Survey of 100 corporate legal executives on sales contract issues

1. © 2010 SPRINGCM INC. ALL RIGHTS RESERVED.
Summary Results of Sales Contract Issues
2010 Survey – Legal Executive View
Survey of Corporate Legal Executives
Sponsored by SpringCM
October 2010
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2. © 2010 SPRINGCM INC. ALL RIGHTS RESERVED.
Sales contract process a challenge
It's all good
17%
Issues with
sales contract
process
83%
State of Sales Contract Process
4 out of 5 corporate legal executives not satisfied
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Source: SpringCM Survey of
Corporate Legal Executives,
Oct 2010

3. © 2010 SPRINGCM INC. ALL RIGHTS RESERVED.
4 issues emerge as top priority
30.1%
37.3%
16.9%
15.7%
Managing revisions and
negotiation cycles
Inconsistent terms
Lack of visibility
Time chasing contracts`
Compliance and managing revisions stand out
3
Source: SpringCM Survey of
Corporate Legal Executives,
Oct 2010

4. © 2010 SPRINGCM INC. ALL RIGHTS RESERVED.
Compliance grows in priority as organization
gets smaller
29.5%
33.0%
54.2%
Enterprise
(>10,000 employees)
Large
(1,001-10,000 employees)
Medium
(201-1,000 employees)
Compliance as Top Issue by Organization Size
4
Source: SpringCM Survey of
Corporate Legal Executives,
Oct 2010

5. © 2010 SPRINGCM INC. ALL RIGHTS RESERVED.
Managing contracts through negotiations
impacts large organizations most
24.3%
39.8%
25.3%
Enterprise
(>10,000 employees)
Large
(1,001-10,000 employees)
Medium
(201-1,000 employees)
Managing Contract Change Issues by Organization Size
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Source: SpringCM Survey of
Corporate Legal Executives,
Oct 2010

6. © 2010 SPRINGCM INC. ALL RIGHTS RESERVED.
Sales productivity viewed as top priority by few
legal executives
12.8%
13.6%
12.0%
Enterprise
(>10,000 employees)
Large
(1,001-10,000 employees)
Medium
(201-1,000 employees)
Sales Productivity Issues by Organization Size
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Source: SpringCM Survey of
Corporate Legal Executives,
Oct 2010

7. © 2010 SPRINGCM INC. ALL RIGHTS RESERVED.
Survey information
 Online survey conduced October 2010
 100 C-level and Vice Presidents of Sales
 More information and commentary available
www.springcm.com/2010_Survey_Legal_Contracts_Issues_1
www.springcm.com
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