1. S
Accelerating Sales
Through Better
Contracting
Mark Mallah
Corporate Counsel
LiveVox
© 2012 Ariba, Inc. All rights reserved.

2. Accelerating Sales Through Better
Contracting
You're charged with bringing in more revenue, so you're working hard to
make your sales team faster and more efficient. But you keep hitting a
wall when it comes to finalizing your sales agreement. Contracting can
be a slow, frustrating process that can delay or even risk deal closure.
Join this session to hear about what are best-in-class companies doing
to accelerate revenues through faster contracting cycle times. Also hear
about Ariba’s new contract management solution built natively on the
Salesforce Force.com platform Ariba Contracts for Force.com and how,
as a Salesforce customer, it can help you close more deals faster.
2 © 2012 Ariba, Inc. All rights reserved.

3. 3 © 2012 Ariba, Inc. All rights reserved.

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6. Our Speaker
Mark Mallah
Corporate Counsel
LiveVox
6 © 2012 Ariba, Inc. All rights reserved.

7. LiveVox Overview
• Founded Jan. 2000
• Over 300 contact center clients
• 186 employees; San Francisco HQ; offices in
Atlanta, Denver, Bangalore and Colombia
Integrated Cloud Applications:
• Interactive Voice Response (IVR)
• Automatic Call Distributor (ACD)
• Predictive Dialer
• Call Scripting
• Compliance Suite
• Business Analytics
• Named ―Best Brand‖ by Frost & Sullivan; Q2 ’10
7 © 2012 Ariba, Inc. All rights reserved.

8. Core Markets
Enterprise Contact Centers
• 100-25,000 concurrent seats
• Multi-site centers
• Complex global call routing applications
Market Needs
• Scalability
• Compliance
• Integration
• Data Security
Adoption Models
• Supplement peaks and valleys (seasonal growth/home agents)
• Platform migration from enterprise premise-based and hosted deployments
8 © 2012 Ariba, Inc. All rights reserved.

9. Position: Corporate Counsel
• Draft and manage company
agreements
Sales
NDAs
Employee agreements
Other transactions
• Report out on contract activity
• Review and negotiate vendor
agreements
9 © 2012 Ariba, Inc. All rights reserved.

10. Challenges before Ariba
Implementation
• Generating a large volume of contracts
• Challenge of keeping up with demand
• Limited reporting capabilities
• Limited tracking and organization
♦ pre-contract conversations
♦ executive approvals
♦ unified repository (contract, NDA, SLA, amendments)
10 © 2012 Ariba, Inc. All rights reserved.

11. Ariba Solutions Implemented
• Ariba Contracts on Force.com
• Focus on Sales Contracts
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12. Ariba Contracts on Force.com
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13. Accomplishments and Benefits
• Drastically reduced time spent on reporting—able to
generate reports in minutes that previously required
30-45 minutes
• Reports are significantly more accurate and reliable than
prior manual process
• Established easily populated templates in the
Contract Workspace
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14. Dashboard
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15. Reporting
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16. Accomplishments and Benefits
• All-in-one Contract Workspace provides repository for all
relevant documents, approvals, contract attributes; ensures
peace of mind
• Enhanced collaboration across the legal team
16 © 2012 Ariba, Inc. All rights reserved.

17. Future Plans
• Aiming for accelerated cycle times by incorporating
esignature product
• Greater leveraging of Ariba by giving sales representatives
the ability to self-serve and create their own contracts
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