Is it better to expand DocuSign's integration ecosystem or concentrate on improving the native mobile app functionality?

Introduction

The trade-off between expanding DocuSign's integration ecosystem and improving native mobile app functionality presents a critical strategic decision. This scenario involves balancing external partnerships with internal product development, each offering unique advantages for user experience and market reach. I'll analyze this trade-off through multiple lenses, considering business impact, user needs, technical feasibility, and long-term strategic alignment.

Step 1

Clarifying Questions (3 minutes)

• Based on recent market trends, I'm thinking our integration ecosystem might be lagging behind competitors. Could you share how our current integration offerings compare to key players in the e-signature space?

Why it matters: Helps assess the urgency of expanding integrations Expected answer: We're slightly behind in some key verticals Impact on approach: Would prioritize ecosystem expansion if confirmed

• Considering user feedback, I suspect our mobile app might be underperforming in certain areas. What are the top 3 user complaints or feature requests for our mobile app?

Why it matters: Identifies critical areas for mobile app improvement Expected answer: Limited offline capabilities, complex document editing, slow sync Impact on approach: Would focus on these specific areas for mobile app enhancement

• Looking at our revenue model, I'm curious about the balance between direct users and those coming through integrations. What percentage of our revenue currently comes from integrated partners versus direct mobile app users?

Why it matters: Helps quantify the potential impact of each strategy Expected answer: 60% direct, 40% through integrations Impact on approach: Would influence resource allocation between the two options

• Considering our engineering capacity, I'm wondering about our ability to pursue both strategies simultaneously. What's our current split of resources between mobile development and integration teams?

Why it matters: Assesses feasibility of a dual-focus approach Expected answer: 70% mobile, 30% integrations Impact on approach: Might suggest reallocation or phased approach based on priorities