inSign and BSI: the perfect match, BSI and e-signature for seamlessly integrated and automated customer processes

inSign provides smart electronic signature software and is showing all the signs for growth and further development for the starting year. Together with the new owner, CRM and marketing automation manufacturer BSI, the previous partnership will be taken to a new level in December 2022.

Markus Brunold and Martin Hierhager tell us in an interview how the two companies have already worked together and what developments they are now striving for together.

As of last week, it is now official: BSI and inSign are moving into the future together. Great news! What will be the first steps in the cooperation?

Markus: “The focus is first to integrate inSign GmbH into BSI as quickly as possible. We have a lot planned and for this we need to work together smoothly from a technical and professional point of view and establish joint sales and marketing. And of course we want to offer added value to our customers as quickly as possible by dovetailing the products even further…”

Martin: “… That’s why we are of course already working intensively on the integration of inSign into the BSI Customer Suite at the appropriate points and are developing joint use cases with which we will go to market.”

What added value does the merger bring for the customers of both companies?

Martin: “In future, we will be able to offer a broader range of integrated processes for our joint customers, which is a great added value. For inSign customers, we can offer more service and an even higher quality of service in the SaaS area together with BSI.”

Markus: “With the BSI Customer Suite as a complete product, we can cover a very long process chain across all departments of a company and therefore offer our customers an extremely large number of synergies. We call this business-out-of-the-box: we deliver ready-made processes for our respective focus industries and offer the customer the greatest benefit right from the start. inSign is of course an exciting extension for us. A well-integrated electronic signature is what makes the entire process digital.”

What opportunities do you see for the inSign software solution and also for the employees through the merger with BSI?

Martin: “With BSI, we get a strong partner that addresses a very similar target market as inSign. With the new constellation, we can jointly offer customers various added values, e.g. that we are now ISO27001-certified ourselves. There are also many opportunities for the team to develop in the BSI context.”

Where do you see inSign and BSI in 5 years?

Markus:  ”Our vision is to become the market leader in the DACH region for our products and our focus sectors of banking, insurance and retail. In addition, we want to grow in the medium term not only in the DACH region but also in other European countries, further expand our focus sectors and establish and strengthen further focus sectors with Energy and Utility.”

Martin: “In addition to this shared vision, we want to continue on course with the inSign product in the next 5 years and open up further markets with proven resellers, including in other EU countries.”

Markus, as you have just explained, BSI has a clear vision of becoming the market leader in DACH for the focus sectors banking, insurance, retail and energy & utilities. How does the acquisition of inSign play into this strategy?

Markus: “Digitalisation and automation of customer relationships – that is our core strength. Our great role model is the corner shop. We want our customers to be able to serve their customers as one would imagine in a corner shop. You know your customers and can serve them in a friendly and proactive manner with services or suitable offers, for example, so that they feel comfortable and well looked after. Together with and through inSign, we want to be able to offer our customers digital and automated process chains for as long as possible.”

That sounds like an exciting journey. What is BSI’s experience with acquisitions so far? What do you think the focus should be on?

Markus: “Integration as partners on the same level is very important. It is crucial for our understanding and mindset that we are on a growth path and that inSign is a reinforcement for BSI. We are growing and strengthening as a group. Now it is exciting to see who can bring what to the partnership so that we can get the best out of it for our customers. But of course also for ourselves. BSI is all about is the combination of people and software and we perceived that same understanding very strongly with inSign.”

BSI has a strong foundation of values. Can you tell us more about the value "We have no hierarchy, we are a network"?

Markus: (laughs) “That is probably the most difficult question because it is very complex. So, I would like to explain several things that are important to us at BSI. For one thing, entrepreneurship is a big thing and we all consider ourselves entrepreneurs. At the same time, I want to create an environment where our amazing people feel that they can contribute their intrinsic motivation to move the team, the group and the company forward. And in such an environment, combined with each employee’s focus on entrepreneurship, we believe that hierarchies only disrupt and do not help. We want decisions to be made where they arise and by the people who have the competence to make them, and not just for the sake of the role.
That’s why we don’t cultivate hierarchies at BSI, preferring instead to focus on our network and the skills of the individual employees, who contribute best where they see the most added value for themselves and the company.”

You worked at iS2 for about 20 years. How do you see the separation of companies and product offerings from a historical perspective?

Martin: “The answer lies less in the past than in the future: while it is logical and consistent for iS2 to focus on the insurance industry in the DACH region, it is just as important that we focus on several industries in the EU with inSign and open up new markets with reseller partners. Against this background, the spin-off is a win-win situation for all parties involved.”

What have been your roles so far with iS2 and specifically the signature solution inSign and what are you looking forward to most in the future?

Martin: “I started as a software developer at iS2 in 2003 and then relatively soon took over the project management for the standard software in the consulting area. After taking on a divisional manager role, I became responsible for the inSign product and business division in 2016, and later as a member of the executive board and as a board member, I was also responsible for all IT issues.
Now after the spin-off, I am particularly looking forward to focusing strongly on inSign again and, in the wider context of BSI, integrating us into the product portfolio and tailoring the solution even more closely to the customer.”

You have something else in common. Martin, you were with iS2 for 20 years and you, Markus, have also been with BSI for over 20 years. What kept you there for so long? What makes the work so exciting?

Martin: “iS2 also has a good foundation of values, I have always enjoyed the different topics and the trusting collaboration with all colleagues. In addition, new roles and areas of responsibility were regularly added, so I was always encouraged and challenged – and now I am able to start a new chapter with BSI, which I am very much looking forward to!”

Markus: “For me it is important that there is always variety and always something new in the work. Due to our profession, we are in a constant state of change, be it through technologies, new customers or emerging trends. Repetitive work is therefore kept to a minimum at BSI, which I very much enjoy. You should and do always want to learn something new and leave your comfort zone – then it becomes more fun.”

Thank you very much for the open and honest answers. We are excited to see what exciting use cases will emerge in the near future as we move forward together. Follow us on inSign LinkedIn and BSI LinkedIn and stay informed.

About the software producer BSI

BSI Software is a leading software producer for CRM and marketing automation, founded in 1996 in Baden (Switzerland). Digitalisation and customer centricity are the focus of the company.

About inSign GmbH

inSign is a software manufacturer of an electronic signature solution based in Marzling near Freising. It was created by spinning off the inSign business unit from iS2 AG in 2022 and now belongs to BSI Software.

About the author

Christina Detling – Online Marketing Specialist

Christina has been working at inSign for over four years and is happy to pass on her knowledge of electronic signatures and digitisation.