Revenue Operations (RevOps) is all about efficiency. It exists to remove friction, streamline processes, and help businesses grow revenue faster. But one of the biggest bottlenecks in the sales cycle has nothing to do with lead generation, pricing, or product fit. It comes down to contracts.
A deal can move smoothly through every stage of the pipeline, but when it reaches the contract phase, things often slow to a crawl. Legal teams get involved, redlines start flying, and what seemed like a done deal suddenly becomes a weeks-long negotiation. For RevOps leaders, this unpredictability is a major challenge. It makes forecasting difficult, delays revenue recognition, and frustrates both sales teams and customers.
The problem is not just the time it takes to finalize a contract—it’s the uncertainty surrounding the process. Some deals close in days, while others stall for weeks with no clear reason why. Without a way to control and streamline contracts, RevOps teams are left trying to optimize an inefficient system.
Too often, revenue operations contracts are treated as an afterthought rather than a lever for growth, leaving RevOps leaders with friction they can’t control.
In many companies, contracts are treated as a necessary evil rather than a strategic part of the sales process. They often follow a predictable pattern:
The problem isn’t just slow negotiations—it’s the lack of transparency and trust in the agreement itself. Buyers’ legal teams don’t know if a contract is fair, so they default to caution. That caution leads to more redlining, more contract bottlenecks, and more frustration for everyone involved.
RevOps teams trying to optimize deal flow often focus on CRM automation, data analysis, and pipeline visibility. But if contract friction isn’t addressed, even the best sales process will run into sales cycle delays.
For RevOps, contracts are the single biggest blind spot in pipeline health. A contract that slips can cascade across the business:
Even small deal cycle time delays ripple into missed quotas, lower win rates, and unpredictable revenue.
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Contract certification solves this bottleneck by introducing independent, market-validated benchmarks for fairness. Instead of every contract being treated as a potential risk, certification proves upfront that an agreement has been benchmarked against thousands of real-world contracts.
For RevOps, this unlocks measurable improvements:
Paired with Predict™, RevOps leaders gain clause-level signals that forecast which deals might slip—before they actually do.
Want faster, fairer contracts? Request a demo today.
One of the biggest challenges for RevOps is aligning departments around contracts:
Certification bridges those priorities.
Instead of contracts being a source of conflict, certification turns them into a point of alignment.
Customers don’t want weeks of negotiations. A complicated contract process creates hesitation, frustration, and in some cases, deal abandonment.
Certified contracts improve the buyer experience:
The result: stronger partnerships and smoother onboarding.
Optimizing deal flow requires more than better CRM dashboards—it requires eliminating the roadblocks that slow deals down. Contracts have traditionally been one of the biggest friction points, but they don’t have to be.
By integrating certification into the sales process, RevOps leaders can:
Contracts become a competitive advantage—not a liability.
By addressing contract bottlenecks with certification, RevOps ensures deals move faster and more predictably through the pipeline.
Unpredictable contracts disrupt revenue projections. Certification creates contract predictability, improving forecasting accuracy.
Using certified contracts reduces legal skepticism and redlines, leading to faster approvals and shorter cycle times.