Sensata and Salesforce: Why Agreement Modernization Has to Come Before AI
AI may dominate business conversations today, but the key lesson from Docusign Momentum on Tour in Boston was clear: The highest ROI comes from fixing agreement friction before deploying AI.
The hidden drag of disconnected agreements
Most enterprises have modernized their CRM and ERP platforms, yet the agreements supporting those systems remain trapped in siloes. As Brandon Stauber, Director of Partner Innovation Engineering at Salesforce, highlighted, disconnected agreements introduce unnecessary risk and slow deal speed.
At Sensata Technologies, Associate General Counsel Harry Hall inherited agreements scattered across filing cabinets, shared drives, and inboxes, making it difficult for legal to track version histories, locate contracts, or verify customer obligations.
At Kindsight, Director of IT Kris O’Brien watched sales, HR, and IT teams constantly jump between disconnected applications, manually copy-pasting data into templates, and routing approvals by hand.
Connecting agreements to core business systems
Centralizing contract management transforms stagnant files into an active system of action, freeing up teams to focus on high-value work.
NDAs in under a minute
Sensata centralized high-volume agreements into a single workspace. Sales reps can now get standard NDAs executed in under 60 seconds, allowing legal to focus on complex deal structures.
One week faster from quote to signature
Kindsight embedded Docusign Intelligent Agreement Management (IAM) directly inside Salesforce. Sales reps can generate accurate contracts and trigger automated approval paths without ever leaving their CRM, shaving up to a full week off their deal cycles.
Why AI demands a standardized data foundation
AI delivers its greatest business impact when built on connected, structured agreement processes.
"Time kills a deal. When companies can eliminate manual friction and speed up timelines, they can get more done."
Brandon StauberDirector of Partner Innovation Engineering, Salesforce
During a recent acquisition audit, Kindsight used Docusign Iris and Agreement Manager to automatically analyze thousands of contracts, uncovering a critical three-year data retention commitment without the delays or cost of manual legal review.
Sensata is taking a similar approach, deploying AI extraction to surface contract renewals, rebates, and custom terms into manageable daily tasks.
"You might get a message in Agreement Desk that says, ‘Hey, you have a renewal coming up; what do you want to do?’ It’s creating very bite-sized decisions that are much easier to handle."
Harry HallAssociate General Counsel, Sensata Technologies
The implementation playbook: Start small to scale fast
Leverage existing footprints
O’Brien recommends embedding AI and automation directly into the dashboards employees already use daily, such as Salesforce.
Target low-risk, high-reward wins
Hall advises starting small rather than rolling out changes enterprise-wide. Sensata began with legal workflows, using early quick wins to build cross-functional trust before expanding to other departments.
What's next for agentic AI in agreement workflows?
Both organizations plan to expand their use of AI and intelligent agreement management into additional business processes. As agentic AI evolves, the focus isn’t just on how AI agents work together but also on how they work alongside people to achieve better business outcomes.
Experience Docusign Momentum on Tour
Becoming AI-ready doesn't mean starting with AI. It means modernizing your agreements, connecting your systems, and building trusted data. Join legal, IT, and revenue leaders at an upcoming tour stop to see live platform demos, peer case studies, and agentic AI workflows in action.
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