13th November 2019
13th November 2019
By Amulya Dutta, Director of Technology at ContractPodAi
Salesforce contract management speaks to the seamless integration of the Salesforce CRM (Customer Relationship Management) with an end-to-end contract lifecycle management (CLM) tool like ContractPodAi. It is an important step to support internal customer satisfaction for the sales teams of any organization. By connecting the Salesforce account with the contract management system, it gives the sales team instant and easy access to the contract management process and system. This real-time connection of sales to the contract creation process makes the Salesforce contract management app an important one. It speeds up the quote to cash process, and it improves the sales team's satisfaction with the entire process.
Contract management software as a management process is important to every enterprise. On the sell-side of the business process, the CLM helps the sales team to the point where the opportunity is in the final phase of the sales process. Contract requests go out here to create the initial draft. This is the quote to cash (QTC or Q2C) portion.
'Quote to Cash' is the generic term for the automated management of the full business process on the sell-side. 'Sell-side' is the selling end of a contract. This is where a salesperson engages a customer to negotiate terms, delivery timing, quality, pricing, and other conditions that are agreeable to both parties so that they can start doing business together.
Managing contracts on a CLM is an important step in the digital transformation journey for the contracting and legal teams. Bringing in a contract management platform sets up the enterprise for effective control of your agreements. When enterprises have to manage an average of 20,000 - 40,000 active contracts at any given moment - you cannot miss this step. Getting a contract signed and just putting it into a filing cabinet (or worse, in your desk), is just not an option.
Integrating Salesforce in your CLM means digitally transforming your process to bring sales and the general counsel closer. Salesforce integrated contracts and an integrated CLM helps the organization in various ways.
Fundamentally, a Salesforce contract management integrated system provides a collaborative platform for both the sales and legal teams. Once the sales stage gets to the contracting phase, the pressure is on. All sales teams want this to be an easy, seamless, and fast process. Connecting to the tool that sales already knows well means no switching is needed. But, that's just the first small step.
Integration here also means there is a smooth and easy transition of a contract between the two teams. Changes and adjustments are tracked. Both sides continue working in the tool they understand best to bring the project to completion.
Having great automation systems yet having to break out to do a few things manually - is just not right. That's what many organizations have to endure with systems that don't talk. Contract management is no exception.
But, an intelligently designed contract management app gives you two-way real-time communication between systems. That means there is no need to download and break out of the system to read, check, adjust, changes or alter the contract. It is all done from within the interconnected systems. No more downloading the file and then uploading it into Outlook to email it to the sales team or vice versa. No more reaching out to your counterparts to ask for the latest version of the contract. It'll already be there, waiting for you.
Generating contracts always means filling out forms. Beyond explaining the main premise, structure and key details, there are tedious items, such as dates, names, addresses, and key parties. Perhaps it seems like a minor element. But, think about the havoc it plays when a key decision maker's name is misspelled or the wrong address and telephone number is applied.
With a detailed reviewer - hopefully, it is spotted early in the process. If not, there is a little bit of embarrassment and a blush-faced moment.
This is where letting the systems auto-fill fields accurately while generating contracts makes the process a little smoother and easier. Frankly, it's also a nice feeling when the intelligent system takes away some of the manual tedium. Just one more small step toward internal customer satisfaction.
Don't lose sight of the next step integrations as well. When looking for a new CLM system, don't just look for the Salesforce contract management connectivity. Look for the interconnections with digital e-signature integrations - these are key to speeding up your contracting process. As an example, good CLM's should give you e-signature capabilities with industry standards like Docusign® and with Adobe Sign. Make sure these come as an out-of-the-box pre-integrated solution. Also, they should be part of your CLM package, at no additional charge.
Salesforce contract management integration is important to all enterprise businesses. However, the days in which a CLM was a stand-alone system that only the legal team used is over. On the sales side, you need a Salesforce integrated CLM that will make the last leg of the sales cycle faster, easier, and more effective. At this stage, sales, the contracting team, and the general counsel need to work as one unit. It's where a Salesforce contract management app becomes an important consideration for your support solutions. Make sure your vendor gives you the important pieces you need. So, don't put up with anything less.
Regarding Salesforce contract management - ContractPodAi has taken huge efforts to seamlessly integrate the CRM and CLM systems. This is done to make sure your sales team and legal teams are on the same page and can make that final leg of the sales cycle a little less cumbersome. Speak with us about how we can help improve your agreements management process.
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