feature-constrained versions of our eSignature solution for free.

In the second quarter of fiscal 2025, we began offering our IAM platform on a user-based subscription basis in specific customer segments and geographies, through our direct sales channel.

Our IAM subscription offerings have multiple pricing tiers as well as specialized packages for specific user personas, end markets, and departments.

While IAM platform subscriptions include our core products and solutions, including eSignature, we expect standalone eSignature to continue to represent the majority of our revenue for the foreseeable future as we continue to roll out IAM across additional segments and geographies.

To drive customer reach and adoption, we also offer certain limited-time or feature-constrained versions of our e-signature solution for free.

In the second quarter of fiscal 2025, we began offering our IAM platform on a user-based subscription basis in specific customer segments and geographies, through our direct sales channel, and in fiscal 2026, we made IAM available across all major geographies where we do business.

Our IAM subscription offerings have multiple pricing tiers as well as specialized packages for specific user personas, customer verticals and segments, and departments within an organization.

While IAM subscriptions include our core products and solutions, like eSignature, we expect standalone eSignature to continue to represent the majority of our revenue for the foreseeable future given IAM’s early growth phase.

For the year ended January 31, 2026, customers using IAM represented approximately 10.8% of our annual recurring revenue.

Docusign, Inc.

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We rapidly innovated the platform from ideation to launch, leveraging customer feedback.

As a platform, IAM includes our industry-leading eSignature product as a core capability.

As a platform, IAM includes our industry-leading eSignature product as a core capability and is powered by Docusign Iris, our AI engine.

Other capabilities include Navigator, our AI-powered agreement repository that helps customers manage and identify insights from their agreements, and Maestro, our no-code workflow builder that helps customers accelerate agreement processes.

Additional AI-powered tools, including Agreement Desk, AI-Assisted Review, and AI contract agents, streamline agreement creation and management.

◦ Developer Ecosystem:

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◦ eSignature and CLM:

With a renewed focus on product innovation, our two largest existing products by revenue have seen improved innovation delivery, as a result of our investment in the IAM platform, which bring more AI-powered capabilities across the greater Docusign product portfolio.

With a renewed focus on product innovation, these products have seen improved innovation delivery, as a result of our investment in our IAM platform, which brings more AI-powered capabilities across the greater Docusign product portfolio.

◦ Core Value Propositions:

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and scaled infrastructure that enables delivery of eSignature at over 99.9% availability worldwide.

◦ AI Competitive Advantages:

As we continue to build deeper innovation into the IAM platform, we will do it with three advantages:

▪ #1 - Differentiated and large-scale proprietary data :

Models trained on reliable data deliver the most accurate results to customers.

One of Docusign’s biggest differentiators is our extensive library of private agreements, covering a wide variety of contract types, clauses, customer segments, jurisdictions, and verticals, which we have processed on our IAM platform with our customers’ consent.

By training Iris, our AI engine, on this rich body of private, anonymized, and aggregated data, we believe we can achieve up to a 15 percentage point improvement in precision and recall compared to our models trained on public contract data, which can be transformative, especially when managing business-critical workflows and legal contracts.When customers adopt IAM, their eSignature documents are automatically available in Navigator, and they can include virtually any other agreements as well.

To date, opted-in customer agreements ingested into Navigator are approaching 200 million, averaging tens of millions of additional opted-in customer agreements per month.

▪ #2 - An expansive ecosystem :

At our annual Docusign Discover developer conference in October 2025, we expanded our ecosystem by adding new AI tools and platforms.

We announced that IAM will be available in ChatGPT, and can also be connected to Anthropic Claude, Gemini Enterprise, GitHub Copilot, Copilot Studio, and Agentforce, all by using the Model Context Protocol (“MCP”) server that’s currently in beta.

At Discover, we also launched APIs that enable customers to connect Navigator and Maestro to third-party systems and proprietary internal apps.

▪ #3 - AI solutions at enterprise scale :

Our largest customers have millions of agreements in IAM, and our AI models are designed to handle hundreds of millions of agreements efficiently.

In addition to scalability, customers tell us that trust is paramount when deploying AI to manage sensitive agreement information.

In a recent Docusign survey, 70% of professionals said they trust a dedicated enterprise contract AI solution over a general-purpose model for handling agreements.

IAM draws on Docusign’s

Docusign, Inc.

| 2026 Form 10-K | 5

years-long track record of delivering highly secure solutions for some of the world’s most security-conscious companies and government entities, and meeting stringent standards of compliance, data security, and privacy protection.

During fiscal 2026, IAM achieved FedRAMP Moderate and GovRAMP authorization, and we expanded our identity portfolio by launching CLEAR and Risk-Based Verification.

For the second year in a row, Newsweek has named Docusign the most trustworthy software company in the U.S.

Strengthening Our Omnichannel Go-To-Market

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This requires strengthening our direct sales force’s ability to provide greater consultation and solution education to our customers.

At the beginning of fiscal 2026, we made meaningful changes to the direct sales organization, which included introducing new sales segments, territories, and performance-based compensation, all focused on maximizing Docusign’s long-term opportunity and multi-year growth acceleration.

We believe the result will be broader IAM deployments across a greater number of use cases vs.

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In addition, we are increasing our efforts to drive broader customer engagement through third-party channel partners to support the delivery of Docusign’s products, in particular IAM.

At the start of fiscal 2026, we relaunched our partner program to align partners with our IAM strategy and build solutions with IAM that deliver value to customers.

Within our GTM strategy evolution, we are investing in deeper partner engagement across strategic technology partners like Microsoft, SAP, and Salesforce with whom we have both product integrations and co-selling relationships.

We also continue to invest in greater independent software vendor (“ISV”) and system integrator (“SI”) relationships.

These efforts are supported by the recent launch of our third-party ecosystem called Docusign for Developers which includes software development kits (“SDKs”) and application programming interfaces (“APIs”) to launch apps on IAM, and dedicated engagement with partners at our global series of Momentum customer events.

We also continue to invest in expanding relationships with independent software vendors (“ISVs”) and system integrators (“SIs”).

These efforts are supported by the continued development of our third-party ecosystem called Docusign for Developers which includes software development kits (“SDKs”), application programming interfaces (“APIs”) to launch apps on IAM, an MCP server to integrate with large language models (“LLMs”), and dedicated engagement with partners at our global series of Momentum customer events.

◦ Digital E-commerce Sales & Self-Service :

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We will continue working to remove friction and deliver delight across every step of the digital customer journey to make our experiences seamless and intuitive.

Docusign, Inc.

| 2025 Form 10-K | 5

Increasing Operational and Financial Efficiency

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Increasing International Revenue

International revenue increased by 13% in the year ended January 31, 2026, compared to the year ended January 31, 2025.

Our international revenue represented 29%, 28% and 26% of our total revenue in each of the years ended January 31, 2026, 2025, and 2024.

Docusign, Inc.

| 2026 Form 10-K | 6

We started our international selling efforts in English-speaking common law countries, such as Canada, the UK and Australia, where we were able to leverage our core technologies due to similar approaches to electronic signature in these jurisdictions and the U.S.

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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.

As of early fiscal 2026, IAM became available in all major geographies where we do business.

We have experienced increased demand across multiple regions and are focusing our sales and marketing resources to capitalize on the potential growth of these markets.

Additionally, we expect to continue to develop and enhance our strategic partnerships in key international markets as we grow internationally.

Additionally, we expect to continue to develop and enhance our strategic partnerships in key international markets as we grow internationally, with particular focus on IAM.

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 and solutions to address their needs.

Key products include:

• IAM Apps built on our AI-powered IAM platform, enabling customers to connect and optimize every step of the agreement management process.

Three versions of these Apps (Core, Sales and CX) launched in Spring of 2024, and contain some combination of our key platform capabilities, in particular:

Key subscriptions include:

• IAM Applications built on our AI-powered IAM platform, enabling customers to gain intelligence and automation across the entire agreement lifecycle — how agreements are created, negotiated, signed, and managed after signature.

Three editions (Core, Sales and CX) contain a combination of our key platform capabilities, in particular:

our industry-leading eSignature product;

Navigator, which enables customers to create a unified repository of all agreements, including those saved in third-party applications, and uncover actionable insights and contract details through AI;

Navigator, a unified AI-powered repository of all agreements, including those saved in third-party applications, that surfaces actionable insights and contract details through AI;

Maestro, which enables customers to easily build and deploy no-code customized workflows to automate and accelerate agreement processes;

and Docusign App Center, which allows customers to customize and extend agreement processes with third-party applications.

Agreement Desk, which enables customers to manage all agreement requests and collaborate with ease in one centralized location, and Docusign App Center, which allows customers to customize and extend agreement processes with third-party applications.

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

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◦ Payments to collect payments along with signed agreements;

◦ Identity and SBS for enhanced signer-identification and signatures with digital certification;

◦ Identity verification and SBS for enhanced signer-identification and signatures with digital certification;

◦ Notary for remote online notarization;

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| 2025 Form 10-K | 6

◦ Web Forms & Document Generation for accelerated contract drafting and building customized agreements;

◦ Web Forms for accelerated contract drafting and building customized agreements;

◦ Monitor for advanced analytics.

◦ Gen for Salesforce for automated agreement generation within Salesforce.

Additionally, we believe customers benefit from these core value propositions:

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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, 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.

For example, eSignature

Docusign, Inc.

| 2026 Form 10-K | 7

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 CLM software consolidates and automates every step of the agreement process from generation through negotiation, signature, ongoing management and storage.

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Environmental sustainability has been an important part of Docusign’s mission from the start.

By digitizing agreements, we help reduce environmental impacts while supporting businesses in their efficiency and sustainability goals.

We believe that Docusign has an important role in creating a sustainable future and we are committed to minimizing our impacts on the planet.

Since 2022, we have matched 100% of our energy use with renewable energy credits.

In 2024, we set Science-Based Targets (“SBTs”), including a commitment to reduce emissions by 50% by 2030 and reach net-zero by 2050.

By digitizing paper agreement processes, we help reduce environmental impacts while supporting organizations in their sustainability goals.

We believe that Docusign plays a crucial role in creating a sustainable future and we are committed to minimizing our impact on the planet.

Since 2022, we have matched 100% of our energy use with renewable energy credits and made investments in the voluntary carbon markets to offset a portion of our residual emissions.

In 2024, we set Science-Based Targets (“SBTs”), including a commitment to reduce emissions by 2030 and reach net-zero by 2050.

Docusign has reached our long-term Scope 1 and Scope 2 emissions targets ahead of schedule, meaning we have reduced our direct emissions by 90% compared to our 2021 baseline.

Through partnerships with nonprofits such as Forest Stewardship Council and Wildlife Conservation Society, we’re helping to drive meaningful change for a sustainable future.

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.

Our Technology, Infrastructure, Research and Development, and Operations

Since inception, we have invested in research and development (“R&D”) to innovate our product offerings, including the world’s leading electronic signature solution.

Our product and engineering teams are responsible for the design, development, testing, and certification of our products and focus 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 workflows.

This infrastructure supports over one billion people and nearly 1.7 million customers, including some of the world’s largest companies, and underpins our product offerings.

This infrastructure supports over one billion people and over 1.8 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, 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.

For example, our IAM platform, eSignature and CLM solutions are FedRAMP- and GovRAMP-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.

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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 primarily runs in SSAE 18 audited data centers in the U.S.

Recognizing that our customers often depend

Docusign, Inc.

| 2025 Form 10-K | 7

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 during the year ended January 31, 2025.

We operate co-location data centers in several locations and we also leverage public cloud infrastructure for an increasing number of services, as we continue to migrate our North American and European production services from our data center hosting facilities to Microsoft Azure Cloud, a third-party cloud provider.

Our flagship e-signature solution and our IAM platform are designed as always-on, geographically redundant and distributed cloud solutions that primarily run in SSAE 18 audited data centers in the U.S., EU, and other jurisdictions.

Recognizing that our customers often depend on Docusign for their day-to-day operations, we have provided best-in-class availability.

Our e-signature solution operated at over 99.9% availability to our customers and users during the year ended January 31, 2026.

We operate co-location data centers in several locations, and we also leverage public cloud infrastructure for an increasing number of services, as we continue to migrate our production services from our data center hosting facilities to Microsoft Azure Cloud, a third-party cloud provider.

We believe these efforts will help better support our customers with respect to the scale, security, and availability needs of our mobile, web, and cloud-native applications.

Companies can also integrate Docusign into their systems and workflows using one of more than 1,100 active partner integrations.

Research and Development

Since inception, we have invested in research and development (“R&D”) to innovate our product offerings, including the world’s leading electronic signature solution.

Our product and engineering team is responsible for the design, development, testing and certification of our products.

Docusign, Inc.

| 2026 Form 10-K | 8

Our Customers

As of January 31, 2025, we had a global base of nearly 1.7 million customers.

These customers span the entire business spectrum, from Fortune 500 enterprises and government institutions to innovative startups and individual end users.

No single customer accounted for more than 10% of our revenues in fiscal 2025.

We believe the breadth and depth of Docusign’s customer base across industry verticals, company sizes, and geographies validates the ubiquitous value Docusign creates for customers in agreement management, and creates business model strength through customer diversity.

As of January 31, 2026, we had a global base of over 1.8 million customers.

Docusign serves Fortune 500 enterprises, government institutions, small and medium-sized businesses, individual entrepreneurs, and consumers handling personal agreements.

No single customer accounted for more than 10% of our revenue in fiscal 2026.

We believe the breadth and depth of our customer base across industry verticals, company sizes, and geographies validates the ubiquitous value Docusign creates for customers in agreement management and creates business model strength through customer diversity.

Sales, Marketing and Customer Success

Our sales and marketing teams are focused on driving adoption and expanded use of Docusign’s products by customers and prospects across the globe.

Our sales and marketing teams drive customer acquisition, accelerate product and platform adoption, and expand usage across our IAM, eSignature, and CLM subscriptions.

We benefit greatly from our strong brand recognition given our association with positive signing moments in people’s lives—such as accepting a job or buying a house—which can influence the adoption of our solutions at their companies.

Given that our offerings are designed to solve the needs of organizations of all sizes and across all industries and geographies, we sell to customer bases ranging from global enterprises to sole proprietors.

Our go-to-market strategy leverages our direct sales force, digital motions, and partnerships to sell to enterprises and commercial businesses, and our digital self-service channel to sell primarily to VSBs, which is the most cost-effective way to reach our smallest customers.

We also employ tailored go-to-market strategies by industry verticals.

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

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

Our go-to-market strategy employs a multi-channel approach designed to efficiently acquire and expand customers across all segments.

Our approach leverages our direct sales force, which enables us to expand within large commercial and enterprise companies while addressing industry-specific requirements;

our partnerships, which drive customer engagement and support delivery of Docusign products;

and our digital self-service channel, which serves as a powerful acquisition engine.

This model addresses the entire customer journey from awareness, to sales, to product adoption, and renewal.

Direct Sales:

We sell subscriptions primarily through our direct sales force across our field offices around the world.

Our account executives and account managers focus on new and existing enterprise and commercial customers.

Our direct sales team focuses on companies looking to streamline front office operations (e.g., sales, services or marketing) and back office operations (e.g., human resources, procurement, finance, or legal).

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.

Partner-assisted Sales :

Our account executives and pre-sales solution consultants focus on new and existing enterprise and commercial customers.

Our direct sales team focuses on companies looking to drive efficiency and growth through their front office operations (e.g., sales, services or marketing) and back-office operations (e.g., human resources, procurement, finance, or legal).

Our platform solution solves problems across a variety of industries, so our go-to-market is largely a horizontal motion focused on our enterprise and commercial segments.

In some cases, we employ industry vertical teams to drive repeatable go-to-market motions in industries such as financial services, the public sector, healthcare, and life sciences.

Now, with our IAM platform, the insights that are unlocked from agreement data represent a significant opportunity for our customers.

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

Partner Channel :

▪ Global partners :

We have partnerships with some of the world’s foremost technology providers including Google, Microsoft, Workday, Salesforce, SAP, and ServiceNow—that help us sell into a far greater number of accounts than we could do alone.

We have partnerships with some of the world’s foremost technology providers including Salesforce, Microsoft, SAP, Google, ServiceNow, and Workday—that help us sell into a far greater number of accounts than we could do alone.

These partnerships are multi-dimensional and involve joint investments, technology integrations, co-marketing agreements, membership in partner programs, and go-to-market commitments.

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These relationships are important given that those firms act as strategic technology advisors to many large customers and prospects.

We intend to invest further in collaborating with these partners, especially those that are creating Docusign specific practices.

We partner with a host of leading ISVs—including our strategic partners above as well as vertical oriented partners to help bring the power of Docusign to customers around the world.

We intend to invest further in collaborating with these partners, especially those that are creating Docusign specific practices and solutions.

We partner with a host of leading ISVs—including our strategic partners above as well as vertical oriented partners solving unique high-value requirements, helping bring the power of Docusign to customers around the world.

▪ Distributors and 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 a vast number of resellers, and providing them with operational efficiency and localized support.

We also have partnerships with global 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.

Docusign, Inc.

| 2026 Form 10-K | 9

▪ Distributors and 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.

Digital E-commerce Sales:

Through a strong presence that allows us to scale with low acquisition costs to individual users and small businesses around the world, we drive free 30-day trial and self-service purchase directly on our website, in our mobile applications and through use of our product itself.

Our digital e-commerce sales engine provides direct access to account plans with functionality to suit the needs of small businesses, sole proprietors, and individuals.

For the year ended January 31, 2025, digital sales accounted for 14% of our total revenue.

We anticipate this contribution will increase over time.

To support the sales team in reaching our broad range of potential customers, our integrated marketing programs address the specific needs of our different market segments.

These programs create qualified sales opportunities and raise awareness of our leadership position in the global electronic signature and agreement-technology spaces.

Our digital channel serves as both an acquisition engine and an efficient self-service platform for all customers.

Through our website, mobile applications, and in-product experiences, we enable frictionless 14-day trials and self-service purchases, while increasingly supporting all customers with self-serve renewals, seat expansion, and account management capabilities.

This digital-first approach not only drives initial adoption by creating a funnel of new customers who can become candidates for future expansion through our direct sales team or partners, but also significantly reduces our cost to serve customers by deflecting routine transactions from higher-touch channels.

This land-and-expand model, where digital channels capture initial adoption and sales teams orchestrate expansion, has proven particularly effective in transforming departmental users into company-wide IAM implementations.

For the fiscal year ended January 31, 2026, digital sales accounted for 15% of our total revenue.

To accelerate pipeline generation and global customer acquisition across market segments, our marketing programs combine digital performance marketing, demand generation, product-led growth, and category-building thought leadership.

These multi-channel campaigns not only generate qualified opportunities for our sales teams but also establish Docusign as the definitive leader in agreement management, educating the market on our evolution beyond eSignature to agreement transformation.

We employ a wide range of marketing channels to generate demand and engage customers throughout the world.

This includes account-based marketing aimed at our high-value customers, industry-specific marketing by our industry vertical teams, a global series of “Momentum” conferences for customers and partners and our first-ever “Docusign Discover” conference for third-party developers.

These include broader digital demand generation campaigns;

This includes account-based marketing aimed at our high-value customers, industry-specific marketing by our industry vertical teams, our global series of Momentum conferences for customers and partners and our first-ever Docusign Discover conference for third-party developers and ISV partners.

Our channel mix includes broader digital demand generation campaigns;

corporate communications and analyst relations;

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cooperative marketing with strategic partners;

and a comprehensive webinar series, among many other things.

a comprehensive webinar series, and more.

Customer Success & Customer Support

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Customer Success helps onboard customers by designing, integrating, training, and deploying solutions that meet their needs.

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

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

We also offer professional services through both subscription entitlements as well as statement of work projects.

Once customers are onboarded, Customer Success continues to guide them through their Docusign journeys using motions such as health checks, use case 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.

Docusign, Inc.

| 2026 Form 10-K | 10

Human Capital Management

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Our mission is to redefine how the world comes together and agrees.

We have six core values:

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;

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| 2025 Form 10-K | 9

We are a global team but 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.

We are committed to delivering against these values for our employees, customers and the communities in which we live and work.

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

Over the last two years, our company has evolved at an extraordinary pace — new products, new ways of working, and much higher expectations from our customers.

To keep growing with clarity and consistency, we have developed shared principles that guide how we think, how we collaborate, and how we make decisions every day.

The Docusign Principles give us a common language and a clear standard for what “great” looks like as we move into the next chapter.

• Customer First:

Start with the customer.

Every decision, every time.

• Deliver Results:

Focus on impact.

Deliver with urgency.

• Say What Matters:

Be honest and direct.

Speak with integrity.

• Own It, Make It Better:

Take ownership.

Raise the bar.

Win together.

Purpose not ego.

We are a global organization with an increasingly international footprint.

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Talent and Career Development

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

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 2025, we were recognized as the #1 Most Trustworthy software and telecommunications Company in America 2024.

We offer a number of resources to eligible employees to foster engagement and encourage career development, including career development coursework, frameworks and education assistance.

Compensation and Benefits Programs

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We believe that this engagement with our communities is an important aspect of our company culture and brings long-term value to our stockholders, while making the world a better place.

With Docusign.org, we are committed to harnessing the power of Docusign's people, products, and profits to make a difference in the global communities where our employees and customers live and work.

With Docusign.org, we are committed to harnessing the power of Docusign's people, products, and resources to make a difference in the global communities where our employees and customers live and work.

This work is brought to life through our Docusign Foundation, Docusign Impact and Docusign for Nonprofit programs.

The Docusign Foundation is focused on environmental programs, ecosystem protection and local impact through grant funding.

To date, we have mobilized $4 million in grants to nonprofits.

At Docusign, we know an agreement is more than a contract;

it is the foundation of trust, coordination, and progress.

Docusign Foundation’s new Agreements for Good strategy extends this belief beyond our products, investing in the real-time collaboration that allows people and institutions to come together, align around shared goals, and make commitments that last.

Our three funding areas – Climate & Environment, Data Privacy & Security, and Future of Work – are the domains that are not only important to Docusign’s business;

they are domains where progress is most constrained by breakdowns in trust, coordination, and shared accountability.

To date, we have awarded $5 million in grants through the Docusign Foundation.

We believe in promoting a culture of giving back and community support throughout our organization.

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We are proud to support their efforts by providing up to 24 hours of paid time off a year for volunteering.

To date, our employees have volunteered more than 122,000 hours collectively, including at organizations promoting healthier forests, echoing our company-wide commitment to environmental programs.

Docusign, Inc.

| 2026 Form 10-K | 11

employees have volunteered more than 140,000 hours collectively, including at organizations promoting healthier forests, echoing our company-wide commitment to environmental programs.

Additionally, we match funds given by our employees to qualifying nonprofits.

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Our Competition

Docusign, Inc.

| 2025 Form 10-K | 10

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.

We believe Intelligent Agreement Management is a new software category without incumbent competitors, although elements of our IAM platform may compete with existing providers of contract lifecycle management, contract analytics workflow management, identity verification and other software solutions.

Our primary global competitor for eSignature is currently Adobe, which offers an electronic signature solution known as Adobe Acrobat Sign.

We also face competition from other global software companies that have or may elect to include basic electronic signature capability in their products and from various vendors that focus on specific industries, geographies, or product areas such as contract lifecycle management and advanced contract analytics.

As AI advances make some foundational capabilities for agreements (such as analyzing, summarizing, comparing, and acting upon text) cheaper and easier to replicate, our eSignature and Intelligent Agreement Management platform may also increasingly compete with providers of LLMs, data platform companies and other enterprise software companies, and with homegrown solutions developed internally by customers.

We believe the principal factors that drive competition between vendors in the future will include:

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• availability and reliability;

• trust and security;

• unit costs and total cost of ownership;

• ability to address legal, regulatory, and cultural matters associated with e-signature across jurisdictions.

• ability to address legal, regulatory, and cultural matters associated with e-signature and agreement management across jurisdictions.

We believe that we generally compete favorably on the basis of the factors listed above.

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In addition, we seek to protect our IP rights by requiring our employees, independent contractors, and business partners involved in development of IP on our behalf to enter into agreements acknowledging that all works or other IP generated or conceived by them on our behalf are our property, and assigning to us any rights, including IP rights, that they may claim or otherwise have in those works or property, to the extent allowable under applicable law.

Docusign, Inc.

| 2026 Form 10-K | 12

Because of the fast pace of innovation and product development, our products may become obsolete before the patents related to them expire, and in some cases may become obsolete before the patents are granted.

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Further, our references to website addresses are only as inactive textual references.

Docusign, Inc.

| 2025 Form 10-K | 11

“Docusign,” the Docusign logo, and other trademarks or service marks of Docusign, Inc.

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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