Effective Sales Contracting: A Business Imperative and Differentiator<br />Ken Miklos, Sr. Marketing Manager, Ariba<br />©...
Selling and Servicing Customers Has Changed…<br />© 2011 Ariba, Inc. All rights reserved. <br />2<br />Marketing<br />Sell...
…But Has Sales Contracting Been Optimized Within Your Organization?<br />© 2011 Ariba, Inc. All rights reserved. <br />3<b...
The State of Sales Contracting Study<br />© 2011 Ariba, Inc. All rights reserved. <br />4<br />Research partners:<br />Res...
Agenda<br />Research Methodology<br />Current State of Sales Contracting<br />The Impact of Doing Nothing<br />How to Fix ...
© 2011 Ariba, Inc. All rights reserved. <br />6<br />
The Trouble with Sales Contracts<br />© 2011 Ariba, Inc. All rights reserved. <br />7<br />Sales, legal, and contract mana...
The View from Sales<br />© 2011 Ariba, Inc. All rights reserved. <br />8<br />
The Legal/Contract Management Perspective<br />© 2011 Ariba, Inc. All rights reserved. <br />9<br />
“Commitment Matters”<br />© 2011 Ariba, Inc. All rights reserved. <br />10<br />Which of the following best describes your...
What Honeymoon Phase?<br />© 2011 Ariba, Inc. All rights reserved. <br />11<br />
How to Fix It:10 Steps to World-Class Sales Contracting<br />© 2011 Ariba, Inc. All rights reserved. <br />12<br />Establi...
How to Fix It:10 Steps to World-Class Sales Contracting<br />© 2011 Ariba, Inc. All rights reserved. <br />13<br />Establi...
Automation = Across the Board Performance Improvement<br />© 2011 Ariba, Inc. All rights reserved. <br />14<br />
© 2011 Ariba, Inc. All rights reserved. <br />15<br />Ariba Contracts for Force.com in Development<br />
Questions<br />© 2011 Ariba, Inc. All rights reserved. <br />16<br />
“Safe Harbor” and Confidential Information Statement<br />This information reflects the status of Ariba solution planning ...
Effective Sales Contracting: A Business Imperative and Differentiator<br />© 2011 Ariba, Inc. All rights reserved. <br />
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Effective Sales Contracting: A Business Imperative and Differentiator - London

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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.

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  • [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?
  • [TIM]
  • [TIM]
  • Effective Sales Contracting: A Business Imperative and Differentiator - London

    1. 1. Effective Sales Contracting: A Business Imperative and Differentiator<br />Ken Miklos, Sr. Marketing Manager, Ariba<br />© 2011 Ariba, Inc. All rights reserved. <br />
    2. 2. Selling and Servicing Customers Has Changed…<br />© 2011 Ariba, Inc. All rights reserved. <br />2<br />Marketing<br />Selling<br />Collaborating<br />Then<br />Now<br />
    3. 3. …But Has Sales Contracting Been Optimized Within Your Organization?<br />© 2011 Ariba, Inc. All rights reserved. <br />3<br />
    4. 4. The State of Sales Contracting Study<br />© 2011 Ariba, Inc. All rights reserved. <br />4<br />Research partners:<br />Research objectives:<br />Assess objectives, policies, processes and performance of sales contracting and contract management. Identify areas for improvement and best practices for achieving world-class results. <br />Research made possible by: <br />
    5. 5. Agenda<br />Research Methodology<br />Current State of Sales Contracting<br />The Impact of Doing Nothing<br />How to Fix It<br />Ariba Contracts for Force.com<br />© 2011 Ariba, Inc. All rights reserved. <br />5<br />
    6. 6. © 2011 Ariba, Inc. All rights reserved. <br />6<br />
    7. 7. The Trouble with Sales Contracts<br />© 2011 Ariba, Inc. All rights reserved. <br />7<br />Sales, legal, and contract management organizations are misaligned<br />Poor visibility and communication<br />Negative perception (and impact) to customers<br />
    8. 8. The View from Sales<br />© 2011 Ariba, Inc. All rights reserved. <br />8<br />
    9. 9. The Legal/Contract Management Perspective<br />© 2011 Ariba, Inc. All rights reserved. <br />9<br />
    10. 10. “Commitment Matters”<br />© 2011 Ariba, Inc. All rights reserved. <br />10<br />Which of the following best describes your company’s performance in fulfilling sales contracting commitments?<br />
    11. 11. What Honeymoon Phase?<br />© 2011 Ariba, Inc. All rights reserved. <br />11<br />
    12. 12. How to Fix It:10 Steps to World-Class Sales Contracting<br />© 2011 Ariba, Inc. All rights reserved. <br />12<br />Establish sponsorship<br />Define benefits<br />Engage stakeholders<br />Analyze market segments<br />Document process<br />
    13. 13. How to Fix It:10 Steps to World-Class Sales Contracting<br />© 2011 Ariba, Inc. All rights reserved. <br />13<br />Establish review and approval principles<br />Agree on performance measurements<br />Develop templates and guides<br />Defines skills and tools<br />Invest in systems and people<br />
    14. 14. Automation = Across the Board Performance Improvement<br />© 2011 Ariba, Inc. All rights reserved. <br />14<br />
    15. 15. © 2011 Ariba, Inc. All rights reserved. <br />15<br />Ariba Contracts for Force.com in Development<br />
    16. 16. Questions<br />© 2011 Ariba, Inc. All rights reserved. <br />16<br />
    17. 17. “Safe Harbor” and Confidential Information Statement<br />This information reflects the status of Ariba solution planning as of January 2011. All such information is the Confidential Information of Ariba (per the contract between our companies), and must not be further disclosed, as stated in the confidentiality clause of that contract. This presentation contains only intended guidance and is not binding upon Ariba to any particular course of business, product strategy, and/or development. Its content is subject to change without notice. Ariba assumes no responsibility for errors or omissions in this document. Ariba shall have no liability for damages of any kind including without limitation direct, special, indirect, or consequential damages that may result from the use of these materials.<br />© 2011 Ariba, Inc. All rights reserved. <br />17<br />
    18. 18. Effective Sales Contracting: A Business Imperative and Differentiator<br />© 2011 Ariba, Inc. All rights reserved. <br />

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