HydroCorp fuels rapid annual growth with Docusign IAM for Sales

Providing safe drinking water is one of a municipality’s most important responsibilities. For more than four decades, HydroCorp has helped more than 700 customers, including cities, water districts, hospitals, and industrial organizations, manage compliance programs that protect water quality and public health.

With a focus on serving more customers, the company’s leadership set ambitious growth goals. For teams across HydroCorp opens in a new tab, the challenge was scaling operations without sacrificing service quality.

David Taub, Senior Director of Revenue Operations at HydroCorp, began exploring ways to help employees do more in less time. With ambitious growth goals and a mandate to build a scalable revenue engine, he needed a way to eliminate bottlenecks that slowed down sales and customer onboarding. Agreement management quickly emerged as one of the biggest opportunities for improvement.

Sales representatives handled contracts manually, copying information from multiple systems into templates and sending agreements to multiple stakeholders. The manual, paper-based process made it difficult to scale effectively or move quickly. It was particularly difficult because many of HydroCorp's customers are local governments with complex approval processes. Even small delays could result in contracts spending weeks sitting on desks waiting for the next council meeting.

“When we are collaborating with our customers, the last thing we want is friction slowing down the process,” says Taub. “In a growing company, our old paper processes simply weren’t scalable. We needed to think digitally.”

Keeping sales teams in Salesforce with connected agreement management

HydroCorp selected Docusign IAM for Sales, which connects the Docusign Intelligent Agreement Management (IAM) platform with Salesforce to manage the entire agreement process directly within the familiar sales application.

For Taub, keeping sales teams focused in a single system was essential. “People don’t want to move between applications. The more we can keep people on one screen, the better adoption and speed we see,” says Taub.

Using Docusign IAM for Sales, HydroCorp embedded agreement generation, review, and management into existing Salesforce workflows. Customer and opportunity data is automatically pulled into agreement templates, eliminating repetitive manual entry and reducing opportunities for error.

“Docusign lets us keep everything in one place,” says Taub. “Our team can generate agreements, manage reviews, and track progress without leaving Salesforce. That visibility and efficiency have completely changed how we scale the business.”

Preparing contracts once took one to two hours per agreement. Now it takes as little as five to ten minutes. Since information is pulled directly from Salesforce, not copied and pasted from multiple systems, agreements are much more accurate. Before, manual preparation introduced opportunities for errors and inconsistencies, such as missing dates, wrong names, or outdated information. Docusign Intelligent Agreement Management nearly eliminates this risk.

Scaling agreement reviews with Agreement Desk and AI

As HydroCorp expanded into new markets, contract complexity increased as well. The company regularly manages custom contract language, municipal procurement requirements, redlines, and agreement modifications.

Previously, every review required two to three hours of valuable time from Taub. He often needed to draft addendums, review prior agreements for precedent, coordinate approvals, and manage multiple rounds of revisions.

Taub dramatically simplified reviews with Agreement Desk. He can track all agreements and reviews from one screen. Working with templates also makes agreements much more consistent, eliminating time spent comparing language across multiple documents. Instead of spending hours, Taub now spends around 20 minutes on most reviews.

“I can’t scale myself, so moving to Docusign IAM is the fix for any person's efficiency challenges,” says Taub. “It gives me back time that I can use to help grow the business.”

Taub is also starting to use AI-Assisted Review to analyze lengthy contracts. For example, he can review an 80-page subcontractor agreement and quickly identify key clauses, language changes, agreement terms, and potential areas of risk before escalating issues for deeper legal review. This initial review helps the legal team focus its attention on outlier terms that require more analysis, leading to faster turnaround.

Helping municipalities move faster

Docusign does more than speed up contract creation. With fewer errors, fast digital signatures, and automated routing, sales representatives reduced the average sales cycle by up to 40%, from as long as 180 days to just 109 days.

Contracts are also completed much faster. Before Docusign, agreements often sat in routing queues for 10 to 15 days after municipal council approval. Today, council members can sign electronically, even from a mobile device during a meeting. Most agreements are returned within one to two days, enabling municipalities to start working with HydroCorp much sooner.

That speed matters in a highly regulated industry where compliance requirements continue to increase. The sooner a municipality can complete an agreement, the sooner HydroCorp can start providing expertise, inspections, and program management to support critical water safety programs. This means faster time to safer drinking water and compliance with state and federal requirements.

Supporting HydroCorp’s next phase of growth

Since Taub joined HydroCorp, the company has grown rapidly and significantly expanded its footprint across new states and municipalities. Docusign plays a key role in supporting growth by bringing more speed and accuracy to the sales cycle.

Looking ahead, HydroCorp plans to continue expanding its use of Docusign IAM as the platform evolves, building deeper automation, additional AI-powered capabilities, and even stronger connections across its go to market technology stack.

“We are still early in our journey with Docusign IAM,” says Taub. “The more we can automate work, the more time our team can spend helping customers solve problems and deliver safe water with confidence. That is ultimately what this is all about.”