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WHAT’S THE DEAL?T H E D E F I N I T I V E P L AY B O O K F O RG E T T I N G D E A L S D O N E FA S T E RWH O SA ID SALES & LEGAL CAN’T BE F RI EN D S ?

1SALES & LEGAL:ENEMIES OR FRIENDS?Let’s face it. Even though Sales and Legal are strivingtowards the same end goal, they tend to have a lotof competing priorities when it comes to contractmanagement. Legal is primarily concerned withrisk mitigation, while you in Sales are all about dealacceleration.So, what’s the deal? Why has there historically beenfriction between Sales & Legal?.

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done Faster#1 COMPETING PRIORITIESGenerally speaking, Sales teams are focused on one majortask – closing deals. You are highly-motivated and fast-movingwith a need to accelerate each deal so that you can turn yourattention to the next one.Oftentimes, however, your need for speed stands at odds withthe Legal team since Legal is more concerned with mitigatingrisk. Risk evaluation takes time, a luxury Sales cannot afford.Legal stringently reviews each contract to ensure it protects thecompany’s best interests. Their biggest concern is safeguardingagainst disaster.#2 SLOW DEAL CYCLESWhen the Sales team has to rely on Legal to draft, review, andmanage a contract, bottlenecks are created, and sometimes,enemies are made. Most Sales reps view the Legal departmentas the “Sales Prevention Department” , hindering deals fromclosing and you meeting your numbers. And when Sales teamsbecome frustrated, they may look for ways around Legal, whichcan be bad news for everyone involved.“3The truth is, both teams play anessential role. But how do you cometogether to manage contracts inharmony? Stay tuned to find out.” 2022 MALBEK.IO ALL RIGHTS RESERVED

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done Faster#3 OUTDATED PROCESSESThe standard practice of referring every single contract to theLegal department simply isn’t sustainable . Legal professionalsare no longer just contract administrators and gatekeepers.They are strategic business partners who need to turn theirattention to more value-added priorities while still maintainingcontract compliance.There is another way! By empowering Sales teams with theright Contract Lifecycle Management (CLM) solution, youcan manage standard deal agreements without needing toinvolve Legal. Pre-approved contract templates ensure theright contract is being used right from the beginning. You canalso initiate approval requests, swap out existing clauses forpre-approved contract language, and send the contract directlyto the counterparty for signature, all without ever involvingyour Legal team.So here’s the play-by-play on how you can work together withLegal to get your deals done faster!“4You may be wondering, “A playbook?For contract management?” And tothat we’d say, “Yeah! Because contractmanagement is a team sport. The onlyway to accelerate deal cycles is towork together to implement the righttools and processes.” 2022 MALBEK.IO ALL RIGHTS RESERVED

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done FasterIn this playbook, you’ll learn:51.Tips for improving deal collaboration withyour Legal team2.Which tools are needed to improve contractmanagement at your organization3.And of course, how to get the deal done faster,or as we like to say, “Speed the Green!” 2022 MALBEK.IO ALL RIGHTS RESERVED

2PLAY #1: DON’T WAIT!INTEGRATE!

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done FasterTHE PROBLEM: TIME IS THE KILLER OF ALLDEALSSales reps know this problem all too well. Picture this:You’re in the fourth quarter of a deal you’vebeen working on for months.The prospect is ready to sign, and you are readyto close. But before you can celebrate, you needto draft a contract.Time is of the essence now, and you’re dreadinggoing to Legal to start the process.In the past, the wait for contract initiation has become abarrier in your deal cycle and you don’t want to “kill the deal”.So what do you do? You contemplate going around Legal bycopying a previous contract as a template. You wonder arethese terms still favorable? Is this the right kind of agreement?There’s too much at stake to be misinformed now, so you goto Legal anyway.But what if we told you it didn’t have to be this hard?7 2022 MALBEK.IO ALL RIGHTS RESERVED

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done FasterTHE PLAY: DON’T WAIT! INTEGRATE!When you integrate your CLM solution with your CustomerRelationship Management (CRM) platform, like Salesforce orHubSpot, Sales teams are empowered to manage contractsdirectly in the applications where they spend the most time.You can effortlessly initiate contracts from existing opportunitiesalready present in your CRM . You can use pre-approvedtemplates and share the draft with prospects without havingto go back to Legal each time. Because, believe it or not,sometimes improving collaboration means collaborating less!By accelerating the contract drafting process, Sales teams canstrike while the iron is hot. You will no longer have to wait daysor weeks for the Legal team to review the initial contract draftwith the worry of a prospect losing interest, and Legal teamscan have more time to focus on larger business initiatives.Everyone wins.8 2022 MALBEK.IO ALL RIGHTS RESERVED

3PLAY #2: TRACK THE PASS

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done FasterTHE PROBLEM: CONTRACTS ARE GETTINGLOST IN THE APPROVAL SHUFFLEHere’s another Sales scenario:The contract has been drafted and you’re wellon your way to another closed deal.But there’s one thing left to do – get the rightapprovals from the right people in the rightorder.Sending the contract to Legal can feel like a shot in the dark.Where did the contract land? Who has it? Where is it goingnext?10 2022 MALBEK.IO ALL RIGHTS RESERVED

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done FasterTHE PLAY: TRACK THE PASSThink of it this way. We’ve all come to expect a certain level ofspeed and visibility in our daily lives, and contract managementis no exception.When you order something online, you don’t care that it’s goingto take a week to arrive. But you definitely want to know yourorder was received, that it’s being shipped, and that it’s outfor delivery. Communication puts us all at ease, even whenwe trust the outcome.Once you’ve integrated your CLM and your CRM, the Salesteam can manage and track all contract activity directly withinthe CRM without having to learn a new system. This will makeyour daily life much easier and improve overall CLM adoption.As an added bonus, this functionality will reduce the workloadon your Legal team. Sales teams will no longer have to reachout to Legal every time they need a contract status update.Instead, you can readily access the information yourself andrest assured that your contract is in good hands.11 2022 MALBEK.IO ALL RIGHTS RESERVED

4PLAY #3: ALL IN FAVOR

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done FasterTHE PROBLEM: NO ONE LIKES DRAWNOUT NEGOTIATIONSRemember what we said about time being a deal killer?Well, you know how Sales teams feel aboutdrawn-out negotiation cycles. And it’s not justSales that is itching to get through negotiations.Legal needs to know that all of the terms arefavorable to ensure that the organizationdoesn’t take on any risk.Meanwhile, the counterparty might get impatient, which couldput the deal at risk.13 2022 MALBEK.IO ALL RIGHTS RESERVED

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done FasterTHE PLAY: ALL IN FAVORA modern CLM solution is built to unite the enterprise andmake it easy to collaborate without friction. With the rightCLM, Sales teams have access to a variety of self-service tools,such as pre-approved clause alternates to help in the midst ofthe negotiation process. This means that they could providefallback language that Legal has already blessed, keeping thedeal moving.Clause libraries aren’t only a huge time saver for Sales, butthey play an important role in maintaining compliance for Legalteams as well. Now there’s no need to worry about unfavorableterms floating around because all of the organization’s preferredpositions are in one centralized location.And once the contract details are finalized, Sales can easily sendthe contract to the counterparty for e-Signature independentof Legal. Mission accomplished!?14 2022 MALBEK.IO ALL RIGHTS RESERVED

5UNITE THE ENTERPRISEWITH A MODERN CLMNo doubt many of these issues have weighed yoursales efforts down. And you know there has to bea more efficient way to get the deal done faster.After all, your sales force is the lifeblood of yourcompany. And the more contract managementis slowed, the longer it is before revenue can berealized.

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done FasterMalbek feels your pain. We’re so certain of our outstandingCLM solution that we use it to manage our own contracts. We“drink our own wine” as we like to say! Through a simple andintuitive interface, Malbek Contrax has solved the contractingconundrum faced by so many sales teams.Legal – wants visibilityinto the contracts that are in process and already approved;is regularly blamed as the contract bottleneck; needs tounderstand overall risk carried by terms in existing contracts;must ensure all needed approvals have been secured; needsto determine whether terms are favorable or notWHY MALBEK?Malbek provides a modern, cloud-based contract managementsolution with a user experience that delights. Now Sales, Legal,Finance, and Procurement teams can all achieve contractingefficiencies.Here’s a quick overview of how Malbek supports Sales teams: Clearly see where a deal is in every stage of its process Easily collaborate with Legal & know which attorney is onthe contract Ensure the right people approve the deal in a timely fashion Know which terms and clauses are getting you into trouble Get the deal done faster or, as we like to say, “Speed theGreen! ”16 2022 MALBEK.IO ALL RIGHTS RESERVED

WHAT’S THE DEAL?: The Definitive Playbook for Getting Deals Done FasterSEE IT FOR YOURSELFMalbek is today’s most modern, cutting-edge CLM solutionwith a proprietary AI core that empowers the enterprise to domore with less. By supporting the growing contracting demandsof your entire organization, including Legal, Sales, Finance,Procurement, and other critical business units, Malbek’s CLMsolution delights every user. Malbek provides end-to-endcontract lifecycle management with out-of-the-box integrationto popular business applications, like Salesforce, Workday,Slack, Office 365, and others, allowing your contract data toflow seamlessly while dramatically reducing cycle times. That’scontracts reimagined!To learn more, visit www.malbek.io17 2022 MALBEK.IO ALL RIGHTS RESERVED

2022 Malbek. All rights reserved.www.malbek.io info@malbek.io

right Contract Lifecycle Management (CLM) solution, you can manage standard deal agreements without needing to involve Legal. Pre-approved contract templates ensure the . Once you've integrated your CLM and your CRM, the Sales team can manage and track all contract activity directly within the CRM without having to learn a new system. This .