BONTERMS AGREEMENT DEPLOYMENT
Professional
Services
10:1 business-to-lawyer ratio on Bonterms
10 BUsiness
1 lawyer
Deals completed on Bonterms Platform
100+
Legal time spent on 80% of deals.
A few minutes per deal on the rest.
0:00
Scott Trainor
Chief Legal Officer, Aviatrix
The Challenge
With sales, procurement, and legal teams split across the US and Europe, Aviatrix operates with the global complexity that comes with securing cloud-native workloads for Fortune 500 organizations. When looking for a contracting process to match the agility of their technical innovation, they turned to Bonterms.
As the company scaled, its lean legal team faced a mounting volume of "low-risk, high-repetition" agreements: NDAs and Professional Services Agreements (PSAs). This created a constant loop of downloading, redlining, and emailing versions back and forth. Even with the emergence of AI tools, the core bottleneck remained the dead time spent waiting for a counterparty to reply to a thread.
Searching for a Better Option
Fuel to the Fire? Aviatrix initially considered automation and AI-assisted tools designed to speed up the review process. However, they found that these tools fueled the least efficient parts of the current workflow without questioning their necessity.
The Redlining Bonanza: As Arne Bleeker, Vice President of Legal at Aviatrix, observes:
The Bonterms Difference: Bonterms appealed because it married neutral, industry-standard frameworks with a two-sided workflow, attacking the problem from both ends. The platform drives consensus by starting parties on a Standard Agreement and using collaborative features to bypass the traditional exchange.
Why Bonterms: A “Push-Button” Solution
Aviatrix selected Bonterms because it solves the core friction of business contracting without requiring a redesign of internal operations:
Seamless Integration: Leveraging existing Docusign and Salesforce infrastructure, business teams can trigger a Bonterms agreement with a single click.
Standardized Customization: Both parties agree to a neutral Standard Agreement which is customized to the deal via Cover Page, utilizing Standard Playbooks (or Aviatrix’s own Internal Playbook) and Auto-Accept fallbacks.
Real-Time Analytics: Business and Legal teams track activity directly, from envelope opens to final signature.
Self-Serve Workflow: Procurement, Sales, and HR self-serve routine agreements, while Legal stays in control with predefined guardrails.
Arne Bleeker
Vice President of Legal, Aviatrix
Implementation & Impact
Aviatrix began with NDAs to validate the approach. The impact was immediate: most counterparties agreed quickly, often with zero redlines, completing agreements within minutes. Following this success, Aviatrix expanded the platform to PSAs and DPAs, turning Bonterms into a reliable engine for multiple workflows.
By standardizing these routine agreements, the team realized clear operational benefits:
Fewer Negotiation Rounds
The majority of contracts close in a single pass.
Faster Turnaround
Agreements that previously took days now often complete in minutes or hours.
Greater Leverage
Legal spends far less time on repeatable contracts and more time on complex, strategic matters.
Directing a Smart Flow
Bonterms diverts the constant stream of routine contracts away from the legal inbox without compromising quality. Because every deal starts on the same Standard Agreement, the legal team rests assured that the foundation is sound. The bulk of the work happens automatically through Auto-Accept Alternatives, while any custom changes are funneled back to a human for a quick review. It provides the best of both worlds: a self-serve flow for the business that only requires legal attention when a specific term truly requires judgment.
Looking Ahead
As Aviatrix continues to grow, the legal team plans to expand this standardized flow across additional agreement types. The goal is to continue scaling legal operations without having to re-negotiate the same basic points on every new contract.
About Aviatrix
Aviatrix delivers a Cloud Native Security Fabric that provides end-to-end visibility, segmentation, and workload-to-workload protection across public cloud environments. Built for enterprises operating at scale, Aviatrix enables organizations to secure applications and data consistently across AWS, Azure, and Google Cloud - without sacrificing agility or performance.
Trusted by hundreds of enterprise customers worldwide, Aviatrix helps security and platform teams enforce zero-trust principles, simplify cloud security operations, and meet strict regulatory and compliance requirements across global environments.
Sales and Procurement will think they got a gift.
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