"Without Juro, we’d have to hire at least another FTE"

SaleCycle is a behavioural marketing company that partners with companies like Stella McCartney, TAP Portugal, and Legoland to improve conversion rates, recover sales and drive loyalty. They have offices in the UK and France, but work with large businesses across the globe. 

The challenge: a slow and fragmented contract process

With a one-man legal team and 650+ contracts to agree each year, manual processes were becoming painful for SaleCycle. 

The process was fragmented, with sales contracts bouncing between five different tools. Templates were created in Word, uploaded to shared drives and communicated via email, with contract-related requests coming in through other channels. 

With no single source of truth for contracts, it became difficult for SaleCycle’s sole counsel, Andrew Elves, to maintain control and oversight of the terms being agreed. 

“Our previous contract process was basic and fraught with gaps”, says Andrew. “Sales reps were drafting their own clauses to get deals over the line, with no visibility into what these were or how they would impact the business later down the line.”

The commercial teams felt the impact too, spending hours on routine contracts. “We had around 20 people spending between 60 to 90 minutes on every sales contract”, says Andrew.

“That time compounded meant that the commercial team were losing a significant portion of their time to standard contracts.” 

Our previous contract process was basic and fraught with gaps ... the commercial team were losing a significant portion of their time to standard contracts - Andrew Elves, General Counsel, SaleCycle

To continue their growth trajectory and maintain a lean legal team, SaleCycle wanted a better way to manage contracts.

The requirements: what did SaleCycle need?

SaleCycle wanted to replace a fragmented contract process with faster turnaround times, fewer blockers to growth, and shorter sales cycles. To make that happen, they needed: 

• Self-serve workflows: they needed a tool that would enable sales reps to generate commercial contracts quickly and easily, with the right guardrails in place.
  
  
• Two-way integration with Salesforce: to reduce the time spent on contract creation, SaleCycle needed a platform that integrated seamlessly with its CRM (Salesforce).
  
  
• Tighter approval processes: Andrew needed to control which terms ended up in contracts by implementing approval routes.
  
  
• Visibility into contracts: legal needed greater visibility into which contracts were being sent out for signing, and where they were in the lifecycle.

The solution: five systems replaced by Juro 

SaleCycle adopted Juro in March 2022 and have been expanding the number and complexity of contract templates used ever since. 

Today, SaleCycle uses Juro to manage all of its sales agreements, alongside other standard contracts. They’ve also set up multi-language templates, enabling European colleagues to sell across different jurisdictions with ease. 

Best of all, the majority of contracts are generated directly from Salesforce, thanks to Juro’s sleek integration with the CRM. The fields in the contract templates are mapped to the relevant fields in Salesforce, enabling commercial teams to generate agreements in just a few clicks. 

For SaleCycle’s GC, Andrew, the ability to approve, sign and track contracts in one place offers the greatest ROI. “The features I benefit most from aren’t necessarily the new shiny thing, but they are really fundamental,” says Andrew. “The time saved by centralizing these workflows compounds quickly, especially as the only lawyer in the business.” 

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The results: 88 per cent of time saved on contracts

“Before Juro, it took commercial teams around 90 minutes to create a contract. Now, they can generate contracts directly from Salesforce, and the process takes them between five to ten minutes” says Andrew. That’s a time saving of 88 per cent. 

With up to 80 minutes saved per contract, and around 54 contracts agreed each month, Juro enabled Salecycle to win back roughly 72 hours per month, or nine working days, for more strategic work. 

Streamlining the contract process has enabled SalesCycle to grow while maintaining a lean legal team: “Without a tool like Juro, we’d probably have to hire at least another full-time employee (FTE),” says Andrew.

Without a tool like Juro, we’d probably have to hire at least another full-time employee

“I would definitely recommend Juro. I’ve already spoken to other colleagues in the business about how it can be implemented elsewhere.”

“The biggest time-saving comes from the fact we’re no longer looking for terms in documents and emails. Everything is captured in one platform, making my life much easier.”