6 steps to scale and automate your contract management process
DESCRIPTION
Slides from webinar on Contract Management best practices from John Moss, SVP & General Counsel, Commercial at SFDC, and Kirk Krappe, CEO of ApttusTRANSCRIPT
APTTUS
6 Steps to Scale and Automate Your Contract
Management Process
Kirk Krappe CEO Apttus
APTTUS
John Moss SVP & General Counsel, Commercial salesforce.com
APTTUS APTTUS Confidential
Our Legal Mission at salesforce.com
Scale to meet business demand
SCALE PROTECT
Protect the business
#ContractSuccess
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Top 5 Challenges to Our Mission
SCALE PROTECT
High Sales Growth
Managing Costs “Customized” Contracts
“Tribal” Knowledge Global Differences
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Automation Is Essential
SCALE PROTECT
High Sales Growth
Managing Costs “Customized” Contracts
“Tribal” Knowledge Global Differences
AUTOMATION
Right People, Processes and Applications
#ContractSuccess
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Step #1: Build the Right Team
Lawyers Legal Ops
Contract Negotiators
General Counsel
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Step #2: Think Global
• Global team
• Multiple languages
• Different customs and expectations
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“Old Fashioned” Networking
Step #3: Give Your Team Great Tools
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Legal Collaboration and Negotiation
Sales Collaboration and Content Library
Contract Management
Video Conferencing
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Step #4: Remember People
• Be completely committed and provide
strong leadership
• Change management is difficult
• Make sure all team members are engaged
at the start
• Help people adopt new technologies
• Show how the changes add to success of
individuals and team within the company
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Step #5: Put Your Legal Playbook to Best Use
• Develop a standard clause library
• Keep the Playbook up-to-date
• For junior lawyers and contract
negotiators, Playbook prescribes rules
• For senior attorneys, Playbook
articulates principles
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Step #6: Go 100% Native
• Integrated contracts with CRM and order process
• Sales productivity
• Security with contracts
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Benefits from Automation & Scale
Greater reporting and visibility for
management
Lower risks through standardization
Increased efficiency and productivity to
support business
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6 Things to Look for in Contract Management Solutions
1. Easy to create contracts
2. True automation of entire process from Contact to
Contract to Close
3. Seamless collaboration across tools, including
Salesforce, Office and Chatter
4. Use of tools that people already know to minimize
organizational resistance
5. Data security with legal contracts
6. And of course…100% Native Force.com
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Opportunity
The Wrong Way to Automate Contract Management
Multiple platforms & admin
Custom coding
Out of sync processes
Security & reliability issues
Poor performance & scalability Contract
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Opportunity
A Better Way with Apttus
Request Negotiate Comply
Apttus Contract Management
Everything in Your Salesforce Instance
Single Platform, Admin, UI
Scalable, Secure, Reliable
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You are in Good Company
300+ Customers Rely on Apttus
Technology Health & Life Science
Consumer Goods
250+ Customers
Telecom and Media Financial & Insurance
Electronics
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Why Apttus?
300+ Customers
450,000+ Users
93% Renewal Rate
Profitable
100% Revenue Growth
200 Employees
5 Years Force.com
MSFT – SFDC - Chatter
5 Patents Pending
Customer-Focused Solid
Innovative
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Find Out More
Get the latest demos, videos, whitepapers and more
www.apttus.com/resource
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Q&A
Kirk Krappe CEO Apttus
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John Moss SVP & General Counsel, Commercial salesforce.com