Selecting a contract lifecycle management (CLM) platform is not as simple as choosing the program with the flashiest features. Despite the vast buffet of benefits CLM software can offer to different departments, company representatives often walk into sales meetings not quite knowing what they need out of their CLM vendor to benefit the entire company. CLM vendors, on the other hand, are providing robust presentations on their programs' capabilities without truly diving into their prospects' needs and pain points. These approaches, unfortunately, can backfire for both enterprises and CLM vendors.