The Role of Automation

Mickey North Rizza

Russ Edelman
Michel Gahard
David Lohrman
Jason Lemkin

IACCM: Collaborate to Innovate

April 7 -9th, 2008

© 2008 AMR Research, Inc. | Page 1

Challenge: Global, Complex, Multi Enterprise World

• Consumer expectations • Partner sophistication, capabilities, and

• Business models preferences
Complex • Systems • Customer, Sourcing, Distribution, and
• Processes Fulfillment channels

© 2008 AMR Research, Inc. | Page 2

Contract Management:
Streamline
Provides Value to Key Stakeholders
Standardize HR
Corporate IT
Collaborate • Employees
• Compliance
Visibility
• Standardize
Compliance
Automate

Procurement/ Legal
Supply Chain • Sales
• Core Team Contract • Businesses
• Direct Management • Regions
• Indirect • Functional
• Services • Transactional
• Labor
• Licensing
Finance • Litigation
• SOX Compliance
• Deal Approvers
• Revenue Cycle and Recognition Business Unit
• Pricing • Sales
• A/R • Project Managers
• A/P • Licensing
• Audit: Compliance • Revenue

© 2008 AMR Research, Inc. | Page 3

The Strategic Landscape for Organization Transformation
Growth and Profitability
Cost to Deliver Cost to Serve
Externally Focused

Demand Driven Value Driven

Joint Value
Outcome
Build and Extend Focused
Core Performance Demand- Driven
Demand Management
Processes
Management Moment of
Truth
III IV
II I
Internally Focused

Customer / Brand Markets

Driven Control Focused
Acquire
Integrate
Merge
and Consolidate
Partner
Business Process
Legacy Growth
Infrastructure
Business Units and Functions

Cost Focused Revenue Focused

© 2008 AMR Research, Inc. | Page 4

Value Chain Excellence:
Connecting the Buy & Sell w/ Contract Management
Demand-side Views Supply-side Views

Adaptive
CM
Translation

al
Gl Gl o al

ob
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Required
Co Wa
or t
un teg uc re h
i es nts
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ase
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Account-Level
VMI C Contract
A Factory ODM Supplier
Mfter

Downstream Data Distribution Distribution Distribution

Network Network Network

© 2008 AMR Research, Inc. | Page 5

Automating for Value: Is it driving results?

CM
$ SALE $
Moment of Truth

Brand
CM
Owner

Contract
Mftger

CM
CM
Distribution CM
Network
Supplier

Supplier

Complexity Management

© 2008 AMR Research, Inc. | Page 6

Value Driven Contract Management

• RISK and Innovation Increase

• Work load reduced
• Control and Efficiency Improve

The bottom line: Enables Value

and Results!

IACCM Contract Management Studies

© 2008 AMR Research, Inc. | Page 7

Panel Discussion
Moderator: Mickey North Rizza

Panelists:
- Russ Edelman, CEO and Founder Corridor Consulting
- Michel Gahard, General Manager, CPE Program, Microsoft
- David Lohrman, System Director for Sourcing/Contract Management
Sprint
- Jason Lemkin, CEO and Co-founder of EchoSign

© 2008 AMR Research, Inc. | Page 8

Planning for a “Business Success”
Communications & Change Management

What are the right techniques for:

•Addressing People’s fear of Change
•Communicating a strategy and schedule
•Demonstrating how feedback is reflected in design
•Proper training and the right levels
•Sharing Successes (as composed to horror)
•What happens when things go wrong
Russ Edelman
russ.edelman@corridorconsulting.com

© 2008 AMR Research, Inc. | Page 9

Common Potholes/Challenges?

• Active Executive Sponsorship

• Misaligned business and technology goals
• How much to tackle at once
• User buy-in
• Realistic time expectations for project involvement
• Line-of-Business Integration complexities
• Evolving corporate technology standards
Russ Edelman
russ.edelman@corridorconsulting.com

© 2008 AMR Research, Inc. | Page 10