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The Challenge

Cisco needed to remove the legal department bottleneck and enable their business to drive growth without delays.

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The Solution

Through complaint self-service contract creation, Cisco empowered its account manager to work directly with distributors.


The Company

Cisco Systems, Inc. is an American multinational corporation headquartered in San Jose, California, that designs, manufactures, and sells networking equipment.

The Case for Contract Creation

In an effort to reduce its use of outside counsel, Cisco Systems created its Big Bets Program to automate how the company identifies channel partners for its distributors.

By using ContractExpress DealBuilder to draft each Memorandum of Understanding and Marketing Development Agreement, Cisco has empowered its account managers to work directly with distributors on negotiating the two primary documents that govern these key corporate relationships without any costly delay.

With ContractExpress

With the need for legal review now rare, an account manager simply answers a series of “gating” questions that determine which distributors can participate in the specific program in which they are interested. Similar to trap doors, each response determines whether a legal analysis must replace the automated process. ContractExpress’ intuitive self-service contract creation process allows an account manager to enroll a new distributing partner in under an hour. This permits sales teams to target and pursue their distributors without the need for scarce legal resources.

ContractExpress’ intuitive self-service contract creation process allows an account manager to enroll a new distributing partner in under an hour.

Steve Harmon

Vice President and Deputy General, Cisco