Win-Win A Testimonial from the Tampa Bay Rays - IntelAgree
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Win-Win A Testimonial from the Tampa Bay Rays
Tampa Bay Rays Testimonial
You might think of a Vice President
or General Counsel as someone
who only works with C-level
executives or has an assistant
handle all their admin.
But John Higgins, Senior Vice
President of Administration and
General Counsel for the Tampa Bay
Rays and Tampa Bay Rowdies, is
not the “ivory tower” type.
As the Rays’ very first employee decades ago, you could almost say
John built the system that makes Tropicana Field tick. And because
John is a thoughtful, careful manager and businessperson (and, of
course, an attorney and a CPA!), that system is airtight. Nothing
goes out the door without John seeing it.
Every contract, every vendor agreement—they all cross John’s desk
before they leave the building. Thanks to John’s system, there’s
peace of mind that nobody ever agrees to anything that hasn’t been
blessed by the legal department. (By the way, John is the entire
legal department.).
2Tampa Bay Rays Testimonial
You can imagine what this looks like in the
day-to-day.
The positives? John Higgins is a well-known entity at Tropicana Field.
He interfaces with every department in the organization on a regular
basis. He’s heavily involved in the deals that the Corporate Partnerships
department sells, he works with ticketing to make sure suite agreements
are always buttoned up, and he even goes back and forth with baseball
operations on some of the more sensitive and confidential agreements.
The challenges? John is only one guy, and that’s a lot of agreements—and
a lot of time. Not to mention a lot of historical knowledge—it would take
years for anyone else to catch up.
When John first heard about IntelAgree, he considered the organization’s
current processes and how the platform could benefit the various
departments at the Rays and the Rowdies.
His first thought was electronic signatures.
At that time, the Rays had started using electronic signatures for some of
their agreements. It saved John some time—he wasn’t having to print and
sign and scan and re-send—but it still wasn’t the most efficient process.
Especially for the agreements he’d get from the ticketing department, for
example. John would receive an email with 10 – 15 suite agreements at
a time and would still have to make time to sign each one electronically.
And after that? They just got flipped back into the normal process.
There was no repository or additional workflow gain. That use case—
being able to use IntelAgree for electronic signatures and have a bit more
reporting and storage to go with it—was the hook for John.
3Because he saw the value of IntelAgree so quickly, John has wasted no time building out additional systems in the platform for an even bigger impact.
Tampa Bay Rays Testimonial
But the more he learned about IntelAgree, the more
potential he saw.
“I felt the place IntelAgree could help us most was in Corporate
Partnerships,” said John. “This is where we sell sponsorships. In
ticketing, for example, every agreement is usually the same. In
Corporate Partnerships, each one is unique and different, and so each
one requires a significant
“John’s experience amount of oversight.”
and wisdom are
John’s experience and
wisdom are evident when
evident when he
he tells the story of how he
decided on IntelAgree. “I
tells the story of
spend a lot of time reviewing
sponsorship agreements,”
how he decided
he said. “And that doesn’t
bother me. But if I can
on IntelAgree.”
streamline the process? All
the better.”
The first step to implement
IntelAgree in the Corporate Partnerships department was to perfect
the Contract Creation Wizard template. John was meticulous about
cataloguing the inventory that could be sold by the Corporate Partnerships
team. He identified every option—from radio to tickets and beyond—
that might be included in these agreements, and then worked with the
IntelAgree team to add them to the Wizard. He even created a glossary
of sorts, so that part of the final contract is a set of terms that identified
how each term is defined.
5Tampa Bay Rays Testimonial
Now, the process is much simpler for the salesperson
and much faster and more streamlined for John.
The salesperson can choose the appropriate “menu items” they pitched
to their prospect from the list inside the Contract Creation Wizard and
send to John directly from IntelAgree once they complete the Wizard.
“The way I see it,” said John, “is that there are two major benefits to using
IntelAgree this way. The first one is that my job is to make everybody’s
life easier. If they can spend more time selling and less time preparing
documents for review or negotiating terms, that’s a win-win.” And the
second one? Standardization. “That level of consistency among such a
large group of people, that standardization of language, has been a huge
benefit,” said John.
Beyond that, John has also seen the value in
IntelAgree’s contract repository.
All of the Rays’ and Rowdies’ current agreements have been uploaded
to the system, which means more visibility for the entire organization.
John feels like IntelAgree has provided the entire organization
with a stronger set of checks and balances, and he looks forward to
implementing the platform on other teams now that Corporate
Partnerships has seen such success.
All in all, John says IntelAgree has exceeded his expectations. “I was
looking for something to make document signing easier,” he said.
“What I got was so much more than that.”
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