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

Complex

• • • •

Consumer expectations Business models Systems Processes

• Partner sophistication, capabilities, and preferences • Customer, Sourcing, Distribution, and Fulfillment channels
© 2008 AMR Research, Inc. | Page 2

Contract Management: Provides Value to Key Stakeholders Streamline
Standardize Collaborate Visibility Compliance Automate Procurement/ Supply Chain • Core Team • Direct • Indirect • Services

HR

• Employees

Corporate IT • Compliance • Standardize

Contract Management

Finance • SOX Compliance • Deal Approvers • Revenue Cycle and Recognition • Pricing • A/R • A/P • Audit: Compliance

Legal • Sales • Businesses • Regions • Functional • Transactional • Labor • Licensing • Litigation Business Unit • Sales • Project Managers • Licensing • Revenue
© 2008 AMR Research, Inc. | Page 3

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

Demand Driven
Build and Extend Core Demand Management Processes

Value Driven
Joint Value Outcome Focused Performance Management

Internally Focused

III IV II I
Customer / Brand Driven Control
Integrate and Consolidate Business Process Infrastructure

Demand- Driven Moment of Truth

Markets Focused

Acquire Merge Partner Legacy Growth 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

P Ca rod teg uc or t i es

Co un tr

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Adaptive Translation Required
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Account-Level A

Factory Distribution Network

ODM

Contract Mfter

Supplier

Downstream Data

Distribution Network

Distribution Network
© 2008 AMR Research, Inc. | Page 5

Automating for Value: Is it driving results?
CM
$ SALE $ Moment of Truth
Brand Owner

CM
Contract Mftger

CM
Supplier

CM
Distribution Network

CM
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