It takes two to three weeks to activate the account. As a result of this, the customer is losing the market timing, as they are also tracking the markets independently. They know markets are at good valuations so they wish to invest now. So [if] they miss that two-three week window for completing paperwork to open an account, then they have opportunity loss.

The TAT was two to three weeks. Clients’ end up losing many opportunities by having such kind of delays and inefficiencies in paperwork logistics.

Now you imagine, today you're doing a business with one of the distributors in Bangalore or Delhi. And then, all of a sudden there is a new customer account opening volume spike in Bhopal, Madhya Pradesh. So, it has to be serviced from Ahmedabad, which is the closest by road. This creates logistical complexities and delays which result in a loss of opportunity to time the market

We used to print the application set in dockets and circulated within the distributors across India. For example, if you are a customer of a particular Bank or Wealth Manager and want to invest into PMS with ASK, then the Wealth Manager will generally interact with the customer, take the documents with respect to the KYC or other required documents, complete the application set duly signed and logistically courier to our central office to process for PMS Account Opening.

There were some changes in the Airtel ecosystem. To our partners we were sharing some part of our commission or, you know, incentive. But to implement that, we needed some addendum to be signed by all these partners that they agreed to the new pay structure. So for that only we wanted all our 1700 partners to sign that addendum for us. So that's why we consumed the feature, which Utkarsh helped us [with] last week on a very short notice

On the support side I'll rate Utkarsh (our Account Manager) 11/10. The way he responds to our SMS, emails, calls. Last week, I just dropped him an SMS "SOS" and the call from him landed in a fraction of seconds.. I couldn't expect any more. We do not do that for our customers. At Airtel we do not do that. We resolve the problems in eight hours. He got it corrected. And that was really amazing. He helped us save some 3000 signatures.

There was Waqim (tech lead at Leegality). Actually, we never needed his help also. So we just talked to him once or twice. I think there was a handshake and in two or three days it was done. The feedback for Waqim has been also very good from the development side

The solution you gave me was ready to be implemented the very next day

Document execution and onboarding is not the core job of the Business Development Manager. Their core job is to take care of the field operation and oversee how installations are happening. To take care of feedback from the customer and resolve any service related issues. So this time share of traveling, which they were spending on taking care of contract signing shifts to the quality of the service. What are the types of installations that are happening? What is the type of service which customers are getting? So now the BDMs are more focused towards quality of the service which they are giving to our customers or the network which is being laid down. This means less time to resolve the issues of the customer, less outages, less network drops.

Let me explain with an example. So there's a BDM who takes care of the northeast section. So he takes care of West Bengal also and northeast. So if you have to go from Meghalaya to Calcutta, it will take him two days or eight hours or four hours of flight. Six hours you can say, because of Covid and all that. Now he's completing everything on VC. He makes a partner understand the nitty gritties, the rules and regulations. They both accept, he calls or he drops the email to my guy. They send an email or an SMS and he signs it. That's it. It's done. So it changes his life. The travel time, which he used to travel by plane or train, that has been killed to zero. He is onboarding all the partners over the phone and VCs. And in fact, that is saving revenue for us also

So [with digital execution] the LCO can start selling tomorrow morning for us. For example, 4:30 he has signed it, 4:31 he can start selling for us. He also gets the revenue from day one, and we also get our share. We don't need to wait for 15, 20 days to churn out that revenue

We did a time motion analysis, and I think it now takes less than two minutes

I approached someone in our retail team. They gave us your reference. Akansha from your team called me - and it took us 30-45 minutes of evaluation to decide that we needed this. We chose Leegality because we could start using it the very next day

Earlier everything was on pen and paper and emails. We started business with ten LCO partners across the nation, and we grew up to a number of hundred or 150 by the end of 2019 or 2020 mid. And with Covid coming in, the demand for broadband shot up in 10 months. So the number of LCO partners grew from 150 to 1,700 partners. And managing all that paperwork on emails, paper and Excel became too tricky.

For every sale an LCO partner does, they get approximately 35% share. I'll give you an approximate number - every LCO partner earns every month approximately on an average two lakh to three lakh rupees. Which means if I give that opportunity to the LCO on 1st of August and they are not able to sell till 1st of September, or 20th of August, they will be losing that much revenue for one month. For the revenue loss, we also lose our potential share of that. If the LCO is losing 2 lakhs, we are losing 7 lakhs.

So in this lifecycle, it used to take 15-20 days to onboard just one partner.

Since we work together and we propose to work together for a long, long time, that's the reason why we have taken a call of getting Leegality overnight. This time we have taken Leegality overnight because we made up our minds that we will work together a long, long way. Not only this, you would see [the volumes] coming up this year. I am just waiting for this to get stabilized for the legal department, then we are going to do much more. We will go live on some 10-20 thousand of agreements in one, two months.

Of course, since we are not giving much time to the agreement part, we can focus on other departmental work, like review other agreements, all those things

Previously we were able to just send two to three agreements per day. Today I can send five to six more agreements. And since the other departments are also very well versed with the system, then we can have more than 5 to 6 agreements easily in a day. That has increased our frequency and efficiency

Few of our signers are using the bulk sign option. They are signing 1000 to 2000 to 5000 agreements on a weekly basis. So this has helped to make it quicker

The good feature that I that I most liked is eliminating signers. If they are not signing, then I can just remove their invitation. And also to reactivate or remove the invitation link. I can reactivate it if it gets expired. That is a very nice feature

We found the stamp paper solution quite convenient for us. Now we can just make a request and it will come to us. Also, If I need to cancel some agreement, my stamp papers will be sent to the inventory unused and I can reuse them any time

Now we have a few agreements which are in standard format and saved as templates in Leegality. So we have different people who are trained to just initiate [the signing journey] using the stamp papers. Just 2-3 clicks and they're good to go. And they just add a few details which are required and then send it across.

The fact that now we can send individual links for signatures has solved a lot of our problems. And that was the main ask from all our different clients who were signing different agreements. So that has really made it quick, made it smooth. It has been helpful for all our invitees, signers - the fact that signers they don't have to create a separate account

We don't allow anyone else other than the legal department to handle agreements. Just the discussion or the business discussion is handled by the respective department. Other than that, everything from preparing an agreement, from sharing the standard formats, revising it, preparing it for signatures, formatting it, everything is done by the legal department through the Leegality dashboard only.