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 “The only constant in
life is change.”
- Heraclitus -

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 IT‘S A DIFFERENT
WORLD NOW

REMOTE WORKFORCE

optimize performance and efficiency

ANALYZE RISK
Collaboration throughout the organization

4 Integration with business systems

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 What CLM Can Do For You

Visibility Compliance Efficiency Consistency Resources

Work Smarter. Manage Better. Stay out of Trouble.

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 Experience Success Across the Contract Lifecyle

Empower users with

Configurable workflows make contract self-service
contract end-of-life events easy

Full history and fast search Automated playbooks

support audit needs drive speed and accuracy

Manage all contract Minimize risk with intelligent

terms, including optional text recommendations
& conditional events

Use eSignature on any device Reliable, flexible approvals

create maximum control
6

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 Buy-Side and Sell-Side Processes
are Built Around Contracts

Identify Proposal & Sales &

Customer Contract ERP
Opportunity Quote Revenue

Contract Lifecycle Management

Identify Manage &

Supplier Opportunity
Source Contract
Pay
ERP

Company confidential. Subject to change. Do not distribute.

 Conga CLM

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 Conga CLM

Ends the era of manual and disjointed contract processes and

enables you to deliver higher-quality customer experiences
through automation and increased visibility.

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 Manage Contracts in Microsoft Word

X-Author for Contracts

• Patented technology for managing
the entire contract process in
Microsoft Word

• Create and manage templates

(reduce the number of templates
with the powerful rules engine)

• Increase efficiencies

• Reduce cycle times, training time,

and expenses

10

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 Streamline the Contract Process

Clause Library
• Supply pre-approved
language and clauses

• Reduce manual errors

• Accelerate the contracting

process

11

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 Collaboration for All Users

Online Contract Collaboration Conga CLM

• An online user interface where non-

legal users can comment and
redline an agreement

• Quickly edit your documents and

shorten contract cycles times

• Insert pre-approved language from

your playbook in the document
right on the web interface

12 • No downloading or uploading
needed!
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 Self-Service Contracting

Conga CLM Wizard Conga CLM

• Guided wizard for infrequent

users

• Request, review, upload, and

download contracts

• Reduce manual efforts

• Contracts remain secure

13

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 Legacy & Third-Party Contracts

Intelligent Discovery, powered by

Kira
• Comply with emerging regulations
(LIBOR)

• Prepare for uncertain events (COVID-19,

M&A activity) with searchable contracts

• Import ongoing third-party paper to

detect 1,000+ provisions and terms

14

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 Accelerate Deal Cycles & Raise Revenue

Conga Approvals
Conga CLM
• Rules-based
workflow for
approvals

• Point-and-click
assembly and
advanced rules
engine

• Sequential,
parallel, group, or
individual
15 approvals
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 Mobile & On-the-Go

Intelligent mobile
assistant, Max
• Meet you where you are
(Slack, MS Teams,
Salesforce1 app)
• Quickly complete
repetitive/tedious tasks
• Increase productivity
• Get the information when
and where you need it
• Reduce the learning curve
• Provide superior and speedy
16 customer experiences

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 Insights & KPIs

Built-In Insights & KPI

Dashboards
• Real-time cycle time, clause
usage, contract value, and
other key data

• 12 legal KPIs in pre-built

dashboards

• Configure to your goals

17

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 Cloud-Based
Conga CLM

Force.com Platform
• Point-and-click configuration

• Flexible permission rules allow for

onboarding multiple divisions,
regions, etc.

• Adheres to modern IT standards

(SSO, REST APIs, Responsive UI)

• Secure platform with greatest

number of certifications
18

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 CPQ/ CLM 10,000+ 400+ 12 45%
Leader Customers Active partners Global locations Increase in Contract
Accuracy

500M+ 43% 2015 Top 42%

Documents Increase in Platinum ISV Faster Contract
Salesforce ISV Processing
created compliance partner for
5 yrs
19

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 Conga CLM Roadmap

20

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 Safe Harbor Statement

21

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 Roadmap Themes

DELIGHTFUL UX INTELLIGENT VIBRANT

MODERN
FOR ANY PERSONA CONTRACT PARTNER
COLLABORATION
INSIGHTS ECOSYSTEM

22

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 CLM Roadmap Timeline
Modern Modern Modern Modern
Collaboration Collaboration Collaboration Collaboration

Mobile Speed Unifying the CLMs Unifying the CLMs Intelligent

Contract Insights
Intelligent Componentization
Contract Insights Vibrant Partner Vibrant Partner
Ecosystem Ecosystem
Smart Search

Past 6 Next 6 From 6 to 12 Beyond 12

months months months months
23
23

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 Conga Sign

24

Company confidential. Subject to change. Do not distribute.

 Conga Sign
eSignature providers will talk about
and offer:
• Salesforce Integration • Security
• Workflow and Automation • Compliance

Conga delivers this and more...

● Ease of implementation with 10-minute set
up helps you realize faster speed to value

● Salesforce compatibility keeps your team

inside Salesforce and saves time

● Template compatibility matches

competitor signature tags and eliminates
the need for reconfiguration

25 ● Local support offers the highest level of

service
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 Conga Sign

4.8
Built-for-Salesforce Data-Centric eSig AppExchange Conga-Integrated
Average Review

5 30 ∞
26 Minutes to Install + Minutes to Train Unlimited Transactions
Configure
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 CLM Customer Stories

27

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 Customer Success

28

Company confidential. Subject to change. Do not distribute.

 Customer
FIS
CASE STUDY

Industry
Financial Services
Saved $1M in Admin Costs and Reduced
Cycle Time by 75% with Apttus CLM Offerings
Conga CLM / X-Author for Contracts /
Challenges Conga Approvals

• Lacked visibility in contract cycles

• Slow sales cycle Business outcomes
• Difficult requesting an agreement • 75% cycle time reduction
• Contracting process too difficult for global enterprise • $1M lower admin costs
• 1 standardized platform/solution
• Ease of template maintenance
Solution • New contracts and processes
absorbed quickly for ongoing
Apttus CLM met FIS’ current contract management needs acquisitions
but also provided a solution that could expand into a full
Quote-to Cash solution in the future. Apttus CLM provided
a single solution to manage multiple agreements across
29 various divisions.
Company confidential. Subject to change. Do not distribute.
 Customer
State of Utah
CASE STUDY

Industry
High-Tech
Utah’s economy gets a boost from
Conga’s digital automation. Offerings
Conga CLM
Challenges
• Paper-based process
• Manually tracked changes Business outcomes
• 75% decrease in contract cycle
time
Solution
Instead of simply digitizing the existing process, the team • 100% increase in transparency
took the time to reevaluate where it was flawed and
reinvented their entire workflow, utilizing Conga’s
automation capabilities.

Once Conga Contracts for Salesforce and Conga Sign were

30
implemented, the time spent from contract generation to
signature decreased drastically.
Company confidential. Subject to change. Do not distribute.
 Customer
Sony Electronics
CASE STUDY

Industry
High-Tech
With Conga Contracts, Sony streamlines
contract mgmt. & reduces inefficiencies. Offerings
Conga Contracts
Challenges
• No consistency existed in contract management or legal
language Business outcomes
• Difficult to locate physical documents • 80% of contracts fall under
standard templates
• Approval processes were done manually
• Contract workflows & approvals
obtained in timely manner
• Tied into Ariba PO system,
Solution which eliminated duplicate
approvals needed by the same
Conga Contracts℠ implemented a full and seamless individuals in both systems
migration from Sony’s previous CLM system and full
integration into the Ariba® PO system.
31

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 Conga CLM Delivers Real Results
Faster
Audit Greater
Reports Contract

+47% Accuracy Increase in

Faster
+45% Compliance
Contract
Contract
Processing
+43% Processing Volume
Reduction in
Supplier
+42% +42% Onboarding
Time Reduction in
Amendments
+31% After Contracts
Signature Auto-
Renewed
+23%
+17%

Average Percentage Improvements Reported by Conga + Apttus Customers

Source: Apttus Customer Impact Study conducted by an independent third-party, Satmetrix, of 200+ Apttus customer contacts randomly selected. Performance metrics are
intended as a guideline based upon historical results from a sample set of customers. Results are dependent upon many different factors that are customer-specific. Therefore,
32 actual results will vary. Response size per question varies.

43
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 Professional Services

33

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 CLM Accelerator Packages
Achieve greater ROI with a faster go-live of your CLM

Improved Easy Reduced

Efficiencies Deployment Costs

Pre-configured solution built by Conga experts with

15+ years of CLM experience
34

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 Conga CLM & Salesforce CPQ Integration
Create Agreements Directly from Salesforce CPQ

Easy Reduced Quick Improved Efficiency

Deployment Costs Value

35

Company confidential. Subject to change. Do not distribute.

 CLM for Clinical
Research

36

Company confidential. Subject to change. Do not distribute.

 Sound Familiar?

Broken
Missed
Inaccurate Vendor
Milestones
Budgets Onboarding

Inefficient
Collaboration & Contracting
Reporting
Nightmare Regulatory Non-
Obligation
Exposure
Compliance Risk

37

Company confidential. Subject to change. Do not distribute.

 The Conga Solution for
Clinical Research Contracting
Designed for Legal, Clinical, Procurement, Finance, IT & Governance

Setup Budget Contract Execute Report

CTA, CDA, ICF, NDA… Agreement Document FMV Reporting &

Procedure Master & Excel-Based Budget
Generation Audit Trail
Study Protocol Application
Country Agreement
eSignature Budget Consumption
Clause Library & Linked Multi-Currency
Master Obligations Country & Site Budgets Site Agreements in Mass
Portal Collaboration Obligation Tracking
Multi-Language Fair Market Value Redlining, Versioning,
Negotiation Obligations & Tasks Cycle Time Reporting
Agreement Templates Validation & Exception
Tracking
Obligations & Milestones CTMS & Payment Study Execution
Sites in Mass
Integration Reporting
Budget Negotiation
Workflow Rules Workflow Third-Party Paper
Import

Backed by a pre-configured implementation accelerator that incorporates industry best practices

38

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 Conga Delivers Outcomes
for Sponsors and CROs

80%

Reduce Cycle Time Compliance & On-Time Trial Execution Reduce Cost Overruns
Transparency

Improve Collaboration Centralized Visibility Simplify & Speed Up

Vendor Management
39

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 Industry Analysts

40

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 Apttus Name a
Leader, Again for
the 2nd Time
January 2019 Forrester Wave:
Contract Lifecycle Management
For All Contracts

Apttus’s Strengths:
Broad portfolio of related applications

Key areas of contract creation, contract repository

and analytics

Sell-side CLM solution that is an integral part of a

lead-to-contract suite

41

Company confidential. Subject to change. Do not distribute.

 Forrester Wave Scorecard
Contract Lifecycle Management for All Contracts
Apttus Received the Highest Score for Six of Eight Use Cases
Use Case: Average Score Apttus Score
Contract Creation 3.31 4.60

Contract Import & Tagging 3.31 5.00

Contract Repository 3.43 5.00

Contract Types Supported 3.46 5.00

Contract Approval 3.62 5.00

Contract Fulfillment 2.69 5.00

Contract Optimization 2.69 4.00

Contract Process Mgmt 3.62 5.00

42
Source: Forrester Wave: Contract Lifecycle Management For All Contracts, Q1 2019

Company confidential. Subject to change. Do not distribute.

 Apttus Positioned as
Technology Leader in
the CLM Market
In the December 2019 SPARK
Matrix analysis of the global
CLM market

Apttus’s Strengths:
Contract creation, repository, and analytics

Deliver strong customer ownership experience,

especially to mid-market to large enterprise
organizations across industries

43

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 Appendix
May or may not be applicable. Depends on audience
(customer, prospect, industry, etc.)

44

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 Screenshots

45

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 Playbooks & Clause Library

46

Company confidential. Subject to change. Do not distribute.

 Obligations Management - Contract
Compliance

47

Company confidential. Subject to change. Do not distribute.

 Additional Slides
May or may not be applicable. Depends on audience
(customer, prospect, industry, etc.)

48

Company confidential. Subject to change. Do not distribute.

 CLM Maturity Curve
Driving Better Business Outcomes

Advanced insight and reporting reviewed to

Optimized
INTELLIGENCE raise performance against key metrics,
reviewed & adapted in short-term, agile cycles Reviewed & Adapt

Integration to other systems - CPQ, ERP and

Harmonized
INTEGRATION fulfillment systems for accurate quoting,
billing and high customer satisfaction Seamless & Scalable

Simplified, accelerated processes, largely Productive

AUTOMATION automated. Driving collaboration, adoption,
and cross team working
Measured & Effective

Systematically generated templated

Efficient
SYSTEM contracts with standardized clause library,
self-service and negotiation tools Repeatable & Reportable

Central Repository with consistent meta-data Managed

FOUNDATION captured. Analysis, reporting & search
capabilities on contract portfolio
Accessible & Controlled

Processes unpredictable, poorly controlled, Reactive

INITIAL and reactive
Manual & Time Consuming

49
Contracts
Company confidential. Subject to change. Do not distribute.
 SF-Based CLM: Key Integration Themes
Conga CLM
Better Together
• X-Author for Contracts for Salesforce-Like Clause Management
• True-up UI and Online Contract Collaboration inside of Salesforce
• Agreement Lifecycle Actions (pre- and post-activation)
• Conga Approvals, Grid, Orchestrate, and Composer Utilities
• Clause Detection AI
• Advanced Search
• System of Record Experience
• Support for Long-Tail Agreements (lightly negotiated or non-negotiated)

A solution tailored to your organization’s size and needs and

50 scales as your business evolves.

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