Bonterms enabled Aviatrix to design legal guardrails once, then safely let the business self-serve on routine agreements.
OF DEALS CLOSE WITH ZERO LEGAL TIME
A few minutes on the rest.
"The solution is simple enough that people can just figure it out. You can send it to someone who doesn’t even know what Bonterms is; they read it, they’re comfortable with it, and it just works."
Scott Trainor
Chief Legal Officer
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.
10 BUsiness
1 lawyer
1 lawyer
10:1 business-to-lawyer ratio on Bonterms
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 AI redlining bonanza is really just a new way to do an old thing. You end up with more redlining, not less.”
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.
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.
"The solution is simple enough that people can just figure it out. You can send it to someone who doesn’t even know what Bonterms is; they read it, they’re comfortable with it, and it just works."
Scott Trainor
Chief Legal Officer
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.
“For sales, speed matters. Faster agreements translate directly into revenue, and Bonterms helped us get there without adding friction.”
— Scott Trainor, Chief Legal Officer, Aviatrix
That responsiveness made it possible to keep using the same process over time, even as their deals became more complex. Instead of rethinking how they handle contracts with each new requirement, they’ve been able to extend what’s already working - turning Bonterms into a long-term part of how they operate.
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.
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