Learn how to prepare your organization for middle office business transformation including people, processes and technology. In this session, we'll share best practices for communications, training, go-live support, gaining user adoption, and business alignment.

1. © 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