More specializations and improved product information sharing are part of the new program.
Docusign’s new partner program aims to bring more specializations and improved product information sharing as the vendor leans on the channel for meeting new opportunities with its Intelligent Agreement Management (IAM) platform released last year.
Bronwyn Hastings, named in March as group vice president of partner development and alliances at the San Francisco-based agreement management software vendor, told CRN in an interview that businesses lose $2 trillion a year to poor agreement management—a market Docusign wants to conquer alongside partners.
“The IAM opportunity is so expansive we’re actually going to lean in more with partners—we’re going to lean in way more in the entire cycle of servicing a customer,” Hastings said. “When you’re building solutions, when you’re building those process redefinitions, when you’re building all of these things, the partners are becoming more and more important to our go-to-market strategy. And they will feel that as part of us leaning in.”
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Docusign Partner Program
Steve Harber, executive chairman of Cimplifi, a Pittsburgh-based Docusign partner that offers managed services as part of its portfolio, told CRN in an interview that the vendor helped Cimplifi start its contract analytics and life-cycle management business five years ago.
The new business helped Cimplifi evolve beyond reviewing emails for litigation and regulatory responses, Harber said.
“They’ve enabled us and supported us to go from nothing into a very successful business,” he said.
The new Docusign Partner Program aims to support partners selling the vendor’s wares in electronic signatures, contract life-cycle management and the AI-powered IAM platform. It also aims to help partners serving legal departments, sales, procurement, human resources and other lines of business.
The new program offers “sell” specializations for IAM Core, IAM for Sales and IAM for CX, plus a “service and sell” specialization for contract life-cycle management. Docusign launched IAM last year, globally expanding the release of IAM for Sales and IAM Core in December. Docusign has looked to AI to cut into the days and weeks spent searching for upcoming renewals and other data captured in contracts and agreements.
The program has tracks for build, sell and service partners with benefits designed for those business models, according to the vendor. Build partners can leverage custom integration applications to increase customer value with IAM. The sell partner track focuses on strategic, consultive engagements for IAM and contract life-cycle management.
And the service track is aimed at partners with deep product expertise for deploying IAM and contract life-cycle management offers. Docusign has also added more IAM accreditations, certifications and training for partners.
Hastings—whose resume includes partner executive roles at UiPath, Google, Citrix, SAP and Oracle—said that Docusign will give partners early access to product road maps and hold question-and-answer events for partners as part of its investments in the channel.
During Docusign’s latest quarterly earnings call—held in March and covering the final quarter of the 2025 fiscal quarter, ended Dec. 31—CEO Allan Thygesen told listeners “the partner channel’s contribution to the business continued to increase in Q4 and fiscal 2025, leveraging gains we’ve made with technology partners like Microsoft, SAP and Salesforce as well as growing interest from independent software vendors and global systems integrators,” according to a call transcript.
“A strong partner channel will continue to support and contribute to growth with enterprise customers” in fiscal year 2026, Thygesen said.
The vendor saw $776.3 million in revenue during the quarter, up 9 percent year over year. Subscription revenue was $757.8 million, up 9 percent year over year. Professional services and other revenue was $18.5 million, up 11 percent, according to Docusign.
For the fiscal year, revenue was $2.98 billion, up 8 percent year over year. Subscription revenue was $2.9 billion, up 8 percent. Professional services and other revenue was $75.4 million, flat year over year.
