Case Study: Equinix cuts contract cycle time from 14 days to 90 minutes with Conga CLM
Key results
The challenge
Equinix's manual contracting processes were not integrated into the sales process, producing inconsistent contracts across the company. Email-based approvals, no connection between contracts and the sales process, and separate, time-consuming margin analysis created long, messy sales cycles that did not support global efforts. Customers and reps were also unable to track redlines and revisions.
The solution
Equinix standardized its global contract management on Conga CLM with Conga X-Author, letting staff work in familiar Microsoft Office documents while all data entry is centrally preserved and controlled by the CRM. Real-time dashboards deliver visibility into every stage of the contract lifecycle, such as how many contracts are created and how many are in review.
“By using Conga X-Author, our staff can quickly respond to customer requests whilst using familiar Microsoft Office documents. All data entry is centrally preserved and controlled by our CRM, enabling our internal teams as well as our customers to readily access accurate information.”
BLBrian LillieCIO, Equinix
The results, in context
Equinix reduced contract lifecycle time from 14 days to 90 minutes and now conducts 70% of its business from standardized templates. Effective use of Conga templates reduced the risk of human error by 70% during the contracting process, while eliminating duplicate data entry and creating a smoother, lower-risk contract process.