1. #AccelerateQTC
Ranjit Prithviraj & Gautam Mehra
05/05/2017
Contract Automation & Compliance Digitization:
A Financial Services Company’s Journey into 21st Century

2. Managing Director – IT, Fitch Group
Ranjit Prithviraj

3. Senior Manager – Quote to Cash Practice
Gautam Mehra

4. “We are a leading provider of credit ratings, commentary and research. We
offer global perspectives shaped by strong local market experience and credit
market expertise. The additional context, perspective and insights we provide
has helped investors fund a century of growth and make important credit
judgments with confidence”

5. 4 Key Business Challenges Faced By Our Company
5
Regulations Paper Based Manual Global
Industry heavily
regulated and
audited by SEC
and ESMA
100% of Fee
Quotes and
Contracts paper
based
Internal Approvals
and Reporting
completely
manual
Global & Regional
variances for
contract
generation

6. Challenges on Technical Side
6
Customer
Opportunity
Fee Quotes Contracts
Fee
Capture
Work
Capture 1
Work
Capture 2
Contract Data
Billing & Revenue
Reporting
MSFT based Processes; No Intelligence
Manual Data Entry into Multiple Systems
Regulatory & Internal Reporting “Fire Drill”

7. Partnered with ACCENTURE to Implement APTTUS CLM
7
Implemented Fee Quoting within Salesforce for all
BUs
Implemented Full Apttus CLM Solution (incl. X-
Author) globally
Training and Enablement for Power Users and End
Users
Defined Integrations Roadmap for App Rationalization
and Streamlining

8. The New World
8
Customer
Opportunity
Fee Quotes Contracts
Fee
Capture
Work
Capture 1
Work
Capture 2
Contract Data
Billing & Revenue
Reporting
Streamlined End User Experience – Oppty to Contract
Digitized Meta-Data For Reporting & Audit
Ease of Integration Roadmap Execution
Phase – 1 : COMPLETE
Phase - 2

9. Benefits To Fitch…..
Breaks Silos
Connected Process
Checks Upfront
System Driven
Visibility Throughout
Proactive vs Reactive
Increases ROI
Leverage Existing
Systematic Approvals
Notification Heaven
Data Integrity
Digitization Top Down

10. Key Business Impact
10
100%
Discount & Legal
Approvals
100%
Compliance
Reporting
0%
Paper

11. Our Journey to Max ROI
Intelligence
Integration
Authoring and Negotiation
Reporting and Analysis
Repository
Machine-driven insight to raise
performance against key metrics
Connection to Quote-to-Cash, ERP, and
other systems
Efficient drafting, approval, and
execution abilities
Understanding risks,
obligations, key dates, and
other contents
All contracts accessible
to those who need
them
INCREASINGROI

12. 1. Scope Alignment: Ensure all stakeholders and users are aligned on scope
from the very beginning and there is strong scope control process.
2. Change Management: Plan for Change Management from the get-go to
mitigate deployment and adoption challenges.
3. Executive Sponsorship: Make sure that there is strong executive level
sponsorship and alignment at steerco level for scope, budgets,
implementation, etc.
4. Take Your Time: A CLM implementation is 70% business-change and 30%
technology-change. Make sure you streamline your business FIRST before
deploying tools.
We Learned Valuable Lessons You Can Leverage