Case Study: North American aviation company achieves automated, ITAR‑compliant contract management and reduced authoring time with Icertis Contract Management (ICM)

Aviation Leader Transforms Manual Contracting Process into Fully-Automated, Streamlined Solution

A North American aviation company that provides informational products, services and software to aviation professionals sought to streamline a complex sell‑side contracting process to cut costs and ensure regulatory compliance. Its manual system—hundreds of sales reps, inconsistent templates and ad‑hoc approval workflows managed via email—created scattered versions, slow cycle times and exposure to risk, with strict ITAR requirements adding urgency.

The company deployed the Icertis Contract Management (ICM) platform to re‑engineer initiation and approvals, embedding hundreds of conditional clauses into standardized templates, enabling a self‑service model and integrating contract requests into Salesforce. The result: templates reduced from 250 to 56, contract types from 44 to 7, authoring time cut from 40 to 25 days, automated handling of rebates/discounts/commissions, ensured ITAR compliance, fewer errors, faster approvals and more time to serve customers across 19 departments globally.