How Did You Create the Processes?

I worked for IBM for seven years. I've been through every professional sales methodology. We kind of created these templates and then had a back office handle a lot of that stuff on their behalf. In addition to having some uniformity, you can pull out three different contracts, three statements of work and they wouldn't look anything alike. So it was combination of removing myself from the sales process, front end process, and then putting some uniformity around kind of the back end fulfillment execution piece of it.