Docusign eager to target enterprise customers in next phase of IAM strategy

They remain committed to working with partners to drive large transformation projects, says Kartik Krishnamurthy, vice president, Asia at Docusign.

Docusign counts large enterprise customers as the “next evolution” in its go-to-market strategy for its AI-powered Intelligent Agreement Management (IAM) platform.

IAM’s success thus far with the end-to-end platform has predominantly been with commercial customers and small-and-medium-sized businesses (SMB), says Kartik Krishnamurthy, vice president, Asia at Docusign.

About two years after launching IAM — and opening up a new SaaS category with the platform — Docusign is still working hard to shed its lasting legacy as a mere e-signature company and expand its market leadership as the experts on the end-to-end agreement process.

In a Q4 earnings call, the vendor’s CEO Allan Thygesen said that in 2026, customers using IAM represented over USD$350 million in annual recurring revenue (ARR).

Krishnamurthy shared further that about 25,000 customers globally have adopted the IAM platform. Docusign has over 1.8million existing customers, so there are plenty of opportunities for channel partners specializing in IAM, especially with the vendor’s renewed focus on targeting enterprises.

In the Asia Pacific (APAC) region, Singapore has led in terms of IAM demand and adoption, said Krishnamurthy. There’s also been a promising uptake of the platform from customers in the Philippines and Malaysia. Docusign has also seen growing adoption of IAM in Hong Kong.

CRN Asia caught up with the VP to find out what has changed for channel partners since last year’s partner program revamp and its latest enterprise play for the IAM platform.

“What’s changed for our partners in general is, how do they fit into this ecosystem overall?” said Krishnamurthy. “The good news is we have over 900 APIs for all of our partners. So if you’re a SaaS-based organization, the chances of you integrating within the Docusign ecosystem across IAM through our API is very high.

“If there’s [an enterprise] that doesn’t have that API, we can help build them with our customers and partners.”

As Docusign remains committed to helping partners specialize in selling, servicing, and building the IAM platform, it is also figuring out the best strategy for enterprise customers.

“Enterprise companies buy differently compared to an SMB organization, so [we need] a little bit more flexibility in how enterprise companies purchase,” he says. “We’re working on a model that fits our enterprise segment.

“Last part is that we’ve had some really good talent locally as well that have an enterprise mindset. So with our pricing, product, and our enablement, it’s really about helping our enterprise sales folks drive that ecosystem. Most importantly is to bring our partners together.”

Krishnamurthy shared that they aim to leverage on the expertise of local channel partners as well as systems integrators (SIs) to drive whole-of-organization transformation in large APAC enterprises.

“We want to be part of those transformational projects,” he said. “So how do we build relationships with our global SI partners […] because they have the ear of a CEO, CTO, or chief digital officer. And how do we partner with them to drive a more holistic value proposition for our customers?

“We will take care of our internal workflows, but it’s also working with our partner ecosystem, which I feel is the most important as we drive these large scale transformation projects.”