Accelerating Sales Through Better Contracting

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Accelerating Sales Through Better Contracting

  1. 1. S Accelerating Sales Through Better Contracting Mark Mallah Corporate Counsel LiveVox© 2012 Ariba, Inc. All rights reserved.
  2. 2. Accelerating Sales Through Better Contracting Youre charged with bringing in more revenue, so youre working hard to make your sales team faster and more efficient. But you keep hitting a wall when it comes to finalizing your sales agreement. Contracting can be a slow, frustrating process that can delay or even risk deal closure. Join this session to hear about what are best-in-class companies doing to accelerate revenues through faster contracting cycle times. Also hear about Ariba’s new contract management solution built natively on the Salesforce Force.com platform Ariba Contracts for Force.com and how, as a Salesforce customer, it can help you close more deals faster.2 © 2012 Ariba, Inc. All rights reserved.
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  4. 4. 4 © 2012 Ariba, Inc. All rights reserved.
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  6. 6. Our Speaker Mark Mallah Corporate Counsel LiveVox6 © 2012 Ariba, Inc. All rights reserved.
  7. 7. LiveVox Overview • Founded Jan. 2000 • Over 300 contact center clients • 186 employees; San Francisco HQ; offices in Atlanta, Denver, Bangalore and Colombia Integrated Cloud Applications: • Interactive Voice Response (IVR) • Automatic Call Distributor (ACD) • Predictive Dialer • Call Scripting • Compliance Suite • Business Analytics • Named ―Best Brand‖ by Frost & Sullivan; Q2 ’107 © 2012 Ariba, Inc. All rights reserved.
  8. 8. Core Markets Enterprise Contact Centers • 100-25,000 concurrent seats • Multi-site centers • Complex global call routing applications Market Needs • Scalability • Compliance • Integration • Data Security Adoption Models • Supplement peaks and valleys (seasonal growth/home agents) • Platform migration from enterprise premise-based and hosted deployments8 © 2012 Ariba, Inc. All rights reserved.
  9. 9. Position: Corporate Counsel • Draft and manage company agreements Sales NDAs Employee agreements Other transactions • Report out on contract activity • Review and negotiate vendor agreements9 © 2012 Ariba, Inc. All rights reserved.
  10. 10. Challenges before Ariba Implementation • Generating a large volume of contracts • Challenge of keeping up with demand • Limited reporting capabilities • Limited tracking and organization ♦ pre-contract conversations ♦ executive approvals ♦ unified repository (contract, NDA, SLA, amendments)10 © 2012 Ariba, Inc. All rights reserved.
  11. 11. Ariba Solutions Implemented • Ariba Contracts on Force.com • Focus on Sales Contracts11 © 2012 Ariba, Inc. All rights reserved.
  12. 12. Ariba Contracts on Force.com12 © 2012 Ariba, Inc. All rights reserved.
  13. 13. Accomplishments and Benefits • Drastically reduced time spent on reporting—able to generate reports in minutes that previously required 30-45 minutes • Reports are significantly more accurate and reliable than prior manual process • Established easily populated templates in the Contract Workspace13 © 2012 Ariba, Inc. All rights reserved.
  14. 14. Dashboard14 © 2012 Ariba, Inc. All rights reserved.
  15. 15. Reporting15 © 2012 Ariba, Inc. All rights reserved.
  16. 16. Accomplishments and Benefits • All-in-one Contract Workspace provides repository for all relevant documents, approvals, contract attributes; ensures peace of mind • Enhanced collaboration across the legal team16 © 2012 Ariba, Inc. All rights reserved.
  17. 17. Future Plans • Aiming for accelerated cycle times by incorporating esignature product • Greater leveraging of Ariba by giving sales representatives the ability to self-serve and create their own contracts17 © 2012 Ariba, Inc. All rights reserved.
  18. 18. Share This Session…NOW…from your mobile! • All presentations are posted: Guidebook mobile app – Search Apple or Android app store for Guidebook – Enter code ―collabor8‖ Or at Slideshare.net/Ariba • Share via email or social media **Come back soon – we are syncing #AribaLIVE audio and video interviews to the presentations**18 © 2012 Ariba, Inc. All rights reserved.

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