Getting the Most from a Demo
December 19, 2007
I ranted and raved a bit in my last post about demos, and subsequently realized that I really should have included more about how to control the impact of a demo itself. So here are some suggestions: 1—Try to control demo content by specifying to... Read more...
Control CLM Acquisition Risks with an RFP-Driven Contract
December 14, 2007
Here’s an inflammatory statement for you: I believe that software demos should be considered as entertainment and sales engineers viewed as actors in TV commercials. Or, to put it another way for all you folks out there of my vintage who remember... Read more...
Pain Points are Defined by Customers, Not Solution Feature Sets
December 5, 2007
While on the subject of what vendors have been doing wrong (see last blog post) here’s another of my pet peeves. Why don’t CLM vendors view customer pain points in the same way customers view them? There’s a real Tower of Babel (or maybe just babble)... Read more...
An “Aha” Experience: The CLM Industry Needs an Adoption Model
November 30, 2007
At a recent customer meeting it became apparent to me that although the CLM industry as a whole is proud of the broad functionality included in the software it produces, few companies who implement these solutions really care about much of that functionality.... Read more...
Tip: One Way to Help Prevent CLM Failure
October 16, 2007
A little while back (September 5) I wrote a blog entry about the importance of commitment to the success of a CLM solution. I hope I didn’t leave the impression that this is the only reason CLM deployments fail because, unfortunately, there are plenty... Read more...
What Does the Term “Best Practices” Really Mean?
October 10, 2007
Good contracts create and protect good relationships by relying on clear and unambiguous language. So why don’t companies relying on contract management solutions demand the same from the vendors and consultants they turn to for assistance? I’m referring... Read more...
Why Contract Management Implementations Sometimes Fail to Meet Expectations
September 6, 2007
There’s been a recent flurry of blog posts regarding the issue of failed software implementations (over on SpendMatters, Rearranging the Deck Chairs, and Software Safari), and I agree wholeheartedly with all the points addressed. But there is an additional... Read more...
Who’s Minding the Store?
August 29, 2007
Here’s another thought about why contract management solutions are not as pervasive as most CLM vendors and contract administrators would like: contracting is not viewed as a core competency. Instead, responsibilities for contracting are generally departmental—or... Read more...
Overcoming CLM Inertia
August 22, 2007
I was reading over the comments to a recent ContractMinds post (July 23, “If Contracts are Pervasive..”) and it occurred to me that part of the problem with slow adoption rates of contract management as a standard corporate application is vendor... Read more...
A Chicken and Egg Scenario
August 16, 2007
I know I’m dating myself, but I remember the 80s. Not the good old 80s, just the 80s–the decade when supply chain and ERP software were in their infancy and software engineers were throwing out concepts that have since become as accepted as universal... Read more...
