More Related Content Similar to Readiness and Change Management for Implementing Apttus Middle Office Solutions (20) Readiness and Change Management for Implementing Apttus Middle Office Solutions1. © 2018 Apttus Corporation
#AccelerateMO
Marilee Silveria, Snap Inc.
Susan Wolski, Cardinal Health
May 16, 2018
Readiness and Change
Management for Implementing
Apttus Middle Office Solutions
2. © 2018 Apttus Corporation
Sr. Program Manager, Legal Operations
Marilee Silveria
3. © 2018 Apttus Corporation
Implemented Apttus CLM in
companies with very different
landscapes
• First experience: global
semiconductor; 10,000+ employee
workforce; established, process-
oriented; moved from homegrown
system
• Second experience: rapidly-
growing tech startup; moved from
shared folders
Found the same key takeaways and
best practices with each experience
Contract Management
History with Apttus
4. © 2018 Apttus Corporation
Key Takeaways
Invest time on quality documentation
Take a tiered approach
Assess existing processes
5. © 2018 Apttus Corporation© 2018 Apttus Corporation
Assess Existing Processes
• What are your primary deal types and review
processes?
• Can you identify any patterns within each deal
type or review process?
• Have you or can you standardize contract
templates?
• Does Legal need to touch unmodified
standardized templates?
• Can you roll out a self-service model where your
stakeholders can own the process?
• Where can you use the system to help build
protections?
6. © 2018 Apttus Corporation
Take a Tiered Approach
© 2018 Apttus Corporation | Confidential Information
Identify low-risk, high-volume, and/or
templatized deals
• For example: NDAs, procurement-related
contracts, sales deals
Build, train, and execute each process
• System architecture and end user
knowledge will begin to build off itself
low-risk
high-
volume
templatized
deals
7. © 2018 Apttus Corporation
Invest Time on Quality Documentation
Document each of your processes
Create clear and thorough training
materials upon which you can rely
• Use a step-by-step approach with
screenshots in your reference
guides
Designate a point-person in each
end-user group to act as a first
responder to all questions related to
the system and/or process
8. © 2018 Apttus Corporation
Summary
Access existing processes before
implementing
• Never automate or scale a bad process
Take a tiered implementation approach
• Identify the high-volume and/or low-risk
first
Invest time on quality documentation and
training materials
• Create valuable documentation and
reliable training materials for your end
users
9. © 2018 Apttus Corporation
Sr. Director, Medical & GPO Contracting
Center of Excellence
Susan Wolski
10. © 2018 Apttus Corporation
We manage the business of healthcare so our customers
can get back to the business of healing.
11. © 2018 Apttus Corporation
Cardinal Health at a Glance
• Global solutions company with
more than 50,000 employees
• Over $120B in annual
revenue
• Ranked 35th on the Fortune
Global 500
• Complex contracting
environment that needs to be
effectively managed to drive
value
12. © 2018 Apttus Corporation© 2018 Apttus Corporation | Confidential Information
Organize Communicate Iterate
Best Practice for Implementing CLM
13. © 2018 Apttus Corporation© 2018 Apttus Corporation | Confidential Information
Organize
Legacy document conversion
• Digitize and organize by customer
• Prioritize most critical contracts to
implement first
Design for future state
• Templates built from desired clauses
• Metadata populates clauses
• Retrofit legacy contract information into
future state design
Establish high-level business process to
guide operational and system design
14. © 2018 Apttus Corporation© 2018 Apttus Corporation | Confidential Information
Identify key stakeholders at the beginning of
the project
• Involved in contracting
• Execute on contracting terms and conditions
• Need visibility to contracting relationships
Establish robust communication / change
management plan
• Bi-weekly call to share key learnings
• Leverage learnings to drive project activities
• Create training based on key stakeholder
needs
Communicate
15. © 2018 Apttus Corporation© 2018 Apttus Corporation | Confidential Information
Iterate
• Leverage out-of-the-box functionality
wherever possible
• Crawl – Walk – Run in order to increase
speed of implementation
• Soft Go-Live to work out issues before
ramping up
• Capture key learnings and initiate
continuous improvement to optimize CLM
16. © 2018 Apttus Corporation
Summary
Organize to ensure that you have a
thorough understanding of your contracting
landscape
Communicate with all key stakeholders
throughout the process to ensure that you
have organizational input and support
Iterate by starting small and establishing a
learning process to fully appreciate how to
evolve Apttus to support your business
needs
Editor's Notes Move text closer to lines. How are you doing in this environment? How easily will you hit your revenue targets this year?
We see a lot of types of sales challenges that are preventing businesses from hitting their number. If your answer is “no” to any of these questions, you are making it unnecessarily difficult for your reps and your business to hit your number.
Are you able to configure, price and quote the optimal solution for the customer and your business?
Are quotes being accurately and quickly created, approved and sent to customers?
Do you have consistent, up-to-date product & pricing info and deal guidance across all your sales channels?
These problems all have a few things in common—they are caused by manual errors and business complexity.
Manual errors are caused by broken processes.
Business complexity—like highly configurable products, specialized pricing structures, or multi-channel sales—complicates selling. This problem is exacerbated when your technology stack is not equipped to simplify all that complexity for your sales team.