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® APTTUS 2013APTTUS Corporation | 1400 Fashion Island Blvd. Suite 200 San Mateo, CA 94404 | [email protected]
#CLMsuccess
Streamlining Contract Development with Contract Templates & Playbooks
Jason SmithDirector, Legal Mgmt. Consulting
Duff & Phelps
Gary LochheadSenior Sales Engineer
Apttus
Contract Templates & Playbooks
It’s Not Just Form Over Substance
Jason SmithMarch 13, 2014
Duff & Phelps 3
Agenda
1. Creating the Right Templates
2. Establishing a Clauses Library
3. Implementing Standard Timelines and Metrics for Review
4. Stealth Behavior Modification – Who’s Really In Control?
ConfidentialityDis
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mer
s
Force
Maj
eure
Wai
ver
Assignment
Sev
erab
ilit
y
Inde
mni
ty
#CLMsuccess
Creating the Right Templates
Duff & Phelps 4
1
#CLMsuccess
Duff & Phelps 5
Creating the Right Templates
1. Consolidating your contracts
2. Identifying common contract components
3. Identifying variable contract components
#CLMsuccess
Duff & Phelps 6
1. Consolidating your contracts
2. Identifying common contract components
3. Identifying variable contract components
Software
Version
Creating the Right Templates
Services
Version Software &
Services
Version
Master Template
#CLMsuccess
Duff & Phelps 7
Creating the Right Templates
1. Consolidating your contracts
2. Identifying common contract components
3. Identifying variable contract components
Software
Version Services
Version Software &
Services
Version
#CLMsuccess
Duff & Phelps 8
Creating the Right Templates
1. Consolidating your contracts
2. Identifying common contract components
3. Identifying variable contract components
Software
Version Services
Version Software &
Services
Version
#CLMsuccess
Establishing a Clause Library
Duff & Phelps 9
2
#CLMsuccess
Duff & Phelps 10
Establishing a Clause Library
1. Create a central repository
2. Include document management functions
3. Identify clause types
4. Develop conditional rules
5. Track clause usage
#CLMsuccess
Duff & Phelps 11
Establishing a Clause Library
1. Create a central repository
2. Include document management functions
3. Identify clause types
4. Develop conditional rules
5. Track clause usage
#CLMsuccess
Duff & Phelps 12
Establishing a Clause Library
1. Create a central repository
2. Include document management functions
3. Identify clause types
4. Develop conditional rules
5. Track clause usage
#CLMsuccess
Duff & Phelps 13
Establishing a Clause Library
1. Create a central repository
2. Include document management functions
3. Identify clause types
4. Develop conditional rules
5. Track clause usage
#CLMsuccess
Duff & Phelps 14
Establishing a Clause Library
1. Create a central repository
2. Include document management functions
3. Identify clause types
4. Develop conditional rules
5. Track clause usage
If [Jurisdiction] = U.S.
If [Jurisdiction] = U.K.
#CLMsuccess
Duff & Phelps 15
Establishing a Clause Library
1. Create a central repository
2. Include document management functions
3. Identify clause types
4. Develop conditional rules
5. Track clause usage
#CLMsuccess
Other Benefits
Duff & Phelps 16
3
#CLMsuccess
Duff & Phelps 17
Other Benefits
1. Implement Standard timelines and metrics for review
2. International Contracts
3. Mapping to Third-Party Paper
#CLMsuccess
Duff & Phelps 18
Other Benefits
1. Implement Standard timelines and metrics for review
2. International Contracts
3. Mapping to Third-Party Paper
CLAUSE VARIANCE
USAGE
How many times was a clause
variance accepted?
How many times did counterparty
accept our version?
SET A REVIEWSCHEDULE
#CLMsuccess
Duff & Phelps 19
Other Benefits
1. Implement Standard timelines and metrics for review
2. International Contracts
3. Mapping to Third-Party Paper
#CLMsuccess
Duff & Phelps 20
Other Benefits
1. Implement Standard timelines and metrics for review
2. International Contracts
3. Mapping to Third-Party Paper
OUR CONTRACT THEIR CONTRACT
#CLMsuccess
Stealth Behavior Modification – Who’s Really In Control?
Duff & Phelps 21
4
#CLMsuccess
Duff & Phelps 22
Stealth Behavior Modification – Who’s Really In Control?
1. Built-in legal rules
2. Predetermined allowable variances
3. Perceived control outside of legal
4. Actual control driven by legal
Duff & Phelps 23
Stealth Behavior Modification – Who’s Really In Control?
1. Built-in legal rules
2. Predetermined allowable variances
3. Perceived control outside of legal
4. Actual control driven by legal
Duff & Phelps 24
Stealth Behavior Modification – Who’s Really In Control?
1. Built-in legal rules
2. Predetermined allowable variances
3. Perceived control outside of legal
4. Actual control driven by legal
Duff & Phelps 25
Stealth Behavior Modification – Who’s Really In Control?
1. Built-in legal rules
2. Predetermined allowable variances
3. Perceived control outside of legal
4. Actual control driven by legal
Duff & Phelps 26
Stealth Behavior Modification – Who’s Really In Control?
1. Built-in legal rules
2. Predetermined allowable variances
3. Perceived control outside of legal
4. Actual control driven by legal
APTTUS
Quote-to-Cash SolutionsBuilt on Salesforce1, the world’s most scalable, secure enterprise cloud platform
® APTTUS 2014
#CLMsuccess
APTTUS Quote-to-Cash
Quote Contract RevenueOpportunity ERP
PARTNER COMMERCE RISK MANAGEMENT
CONFIGURATION
PRICING
QUOTING
CPQ CONTRACT MANAGEMENT
SUPPLIER COMMITMENT MANAGEMENT
Quote Contract Revenue
E-SIGNATURE
REVENUE RECOGNITION
RENEWAL MANAGEMENT
REBATE MANAGEMENT
E-COMMERCE
QUOTE-TO-CASH INTELLIGENCE
AUTHORING
WIZARD
COMPLIANCE
ONBOARDING
SCORECARDING
SPEND ANALYSIS
X-AUTHOR
® APTTUS 2014
#CLMsuccess
Creating the Right Templates
Contract templates can be created within Microsoft Word, and accessed from Salesforce
® APTTUS 2014
#CLMsuccess
Creating the Right Templates
® APTTUS 2014
#CLMsuccess
Creating the Right Templates
® APTTUS 2014
#CLMsuccess
Creating the Right Templates
® APTTUS 2014
#CLMsuccess
Establishing a Clause Library
® APTTUS 2014
#CLMsuccess
Establishing a Clause Library
® APTTUS 2014
#CLMsuccess
Utilizing a Playbook
® APTTUS 2014
#CLMsuccess
Tracking & Reporting
® APTTUS 2014
#CLMsuccess
Tracking & Reporting
® APTTUS 2014
#CLMsuccess
Tracking & Reporting
® APTTUS 2013APTTUS Corporation | 1400 Fashion Island Blvd. Suite 200 San Mateo, CA 94404 | [email protected]
#CLMsuccess
Q&A
Jason SmithDirector, Legal Mgmt. Consulting
Duff & Phelps
Gary LochheadSenior Sales Engineer
Apttus
