Optimizing Sales Customer Relationship Management through Contract Lifecycle Automation

Sales Customer Relationship Management integration with Contract Management Pro enables seamless integration between sales professionals and legal teams by enabling sales agents to create legal sales contracts from a quote.

Benefits of integrating Contract Management Pro and Sales Customer Relationship Management

The integration provides the following benefits:

• Accelerate revenue recognition: Speed up the contract turnaround time to ensure a more predictable revenue stream
• Mitigate risk to the organization: Ensure contract compliance and consistency with pre-approved templates and proactive obligation management
• Optimize the quote-to-contract workflow: Streamline quote-to-contract processes with agile contract management
• Boost legal team productivity: Utilize common contract processes like review and signature to boost productivity.
• Reduce manual review work by using generative AI: Use AI to identify missing and non-standard clauses for reducing manual review work

|Pricing Management|

|Lead Management|

|Opportunity Management|

|Sales Forecasting|

|Quote Management|

|Order Management|

|Order to cash operations|

|Post Sales Support|

|Sales Customer Relationship Management workflows (lead-to-cash core)|

|Customer Life Cycle Management Workflows|

|Contract lifecycle management|

|Contract document authoring|

|Obligation Management|

|Contract document Analysis using generative AI|

|Contract document metadata extraction using generative AI|

Workflow for Sales Customer Relationship Management

The following figure shows an example workflow of how an sales agent, sales operation specialist, and a contract fulfiller can use these applications to streamline collaboration with legal teams, enabling them to execute contracting tasks within the lead-to-cash workflow. It also provides sales operation professionals with full visibility into contract progress, reducing delays and improving operational transparency.

In this workflow:

1. Sales Agent creates forecast.
2. Sales Agent send the details to sales operation member to review customer requests and adds fall backs and/or non standard terms.
3. Sales operation member sends the quote for approval.
4. Sales operation member shares approved quote with sales agent.
5. Sales Agent creates contract based on approved quote.
6. Sales Agent send contract to customer for review.
7. Sales operation member sends for legal team approval.
8. Sales Agent sends contract to customer and internal signatory signature.
9. Contract signed by signatories.
10. Contract record created with signed contract.
11. Track milestones & compliance

User roles

The following roles are required to initiate, view, and manage contract execution:

• Sales agent: This role is required to create and manage sales quotes, which are formal offers for products or services that agents propose to customers.
• Contract fulfiller: This role is assigned with the Sales agent role and it enables sales agents to create contracts and execute the contract workflow. Users with the Contract fulfiller role can perform all key actions, including authoring contracts, obtaining signatures, and tracking revisions.
• Contract configurator: This role is assigned with Sales Ops specialist role and it enables sales ops specialists to configure data required for contract initiation and its related tasks.
• Contract user: This role is required to initiate and track contract execution.

Requirements for integrating Sales Customer Relationship Management and Contract Management Pro

1. Install Quote Management.
2. Install Contract Management Pro.
3. Integrate with Contract Management Pro.

For more information, see Quote Management integration with Contract Management Pro.

Get started with initiating contract request

Get started with initiating contract request by completing these tasks:

1. Configuring Sales Customer Relationship Management applications.

2. Configure Contract Management Pro

   • Create a contract type

     Create a contract type for defining different types of contract requests and associate it to a contract model.

     Role:contract administrator.

   • Configure templates for a contract and amendment request in Contract Management Pro

     Create a contract template of type .docx that can be used when submitting a contract request to generate a standard contract with predefined content.

     Role:contract configurator.

   • Configure dynamic clauses for contract templates

     Enable dynamic customized content in contract templates through clauses that contain clause variations for preset conditions.

     Role:contract configurator.

   • Define an internal signatory rule

     Define a user as an internal signatory rule so that the signer can be added to a contract template to automatically add to the contract document for a request.

     Role:contract configurator.

   • Create document template categories

     Create document template categories to easily identify similar documents and find the correct document template more easily.

     Role:contract configurator.

   • Create a contract configuration

     Define the contract repository where the contracts will be stored and map the data to be added to the contract document.

     Role:contract configurator.

3. Initiate a contract request