Rolling Sales Procedures Together so Everyone Succeeds

emerging europe belarus outlook ebrd

Read the Outlook on Belarus special report


PandaDoc empowers businesses and individuals to lead paperless and productive work lives by building effective and designed documents. They claim that thanks to their product the average contract value goes up by 15 per cent, each employee saves one hour of their time and the close rate grows by 10 per cent.

Mikita Mikado, CEO at PandaDoc, spoke to Justyna Wróbel about the company’s 5000 customers, the recently introduced Add-on Store and the origins of the company as well as its plans for development.

The last few months have been busy for you, haven’t they?

Yes, we have had a very busy quarter and there are no signs of things slowing down.
We are currently getting ready to open an office in Belarus; we have outgrown our San Francisco offices, where we are looking for a bigger space. We have recently signed our 5,000th customer, and we just launched the PandaDoc Add-on Store, which gives customers the power to pick and choose the apps that they want to use, enabling them to customise PandaDoc at the workspace level.

PandaDoc’s suite of applications can now be optimised, based on the specific needs of every department or project. Third-party applications will be available soon, via the Add-on Store, in addition to PandaDoc’s market leading tools. The introduction of the Add-on Store means we are making a strategic move towards becoming a devel oper ecosystem for the sales acceleration technology market.

Why did you decide to set up in San Francisco?

Well, San Francisco sits at the heart of the world’s tech economy. There are no other places like San Francisco and the Silicon Valley for access to great talent, capital, partnerships and countless prospective clients. For founders like me, moving to the area was the only option to succeed.

So what are your plans for development/growth right now?

We are working on expanding our product offerings, including third party applications. We are constantly evaluating integration partnerships, so PandaDoc can be found in more places. We anticipate that we will reach the 10,000 customer mark soon.

How does Panda help companies? What is its success based on?

PandaDoc is an all-in-one document automation platform that integrates with Google Apps and Docs, Salesforce, Microsoft Dynamics CRM, Base CRM, Sugar CRM, Insightly, HubSpot and others. It increases the effectiveness of sales professionals by allowing them to connect with customers at the last stage of the buying cycle. The PandaDoc solution brings all the sales functions together in one seamless offering, including document creation, CRM merging, analytics, price quote (CPQ) configuration and eSignatures.

Our success is based on the fact that there is a real need for our product in the marketplace. In addition, our product is reliable, secure, easy to use (user experience is a major point of pride for us) and is compatible with most of the platforms that businesses use today.

Which countries is the platform most popular in?

PandaDoc has clients from all over the world. The European and US markets are our biggest markets right now.

Which markets are you going to focus on from now on?

We are working to penetrate the vertical markets such as human resources, legal, banking and financial services, government, education and healthcare.

You had an investor, how has that helped develop the company?

In July of 2015, we secured a $5 million investment which was led by Altos Ventures with additional participation from TMT Investments and some others. This funding helped us to not only expand our product offerings, but also to build our sales, marketing and customer service infrastructure. The funding has definitely helped us grow at a much faster rate and on a much larger scale.

Let’s go back to the very beginning. How did you come up with the idea?

In 2007, Serge Barysiuk and I launched Coding Staff, a software development company that created add-ons for web content management systems such as SharePoint and DotNetNuke, as well as functional and easy-to-use web solutions. We ran Coding Staff for four years, making the company profitable, before selling it in 2011. It was then that we began to truly parlay our interest in engineering and impactful sales strategies.

Our work in the software development field had naturally led us to discover inefficiencies and frustrations when it came to the sale of products. Managing an array of different pieces of software — word processors, spreadsheets, email — is a clunky and time consuming process. It’s nearly impossible to keep up with the multiple forms of documentation to keep each and every sale logged.

We saw a solution. In July 2013, we began building Quote Roller, software that provided basic proposal and contract management with robust eSigning capabilities built right into it, because what could be more annoying than printing, signing, scanning and re-sending each and every contract.

Within five months, Quote Roller had gained its first 1,000 clients and had changed its name to PandaDoc. Our clear success caught the eye of venture capitalists and this is how the investment came about.

In a nutshell: in the beginning, we wanted to create a tool that helped businesses such as ours to save time and money when it came to proposals and price quotes. We were frustrated and we knew others were too. We saw that as our customer needs evolved, so did our product. The future is still wide open in that regard and our offerings will evolve as our customer’s needs continue to evolve.

What is your competition and how are you trying to defeat them?

We have competitors at different levels. DocuSign and Apttus are two major competitors. Our strategy to win more customers is simple: develop better products, provide better service and do service infrastructure. The funding has definitely helped us grow at a much faster rate and on a much larger scale.

How many employees did you have at the beginning and how many are there now?

We had 15 people when we launched PandaDoc; we are now at 70. What advice would you give to companies from the region who would like to expand to other markets?
Network, network, network… Don’t be afraid to go out and talk to as many people/businesses as possible. The door will never open if you don’t knock.

How do you see the company developing over the next few years and where will the company be in ten years’ time?

I foresee continued growth. At this point, the future is wide open. However, I don’t want to get too far ahead of myself, because we have a job to do now: that is to provide the best product and service on the market. If we continue to do that well, everything else will take care of itself.

How do you see the Belarusian IT sector and what are its strengths?

Belarus has a great tech community, one that wants to see its members succeed. Without Belarus, PandaDoc would not be where it is today!

What are the prospects for Belarus?

Belarus has a bright future. We have bright, talented, hardworking people and the world needs to know more about us. More opportunity will come with increased awareness.


Why Is Belarus Tech Booming?

Is the CEE Region About to Steal the Outsourcing Crown From India?

Amazing view on the Taj Mahal in sunset light with reflection in water. The Taj Mahal is an ivory-white marble mausoleum on the south bank of the Yamuna river. Agra Uttar Pradesh India.

Treepex — Paying the Environment Back

Italy and Belarus: A Relationship Based on Complementarities and History

JIVR Bike — Aiming to Make Life Better In Big Cities

Survio – The Czech Start Up Creating 1.5 Million Surveys

Emerging Europe Live: Life in Belarus As Seen by Foreigners

Brainly — Making the Classroom Global

Winds of Change for Belarus’ Reinsurance Industry?

Belarus: Changing Old Ideas And Mixing With the New in Belarus’ Export Market

EBRD Emerging Europe Outlook on Belarus 2016

Germany and Belarus: Thinking Globally Acting Locally

‘No’ To a Monetary Union With Russia

The EU’s Benign Neglect of Eastern Europe

World Bank’s Doing Business Report 2016 Resume For Emerging Europe

One Belt One Road: a Big Task for Europe

While the EU Makes Plans for CEE China Makes Investments

Nuclear Security Summit In Washington, 2016

Lukashenka seeks to avoid commitment to Russia’s geostrategic goals

Central And Eastern Europe At the World Property Market

Belarusian Economy on a Diet to Change its Financial Outlook

Minsk International Airport Widens its International Reach


The UK and Belarus: A Partnership to Introduce the Real Belarus to Europe

Long-time Neighbours Need to Share Awareness, Plus Trade & Investment

Emerging Europe Live: CEE — The Outsourcing Destination

Using Words to Paint a Picture – Belarus’ Nobel Prize Winning Novelist

Foreigners choose Minsk and Gomel as Belarus’ most attractive FDI destinations

Belarus’ Economy Is Slowly Recovering From Past Declines

Belarus Introduces New Business-Friendly Auditing Procedures

MINSK, BELARUS - AUGUST 15, 2016: Aerial view of the southwestern part of the Minsk with Palace of Sport and old and new other buildings. Minsk is the capital and largest city of Belarus.

UK Shores: the New Frontier, a View on a Series of Fortunate Events

Bringing Belarus’ Cultural Past to Life for Belarusians and the World

Belarusian Tech Companies Lead a Global Technological Advance in Outsourcing and Product Development

Belarus and the EBRD:
Working to Expand the Country’s Strengths and Success

The Country Shows Promise but Needs Some Reforms

Germany Is Not Letting Belarus’ Small Downturns Put it off Looking for Investment Opportunities

Falling Student Numbers and Declining R&D Result From Lack of Funds

Despite Public Anxieties, Migration is Playing a Key Role in ECA Growth

Bratislava city aerial panoramic view. Bratislava is the capital of Slovakia.

Belarusian Journalists Still Face Huge Problems

A Strategic Asset for Regional Growth and Development in the EU

Pier bridge crane and cargo handling cargo trains transported away.

Putin Urges Belarus to End Oil Transit Through Lithuania

Athens Greece - May 27 2016: Russian President Vladimir Putin delivers — An Innovative Alternative for Secure File Sharing

Cautious Upturn in Emerging Europe Haunted by the Spectre of Uncertainty

Donald Trump

Desk.Works — Making it Easier to Find an Office on the Go

“e-Belarus”: Embracing the Internet and its Possibilities

The EU Is Encouraging Belarus to Join the World Trade Organisation

The Belarusian real estate market is on the up

IMF Believes State-Owned Enterprises Must Be Reformed

Image of the banknotes of new Belarusian banknotes five rubles put into circulation July 1 2016

Belarus: The Importance Of Diversification

The Eurasian Economic Union Fails to Bring Belarus Closer to Big Brother

New investors interested in Belarus’ Great Stone Industrial Park

Brexit Makes Waves Across the European Union and Beyond

Belarus: MOST Builds a Bridge to the Future

HTP: Belarus’ Engineers Are Leading a Cool Revolution

The Great Stone Industrial Park — Making Doing Business Easy in Minsk

Kontomatik — An Innovative Idea Grows Into a Business

Belarus Is Where the New Silk Road Heads For Europe

Emerging Europe Makes Some Progress on Closing Gender Gap

world economic forum gender gap report

Nravo — Proving Philanthropy and Business Can Work Together

Feel the Vibe of the City of Minsk

Trinity suburb in Minsk (Nemiga) Belarus on 20 May 2017

Will the New Five-day Visa-free Regime Encourage More Visitors to Belarus?

Belarusian Economic Recovery May Downgrade Intended Reforms for Competitiveness

The Belarusian Economy: The Challenges of Stalled Reforms

Belarus 2020: Turning the Vicious Circle Into an Upward Spiral

Belarus’s Election Tests the EU’s Global Strategy

Belarus-Turkey Investment Forum to increase investment and trade between the two countries

Belarus: Navigating the geopolitical storm

More EU Help for Belarus SMEs

GRODNO BELARUS - DECEMBER 13 2013: Seamstress in textile factory sewing with a industrial sewing machine .

The Belarusian Banking Sector Moving Towards Modernisation Despite Some Challenges

PandaDoc — Rolling Sales Procedures Together So Everyone Succeeds

Belarus Is Ready to Begin With Venture Capital Investments

The Belarusian Financial Sector: An Industry in the Process of Restructuring

The Reality Is More Interesting Than the Misconceptions

EY: Belarus’ IT Scene Is Thriving

High tech park minsk

Innovation Brings Great Opportunities to the Belarusian Economy

Under Promise, Over Deliver: Prospects for the EU’s Eastern Partnership in 2018

Eastern partnership

Emerging Europe and the EBRD host the Outlook on Belarus conference in London

Are Labour Shortages Driving Economic Growth?

Business Opportunities in Belarus Encourage Outside Interest

FocusEconomics: Belarusian Economy to Grow in Q4 2016 and Onwards

Brexit Is a Great Opportunity to Attract Foreign Investors to Belarus

The Proof of a Country’s Readiness to Attract Foreign Investors Lies in the Development of the Insurance Market

Belarus Serves up Some Recipes for Success

Business in Belarus Recipe Book

Veni, Vidi, Vici, Or My Personal Experience of Doing Business in Belarus

Encouraging SME’s Development Will Help Build Belarusian Economy

The Shopping Experience Is Set To Go Global in Belarus from 2017 Onwards

Belarus Has To Make an Extra Effort To Change Investors’ Perceptions

Czechs Hold Emerging Europe’s Most Powerful Passport

21st century Manufacturing Arrives at Great Stone

Great stone

Belarus US Business Relations Thrive as Conditions Improve

Outsourcing in Germany: Stop Talking at and Start Talking to

Emerging Europe to Record Positive Growth Across the Board in 2018

coins growth

The essence of the Customs Union is protectionism

Will European Business and Institutions Bolster the New Trends That Have Appeared in Belarus?

OECD: Belarus Has to Find Its Own Belarusian Model to Emerge

From Denmark to Belarus — A Personal Experience of Business

Belarus Has Set an Example for Others to Follow

Belarus: On the Way to a Market Economy?

Young Well-Paid IT Specialists Are Making Belarus Known Internationally

Belarus Is One of the Top Outsourcing Destinations of 2016

Georgia Leads Emerging Europe in Ease of Doing Business Report

The EU’s Benign Neglect Of Eastern Europe

The Deep Roots of Currency Crises in the Former Soviet Union

Breaking trade barriers with CIS has never been easier

High-Tech Park in Minsk is growing rapidly

Foreign Investors: Belarus Offers Opportunities But Further Improvements Are Needed

Office Space Vacancy is Currently Low but Building Standards Cause Concern

Minsk Belarus - March 23 2017 modern architecture business center Pokrovsky on Pobediteley Avenue editorial

Belarus is the most creative EEU country

The Next Four Months Crucial For the Belarus-EU Relations

Why Was Zapad-2017 So Important?

russian tank belarus zapad

Belarus is Bringing Opportunities for European Companies

Great Stone

Belarus and Singapore Share the Same Factors for Economic Success

Axosuits — Democratising Access to Health-Improving Technologies

Belarus Is Making the First Steps onto the International Finance Floor

Smart, reliable and promising

Invest in Belarus: looking beyond politics to the future

Belarus Steps Up Liberalisation of Business


Business Mentors Helping to Solve Business Development Problems First

Portrait of confident business people interacting in the office

MEGA: Moving Towards a Vision of a Sustainable World

Not All Quiet on the Eastern Front

A New Modern Mall Hopes to Draw Belarusians Back to the Home Market

RRY Capital

Serbia, Belarus and Ukraine Ranked Lowly by Wharton Business School

Kyiv Ukraine - April 172017: The postal square in Kiev on Podol the Dnipro river. view of the square from the river panorama

Leave a Reply

Your email address will not be published. Required fields are marked *