How self-serve contracting secures Summize’s sales team to achieve record results
Key outcomes
Fast contract processes helped Summize achieve over 100% ARR growth 4 years running
Self-serve approach for the sales team in Teams, Outlook and HubSpot
Legal and Sales working collaboratively as partners in the contract process
Objective
In fast-paced sales environments, time is of the essence. With contracts forming a critical part of the sales cycle, delays in contract approvals plus manual contract processes can hinder deal closures.
Members of Summize’s Sales Teams echoed such challenges before they joined Summize. Limited visibility of the contract process and an overreliance on their Legal Teams caused delays which slowed down deal closures and occasionally led to lost opportunities.
When discussing these challenges with our Sales Department, many of the team stated how they were unaware that a better way of working was possible. Without knowledge of Contract Lifecycle Management (CLM) software, Sales Teams aren’t aware that there is a solution to their problem, one which can help them close deals faster.
In previous roles, contract processes really took a drain on my time and everybody else's, and the process took two to three times longer than it should have done.
Jamie Travis
Solution
Asking the Summize Sales Teams about their initial impressions of Summize, many first assumed the software was designed just for legal departments. After understanding the ability to use CLM for their own contracting needs, it didn't take long to realize how Summize could streamline and accelerate their own sales-cycles.
Summize’s self-serve approach for non-legal users in tools such as Teams, HubSpot and Outlook, enables sales professionals to easily create their own contracts and submit efficient legal requests. This approach empowers Sales Teams, reduces legal’s tasks and avoids any unnecessary email threads.
Master templates and CRM field-mapping enable Summize’s Sales Team to create compliant, standardized contracts in minutes. Our approach to CLM streamlines workflows, minimizes switching between platforms, and ensures consistency for both sales and legal.
It’s mostly a speed benefit. What would have taken me two or three days to get an answer, I can get in minutes, which saves me time and moves things along in the sales process.
Harvey Trimble
Outcome
Our Sales Team is now so used to Summize’s efficient contract management processes, they strongly believe that CLMs for sales teams are key for commercial success. The improved contract visibility and ability to self-serve creates an efficient and collaborative relationship between sales and legal.
Tasks that would previously take both teams days, now take minutes with Summize. The accelerated approach allows our Sales Team to keep deals moving forward, which overall helps us achieve records such as our recently announced record 100% ARR growth.
Reflecting on the differences, the team acknowledge and champion the advantages of a CLM designed for the entire business and not just for legal. Summize’s approach to CLM aligns teams and supports business’ fast-paced priorities.
There's much more collaboration and more visibility. Both parties have a lot more control from start to finish, which again is important because that all impacts the speed at which we get the requests processed. It just ties everything together a lot more smoothly.
Tom Harrop
Read more customer stories
Revinate
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nGAGE Talent
Discover how fast-growing recruitment and talent management firm nGAGE Talent scaled efficient and centralized contract processes across over 30 of it's sub-brands.
The Foth Companies
The Foth Companies' experience shows how a two-person legal/risk management team can absorb the contract volume of a fast-growing, acquisitive business using the right CLM solution.
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