contract discovery & migration best practices
Post on 21-Nov-2014
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® APTTUS 2013APTTUS Corporation | 1400 Fashion Island Blvd., STE 200, San Mateo, CA 94404 | info@apttus.com
#CLM14
Contract Discovery and Migration
Best Practices
David BeloveVP, Sales Enablement Apttus
Dan DaehlerVP, Services & AlliancesSeal Software
® APTTUS 2014
#CLM14
• The problem with contracts
• Hidden challenge of CLM implementation
• Migration best practices
• Discuss how technology can address this challenge
• Automating CLM going forward
• Conclusions
• Questions
Agenda
® APTTUS 2014
#CLM14
What Does Good Contract Management Offer?
Control
Compliance
Insight
• Cost containment• Margin protection• Risk management
• Access • Visibility
• Contractual• Regulatory • Internal policies
® APTTUS 2014
#CLM14
Contract Management Best Practices
Negotiate
Store
Reports and
Alerts
Create
Approve
Automated self-service creation of new contracts
Electronic workflows for internal contract review & approval
Secure external workspace for contract negotiation
Central repository for all contracts
Sophisticated management reports and alerts
® APTTUS 2014
#CLM14
Contract Management Reality
Process Map
• Inadequate Technology
• Change management deficiencies
• Confusing or broken process
® APTTUS 2014
#CLM14
The Problem with Contracts
Does your organization know:
• How many contracts you have?
• Where are the contracts located?
• What terms and clauses are in the contracts?
• Which business processes rely on contract metadata to
work?
• How do you maintain data governance of the metadata ?
® APTTUS 2014
#CLM14
• Contract data is critical to mitigating risk for business
units/processes
Contract Lifecycle
Management (CLM)
Client Relationship
Management (CRM)Procurement
Risk Legal Audit
Enterprise
Resource Planning
(ERP)
The Challenge with Contracts
® APTTUS 2014
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Primary Benefits Are Not AchievableWithout Addressing These Problems
Visibility Accessibility Search & Query
Reports& Alerts
These benefits rely on discovery of all contracts and the extraction of the meta data/attributes that they hold
® APTTUS 2014
#CLM14
The Hidden Challenge with CLM Deployments
How will your organization address the following challenges?
• Migrating legacy contracts into the new system?
• Migrating key terms and information already extracted from their contracts into a new Contract Lifecycle Management solution?
• Ensuring on-going contracts will be diligently and consistently uploaded and the key/relevant attributes extracted, reviewed and entered?
® APTTUS 2014
#CLM14
• How many contracts exist?
• Where are they located?
• How many contracts are hard copy versus electronic?
• Has a vendor been identified that can scan hard copy contracts?
• How has the validation of documents been defined and executed to ensure
there is a single file that represents the contract?
• What metadata is required for each contract record in the CLM solution?
• Does the required metadata reside in the contract or elsewhere?
• What additional fields for metadata not found in the contractual documents are
required?
• What support documents make up the “Contract”: emails, supporting
documents? Do these need to be migrated?
• How will you manage a review cycle?
Migration Considerations/Lessons Learned
® APTTUS 2014
#CLM14
Options for Managing Hidden Challenges
• Pure Manual Support
• Software automation and manual review
® APTTUS 2014
#CLM14
Discover and Migrate
Collection Review View & Analyze
Contract Discovery and Review is a key part of any CLM implementation
Extract
- Discover contracts
- Range of electronic
file and content systems
- All file types (tif, gif,
Word)
- Searchable PDFs created
- Key contract elements
identified and extracted
- Extract to secure
repository
- Data review
- Data correction
- Contract approval
- Review process as light
or detailed as needed
- Key contract data,
obligations, clauses, and
PDFs pushed to enterprise
system for ongoing review
® APTTUS 2014
#CLM14
Using Contract Analytics to Put Power in the Hands of Contract Professionals
Access ScA
Create new ‘policy’ (30 min)
New search run in ScD
Term/provision appears in ScD
Identify a need
® APTTUS 2014
#QTCapps
Contract Management Challenges
• No standard request process
• No standard contract format
• No standard clause library
• No single source of data
• Manual contract creation
• Critical terms absent
• Protracted redlining cycles
• Protracted signature cycles
• No searchable repository
• No milestone notification
• Manual compliance tracking
• Revenue leakage
Manual ProcessesDisparate Systems
® APTTUS 2014
#QTCapps
APTTUS Contract Management
PreContract
Store & Comply
Author &Negotiate
Requestor enablement
Standard formats
Standard clause library
Based in Salesforce
Streamlined authoring
Managed by exception
Controlled redlining
Streamlined approvals
Cross-app collaboration
E-Signature
X-Author
Visible repository
Report against performance
Ensure compliance
Managed renewal
Opportunity ERP
® APTTUS 2014
#QTCapps
All Applications
MS Office
Salesforce
Adobe PDF
All Modalities
Desktop
Mobile
Offline
All Service
Internal Users
Client Portal
Partner Portal
All Analytics
Risks
Compliance
Cycle Times
All Contracts
Legacy Contracts
New Contracts
Third-party Paper
Comprehensive Functionality
Opportunity ERPAPTTUS
® APTTUS 2014
#QTCapps
Apttus Advanced Usability
Opportunity ERPAPTTUS
Sales and Legal can both workin the tools they prefer
® APTTUS 2014
#CLM14
• A complete, enriched, reviewed and cleansed repository of all legacy
contracts in a fully searchable format
• An on-going process to ensure consistent contract review and loading
of contracts executed outside of the system
• The ability to identify “rogue” contracting once CLM is in place
• The ability to take action with your T&Cs, obligations and commitments
Conclusion: A Successful and Well Adopted CLM Relies Upon:
® APTTUS 2013APTTUS Corporation | 1400 Fashion Island Blvd., STE 200, San Mateo, CA 94404 | info@apttus.com
#CLM14
Q&A
David BeloveVP, Sales Enablement Apttusdbelove@apttus.com
Dan DaehlerVP, Services & AlliancesSeal Softwaredan.daehler@seal-software.com
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