Contract management that scales efficiently
Expo Pass is an event technology platform for conferences and trade shows, helping event organizers plan, track, and host any kind of event, both virtual and in-person. Founded in 2014 in Chicago, Illinois, Expo Pass now boasts a customer base that includes Google, T-Mobile, and Microsoft.
The challenge: a painful, file-centric contract workflow
Expo Pass is on an exciting growth trajectory, going from a handful of employees in 2018 to over 50 in 2023.
The business was using an eSignature tool to agree contracts in the early stages, but as the company grew, Expo Pass’ COO, Doug Moring, was disengaged with the current contract workflow. It didn’t align with Expo Pass’ values and branding, and involved a file-centric process, as is common with legacy CLMs.
“Legacy players in contract management had us uploading PDFs and creating boxes for variable information. It was manual, looked unprofessional, and wasn’t a great experience for our counterparties. As a small business, we wanted our contract workflow to project maturity and deliver an excellent user experience.”
Expo Pass also wanted to get ahead of something they anticipated becoming a problem down the line - contract integrity.
“The sales team would manually create agreements and order forms, and send the contract for signing through our eSignature tool. The approval process involved running each contract by the leadership team beforehand.”
“We wanted to restrict the level of editing control everyone had over the document so they could work as efficiently as possible without opening the company up to risk.”
The time to value was instant - we were up and running within a few days
The requirements: what did Expo Pass need?
Expo Pass needed a collaborative contract management platform that:
- Was user-friendly for both employees and counterparties
- Allowed for an approval process with rapid sign-off
- Would scale with the business
A Salesforce integration was also a must-have: “Salesforce is our company’s source of information - that's where every contract is created. It was definitely a case of finding the right platform that worked well, was easy to use, and aligned with our vision.”
The solution: streamlined collaboration between business teams
Expo Pass implemented Juro in 2018 to offer the best contract experience possible to counterparties and help reps get to revenue faster. “The time to value was instant - we were up and running within a few days.”
Control over contract creation: “before Juro, we might first see edits to our terms when we countersigned the contract. Now, we’ve got guardrails in place through Juro’s Salesforce integration, and we can define who has editing capabilities based on hierarchy.”
Integrated with other systems: “the Salesforce integration allows us to control variable information that feeds into Juro. It’s amazing that we can sync that data with Juro, and have Juro automatically adjust the document as colleagues create and edit a contract.”
A mobile-friendly, user-first platform: “over several years as Juro customers, we’ve never had an issue with counterparties using Juro. Our counterparties appreciate that they can view and sign a contract on mobile. The goal is to provide a really seamless experience - if it’s easier for them to sign, hopefully they’ll sign faster.”
A unified workspace for contracts: “sometimes corporations prefer to work with PDFs, but we can upload those PDFs into Juro, and Juro automatically updates the status, makes the PDF trackable, and uploads the final version into Salesforce.”
We don’t even want to imagine switching away from Juro - anything else would be a terrible experience by comparison
The results: rapid signoff, more deals closed
Expo Pass wanted a collaborative contract management platform that was user-friendly, flexible, could integrate with Salesforce, and enabled rapid approval on agreements.
Since switching to Juro from an eSignature tool, Expo Pass has streamlined their contract management significantly.
“We don’t even want to imagine switching away from Juro - anything else would be a terrible experience by comparison. Juro is easy to use, user-friendly, and a business-critical tool for us; we definitely couldn't live without it.”