If you’re in B2B sales, you know that getting contracts signed can be a total slog. Emailing PDFs back and forth, chasing signatures, losing track of versions—it’s a mess that eats up time and patience. That’s why e-signature tools like Docusign are everywhere now. But not every feature is worth your attention, and not every promise matches reality.
This guide gets straight to what matters: which Docusign features actually help you close B2B sales agreements quickly and with fewer headaches. Whether you’re a sales manager, legal, or just the unlucky soul tasked with sending contracts, this is for you.
1. Dead Simple Signing—Don’t Overcomplicate It
Let’s be honest: Most sales contracts aren’t rocket science. The core thing you need is a way to send a document, have someone sign it, and get it back—fast.
Key features to look for:
- Easy-to-use templates: You want to build a few standard contract templates that anyone on your team can reuse. If Docusign’s template builder feels clunky, you’ll end up back in Word.
- Drag-and-drop signature fields: You shouldn’t need a training session just to add a signature box. Docusign’s interface is generally solid here, but try it yourself first.
- Multi-party signing: Most B2B deals need at least two signatures (sometimes more). Make sure you can add multiple signers, assign signing order, and label roles clearly.
What to ignore:
Overly complex workflows for basic deals. If you’re just sending standard sales agreements, don’t get lost in features for mergers or legal battles.
Pro tip:
Run a test deal with a colleague before rolling out. If it takes more than five minutes, something’s off.
2. Real Visibility—Who Signed, Who Didn’t, What’s Next
Chasing signatures is a waste of time. The right features keep you out of the dark.
Key features to look for:
- Status tracking: Docusign lets you see where every agreement stands—sent, viewed, signed, or stalled. Make sure this info is in your face, not buried.
- Automated reminders: Contracts stall because people forget. Look for automatic reminder emails that don’t need your babysitting.
- Audit trails: For B2B, you’ll eventually need to show who signed what and when. Docusign gives you a downloadable audit log for each document.
What to ignore:
Advanced analytics dashboards. Unless your team is massive, you’ll get more value from a clear status list than from fancy charts.
Pro tip:
Set up notifications for both sender and signer. No one likes chasing, but everyone hates missing a deal because they didn’t see an email.
3. Integrations—Save Clicks, Save Sanity
If Docusign lives in a silo, you’re just adding another system to babysit. Integrations matter more than most sales teams realize.
Key features to look for:
- CRM integrations: Docusign connects with Salesforce, HubSpot, and others. This means you can send contracts straight from your CRM, track status, and link signed docs to records.
- Cloud storage: Save signed agreements to Google Drive, OneDrive, or Box without manual uploads.
- APIs: If you’ve got custom tools, Docusign’s APIs are robust. But unless you have a dev team, most folks won’t touch this—just know it’s there.
What to ignore:
Integrations you’ll never use. If your team doesn’t live in Salesforce, don’t pay extra for deep Salesforce features.
Pro tip:
Map your current workflow. Only integrate what actually saves steps. More integrations = more things to break.
4. Security and Compliance—Non-Negotiable for B2B
Nobody wants to lose a deal because Legal says no. Security and compliance are table stakes, but not all e-signature vendors are equal.
Key features to look for:
- Encryption: Docusign encrypts documents in transit and at rest. Ask about their encryption standards if you’re in a regulated industry.
- Authentication options: You can require signers to verify their identity via email, SMS, or even government ID (in some plans). For bigger deals, crank up the requirements.
- Compliance certifications: Docusign ticks most boxes—SOC 2, ISO 27001, GDPR, and U.S. ESIGN Act. If you’re international or in finance/healthcare, double-check the fine print.
What to ignore:
“Blockchain” or “AI-powered” security features. These sound cool, but 99% of B2B sales teams just need clear audit trails and standard compliance.
Pro tip:
Send your compliance or legal team the Docusign security whitepaper before you buy. Don’t assume “big brand” means “approved.”
5. Bulk Sending—For When You Need to Move Fast
Sometimes, you’re not just closing one deal—you’re sending dozens (or hundreds) of standard agreements at once. Bulk sending is a huge timesaver but it’s not always as smooth as the sales pitch.
Key features to look for:
- Bulk Send: Docusign’s bulk sending lets you upload a list of recipients and send out the same doc personalized for each. It’s a bit hidden, and not always included in basic plans.
- Merge fields: Personalize each document with recipient names, company names, or deal details. If you’re stuck manually editing PDFs, something’s wrong.
What to ignore:
Complex mail merge setups. If you need a data scientist to run your bulk send, this isn’t a feature—it’s a headache.
Pro tip:
Try bulk sending to a test group first. Some email servers mark these as spam or block attachments, so check deliverability.
6. Mobile Experience—Because Work Happens Everywhere
Let’s face it: not every executive sits at their desk waiting for your contract. If Docusign’s mobile experience is clunky, you’ll get excuses instead of signatures.
Key features to look for:
- Mobile-friendly signing: Docusign’s mobile signing is usually painless. Both email and SMS links should open directly in a mobile browser.
- Mobile app: There’s an app for iOS and Android, but most signers just use the web version. Still, if your team signs on the go, test both.
What to ignore:
“Mobile-first” hype. If the signature box is easy to tap and the contract is readable, that’s enough.
Pro tip:
Send yourself a real contract and sign it on your own phone. If it’s annoying, expect the same from clients.
7. Price and Plan Traps—What Are You Really Paying For?
Docusign isn’t the cheapest tool out there, and B2B teams burn cash fast if they pick the wrong plan.
Key things to watch:
- Plan limits: Many “basic” plans have limits on users, documents per month, or integrations. Don’t get stuck paying overages.
- Feature gating: Some of the best features (bulk send, advanced authentication, custom branding) are locked behind higher-tier plans.
- Hidden costs: API access, more templates, or even extra storage can cost more. Ask for a clear price breakdown.
What to ignore:
Annual contracts before you’ve done a real pilot. Monthly is more expensive, but better than being stuck.
Pro tip:
List your actual needs (users, documents per month, key integrations) and have Docusign sales map the plan to your use case. Don’t let them upsell you on bells and whistles.
8. Support—Because Something Will Go Wrong
No software is perfect. What matters is how fast you can get unstuck.
Key features to look for:
- Live support: Basic plans rarely get phone support. If your contracts are business-critical, pay for a plan with real human help.
- Resource center: Docusign’s help docs are decent, but not always up to date. Check if your team can find answers fast.
What to ignore:
“Priority support” promises unless you see clear SLAs in writing.
Pro tip:
Try calling support before you buy. If you can’t get a human, that’s your answer.
Final Thoughts: Don’t Buy the Hype, Buy What You’ll Use
Docusign has a ton of features, but most B2B sales teams only need a handful to kill the paper chase and close deals faster. Focus on what actually fits your workflow, test with real contracts, and don’t be afraid to keep things simple. The best contract tool is the one your team will actually use—so start small, iterate, and skip the feature FOMO.