One of the major challenges large information and media conglomerates face lies in the nature of their organizations, which comprise multiple independent business divisions spread across the globe. In this session, industry leader Hearst Business Media walks you through their visionary journey of driving CLM standardization across the globe. Learn how Hearst partnered with Apttus to enable back-office innovation and collaboration, resulting in greater profitability and improved customer experience.

1. #AccelerateQTC
Raghu Seetharam, Birlasoft
May 3, 2017
TruView CLM: A Contract Management Solution for
the Media Industry

3. TruView CLM is a cloud based
solution that provides a
guided deal point entry,
advanced contract management
capabilities along with real time
analytics for quick turn around
and deal closure.
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4. Everybody Needs a Contract
All those involved in a film, producers, directors, cast and crew, transportation, catering,
even the tigers – need a contract and that’s a lot of contracts!
Movie Industry production according to
MI, December 5th, 2017
Source: http://www.movieinsider.com/production-status Source: http://www.the-numbers.com/market/distributors
By Production Status By Distributorship
Market Share for Each Distributor 1995-2016

5. Contract Management Overview – Problem Definition
Sellers, Writers, Production
Companies conceptualize
project & discuss with
creatives
Project
Conceptualization
DRM Is approved and
assigned to BA Negotiator
Various deal components – casting
fees, terms, title releases, options
are all setup
Deal is finalized &reviewed
with internal, legal & external
parties to a fully executed copy
Payments ,Options and
Contractual Analytics
DRM Approved & Assigned
The Existing Process Has Challenges Around Negotiations, Visibility and Complexity of Contracts
Formal request through
system to initiate project
deal process
Business Affairs Negotiators will start
negotiating the terms with the sellers
Negotiations
Contract
Administration
Deal
Management
Deal Request Memo
Deal Structuring
Inability to negotiate with talent
Complex talent and license contracts
Lack of standardization of talent fees
Inability to track payments, options
and rights
No industry solution to address problems
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6. Our Solution – TruView CLM
Analytics on TruView CLM allows measuring of
threshold, average, range of talent fees and initiate
exceptions triggered auto approvals
Normalization of talent fees
TruView CLM allows for drafters to create contracts
using a user-friendly wizard and reuse clauses,
options and other legal constructs.
Simplified contract creation
Solution provides 360 view of deals including all
data points of past shows allowing to negotiate
better.
Greater negotiating power
Crucial details of the contracts are often buried deep
inside them. TruView CLM allows it to be extracted
seamlessly and tracked automatically
Increased visibility into details
TruView CLM is an industry solution – in use by two of
the big M&E brands
Best industry solution
Powered by Fullforce and Apttus, An Industry Solution Giving Greater Visibility Into Deals and Data For Simplified Contract Creation
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Powered by
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7. #AccelerateQTC
Denielle G. deWynter
Harold Wiseman
4 May 2017
Innovating to Lead: Driving Standardization Across
Hearst Business Media (a division of Hearst)

8. CO-CHIEF FINANCIAL OFFICER
Denielle G.
deWynter
TECHNICAL BUSINESS ANALYST
Harold
Wiseman

9. Hearst is one of the world’s largest
diversified media, information & services
companies
• 360 global businesses
• 20,000 employees
• 130 countries
About Hearst

10. About Hearst Business Media
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017B
$21.6M
$2.1B
Canadian
Established2 Established

11. METHODOLOGY
Interviews (50+ participants)
FTE and volumetric data collection
Internal & external benchmark
Process documentation
Workshop
Business Growth challenged the Quote-to-Cash processes
AREAS OF FOCUS
Quote-to-Cash for HBM definition
Improvement opportunities
Alternative support models
Action plan
OUTPUTS
Current State Assessment
Benchmark Analysis
FTE Analysis
Roadmap of Prioritized Initiatives
QUOTE CONTRACT REVENUEOPPORTUNITY ERPQUOTE CONTRACT REVENUEOPPORTUNITY ERP

12. METHODOLOGY
Manual contract creation
Critical terms dependent on human
review
Protracted redlining and signature
cycles
Sub-optimal version control
Before Apttus CLM – Our Challenges
AREAS OF FOCUS
No standard request process to
collect contract information
Redundant data entry
Inefficient coordination between
sales and finance
OUTPUTS
No searchable repository and
milestone notification
Manual compliance tracking
Limited reporting
Revenue leakage
PRE-CONTRACT AUTHOR & NEGOTIATE STORE & COMPLY

13. 1. Become easier to do business with
2. Be repeatable and scalable
3. Provide transparency to the end-to-end
contract process with measurable metrics
4. Reduce internal friction (automation and
simplification)
5. Support the future growth of our business
HBM Contract Management Project Objectives
Optimize management effectiveness &
reduce business risk

14. After Apttus CLM - Our Benefits
STANDARDIZATION One platform & repository; integrated with Salesforce
ACCESSIBILITY Completeness of contract portfolio, obligations & benefits online
VISIBILITY
Search ability on expiring contracts, specific customers, non-standard
clauses
APPROVAL WORKFLOW &
TRACKING
Streamlines process & tracking of approvals
BUSINESS PARTNERING Improves coordination between sales & finance & with customers
SELF SERVICE Reduces cycle time
FASTER REVENUE Reduces cycle times & leads to quicker deal closures

15. Results
MCG signed a record
96 new/upsell contracts
in December 2016
20
30
40
50
60
70
80
90
100
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
2015
Average
2016
Number of Fully Executed Contracts by Month

16. “I think Apttus has added
great value to MCG!
Average turn-around time
has gone from 1-2
business days to a few
hours.”
MCG Finance
“Overall a great system
that will bring much
value, especially when
more users get familiar
with it.”
MCG Sales
“I am able to view
documents, approve
redlines, and pricing all
from my phone. That is
definitely a huge win for
me.”
MCG Head of Sales
Testimonials

17. Status
QUOTE CONTRACT REVENUEOPPORTUNITY ERP