5 benefits of integrating your contract management process with Salesforce CRM

Danny Moody, Salesforce and CLM Consultant, 4C 

Most companies have some form of Customer Relationship Management (CRM) system in place, varying vastly in complexity, quality and performance to help manage, maintain and improve the experience they are delivering to their customers. Many companies trust Salesforce to be their solution of choice when it comes to this, the world's number one CRM. 

When it comes to managing customer agreements though, many companies still have a long way to go, with a lot of organisations still relying on heavily manual, disconnected processes. 

By automating this process, with the help of the DocuSign Agreement Cloud and integrating this with your Salesforce CRM, organisations are able to reduce human error, maximise efficiencies and reduce costs. 

So let’s jump into the benefits of integrating your contract management process with Salesforce CRM in more detail. 

Improved employee experience

It’s never been easier to download DocuSign Agreement Cloud products such as CLM (contract lifecycle management) for Salesforce, Gen for Salesforce, Negotiate for Salesforce and DocuSign eSignature via the Salesforce AppExchange. Once downloaded, these products can be effortlessly integrated with Salesforce with minimal setup required.

The DocuSign Agreement Cloud products such as DocuSign CLM and DocuSign eSignature can be downloaded and integrated effortlessly with Salesforce via the Salesforce AppExchange and with minimal set up required. Users with a license to any DocuSign Agreement Cloud products can use these solutions directly within their company's CRM platform, providing a seamless user experience.. The functionality of both platforms can be enhanced through integration—for example, the Docusign Agreement Cloud folder structures associated with an account or opportunity can be made available on the account record giving a 360 view of all interactions and documents associated to the customer.

Salesforce allows businesses to empower users with Docusign functionality through the buttons of a record within the CRM. Lets say a Sales Manager wants to initiate the generation of an Non-Disclosure Agreement or Master Service Agreement between an account and your organisation with all relevant data being automatically populated from the record, they can do this with a single click. Anything that makes a task easier and faster to do is a benefit to everyone involved.

Reduction in end-to-end process time

Using The DocuSign Agreement Cloud to generate documents directly from Salesforce records can massively reduce the amount of time taken to complete this task. The system can pre-populate data or content based on criteria, reducing a lot of manual effort, saving time and reducing the margin for errors. 

DocuSign automation processes are called workflows. Workflows can be used to send a document to a relevant internal or external party for approval, redlining or signature. Having a document automatically flow through a business process, being sent to one relevant approver to the next reduces bottle necks and admin backlogs. The system can also generate reminders for delayed actions, speeding up the process of having to send out manual reminders. The ability to automatically apply metadata to documents gives useful insight to users through reports. Users can check progress of particular documents and identify trends or process pain points.

Improved customer experience

Time is valuable to all of us. As the recipient of a document, it makes our lives a lot easier to receive a document with all the relevant information pre-populated and accurately inputted. Secondly, when interacting with a business that has complete visibility and understanding of  me as a customer it makes for a more positive user experience and instills confidence in the business relationship. Combining CRM and the DocuSign Agreement Cloud gives companies this visibility. The single, 360 view of account and all associated documents.

Ability to write data back to Salesforce

Simple workflows allow you to update Salesforce data as you see fit, whether you are updating the stage of an Opportunity based on a document being approved or marking a checkbox on an Account as true to demonstrate that an active Master Service Agreement now exists between the two companies. More complex workflows utilising Docusign eSignature capabilities can capture raw data and push it through to populate fields, such as updating marketing preferences and details on the contact of an individual when they sign the contract.

Standardised business processes

Using the DocuSign Agreement Cloud to generate documents helps to ensure that standardised agreed documents are being used and sent out across the business, reducing the risk of using outdated locally stored versions. Combine structured DocuSign workflows with powerful Salesforce features such as validations, approvals or sales processes and you have a great method of standardising business processes.

You may have heard the saying, “Garbage in, Garbage out”. The traditional mentality that flawed data delivers a flawed or inadequate output. A direct integration with your CRM pulls data accurately through into the document you are trying to generate, reducing human error and all associated knock on effects and costs, such as time to correct or re-work a contract. However, when using your Salesforce data as the ‘source of truth’, it is important to ensure accurate data is held within your Salesforce instance as if this data is incorrect, then it is likely that your contract will be too. Upon document generation, if data being pulled through from your Salesforce platform needs to be amended then this should be done at source in order to improve the accuracy of your companies data.

In conclusion, enabling your users with two tools from a single interface following a standardised process, can reduce the amount of time it takes to complete lengthy but important business processes and contracts, whilst making this the best experience it can be for all involved. Following best practice to deliver sound configuration of the Salesforce and the DocuSign platforms can help achieve this.

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