Selling Enterprise Contract Management Internally

Transcription

1 Selling Enterprise Contract Management Internally Understand the priorities for every business function and how the Icertis Contract Management (ICM) platform meets those challenges.

2 Making a Compelling Case for the Icertis Contract Management (ICM) Platform Whether it s the CFO, the chief legal officer, or someone from procurement, sales or IT; every stakeholder has a unique set of requirements. A key strength of the Icertis platform is that it s enterprise-wide designed from the ground up to be easy, intelligent and flexible enough to meet the needs of every department. FINANCE Financial executives will be able to reduce costs and dramatically improve their ability to manage risk. LEGAL Corporate counsels will acquire a powerful new tool to reduce legal exposure and improve compliance. PROCUREMENT Procurement professionals will have unprecedented control over a global supply chain. SALES Sales teams will win with an easy way to reduce leadto-contract cycle time. TECHNOLOGY IT executives will be able to rapidly deploy a system that works with their existing IT infrastructure. Contact us: info@icertis.com

3 Selling to Individual Stakeholders To make the most compelling case for each stakeholder, follow these five simple steps. Understand their objectives Understand both company-wide and individual goals and obstacles. Create a financial case that aligns to their objectives Addresses the objectives of the executive you re speaking to. If reducing cost is their primary concern, everything in your presentation should address cost reduction. Engage each stakeholder in a discussion Begin with questions that get them to talk about their goals. Then transition by saying, If I could show you a solution that meets those objectives efficiently and effectively, would you be interested in taking a look? Provide evidence to support your case Use real-world examples to show how Icertis has helped other businesses in the same industry. Be ready to go when they agree Have your high-level plan ready, including an overview of the Icertis implementation methodology.

4 The Key Concerns of Financial Executives Today s CFO s are often responsible for operational excellence, not just in the finance arena, but across many other departments involved in managing contracts. They re concerned with reducing costs but not if it means increasing exposure to risk. WHAT THEY RE THINKING I need an easy way to monitor everything related to contracts. Will I have visibility into the process? How will this help me reduce risk? HOW ICM SOLVES THEIR PROBLEMS The ICM platform has these capabilities to help financial executives extract the full value from contractual relationships: Reduce labor costs by processing contracts with greater speed and accuracy. Make timely, informed decisions with intelligent analytics. We already have too many vendors I d like to invest in one system that meets the needs of our entire business. Modify the process without incurring costs for custom development. Remain in full compliance with FASB & other accounting standards. Icertis innovative approach to process streamlining and automation using SharePoint helped plug revenue leakage, and set us up for working even more closely with our sales teams. Rita Kale, Head of Finance, Roche Diagnostics

5 The Key Concerns of Corporate Counsels Corporate counsels need access to information on a proactive basis long before a potential risk becomes tomorrow s headline. Legal executives are open to using technology, but they ve also heard a lot of stories about software that didn t deliver on its promises. WHAT THEY RE THINKING Sure, the demo looked great, but how many people are actually going to use it and follow our contractual guidelines? I need a simple, accurate way to monitor risk and track obligations across all of our contracts, in every region. HOW ICM SOLVES THEIR PROBLEMS The ICM platform enables legal departments to mitigate risk and enforce compliance with these capabilities: Encourage users to follow contracting guidelines with a robust clause and template library. Monitor regulatory compliance world-wide with regionally-based variations in workflow and support for multiple languages. Easily track commitments, expiries and other contractual obligations. We have deployed the product globally with great user adoption and high satisfaction. Michel Gahard, Assoc. General Counsel, Microsoft

6 The Key Concerns of Procurement and Sourcing Professionals Procurement professionals are responsible for a healthy supply chain. Tools that improve workflow and streamline the purchasing process are of most interest to them. Their challenge is in accomplishing those objectives without adding resources or compromising on quality. WHAT THEY RE THINKING I can t keep on adding staff to handle our growing volume of purchasing agreements. How will this system address that? I need a system that works for every procurement team that means multiple languages in multiple regions. Some of our businesses have specific needs around procurement. How easy is it to for users to configure the application? HOW ICM SOLVES THEIR PROBLEMS The ICM platform gives procurement professionals these supply chain management capabilities: Automate supplier validation with seamless integration with data from Dun & Bradstreet and Thomson Reuters. Monitor contracting speed and efficiency, with a user-configurable dashboard. Manage an international supply chain with multilingual support and easily customized variations in workflow. The Icertis Contract Management system squeezed out inefficiencies, and increased contracting velocity. Michael Firlie, Head of IS Sourcing Operations, ABB

7 The Key Concerns of Sales Organizations Contracting standards are often difficult to enforce. Maverick contracts can expose the company to risk, bog down the negotiation process and increase the cost of sales. Delayed deals can lead to lost business. WHAT THEY RE THINKING I can t postpone a deal just because we re waiting for a contract to be finalized. My team doesn t always follow contracting guidelines. Considering the tools they have to use, I don t blame them. HOW ICM SOLVES THEIR PROBLEMS The ICM platform enables sales professionals to improve contracting speed and quality with these capabilities: Reduce lead to contracting cycle time by more than 60%. Leverage a familiar interface to improve the salesperson s adoption of a standardized contract process. Improve contract quality, reduce rework and improve customer satisfaction. Close more deals, on better terms, with fewer resources. Empowering our sales team with self-service contract templates has reduced contract cycle time from 90 days to only 15 days. Tony Ulkekul, Head of Enterprise and Corporate IT

8 The Key Concerns of Information Technology Executives Technology executives want a system that can help the company develop a long-term advantage, but they re still under pressure to show short-term results. Any system with a lengthy deployment cycle, or one that doesn t leverage existing IT investments is not likely to get a green light. WHAT THEY RE THINKING Don t sell me a system that causes more problems than it solves like angry support calls. I want a solution that integrates with our existing technology stack. Without a lot of headaches. HOW ICM SOLVES THEIR PROBLEMS The ICM platform provides CIOs, CTOs and other technology leaders with the capability to: Deploy a secure, cloud-based solution in a matter of weeks, not months. Lower training costs and reduce support issues, with a system that makes it easy to become an expert user. Easily integrate into Salesforce and other major ERP, Sourcing, Procurement, Sales or Document Management systems. Because of the Icertis platform s open API, the company was able to integrate all of its systems and gain 360-degree visibility into all of its contracts, significantly increasing ROI. Daimler AG

9 The High Cost of Delaying As you continue to make your case for ICM, you may experience some reluctance to move forward. That s inevitable. Even when a stakeholder is convinced of the platform s value, there s always a ready excuse to postpone the decision until another day. Here s some common objections you might hear and how to address them: OBJECTION RESPONSE We have too many other initiatives right now. And they are all important. All the more reason to upgrade the contract management system now. As the foundation of the business relationships that drive our revenue, an effective contract management system can improve the ROI of nearly any other strategic initiative. We have to (fill in the blank) before we implement a new contract management system. Once that project is done there will be another, and another, and another after that. In the meantime, your old contract management system is a liability: exposing the company to unnecessary risk. The sooner you invest, the sooner you ll reap the benefits of the ICM solution. These things take too long to get up and running. Let s do it next year. Implementation can take place in weeks, not months. This is possible because of ICM s technical architecture, their proven process for managing implementation, and their proprietary templates and tools. Rapid deployment means a reduction in training costs, and a minimal disruption of business operations. While every stakeholder has a different reason for needing an enterprise contract management solution, there s generally consensus that the solution is needed by yesterday. Remember, delays are paid for in lost opportunities.

10 If you have questions about selling the ICM platform internally, or would like to request a demo, feel free to contact us at: info@icertis.com Icertis is the leading provider of contract lifecycle management in the cloud. Managing 2.5+ million contracts for 750,000+ users in 90+ countries and 40+ languages, Icertis Contract Management (ICM) is an intelligent, easy-to-use platform that is highly configurable and continually adapts to complex business needs. To learn more, contact us at or info@icertis.com.