Standard modular contracts for outsourcing, hardware, software, and cloud services provide a
starting point for the conversation, and HPE’s stance is clearly laid out in the legal principles in
the Fast Track brochure and “How It Works” guide.
The HPE legal department brought the business along, including sales, finance, solutioning,
governance, and senior management, even convincing them to revise their marketing
materials. It wasn’t a tough sell, says Lanzone, within HPE’s process-improvement–oriented
culture. “The business liked it—it became a competitive advantage,” he says. For
customers, the key was to convince them early that “their outside counsel’s draft was not as fair
first as ours,” Lanzone says. The department subsequently implemented a worldwide training
program to teach other HPE lawyers how to market the tool.
When the HPE technology group found out about Fast Track, they offered to help the legal
department build an online delivery mechanism that would facilitate the high volume of
low-value contracts. For the past year, 28 people have been working to evaluate the build-out
of a global site after a successful proof-of-concept site within Australia; if built, it will offer
customers the opportunity to create modular contracts in a shopping-cart format.
Results have been impressive:
• Better contracts and partnerships with lower contract risk;
• Shorter negotiating times, up to 55 percent faster (130 days reduced to 61 days);
• Reduced contracting costs;
• Easier pull-through of other HPE solutions; and,
• A reputation for innovation with customers.
1. Meet with HPE Legal
2. Decide on a contract form
3. Legal Principles Workshop
4. Quick wins
5. Close the big legal issues
6. Agree the balance of the
7. Resolve any
HPE Legal will meet you face-to-face to discuss expectations and
the nature and scope of the services.
You will decide to proceed with either a Standard Contract,
your own contract or a contract created by your legal advisors.
We will perform a gap analysis of the contract against the Legal
Principles and discuss the findings.
We will meet F2F to agree as many items as possible from the
Legal Principles workshop using our Principles worksheet
Any outstanding items from the Legal Principles Workshop will
be escalated to senior management so they can be closed.
We will perform a clause by clause review of the balance of the
contract, front to back.
We will take a macro view of the contract and take sensible
steps to reach an agreement.