Salesforce Contracts
RLM 248 Enablement
April 4, 2024
Forward Looking Statement
Today’s Presenters
Don Fernando Nikhil Kodkani
Revenue Cloud Solutions, Product Management,
Senior Director Senior Director
Salesforce Contracts with
Revenue Cloud
Intro
Today’s Customer Relationships Require Flexibility
The modern sales contract is a living document
One-and-done Land-and-Expand
One Time Transactions Recurring Relationships
Rigid Contracts Ongoing Changes
of customer LTV will
80% come after the first
order
Revenue Lifecycle
From To
*Source:The CFO’s Guide to Fearless Monetization in the New Economy by PWC
Disconnected CLM Disrupts Customer Experience
Rampant versions and systems increase risk of error and deal stagnation
Approvals
Legal
Negotiation
Execution
Authoring
Compliance
Ops
Sales
9.2%
Is the average
value loss in
today's contracts
Activation
Service
*Source:10 Statistics That Reveal the Future of Sales
Introducing Salesforce Contracts GA Today
Draft, Approve, Execute and Update Contracts on the #1 AI CRM
Ensure Accuracy Throughout the Customer Lifecycle
Generate and update contracts at any stage in the customer lifecycle from
an opportunity, quote, contract or order
Streamline Sales, Finance, and Legal Processes
Draft contract documents from a template, redline and negotiate,
automate approvals and signatures, and review for compliance all without
ever leaving CRM
Optimize the Customer Experience on C360
Ensure sales, billing, service, and all customer-facing functions are working
from the most current, accurate contract on your CRM
Composable Revenue Management Platform
Revenue Lifecycle Management
Composable Transaction Contract Lifecycle Order To Cash Revenue Lifecycle
Product Catalog & Management Management Intelligence (*)
Pricing & CPQ
Centralized product Configuration, One-click contract Automated order Actionable insights
model with Quoting, and Order generation with decomposition, into all aspects of
headless Capture across pre-approved terms orchestration, and Revenue Lifecycle
component APIs for direct, indirect, and and conditions, fulfillment
any customer commerce for obligation integrated into
engagement layer one-time and management, and consolidated
recurring products reporting invoicing and
collections
Unified Product to Cash Platform for Omni-channel buying & selling, Automation & Intelligence
(*) Pilot for Contracts and Beta for Einstein Collections; Others are Roadmap
Packaging
Salesforce Contracts Add-On SKU
Salesforce
Contracts
Features
Prerequisite Products (one or Features
more of the following) Contract Creation and Design (e.g.
❏ CPQ Plus Templates, Header & Lines)
Contract Conversion APIs (i.e. Create
❏ Manufacturing Cloud contracts from quotes/opptys)
❏ Automotive Cloud Contract Version Management
(Check-In/Check-Out, Attachments)
❏ Financial Services Cloud Contract Document Generation
❏ Health Cloud (PDF/DOCX)
❏ Consumer Goods Cloud List of Contract Types
Contract Approval Workflow
❏ Public Sector Foundation - Contract Workflow Management
Advanced eSign Integration
Salesforce Contracts
Automate, Streamline and Standardize Every Stage of the Contracting Process
Generative AI
Contract Dynamic Contract
Contract Version Quote to
Document Multiple Lifecycle Actions Analytics
Import Management Contract
Repository Contract Types Configuration
Authoring Negotiation Approval Execution Activation Compliance
Contract
Authoring Approval eSignature
(MS 365) Workflows Integration
Clause Library Internal Review &
Dynamic Doc Collaboration
Generation
Obligations
External Management
Contract Template Collaboration
Designer
(MS 365)
Salesforce Contracts SKU in Spring ‘24
Salesforce Contracts
Capabilities (Spring ‘24 GA Release)
Contract Document Repository & Versioning
Easy, centralized access to all contracts and
supporting documents
Centralize Storage
Manage contracts of all types in one place, with
strong access controls from an easy-to-use UI
Manage Document Versions
Operate on contract document versions with actions
such as Check-In, Check-Out, Lock and Unlock
Maintain Contracts & Supporting Documents
Generate contract from templates; import legacy and
external party contracts documents leveraging AI; add
additional material such as addenda and exhibits
Ensure Full Auditability
Easily track every change made to contract
documents and data at every stage of their lifecycle
Contract Manager
Incorporate Contracting into the Sales Cycle
Accelerate deal closures by integrating contracts
seamlessly into the sales process
One-click Contract Creation
Initiate a contract from an opportunity, quote or
order, with a single click
Auto-generate Contract Drafts
Generate contract draft documents from
predefined document templates pulling in the right
products and their prices
Route for Internal Approvals
Ensure all necessary approvals are obtained before
sharing any contract with a counterparty
Incorporate Contracts into Custom Flows
Map data from custom objects to the contract data
model, and initiate contracts from custom pages
Contract Manager
Reuse Pre-approved Legal Language with Clause Library
Guarantee consistency, accuracy and
compliance in contract drafting
Maintain Reusable Clause Content
Define main and alternate clauses in different
languages grouped into “clause sets”; automatically
generate clause content using AI
Ensure Contract Language is Pre-approved
Configure approval processes for clauses before they
are activated for use in contracts
Quickly Assemble Clauses to build Contracts
Insert pre-formatted or textual clauses into Microsoft
Word 365 based document templates or contract
drafts
Ensure Auditability with Clause Versioning
Easily track changes made to individual clauses and
maintain an audit trail
Contract Administrator
Generate Accurate Contract Dras from Templates
Ensure contract accuracy and
reduce legal risk
Design Document Templates in MS Word 365
Build reusable contract templates inserting
pre-approved clauses, leveraging rich online
formatting capabilities of the Microsoft Word
Embed & Map Dynamic Data “Tokens”
Insert user-friendly placeholders for dynamic data
such as variables and repeating loops, and map
them to Salesforce objects and fields
Create Accurate & Relevant Contracts
Work on contract drafts that are dynamically
generated based contextual information such as
customer characteristics, products and services
ordered, etc.
Maintain Template Versions
Start work on the next draft of a template while
an active version is still in use
Contract Author
Collaborative Redlining for Contract Negotiation
Enable “in-browser” modification of
contracts during review and negotiation
Author Contract Documents in MS Word 365
Launch Word Online editor from Salesforce to
create and edit a contract document, and then
check them back in as a new version
Leverage Clause Library Content
Search for, insert or replace clauses from
Salesforce using Word Add-In for contract
authoring
Share Contracts with Other Users
Leverage MS Word 365 features to share a draft
contract with internal and external users enabling
them to suggest and review changes
Collaborative Online Contract Negotiation
Capture redlines made by internal users or
external parties, and manage formal internal and
external review processes
Contract Author
Speed Up Contract Execution With E-Signatures
Execute contracts quickly with built
in e-Signature integration
Sign Contracts Electronically
Initiate eSignature with multiple parties in the
execution stage of the contract lifecycle
Built-in Integration to DocuSign
Leverage the in-built API based integration with
DocuSign to expedite implementation time
Insert e-Sign Tags
Add eSignature tags anywhere in the contract
template where signatures are required
Choose Signers & Set Reminders
Select e-Signers and their routing order, and
configure reminders based on contract type
Contract Author
Configure & Streamline the Contracting Lifecycle
Ensure complete control over
every contract
Implement Multiple Contract Types
Support different contract types in the same
org each with its own unique characteristics
Define End-to-End Lifecycles
Configure individual lifecycles for each contract
type using state models
Extend Process Steps
Incorporate your business logic using custom
actions, such as triggering Omniscripts or Apex
code
Optimize the Contracting Process
Automate every stage of the process, reducing
manual steps and minimizing hand offs
Contract Administrator
Monitor & Enforce Contractual Obligations
Obligation Management is the process to
track, fulfill and manage obligations, assess
compliances and keep related risks under
control.
Track Obligations
Capture Obligations and track them right from
the Contract
Assign Obligations
Individual stakeholders are assigned with
specific obligation for fulfilment purposes
Understand the status
Timely updates on the obligation status would
allow risk mitigation and prompt course
corrections towards fulfilment
Notifications & Alerts
Get alerts and notifications on obligation status
changes
Obligation Manager
/Assignee
Contracts AI
Harness the Power of AI to Streamline the
Contracting Process
Smart Clause Generation
Draft contract clauses with a prompt, obtain Einstein GPT
recommended clauses with confidence scores, refine the results,
and promote clauses to library after review.
Legacy Contract Digitization
Derive key metadata such as names and dates, extract clauses from
unstructured language, and create new digital contract records.
Not part of with Salesforce Contracts SKU. Requires the Einstein for Sales or Einstein for Service SKU
Gain Actionable Insights into Contracts
Derive insights on Contract
operations
Salesforce Console
Purpose built rich user interactive experience
for Salesforce Contracts users
Dashboards on Salesforce Console
Home page dashboard and “Need Attention”
box for Sales Executives / Sales Ops / Admins
Revenue Trends & KPIs
Sales teams can gain insights into contract
revenue trends and key KPIs
Embedded Analytics
Pricing insights on Contract page, OOTB
embeddable components on Account, Quote
and Sales Homepage
Contract Manager
Contract Administrator
Not part of with Salesforce Contracts SKU. Requires an additional SKU
New Features in Spring’ 24
Following slides are for Internal usage and understanding purposes only.
Please use discretion.
Collaborative Negotiation
Online redlining experience for the external party
Seamless negotiation without downloading the contract document
○ Share the documents online with external reviewers
○ Track changes and comments made on the same document
○ Accept/Reject changes and address comments online
Contract Extraction AI - GA
02
01 03
Review and Save
extracted data Obtain the Clause and Field
Extractions and Preview with
Upload PDF Contract files
highlighted sections of the
contract in a side by side view
Entity Extraction from
06 Contracts 04
Review the Extracted Fields
Create the Contract 05 ❏ Modify the extracted
Record Review the Extracted Clauses field data
❏ Map extracted field
❏ Review and add data to existing values
clauses to the clause
library
❏ See associated clauses
for the contract
Contract Extraction AI - GA
Clause Generation AI - GA
Clause generation using additional options
○ Users can provide specific parameters rather than the complete query
○ Users can edit content for existing clauses using Gen AI
○ Users can generate clauses from the MS add-in if they don’t find relevant clauses in the clause library
27
Thank
You!
