ContractFlow Stakeholder Overview

ContractFlow is implementing Ava, the AI Teammate for sales, integrated with Salesforce to automate sales operations, centralize knowledge management, and drive AI-powered selling. Currently in pilot/implementation phase since late 2024, with strong executive sponsorship and expanding adoption across Sales Engineering, Account Executives, and Customer Success.

The deal features 18 of 24 stakeholders actively engaged, with strong champion alignment and clear ROI demonstrated in the pilot phase. Primary blockers are operational (security/access) rather than strategic, indicating high likelihood of expansion once technical constraints are resolved.

• Economic Buyer: Rachel Thompson (GVP) – Executive sponsor and strong champion with 8 interactions. Primary authority for budget and strategic decisions.
• Technical Buyer: Marcus Kim – Leads security, integration, and technical evaluation with 6 interactions. Critical for resolving security approval delays and VPN/permission constraints.
• Champion: Daniel Rodriguez (Sr Manager) – Decision maker and strong internal mobilizer with 10 interactions. Actively driving pilot expansion.
• Champion: Jordan Hayes (Lead Product Manager) – 12 interactions, driving product/security alignment and advocating for broader adoption.
• Coaches: Carlos Martinez & Priya Sharma – Solution architects providing technical and process coaching to support implementation success.

Quantified Business Outcomes:

• 50% reduction in manual documentation and data entry effort
• 1 FTE saved per RFP cycle – reducing hours of manual work
• 1-week baseline retraining target for rapid team enablement
• Executive-level visibility into sales activity and cost reporting

Strategic Priorities:

• Centralize sales knowledge and automate documentation workflows
• Validate ROI before full-scale investment
• Scale AI-driven selling across all revenue teams
• Streamline RFP responses and after-call follow-up
• Integrate with existing tech stack (Google Drive, Salesforce, Gong, Slack)

Additional Considerations:

• 6 stakeholders need engagement (including legal, VP-level decision makers)
• 3 stakeholders at risk due to access/adoption constraints
• High per-user licensing costs may limit scalability
• Google Drive integration gaps creating manual work
• Legal/procurement ambiguity on evaluation status needs resolution

Deal Health: 🟡 Yellow – Strong champions and proven value, but security/access delays and engagement gaps with legal/procurement could impact timeline. Focus on unblocking operational constraints while maintaining executive momentum.

ContractFlow has strong executive sponsorship and champion alignment, with clear ROI being demonstrated in pilot phase. The 50% documentation reduction and FTE savings provide compelling business case for full deployment. Primary blockers are operational (security/access) rather than strategic—indicating high likelihood of expansion once technical constraints are resolved.

Champion Strength: Strong | Consensus Level: Medium | Active Engagement: 18 of 24 stakeholders