Enabling sales to close deals faster with Juro
Telmar is a SaaS media company, headquartered in New York, USA, with a global presence across 12 countries. Telmar was founded in 1968, and provides media planning, professional services and data analytics to advertising and media companies.
The challenge: a contract process that slowed the business down
As a well-established business, Telmar had specific ways of working that had enabled the business to scale throughout the years.
When it came to contracts, however, the contract lifecycle proved to be disadvantageous to business growth, as Harj Gill, Group General Counsel at LiiV, the parent company of Telmar, explained.
“I joined the business in 2020 and noticed that the sales contracting process was inefficient. We didn’t have a global MSA in place that could be used in different jurisdictions with the appropriate data processing terms.
We didn’t have a modular system in place, and the contracts were outdated - they weren’t modern SaaS contracts, and we needed a structure that accommodated various governing laws of the countries in which we operated.”
The lack of standardization of SaaS service provider terms led to a lengthier approval process.
This also impacted sales cycles, with each contract getting caught in approvals and negotiations before eventually getting signed.
The fewer touch points sales has with different people, the better. It makes for a great user experience with any contracts platform
- Dave Cooper, Program Manager for Client Support, Telmar
The requirements: what did Telmar need?
Harj wanted a contracts platform that would help Telmar create a standardized, scalable master services agreement, which could be tailored to the majority of counterparty interactions. The platform also had to be:
- Collaborative: “we wanted to give the sales team independence to create and send their own contracts, so that legal was no longer a bottleneck”
- Flexible: “we can definitely use templating to make our process more efficient. We want something that allows sales and customer success teams to self-serve, with legal picking up any negotiated elements through the contracts platform”
A Salesforce integration was also a must-have, as Dave Cooper, Program Manager for Client Support at Telmar, explained:
“The fewer touch points sales has with different people, the better. It makes for a great user experience with any contracts platform.”
The solution: all-in-one contract automation
Dave and Harj set out to find a contracts platform that suited Telmar’s needs. They spoke to several legal leaders in the industry that were using Juro, and in 2021 Telmar implemented Juro to streamline the sales contract process.
Ease of use: Dave appreciated Juro’s user-friendly interface, which set Juro apart from legacy CLMs on the market. “The simplicity of the platform, ability to create predefined templates, and integration with Salesforce CPQ drew us to Juro in the first place.”
Market-leading support: “we started working on the Salesforce integration as soon as we implemented Juro,” Dave said. “The integration was easy to set up, and Juro’s support was key in helping us make good use of the platform as quickly as possible.”
We're #1 on G2 for ease of setup and best support in the contract management category.
Legal involvement as and when it's needed: “before Juro, I didn’t always know what was being sent for signature,” Harj said. “Juro’s helped remove that risk by enabling me to standardize contracts. Those are the only templates being used - and legal only gets involved if there’s an exception.”
Contracts approved in seconds: “Before Juro, getting contract approval slowed down the entire sales process. Now, with Juro, contracts are generated and approved immediately. Sales enter a quote, click a button, and the contract is good to go,” said Dave.
Empowering sales to close deals faster: “Juro gives users the independence to self-serve on contracts, without needing legal input each time. If sales is using our templated order forms and MSAs, and Juro hasn’t notified us of any changes, it’s a really quick process,” Harj said.
ROI from all-in-one contract automation: “we were coming up to our renewal with Juro, knowing that budgets were tight in the economic climate,” explained Harj. “We presented the data and there was no conversation to be had - our CEO understood the value of Juro and renewal was a no-brainer.”
I don’t have to worry about where contracts are saved post-signature - with Juro, everything is in one place
- Harj Gill, Group General Counsel, LiiV (parent company of Telmar)
The results: a 30 per cent time saving across the business
Harj and Dave wanted to implement an all-in-one contract automation platform that was collaborative, flexible, and integrated with Salesforce to help reps close deals faster.
Through Juro, they were able to achieve all this and more, saving the business 30 per cent of time in the contract process.
Harj and his legal team saw tangible benefits from having a contracts platform in place: “Juro’s definitely given us a return on investment; it enables sales to sell, and my team to focus on important work, instead of low-level contract admin.”
“I know that all the contracts in Juro have been pre-approved by legal - I don’t lose any sleep worrying about what’s being sent out. I also don’t have to worry about where contracts are saved post-signature either - with Juro, everything is in one place.”
For sales, the benefit was also clear, according to Dave: “we’ve generated upwards of 1200 documents per year in Juro, from service order forms to MSAs to data usage agreements.”
“Juro fits seamlessly in the sales cycle, saving reps time - and the quicker they can close a deal and move to the next one, the happier they are.”
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