Can you tell us about Icertis and what the company does? As an organisation, every single dollar you spend, bring in or commit to revenue is governed by a contract. Typically, what happens is you spend a lot of time negotiating these contracts, then these contracts are signed, sealed and sat in a SharePoint drive. Quite often they’ re not looked at again until three years’ time, when they’ re due to be renewed. Research from Deloitte and WCC shows that, for most organisations, 5-9 % of their revenue is unrealised because they’ re not actually executing and delivering the intent they negotiated in their contract. That’ s what Icertis does: contract intelligence that allows organisations to start to realise the true value that is unlocked and hidden in these contracts.

Can you explain Icertis’ relationship with SAP? We’ ve been a partner of SAP and recently became a SolEx partner, which means we are a solution extension to SAP. SAP now sells SAP Ariba Contract Intelligence powered by Icertis. SAP clients are able to procure our capabilities through their SAP relationship. The other benefit it has for an organisation is because we’ re a solution extension, whenever they’ re going through updates or upgrades, it’ s all pre-tested and is going to work.

How prominent is AI in what Icertis does? There’ s a colossal amount of hype around AI and agentic AI, where you’ re getting towards the point that agents will be making decisions on behalf of your organisation. You’ re almost passing that decision-making process to some agents. One of the things we’ re consciously aware of is hallucinations within agents, so you have to be very careful to ensure your AI has guardrails around that decision-making process. This is where we see a very interesting area: part of those guardrails should actually be around your commercial relationships with your suppliers and your customers, which is contained within contracts. Another aspect of what we’ re able to bring is a digital twin of your commercial relationships, which is an underlying prerequisite for this new agent model.

To what extent is AI freeing up teams to focus on more value-add activities? That’ s the intent. We use that expression of taking the robot out of the human and putting it into AI and some of the agentic capabilities. It’ s doing that boring, laborious work. So absolutely – it’ s much more value-added, focused work.

82 December 2025