Tech Disruptors Docusign CEO on AI, IAM and Software’s Future
Oct 29, 2025
Allan Thygesen, CEO of DocuSign since 2022 and former Google executive, shares insights on AI and Intelligent Agreement Management (IAM). He reveals that DocuSign has processed over 100 million contracts using AI. Thygesen highlights the company’s international expansion, particularly in Germany and Japan, and the growth potential in the federal market. The discussion touches on the shift toward value-based pricing in software and the role of AI in enhancing internal workflows, saving time, and improving productivity.
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Strategy: Stabilize, Reallocate, Innovate
- DocuSign stabilized core e-signature retention and shifted spend from sales to product to improve margins.
- That reallocation enabled investment in Intelligent Agreement Management as a new growth engine.
Agents Will Automate Routine Agreements
- Agentic workflows will automate many repeatable agreement tasks like NDAs and negotiations.
- DocuSign expects to offer agreement agents and sees strong enterprise interest with risk-based adoption.
International Markets Are A Bigger Opportunity
- International markets (e.g., Germany, Japan) are growing faster and represent a larger addressable market than the U.S. for agreements.
- Regulatory changes and government support are accelerating adoption in those markets.