First, T-Mobile reshaped wireless for consumers with its bold “Un-Carrier” approach. Now, its wholesale business is bringing that same disruptive spirit to a new frontier.

With the debut of Your Name, Our Wireless, T-Mobile Wholesale made it easy for brands to launch custom wireless experiences on America’s largest 5G network.

But as the business scaled, a hidden challenge emerged: Manual processes and slow approvals were dragging out essential deals.

Janet Sutherland, senior manager of sales enablement, saw the friction firsthand.

“These are high-value, high-impact agreements for the business, so executing them faster and more effectively is so important,” she said. "Docusign had the capabilities we needed."

By partnering with Docusign, T-Mobile Wholesale streamlined its workflows while giving partner companies a faster, smoother path to market.

Unlocking 40% more bandwidth with CLM

Before Docusign, agreements didn’t just stall—they had to be pushed every step of the way. “Forty percent of our non-contract staff were tied up in agreement work,” said Sutherland. “People whose focus should’ve been on other priorities were stuck manually moving agreements forward.”

Meanwhile, deals slowed, approvals lagged, and revenue timelines stretched. “Once I recognized that wasn’t sustainable, I knew we needed a smarter, scalable solution to continue driving the revenues we’re aiming for,” said Sutherland.

She led a deep-dive review—researching 15 vendors, running four pilots, and gathering feedback from more than 15 stakeholders across legal, sales, billing, and finance. Docusign CLM stood out for its ability to meet T-Mobile’s biggest challenge: enabling a small team to do more with less while managing high-stakes agreements efficiently. “Our stakeholders were very happy with the scalability, flexibility, and visibility Docusign brings to the table,” said Sutherland.

Bringing Un-carrier speed to complex deals

As deals grow more complex, Docusign CLM keeps things moving. T-Mobile Wholesale generates agreements for a diverse partner ecosystem, from IoT startups to MVNOs, and reseller brands. Each one comes with different terms, structures, and regulatory requirements that vary by region.

With the right clauses and workflows triggered automatically, the team can handle variation at scale—without the usual slowdown.

Everyone has access and can move in parallel—legal on clauses, billing on terms, finance on compliance—without getting in each other’s way. “That full visibility during the review process was one of the biggest wins we delivered with CLM,” said Sutherland.

Before, progress depended on back-and-forth emails or someone chasing updates. Now, the system tracks agreement status automatically, surfaces the latest comments, and shows exactly where things stand—so deals keep moving.

In the first three months, T-Mobile Wholesale cut agreement processing time by 44%. For agreements that once dragged on for up to ten months, the shift was dramatic—for deal velocity, cash flow, and revenue recognition.

“I no longer have to dedicate my non-agreement managers to the agreement management workflow,” said Sutherland. “Our cross-functional teams are happy, too, because they can focus on their deliverables.”

From breakthrough to blueprint

With measurable gains in hand, T-Mobile Wholesale is expanding its use of CLM—and setting the pace for other teams. New groups are already exploring how CLM can streamline their own agreement workflows.

Sutherland is leading that charge, working with Docusign to pilot more advanced use cases. “It’s going to be an exciting journey,” she said. “Docusign is the key enabler for us to scale with the speed and adaptability the business demands.”

But for Sutherland, the real payoff goes beyond speed. It’s about freeing teams to focus on work that drives growth, reducing friction for partners, and working with a vendor that shares T-Mobile’s values.