I recently asked an Ariba Contract Management customer why/how his organization was so successful in their contract automation efforts. His reasoning was quite clear - although he is officially in procurement, when it came to requirements gathering, training, and rollout, they started with legal. While this approach might seem obvious to some, many organizations still "push" their contracting initiatives from the functional areas of procurement and sales to legal resulting in resistance and friction.
For those who have been through a project deployment, what do you think? What has worked for you and what has not when it comes to organizational involvement and buy-in?