Timeless Principles of Building a Category King
33
Achieving Escape Velocity Keith Krach, Chairman & CEO November 8 th , 2016 Stanford University DOCUSIGN CONFIDENTIAL
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Transcript of Timeless Principles of Building a Category King
Achieving Escape Velocity
Keith Krach, Chairman & CEONovember 8th, 2016Stanford University
DOCUSIGN CONFIDENTIAL
Looks Easy
Find The Right Opportunity
Build a High Performance Team
Case Study
The Right Opportunity: Magnificent 7
Big Market
Focus, Focus, Focus
Positioning
Real Business Model
Execution
Money
The Team
Build a High Performance Team: The 3 Key Principles
Hire the Best People
Continue To Raise The Standard
Set A Clear Direction
Vision
Mission
Values
Team Rules
Long-term Goals
Strategy
Execution
“Built to Last” Playbook
Vision
Mission
Values
Team Rules
Long-term Goals
Strategy
Execution
“Built to Last” Playbook
Build The DocuSign Global Trust Network
Vision
Mission
Values
Team Rules
Long-term Goals
Strategy
Execution
“Built to Last” Playbook
The Global Standard for Digital Transaction
Management
Vision
Mission
Values
Team Rules
Long-term Goals
Strategy
Execution
“Built to Last” Playbook
Vision
Mission
Values
Team Rules
Long-term Goals
Strategy
Execution
“Built to Last” Playbook
Direct, honest and opencommunication
No idea is a bad idea
Raise the standardin everything we do
We are a team first,functional specialists second
Hire best people, especially if better than us
Vision
Mission
Values
Team Rules
Long-term Goals
Strategy
Execution
“Built to Last” Playbook
Growth Path to Profitability
Global Standard
Vision
Mission
Values
Team Rules
Long-term Goals
Strategy
Execution
“Built to Last” Playbook
13
3rd Party Developers
Leveraged Growth Strategy
Barriers to Entry
Leverage
Value-Add Services Smart Contracts
Digital Transaction Management
Businesses
Consumers
Partners
xDTM Standard
Global Trust Network
Network Effect
Loyal Ecosystem
Value Proposition
Create Category / Platform
The Second Act
Vision
Mission
Values
Team Rules
Long-term Goals
Strategy
Execution
“Built to Last” Playbook
Does this Only Work in Business?
Sigma Chi Strategic Plan
Is It Timeless?
Building A High Performance Team
A Case Study
UC Berkeley Haas School of Business - 2006
August 1996 20
The Playbook
ProcureSoft
“The Agent for the Purchasing Agent”
September 1996
August 1996 Keith J. Krach 21
Vision
Mission
Values
Team Rules
Goals
Strategy
Exec
Playbook Focus
Great sustaining organization in the
21st century.
Vision
August 1996 Keith J. Krach 23
Mission
Be the Leader in Operating Resource
Management Software for Business to
Business Electronic Commerce
August 1996 Keith J. Krach 24
Values
– Respect
– Integrity
– Courage
– Ambition
August 1996 Keith J. Krach 25
Strong Team
TEAM RULES:
1. Direct/open/honest communication
2. No idea is a dumb idea
3. Always continue to raise the standard
4. We are a team first, functional specialists second
5. Hire the best people, especially if better than us
August 1996 Keith J. Krach 26
Long term goals
• Grow Profitably and Predictably
• Focus on Customer Success
• Excellence and Balance
– Technology/Engineering/Product
– Sales/Marketing/Services
– Business Operations
• Culture- Teamwork, Values, Fun, (TVF)
August 1996 Keith J. Krach 27
Strategy
– Out Focus
– Out Think
– Out Execute
Leveraged Growth Strategy
Barriers to Entry
Leverage
OperatingResource
Management
Fortune
500 Leaders
Suppliers
& Partners
Ariba Network
Global
2000 MajorityMid-Market
Value-Add
Services
Vertical
Communities
Value Proposition
Loyal Members
Leverage
E-Commerce
Achieving Escape Velocity
DOCUSIGN CONFIDENTIAL 31
Remember The 5 Leadership Imperatives
Challenge The Process
Inspire A Shared Vision
Enable Others To Act
Model The Way
Encourage The Heart
Thank You
