Customer Case

Implementing an efficient contract model in a fast-growing start-up
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Context

Schot : contexte contractuel d'un cas client

This innovative company, active in data intelligence, was facing significant challenges in supporting its rapid growth. Over just a few years, the start-up needed to scale from 25 to 150 employees, while increasing its revenue from $2 million to $25 million. With a client base composed of major players in the consumer goods (CPG) sector, the company had to overhaul its contract practices to meet its clients’ complex demands while developing a SaaS offering.

Schot : contexte contractuel dans un cas client
Schot : objectif contractuel dans un cas client

Objectives

Schot : objectif dans la gestion de contrats commerciaux

The main objective was to establish an effective contract framework capable of addressing the company’s growing needs, while improving time-to-money and minimizing contract risks, particularly in a multinational-dominated environment.

Solution

Schot : approche dans la gestion de contrats commerciaux

Schot llc proposed an advanced contract model based on World Commerce & Contracting principles, aimed at simplifying and accelerating contract negotiations. This framework included the introduction of general business conditions adapted to the sector, the creation of flexible and collaborative master services agreement template, and a light training program for the sales team. At the same time, we helped the company prepare for the transition to a SaaS offering by incorporating specific contract models for this type of service.

Schot : approche contractuelle dans un cas client
Schot : conclusion contractuelle dans un cas client

Results

Schot : résultats dans la gestion de contrats commerciaux
  • Reduced negotiation cycle from 6 months to 2 months with 60 companies in the CPG sector.
  • Secured revenues through contracts tailored to both traditional projects and the company’s SaaS offering.
  • Significant time savings for the sales team, reducing negotiation efforts by approximately 80%, allowing them to focus on acquiring new clients.
  • Improved the company’s reputation with clients and investors, thanks to a clear, balanced contract framework widely accepted in the CPG sector.

Conclusion

Schot : conclusion dans la gestion de contrats commerciaux

By implementing this advanced contract model, the company not only secured its revenue but also positioned its contracts as strategic levers to support growth. Schot lllc demonstrated that integrating proactive and strategic contract management is a key factor for success for rapidly growing businesses.

Schot : conclusion contractuelle dans un cas client