From spreadsheets to CLM: How Spectrum Mobility went from Agiloft partner to customer 

Both the pre- and post-signature processes of a contract are critical to every business. Whether you provide a good or a service, creating solid contracts for your company and the customer is essentially good business.  

And the pre-signature process is not just the workflow to get signatures, it also determines whether you are agreeing to standard language, language that strays from your standards, or even potentially risky language. Before you can worry about the impacts of contracts, you need to envision, create, and sign off on business building contracts. 

In a report, KPMG details the different ways to reduce leakage in the pre-signature process, such as: 

• Accelerating the procurement process by the type of contract language used. This entails understanding the cost and challenges of having “aggressive” standard terms – which in turn can lead to lengthier negotiations and contract delays. Consider shifting the business focus to more achievable terms that are “genuinely aligned with project outcomes.” 

• Working towards relationships versus transactions. This speaks to the clause language again, and how companies can spend an inordinate amount of time negotiating clauses that has no real impact on the business. Work on aligning the overall business objectives before the nitty-gritty of the contract and you can work on building partner relationships rather than arguing over details. 

This may not be revelatory, but sometimes it can be hard to see the forest before the trees – especially if you’re focused on other organizations’ contracting success.  

How Spectrum Mobility took control of their contracting with Contract Lifecycle Management (CLM) software 

Spectrum Mobility, a tech and communications consultancy that streamlines processes for their clients, was going through growing pains. However, the expansion was also presenting problems according to CEO Aytan Leibowitz. As more contracts began coming in, the company could not scale since they relied on spreadsheets to track contracts. With business picking up, Spectrum needed the ability to process contracts quickly with a consistent and repeatable process. 

Like a doctor being a bad patient, Spectrum Mobility had waited until their contracting pain was truly felt before deciding to do something about it.  

This is not an unusual scenario, as the folks of Spectrum Mobility can tell you. Organizations often wait until the pain is obvious before solving contracting process issues. The problem is that the pain may come in the ultimate form of unintended contract renewals, unmet obligations, financial loss or penalties, or even risk exposure. 

To help alleviate their pain points, Spectrum Mobility took their pre-signature process into account. They took a step back and made creating a new SOW very simple. Leibowitz demonstrated this process in a webinar that highlighted the ease of use of Agiloft’s platform and the resulting process acceleration, accuracy, and repeatability that Spectrum Mobility now enjoys. 

A partner of Agiloft for the past decade with more than 200 Agiloft implementations under their belt, Spectrum Mobility knew what Agiloft’s Contract Lifecycle Management (CLM) platform could do and the benefits to be realized.  

Agiloft was not the only CLM vendor that Spectrum Mobility had previously worked with or implemented for customers. Spectrum knew they had choices, but ultimately chose Agiloft due to the scalability, flexibility, and pre-signature process.  

While solving today’s contracting problems was imperative, Leibowitz also wanted to know that the organization was “future proof,” and that he could “integrate to other solutions to make our process more efficient, more effective.” Luckily, the Agiloft CLM platform provides this peace of mind – and more.  

The decision to become an Agiloft customer wasn’t one that Leibowitz made solely and handed down from the C-suite. Collaboration is key to any new process or software adoption throughout an organization. Leibowitz mentions the importance of: “Collaborating with your stakeholders, different department heads, understanding contextually through the entire organization how contracts can make an impact and how [you] can improve the process is number one and number two of change management.”  

Change management, communication, and ensuring that buy-in are key success factors to a successful software implementation.  

In conclusion

While Spectrum Mobility is an expert in enhancing processes, they waited until their pain was being felt throughout the contracting process, like so many of their clients. Lucky for them, they knew how to fix the problem. If you are relying on spreadsheets or manual contractual language comparisons and feeling the impact of slowed-down business, you are not alone. Not only is there a solution, but there are also experts who know how to guide you through the process of a successful CLM implementation.  

Watch the discussion with Spectrum Mobility now.