Docusign earnings: CEO explains company’s ‘powerful position’

Brian Sozzi and Yahoo Finance Video

December 6, 2025

In this video:

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After Docusign (DOCU) released earnings, CEO Allan Thygese joins Opening Bid with Brian Sozzi to talk about how the company is integrating AI, its recent OpenAI (OPAI.PVT) announcement, AI competition, and more.

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Video Transcript

0:00 spk_0

Are you working closely with these uh companies building models like a chat GPT or opening eye Anthropic?

0:06 spk_1

Well, we, we absolutely are, in fact, you know, our, our, our first partner, uh, in the current slate of LLMs was OpenAI. Um, we, we, we run a lot of OAI models on top of Azure and as you know, we, we, uh, we.Last month a partnership with them where we’re we’re building DocuSign directly into Chat GPT so that you can pull up agreement data and execute agreements directly from a GPT interface and we’re now seeing inbound from all the other LLM providers, the Google in the tropics of the world wanting to replicate that.You know, we, we have a unique and proprietary position. It’s by far the largest provider of of agreement work flows and agreement data, and that happens to be data that’s exactly what companies generally want to expose in these types of chat experiences um and so I think we’re in a very, very strong position there and of course it’s always been our.Philosophy we wanna make the customer’s data available to them wherever they want to do it. If they wanna do it in DocuSign, great. If they wanna do it in Salesforce or SAP at Workday, they can do that. And now in OpenAI, Gemini, Anthropic, and others,

1:10 spk_0

if, if OpenAI is using your technology and there’s an integration happening there, were you surprised when they came out recently, what was it DocuGPT?

1:18 spk_1

No, I, I look, I all platform companies need to illustrate to customers what you can do with the technology, and so they released a bunch of videos of things they’ve done internally and one of them was a contract review extraction tool that I think the finance team had built. Those are not external products. Those are basically visualizations of what’s possible with the platform.They should absolutely be doing that and I think everybody’s looking at contracts as one of the last frontiers. It’s, it’s, it’s basically been unstructured data that wasn’t accessible and, and now with LLMs you can access it, but there’s so much more to delivering an agreement management solution for enterprises, you know, we, we integrate hundreds of millions of dollars of of private consent.Agreements that companies give to us that increases dramatically the accuracy of the models and the extractions compared to just use public data. We’re in all the agreement workflows, so that gives us more context and then we are the most trusted brand in in in software in the US for the last 2 years running as voted by Newsweek so.I, I think we are in a good position to benefit from all the great work that OpenAI and others are doing on the LLM front and then layering our special and proprietary sauce on top.

2:29 spk_0

You know, as you know, Alan, of course the stock did get hit when they came out. Open I came out with that new technology next year. What are you working on that will keep a company like that and all its funding at bay?

2:42 spk_1

Yeah, I don’t think we’re gonna be competing with open air. I, I, I really, I, it’s hard for me to imagine that agreement management will be, you know, in the top five list for them, um, but you know, you always wanna think about competition. DocuSign is in such a strong position to be. We were the first mover in identifying this broader opportunity.Giving management and what AI could unlock and we have built out this you know really broad suite now and now in the next phase I think the two things that we’re gonna do is we’re gonna take that suite and really tune it for individual functions so sales, procurement, um, HR and so on and then you’ll see that uh uh next spring and then really add more and more enterprise features to enable uh large companies to deal with all the complexity and regulatory issues that they have internally related to agreements and.Um, I think that’s gonna be a very powerful position enable us to, you know, create this whole new category of software that we’ve, uh, um, you know, state laid claim to, um, so I’m very bullish. uh, we saw some nice early enterprise wins here in the last couple of quarters and so we’re on our way coupled with our strength in commercial. I think we’re very well positioned.

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