If you aren't intimately familiar with DocuSign (NASDAQ:DOCU), your experience with the company might consist of using the platform to sign some mortgage documents or other types of agreements. But in this Fool Live video, recorded on June 23, Fool.com contributor Brian Withers talks about the most important part of DocuSign's business that investors should know about.
Brian Withers: A lot of people have gone: "Oh yeah, DocuSign. I used it for my mortgage paperwork or whatever or signing some document that I had." But you know what? You as a consumer customer, really almost don't matter to DocuSign. Let me tell you why. Here's their revenue over the last five quarters. This blue bar, which is bigger than this dark blue bar, that's the enterprise and commercial revenue -- that makes up 88% of the business. It's not just their current business, but it's also their future business. Look at total customers: Total customers is 988,000, almost 1 million customers. Interestingly enough, only 14% of its customers are enterprise in commercial, but they make up 88% of the revenue. Look at where DocuSign is headed. Everybody knows DocuSign for the e-signature piece, and they have like a couple of dots here in this $25 billion addressable market. This prepare, act, and managed: That's really about managing contracts from beginning to end, and executing them in a corporate environment. This second act for DocuSign is really focused on its corporate customer and digitizing and making contracts like a living piece of software versus just a piece of paper. That's all about corporate customers. Why is it all about corporate customers? Well look: Almost every single department across the enterprise has agreement as part of their doing business. Think of all the things for HR that you signed when you start with the company. Finance has a bunch of stuff, sales tax, procurement, obviously with suppliers and whatnot. But even facilities setting up lawn services or HVAC maintenance, IT operations. Think about supporting their services with cloud services. All of these things have agreements and contracts. That's really why DocuSign has focused on this area of the business.