Zycus recognized as a ‘Strong Performer’ in The Forrester Wave™: Contract Lifecycle Management, Q2 2023  Read More

Contract Management in Salesforce – 3 Main Benefits of Integrating

Are you managing contracts in Salesforce? It’s no surprise that contract management plays an important role in any business, particularly for sales teams. Having a system to monitor and manage contracts can help ensure compliance, reduce risk, and boost productivity — but how do you make sure it’s up-to-date with your process? By integrating contract management into Salesforce! Through this integration, you’ll be able to leverage cutting edge technology while getting access to powerful insights and turning potential bottlenecks into opportunities. In this blog post, we will explore three key benefits of integrating contract management into your Salesforce environment.

Salesforce is a powerful CRM tool, capable of managing companies’ customers and prospects information and other activities, proving to be a boon for sales teams. Every aspect of the sales process that involves working with clients always requires access to many sources of disparate information, and this is especially true for the contract management process. When not managed effectively, contracts can pose unnecessary legal and financial risks resulting in increased costs for the organization and affecting relationships with clients. Innovative CLM software solutions let your company get the most value out of your contracts during each phase of the process.

Establishing a few additional integrations can really extend the power of your Salesforce implementation. Since Salesforce is built in the cloud, it’s relatively easy to connect it with other applications that power today’s digital economy. Having a Salesforce platform integrated with CLM solution not only simplifies the sales activities, but it also streamlines and automates contracting, becoming a single platform for both sales and contract management. The integration between the CRM and CLM tools is essential to seamlessly hand off the sales process to final signature and document maintenance.

Benefits of Salesforce-CLM integration:

Speed Contract Creation

Contracts initiation made easy, no effort duplication

Using wizards in Salesforce lightning, salespeople can create perfect contracts without legal involvement using the information gathered during the quotation process, saving immense time and hassle. If the two systems don’t interact, the sales team could be duplicating work for themselves, re-gathering information on a customer during the contract process that was already gathered during previously. When properly integrated, CLM software enables the creation of contracts faster and more accurately by auto-populating the information on opportunity, account, pricing, product, etc from Salesforce. Integrating CRM and CLM software reduces lead to contracting cycle time, reduce rework and errors, and improve the contract quality and customer satisfaction.

Instant Data Access

Increased Sales Productivity, aided with proactive visibility

Integrating CLM solution with Salesforce in real-time helps empower sales professionals to stay up to date on the contracting stage, gain oversight over the workflows, approvals, milestones without leaving the salesforce application. With Lightning, salespeople can immediately access the information they need for a given contract- understand where their deal is and who is responsible for the next action. With proper integration, the user can have rapid access to a single accurate picture of all the data that influence a business, providing better insights so sales pros can have their metrics and performance at their fingertips. Successfully connecting applications will provide new functionality to both CLM and Salesforce, providing a better return by amplifying the value of your application investments.

Reduced contractual risks

Lead to deal compliance workflow, consistent across the organization

The more elements that are involved in a process, the more important information accuracy becomes since there are always chances of human error. Automated solutions make this work with all the details needed for ensuring compliance and mitigate risks. A solid integration between CRM and CLM software is important for maintaining consistency and ensuring compliance, within your organization. While automated workflows ensure the right people are alerted for every amendment made to the contract, pre-configured triggers make it possible to let all stakeholders collaborate on a project in real-time. The integration ensures the customer, legal team, and other executors are kept in loop both via the Zycus contract management software and via the Salesforce CRM application. With commercial terms captured in a structured form, the sales team can enforce timely reporting and downstream compliance.

The benefits of integrating your CRM and CLM systems can be measured in increased sales productivity throughout the sales cycle. In the digital era, being technologically advanced and connected isn’t an option – it’s a necessity. Establishing a few simple additional connections provides the sales team with a single user experience, which means greater adoption rates.

Successful integration across applications helps organizations improve accuracy with speed, operate in real-time and get the most out of their software investments during each phase of the process. Sales and legal team employees will benefit from spending less time duplicating information searches, fewer errors and reduced authoring to final signature duration. By automating sales processes through integration, the sales team doesn’t just have a great user interface—they have maximum productivity.


Willam Dyer is the Regional Vice President at Zycus, a leader in the Forrester Wave for Contract Lifecycle Management. William has spent more than a decade advocating CLM solutions for enterprises across geographies, making him a domain expert. He has successfully delivered ROI to numerous clients comprising legal leaders for Fortune 500 companies spanning different industries. In this stint in Zycus, his mandate is providing value and making a business case for global enterprises in the scope of a sales leader. His attention to detail and product expertise makes him the go-to person to strategize go-to-market plans.
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