Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Making Sales Contracting a Key Business Imperative

676 views

Published on

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. There is a better way. Join this session to hear about the results of a definitive study on sell-side contract management. What are best-in-class companies doing to drive higher revenues through faster contracting cycle times?

Published in: Business
  • Be the first to comment

Making Sales Contracting a Key Business Imperative

  1. 1. Making Sales Contracting a KeyBusiness ImperativeMay 2013© 2013 Ariba, Inc. All rights reserved.
  2. 2. #AribaLIVEThe Panel TeamSpeakers: Chris Dwyer, Ardent Partners Carol Martz – Cleveland ClinicAdam Lustig – Solutions Consulting, Ariba© 2013 Ariba, Inc. All rights reserved.2Moderator: Sundar Kamakshisundaram,Sr. Director – Solutions Marketing, Ariba, Inc.
  3. 3. #AribaLIVEAgenda• Introduction• Panel Discussion• Sales Contract Management Demo• Q & A© 2013 Ariba, Inc. All rights reserved.3
  4. 4. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.60% of corporatelitigations arerelated tocontract disputesSource: Fulbright & Jarowski2010 Annual Litigation Survey
  5. 5. #AribaLIVE© 2013 Ariba, Inc. All rights reserved.5RESULTS!Track contract expirationsContract and clause libraryControl and workflowsReportingTransparency and complianceNegotiate onlineSales Contract Management
  6. 6. #AribaLIVEAberdeen’s Maturity FrameworkDefinition of Maturity Class Mean Class PerformanceBest-in-Class:Top 20% of aggregate performers85% of sales orders and revenue recognitioncompliant with contractsIndustry Average:Middle 50% of aggregateperformers45% of sales orders and revenue recognitioncompliant with contractsLaggard:Bottom 30% of aggregateperformers8% of sales orders and revenue recognitioncompliant with contractsSource: AberdeenGroup
  7. 7. #AribaLIVEAgenda• Introduction• Panel Discussion• Sales Contract Management Demo• Q & A© 2013 Ariba, Inc. All rights reserved.7
  8. 8. oooo
  9. 9. Copyright © 2013- Ardent Partners Ltd.
  10. 10. Copyright © 2013- Ardent Partners Ltd.
  11. 11. •••••Copyright © 2013- Ardent Partners Ltd.
  12. 12. Copyright © 2013- Ardent Partners Ltd.
  13. 13. Copyright © 2013- Ardent Partners Ltd.
  14. 14. Copyright © 2013- Ardent Partners Ltd.
  15. 15. Copyright © 2013- Ardent Partners Ltd.
  16. 16. Copyright © 2013- Ardent Partners Ltd.
  17. 17. Copyright © 2013- Ardent Partners Ltd.
  18. 18. Copyright © 2013- Ardent Partners Ltd.
  19. 19. #AribaLIVECarol Martz – Legal Department
  20. 20. #AribaLIVEAbout Cleveland Clinic• Cleveland Clinic is a nonprofit, multispecialtyacademic medical center that integrates clinical andhospital care with research and education.• Ranked as one of Americas Top 4 Hospitals by U.S.News & World Report.• Over 40,000 employees• Locations:Main Campus, 8 Community HospitalsFlorida, Las Vegas, International
  21. 21. #AribaLIVEContract Volume32 Contract Types43535061567850096648793901000200030004000500060007000800090001New Contracts for Review2007 - 2012200720082009201020112012
  22. 22. #AribaLIVESell Side Contract Types• Professional Services• Consulting Services• Management Services• Real Estate• Education/Training• Research/Innovations
  23. 23. #AribaLIVECriteria for Automation• Who is asking for the contract?Internal departments and legal entity determinevisibility, approval routes and signature authority• UsersReviewers vs Approvers• Dollar ThresholdsRouting dependent upon value• DocumentsWho needs to see what?
  24. 24. #AribaLIVEConditions and Questions• Based on previous criteriaIs Legal Review Necessary?– Template questions can drive what tasks will be available for useContract Type and Submitting Departments– Appropriate documents appear on document tab– Customized review/approval tasks appear on tasks tabContract Value– If contract value is less than/equal to $50,000 the approveris Joe Smith– If contract value is greater than/equal to $250,000 the approver isJane Smith
  25. 25. #AribaLIVEIs Legal Review Necessary?• When legal review is not neededRequestor creates the project and answers templatequestions– Is this Supplier paper?No – CC Template = no legal reviewTemplate selection based on previous criteria– When IT is the submitting department their customizedworkflow is only optionLaw Department review phase does not appearContracts are available for Law Department reportingand metric analysis
  26. 26. #AribaLIVESales Contract Management DemoAdam Lusting – Solutions Consulting, AribaRESULTS!Track contract expirationsContract and clause libraryControl and workflowsReportingTransparency and complianceNegotiate online
  27. 27. Solution ComponentsMonitoring - OverviewRepositoryInternal/External ReviewPublish/ActivateDevelop AgreementAuthoring/NegotiationsClause Library
  28. 28. Contract Lifecycle Management
  29. 29. Aspects of Contract ManagementYour WorkspaceAttributesTeamDocumentsTasks
  30. 30. Questions?Contact info:Sundar Kamakshisundaram: sundar@ariba.com© 2013 Ariba, Inc. All rights reserved.33
  31. 31. #AribaLIVEPlease Complete Session SurveyGo to Surveys© 2013 Ariba, Inc. All rights reserved.34Select SessionClickChoose oneRate SessionThank you for joining us

×