Case Studies

Food distributor case study

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Food Distributor Uses Icertis Experience for Salesforce to Gain Control of Sales Contracts C O M PA N Y P R O F I L E Leading North American food distribution company with complex sell-side contracts that wanted to better monitor rebate and incentive programs. B U S I N E S S C H A L L E N G E A major food distributor in North America was looking for a contract lifecycle management solution that would allow it to gain better control and visibility into its sales contracts. Due to the nature of the food distribution industry, these contracts are extremely complicated and include distribution agreements, sales agreements, incentive/billback agreements, and supply agreements. For the revenue management team to understand how the various incentive and billback agreements affected the company's profit model, sales would have to input all its terms into spreadsheets, and revenue management would then have to reconcile those spreadsheets with data from other departments like procurement. Meanwhile, manual contracting processes were taxing the resources of the legal department. It was also difficult for the department to track what changes were being made to contracts during sales negotiations, lengthening the redlining process and raising the possibility of maverick contracts. O B J E C T I V E An enterprise-wide contract management platform that integrates with Salesforce. H I G H L I G H T S • Self-serviced contracts from Salesforce • Deep visibility for revenue office • Streamlined review process for legal Icertis' enterprise-wide system allows the distributor's sales teams to self-service contracts from the CRM while giving legal and finance deep visibility into terms and conditions.

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