Contract Intelligence: Salesforce & Legacy Legal System Integration
Industry
Medical Devices
Services used
CLM Consulting & Implementation
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Client Overview
The client manages a high volume of customer agreements. Its field sales teams use Salesforce to manage customer relationships and opportunities, while a cloud-based Contract Lifecycle Management (CLM) platform is used to manage the contracting process.
The business wanted to transform contracting into a more controlled, data-driven process that would help Sales execute agreements efficiently while maintaining commercial and margin compliance.
Business Challenge
Field sales teams needed the flexibility to negotiate customer-specific commercial terms, including pricing, volume commitments, incentives, and deal structures.
Managing these agreements manually made it difficult to consistently apply commercial policies and ensure that negotiated terms aligned with approved business rules.
The client needed to:
Enable Sales to initiate contracts directly from Salesforce.
Bring the required Account, Opportunity, Contact, deal, pricing, and incentive information into CLM for contract creation.
Provide access to approved contract templates and commercial terms.
Validate negotiated terms against business rules.
Reduce dependency on manual Legal and Finance reviews.
Send executed contract information to downstream business systems.
Improve visibility into customer agreements and commercial commitments.
Objectives
Connect Salesforce with the CLM platform.
Enable field Sales to initiate contracts from their existing CRM workflow.
Automatically populate contract requests using Salesforce data.
Standardize approved contract templates and commercial terms.
Improve commercial compliance and margin protection.
Automate validation of contract- and incentive-related information.
Send relevant executed contract information to downstream systems.
Reduce manual effort for Sales, Legal, and Finance teams.
PROEN’s Approach
PROEN/Carvewing implemented an integrated Salesforce-to-CLM contracting solution that connected the sales process with contract creation and commercial controls.
When a Sales user initiated a contract, relevant information from Salesforce—such as Account details, Opportunity details, Contact information, deal structure, pricing, and incentive-related information—was brought into CLM and used to prepopulate the contract request.
A key part of the solution was automated data validation. Data received through Excel and other business sources was processed and validated against multiple APIs and business rules before being used in the contracting process.
The solution also integrated the CLM platform with downstream business systems. Once an agreement was executed, relevant contract information, such as contract status, agreement reference, execution date, effective date, expiration date, and other required contract data, was sent to downstream systems for further business processing and reporting.
The solution introduced controls around pricing, incentives, customer information, and commercial terms, enabling Sales to move faster while ensuring agreements remained aligned with approved business policies.
Key Capabilities & Integrations
Salesforce Integration
Cloud-based CLM
Salesforce–CLM Data Integration
Downstream System Integration
API-based Integration
Excel Data Processing
Multi-API Data Validation
Commercial Rule Validation
Contract Template Management
Workflow Automation
Contract Data & Reporting
Business Impact
The solution helped the client:
Enable Sales to initiate contracts directly from Salesforce.
Reduce manual entry by automatically populating contract requests.
Improve the accuracy and consistency of contract information.
Increase adoption of approved contract templates and commercial terms.
Improve commercial compliance across customer agreements.
Automatically provide executed contract information to downstream systems.
Reduce manual validation and review effort.
Improve visibility into pricing, incentives, and commercial commitments.
Reduce the risk of inconsistent or non-compliant contract terms.
Outcome Summary
The implementation transformed contracting from a manual process into a connected and controlled commercial contracting experience.
Salesforce provided the business information required to create the contract, while the CLM platform managed the contracting process and automatically passed executed agreement information to downstream systems.
This integrated approach reduced duplicate data entry, improved data quality, and enabled field Sales to execute agreements more efficiently while maintaining commercial governance, margin protection, and compliance.
The solution turned contract data into a valuable business asset, supporting sales efficiency, stronger commercial controls, streamlined downstream processing, and better visibility across customer agreements.
