Revision as of 07:18, 9 December 2019

Clause and Deviation Insights Reports 

When reviewing agreements, negotiators are more likely to depend on their domain knowledge and expertise. This knowledge is not transferrable as it is solely based on their experience. As a result of this, when new negotiators come in to review similar agreements, the agreements may not be negotiated optimally because of the lack of historical data or expertise, often causing delay in approvals.
Availability of essential insights and trends such as cycle times, deviations and other metrics help predict the outcome of the negotiation, like the clauses that are likely to be approved quickly and the ones that may require more negotiation, thus helping to close contracts sooner.
Now, in ICM, negotiators will be able to leverage historical data and contextual insights on the cycle time required to close agreements for faster and smarter negotiations. This will help them make timely, informed decisions. 

Clause Insights

The following clause insights are available within ICM.

To view them: 

1. Click Agreement Management. The Agreement Management page opens.

2. Click the View Record icon. The agreement Details page opens.

3. Click the Agreement Clauses tab.

4. Click the   icon next to the clause you want to view the insights for. The Clause Insights report opens.

Here is a brief description of the Clause Insights report:

• The Clause Usage Overview section gives an overview of the clause present in agreements along with the agreement cycle time. In the above example, the clause is present in 82 agreements out of a total of 280 agreements with Executed+ status, which means that the clause is used in 29% of the agreements. In addition, the inclusion of this clause has increased the agreement cycle time by 1%.
• The report contains 5 cards: In Contract Type, Party Name, Organization Unit, Contract Value and In Region. If the value for a card is not present, it will not show up in the report. For example, when creating the agreement, if the user does not enter the value for region, the In region card will not be visible in the report. 

Each card is further categorized into 2 sections - Used in agreements and Agreement cycle time. Here is a brief description of the sections:

• Used in agreements: This specifies the number of agreements where the clause is present with respect to a card type along with the percentage. For example, in the screenshot below: 
  • In the card In Contract Type, out of a total of 208 Executed+ agreements, the clause is present in 77 agreements with the Contract Type SaaS Agreement, which means that the clause is used in 37% of the agreements.
  • In the card Party Name, out of a total of 64 Executed+ agreements, the clause is present in 41 agreements with the Party Name Icertis, which means that the clause is used in 64% of the agreements.
  • In the card Organization Unit, out of a total of 201 Executed+ agreements, the clause is present in 73 agreements with the Organization Unit Configuration Org, which means that the clause is present in 36% of the agreements.
  • In the card Contract Value Range, out of a total of 111 Executed+ agreements, the clause is present in 60 agreements where the contract value is <1M (€), which means that the clause is present in 54% of the agreements.
  • In the card In Region, out of a total of 80 Executed+ agreements, the clause is present in 20 agreements with the region EMEA, which means that the clause is present in 9% of the agreements.
• Agreement cycle time: The values in the agreement cycle time can be higher by, did not change or lower by.
  • Higher by: If the presence of a clause increases the agreement cycle time, it is displayed in percentage. This is indicated by the   icon.
  • Did not change: This value is displayed if the presence of a clause does not affect the agreement cycle time.
  • Lower by: If the presence of a clause lowers the agreement cycle time, it is displayed in percentage. This is indicated by the      icon.

Deviation Insights

The following deviation insights are available within ICM. To view them:

1. Click Agreement Management. The Agreement Management page opens.

2. Click the View Record icon. The agreement Details page opens.

3. Click the Deviations tab.

4. Click the   icon next to the deviated clause you want to view the insights for. The Deviation Insights report opens.

The Deviation Insights report is similar to the Clause Insights report, with an additional section Alternate clause used in and the Know More link. 

• Alternate clause used in: For example, in the above screenshot, if Clause_547 has an alternate clause that is present in 100 agreements out of a total of 280 Executed+ agreements, the data will show as Alternate clause used in 35% (100 of total 280).
• Know More: Click the Know More link to view the agreements where the clause is present, the deviated text, the deviation approvers and the approval or rejection note. This section also provides a link to the agreements.

• If a clause present in the current agreement version has been deviated, click the  icon to view the Deviation Insights.
• If the clause has not been deviated, click the     icon to view the Clause Insights.