"Having all my contracts in Contractbook gives me a feeling of control. I get a great overview of all my documents, my work is structured and I always know exactly what's next. Contractbook is more than just a cloud. I'm always reminded about important deadlines, I can delegate tasks easily and I can even set up automation workflows to make my contracts actionable. It's incredibly smart!" Adir Ben-Yehuda, VP of Sales.
As the sales tech company Walnut grew rapidly, their manual sales agreement workflow became a pain. Here's how Contractbook automated their sales contract workflow, so their AEs would stop wasting time on manual paperwork and could focus on closing more deals.
Rapid growth and manual tasks
Walnut has been one of the hottest new startups in the sales tech community in the past few years.
After growing 700% in four months, Walnut recently snapped up an impressive Series B investment to increase the headcount and develop their popular sales software that enables sales teams to create customized product demos in no time.
In Contractbook, we often say that processes involving tasks of low complexity and high velocity are ripe for automation. With Walnut’s rapid growth, that was exactly what their sales process had become when they got in contact with Contractbook, ripe for automation.
Before using Contractbook, Walnut had a relatively standard manual sales contract setup. When a deal had reached the right stage in their funnel, the AE would go to Google Docs to find the right template, copy/paste the data from the CRM, send it for signature via email and then upload the final contract to the platform they used to work with. After the contract was signed, the AE had to alert finance, operations, and customer success teams about the new deal.
This human involvement would often result in minor mistakes, like the contract containing the wrong billing address or deal value. Furthermore, the process was full of tedious manual tasks that interrupted the AE’s in their work. It prevented them from just focusing on closing deals.
As Walnut’s VP of Sales, Adir Ben-Yehuda, told us: “As we started to grow and the deal velocity grew, I started seeing all these issues and mistakes, so those are the main pain points we tried to tackle early on.”
“Looking at the velocity of deals, it was going to be impossible to scale without something like Contractbook,” Ben-Yehuda says before adding: “I wanted our operations people to hate me less.”
Adir Ben-Yehuda had two wishes when planning how to improve Walnut’s sales workflow: “The first thing was to remove the red tape so that the approval process will be seamless. The second was to see what we could do to with activation once the contract is signed.”
Based on this, we designed the following streamlined sales workflow for Walnut:
In just a few seconds, their AE’s can auto-generate a flawless sales agreement based on a template in Contractbook and data points available in HubSpot. Once a deal reaches the “Sent Contract” stage, the prospect automatically receives an auto-filled contract via Contractbook. Through HubSpot, Walnut’s AEs can apply different discounts or benefits that will automatically show in the contract. That way, there is absolutely no data entry or manual copy/pasting involved in the contract creation.
Once the contract is signed on the platform, it’s flagged in Walnut’s billing system, and they receive notifications on their customer success platform. In other words, every stakeholder is notified about new deals automatically.
Walnut has removed all the friction points they intended with their automated sales flow.
"We saved a lot of time, and it helped us close more deals. You keep it going. You keep the momentum," says Adir Ben-Yehuda.
From creation to activation, the entire process is totally seamless, and all the red tape has been removed from the process. "Now, there is no reason to be scared of contracts. When you send a contract to the prospect, you should be happy about it," Adir Ben-Yehuda tells us.
Furthermore, Walnut has removed human errors from their contracts. They don't have to worry about pricing mistakes, misspellings and the wrong data points ending up in the wrong contracts.
Another, more surprising benefit from Contractbook became apparent when Walnut raised their Series B and had to go through a comprehensive due diligence process. Having everything in one organized database enabled them to find everything easily through searches and queries.
"Having all my contracts in Contractbook gives me a feeling of control. I get a great overview of all my documents, my work is structured, and I always know exactly what's next. Contractbook is more than just a cloud. I'm always reminded about important deadlines, I can delegate tasks easily, and I can even set up automation workflows to make my contracts actionable. It's incredibly smart!" Adir Ben-Yehuda concludes.
Automated sales contracts
To close more deals and reduce red tape in their sales process, Walnut has a tailored Contractbook sales workflow. That enables them to integrate Contractbook and HubSpot and create data-enabled automation. They can auto-generate sales agreements based on customer data in HubSpot and move the deal stage automatically based on the contract stage.
They’re also utilizing Contractbook’s tailored operations workflow for activation. Once a contract is signed, their finance and operations team receives a notification and all the correct data automatically.
In that way, Walnut turned a manual contract management process into an automated workflow.