For most sales people, winning a hard-fought deal is only part of the battle. It’s when you hand the deal over to legal for final contract negotiation that things really get challenging. Contracting can be a slow, frustrating process that can delay or even risk deal closure. Recently, Ariba and salesforce.com enlisted IACCM and Selling Power to research and write a definitive study on sell-side contract management. What are best-in-class companies doing to drive higher revenues through faster contracting cycle times and how can automation help? Join this session to learn the results of the study. Also hear about Ariba’s new contract management solution built natively on the Salesforce Force.com platform - Ariba Contracts for Force.com.
[KEN]First off, Tim for those not aware, why don’t you first tell us a little bit about IACCM and give us some background on the study.[TIM]Provide background…
[TIM]…and what we found based on this research is several things…[KEN]Interesting Tim. I wonder if you could go into a little more detail on the sales / legal misalignment. I think we understand that sales and legal have different objectives, but what exactly challenges them in regards to the other group?