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extra base unit became a separate public treaty company called wire racks so at that time we had challenge facing this energy cost in other words we have we had to absorb a lot of DNA cost because less revenue right less employees so last time we have one of the opportunities we see is in their procurement why's that at that time our we do not have a standardized in the procurement process we do not have the one team each entity each international office they run their own interpreter Minh right we spend hundred million dollars in that front so we see how we can consolidate all the buying power so that we can incur it by the deal with business vendors how we can streamline the process so that we can see people time right the solution we find out is contrary made the system right so by having that platform in place was thinking we can put all the worldwide country in one place then we can have visibility we can run the workflow on one platform to connect the buyers with the winders with our internal requester with even finance account payable right so that's a goal we try to achieve so in short we start implementation October last year about six months ago and then we deliver the buy-side same invitation we go live the end of April a months ago so it is the six months project and right now the system go live we're loading region by region so right now we have one platform in place I believe we are well on track to save company money right that I see is how way started so it's great to hear that you haven't success on a procurement side how are you taking this to the rest of the enterprise what's your approach thank you well that's good questions we certainly did not want to stop here because there are many other opportunities outside in their procurement especially where we're talking with the force illegal in sale in the sales operation friend there's the kind of payable complied right today all they all egg who the same similar you know pain in the December seen by for example right legal complaint they feel they have less control inter in a close library there are a lot of difficulty to access the historical data there are no search database for them to see and the for sales is a lot of time wasted on manual process with the negotiate with the customers they don't have a consistency in the between the new contract and old contract those difficulty come come up once a while and for finance they they just you know for account payable they do not have the single pane of glass to see all the customer applications right how much I should pay how what society labor is a headache for them for compliance we are a medical device company under FDA FDA regulations so one of the key thing is we had to make sure our interaction with healthcare provider had to be made that be compliance right so that involved a lot of audit honor on our contract especially country with health care providers literally right now we do we do not have a centralized repository for internally to see such contract so the the people had to fly from Beijing Hong here Hong Kong right IRA where does literally get those contract that is really the huge pain so overall we see that this connect the menu process is across different function right those area we want to bring this country I made my system interest then into that space so once you deployed procurement and then you started talking to these different areas of the company for deploying CLM as your approach or the way in which you discussed this with them to roll it out changed or weighting different is its hybrid its hybrid in the deployment we have to use case scenario one is the equipment type focused the second is a piece and process focused let's talk about the first one first the first one is equipment focused what that means I will use an das example right MDA is a simple low res contract which can be consumed by worldwide by worldwide you know company department so that is a standard single owner single process and then where once we implemented NDA process in cm its cover world wide open edition right that's can we call so it's worth straightforward the change management is light there not really much change the second use case scenario is the business process focused a one example is the sales operation are true that our medical device we're talking about you know each contract from order to delivery is 12 to 18 months it's a long it is a lumpy region to deliver the product and also the product complexity they need service they need a configuration there are a lot of think opponent so as a result the contract is a null single contract it's really portfolio of them with how about the license agreement about service agreement talk about these products schedule talk about the BAA I mean all kinds of things and the stakeholder not not one not negotiating team we also have a sales operation account payable bidding right and legal as well so their model player in that space so in that case we just cannot implement a single contract right it will not work we had to implement a collection of the contract cross multiple Department build workflow build the the business process along with along with that then we can have a security the world that's the test is more complex but that's the way we have it we want to do it your you know for the complex scenarios well well the challenge we have is how you set up respect Asian with multiple stakeholders right as you said we have legal we have fairness we have different because people want everything today right and of course is you can now gave them you know you one day right so one of the framework we trade languages hey guys we are at the picking of the journey right the beginner journey before we reach to the premium point they're a lot of work a lot of upfront investment are required you may now see a lot of progress right but we are doing the foundational work right so people understand it would take some time and also had mean time for the deployment team we need to keep people focused so that we reach the tipping point earlier so what was keeping point in this case you hear the TV point I would say we go out the first news case in in our kids will be in their procurement so is one use case go live people get some value I'm not saying all value but get some value so people has done tangible in hand that we called the tipping point right once your present tipping point the momentum is tilting up and then company has I already have somewhere nice we are open for adoptions and you will have much easier time to sell the solutions and the one thing to keep in mind is at the time a lot of people they will want to use still em but just be careful to not over a promise to not over promise right do not being you know chased out by the you know by the stone right so you'll be crushed so that's another Tibet that's good problem to have but this is one too we want to have a common understanding on the teaming point in term of the uphill battle versus the downhill run so that that's one who we communicate with our internal stakeholders the second thing is we educate our you know our you exactly our stakeholder hey we want to start with we call the minimum wearable for that approach we don't want them with long long time because I will one day give them a car we want to we're building one tire at the time would probably take couple years right we want hell guys hey folks welcome to give you a skating board for letting a scooter then bicycle the motorcycle car so the approach really won't want to you know two-for-one basically one is the organization as a whole isn't into coastal learning curve frankly they need to understand what's the clm what can use it right but they how they learn they had to have some they had this something in their hand so they can try it right if they don't have the real system in their hand they just cannot learn it will be take order take longer to learn so we want to deliver something ten boat to usual hands so they can have a chance to be to be informed to be educated on the subject well that's one way second is we want to give them we want to give some value back to business so they can take the advantage of the clm right without waiting for long time right that's what keep them motivated keep them engaged so they will provide better feedback to us sake I say I need this feature I need that features so so does become a a positive feedback right that we become a force to drive at the momentum so and so in this case we're trying to leverage the outer box we try to minimize any customization but we do live without about workflow we do elaborate the other box the the data modeling and as always we're trying to do right that is the the one tools were trying to frame our comm deployment with those to frame a to model in mind you know where does you know where we're we're looking at always thirty different you know type of contract across different the business area including marketing finance legal we tried to brought them in one platform right so the data scope what we're trying to do in the contract madness space with you know that with this with one platform proach the every single department found that they will be able to benefit right the more people can benefit I think the the system will work more better there's our philosophy there are few fewer seems lesson learned when we do in the comm is a change made men so change is a pain right it's a pain how we can try to relieve or you know make less pain for the people's right now I just you know I can borrow my my son's karate coach that there's a good pain there's a bad pain right the good pain make you strong you know muscle pain make it strong stronger the bad pain hurts right I mean you get a car it bad pain its hurt you make it awake so we feel but you know how we can make the good pain libel ass so one thing is user experience right we're trying to say hey if if we can make the is easier for user to to use it without a lot of training right I know where I'm there's a lot of training but I will say we're trying to do life training more awareness what that means no people take a training to learn how to goo I mean how to use a Google to search web right just put keyword you got it right that's it it's three four so we're trying to have deliver the same user experience for CRM users right so one example is we're enable signals I also know people need to worry about password it when you go to single sound is already in we try to enable the you know integration Eastside so the people they don't need to go to talk you sign to the east side everything in one place right and then we're trying to integrate the way ICP will integrate your Salesforce in other words we the the window master the custom master is there it the user they don't need to worry about how they how they look for the vendor or customer is in at their finger tip right those things we feel is it tastes a upfront investment to design a better UI right our user experience so that you will be saving big in later training you don't have to spend all the time you don't need to spend you know create a fancy trinium it here because you you I mean your you user interface so intuitive you don't need training I mean frankly if you need an internal training I will see that gonna failure you know for the you know for the system design I mean that's how it you know how I view it the second thing is the data I think there are many sessions and have the data cleaning well the value I can feel from you know either from AI or machine learning the paid the foundation is data right if data is garbage there no value right so data quality data cleansing is critical for us one thing is the one thing is for data cleansing usually is not smart half is your take us three two to three times more effort than building system alone so is do not underestimate the I for require for data cleansing and but the good thing is the business can take on the in east year for the data cleansing when we start seeing deployment so that can be parallel activities right but it's important to not let it fall out the reader that does that's my second lesson learn the sourcing is I know we're talking about the AAC app test in Ted in Portal we use a a portal for our country request portal we open to worldwide users our user can request countries through the portal single sign-on in and you were user-friendly all the requests come to see om and the user can check the status right and that is Ray highly recommend language as a portal for your country requests and the license twice it is not based on the name utilizing model it's the best on usage right so I feel that's a big cost saving for the business and it had integration with Salesforce already so you don't need to worry about you know that piece so overall I feel you know with the better UI data cleansing where is the contract likely to counter the portal that probably can give you a good start you know for your CLM deployment back to your dog yeah thank you Robert so Roberts story at Varian is is a good one from the standpoint that he started out looking at this from a vision perspective of how he can get success throughout the company utilizing CLM for me over the past 15 years I've been working with a lot of clients who have either gone down the path of deploying CLM or have started down it and then stalled out to some degree the one thing that I've noticed over and over is success tied into that its success from knowing what do you want to get out of CLM knowing you know what areas you want to attack how you want to approach that and then identifying what do you measure success against how are you gonna know that you become successful and then once you are successful sharing that with everybody broadcasting throughout the company one things that Robert mentioned is very true is once people start realizing the benefits that they can get from this and some of the advantages they get out of it they're anxious to want to use it and so as long as you incorporate those items pull that in you can't have great success at this because it's a lot more than just what is the feature set that I want to activate you know can I negotiate the contract can I do approvals it's actually more about the use case related to that particular agreement type within that particular area of the business and then the users that are involved in that process and how can you address that to get them successful in utilizing the system when you you look at CLM the one of the advantages that Aptus has is it was designed from the beginning to be enterprise it was not designed in the beginning to be focused on just procurement or focused on just sales over the years Aptus has evolved the additional operational products related to opportunity as in suppliers from the standpoint of that area of the business but ECM can address a variety of areas employment contracts you know other areas of the business where there are exchanges of property or personnel that you need to actually have covered within the contract so again just start out realizing that there's more to contract management than just a depart to mental deployment it surely has an application across the enterprise thank you Robert that was fantastic so how do you do it how do you get there is there anybody today that's using my sites contracts couple anybody using sell-side contracts if you got both hands raised you're already there who you made it so what's exciting about how our customers have done it is they started small so I'm talking about two different customers I've been with Aptus for six years mainly focused on CLM so I've been able to see what our customer base has been doing for all these six years so most of them start small with a few agreements MDAs NDA's cover a couple of different areas as Robert mentioned you know we have one NDA process whether you're purchasing a product whether you're selling a product we have one NDA process but it touches both sides of the spectrum so think about that you're already Enterprise if you're doing NDA is all over your your your world celebrate success so one of my customers had a big party when they got there their first hundred contracts into the system they had a big party and do you remember that commercial some of you may be too young but heather locklear had a commercial where she washed her hair and when she told two friends and then they told two friends so it kind of it obliterated into this huge amount of people that wanted to use Herbal Essence shampoo well contract management is just the same when you tell two friends and then they tell two friends how exciting it is I remember them telling me about putting the NDA's and the people that were in the purchasing department they were down the road to get contract management and they started knocking on legals door saying look this NDA process is so simple that we'd like to take that and do other processes with it we have leases that we do we have employment contracts just like Rob mentioned there's lots of different kinds of contracts so let's enable these users to do this so it goes viral after a while people wanting to find out what the legal department is doing what the purchasing department is doing that's different that's enabling the speed and that control and the visibility around your contract cycle more teams wanted to join in and that really brought them to that enterprise level so this is exciting if you get this stuff to go viral within your organization celebrate your success Robert talked about that tipping point it's hard get the boulder up the hill but once you get it up to the hill and you start telling other people about it it gathers momentum as it goes ripples through your organization so we are very excited to be here to talk to you about what our customers are doing and I'm sure I see many of you in the audience that are might have been my customers and you probably have stories like this for yourselves to share with others so I really appreciate your time today Robert Rob any any closing comments I actually didn't prepare any [Laughter] well with that we'd like to thank you for sitting through this and if we can help you in any way Rob and I both our Aptus folks we report to Edward chick who's the general manager over our CLM practice and Robert works for Varian and we can get you in touch with him as well so thank you very much thank you thank you