Commercial Transactions Transformation and the Law Department's Contribution to Revenue Generation

Level: Advanced
Runtime: 56 minutes
Recorded Date: January 30, 2019
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  • Key Stakeholders
  • Key Elements
  • DXC FastTrack Initiative
  • Obligations Management: Protecting Revenue
Runtime: 1 hour
Recorded: January 30, 2019


The legal department’s (“Legal”) role in enabling, creating, and protecting revenue is changing. Previously, Legal would only be relied upon to review a contract. But, what happens when Legal is involved in ensuring that the Company manages and delivers to the terms of the contract to direct revenue creation or avoid revenue leakage? In this session, we take an in-depth look at the contracts process, including how Legal’s contribution can improve speed to revenue, margins, revenue maximization, and cost savings via comprehensive obligations management, including technologies to enable this.

This program was recorded as part of ALM's Legalweek Conference on January 30th, 2019.

Provided By



Paul Lanzone

Vice President - Asia Legal
DXC Technology

Paul Lanzone leads the Asia legal team as well as Transactions, Governance and Technology at DXC Technology. Prior to this, he was VP, Associate General Counsel for HP Enterprise Services in Asia Pacific & Japan.

Paul joined EDS, an HP company, in the UK in 2009 as a senior lawyer specializing in large outsourcing deals. He led the large deal team working on complex ITO deals and matters across Europe, Middle East & Africa. EDS was renamed HP Enterprise Services and subsequently Paul moved to Australia to take on the role of Managing Counsel for Australia & New Zealand.

These roles built on his experience as Executive Director, Global Head of Legal Projects and Information Technology for UBS Investment Bank in London where he was responsible for the timely and efficient delivery of all legal projects for the bank.

Having practiced information technology law for over 19 years, both in-house and within private practice, Paul has held senior legal positions at Baker & McKenzie, Pinsent Masons and Virgin Mobile Australia. He has dealt with a range of large customer and supplier IT agreements and related advice.

Paul has taught law at several universities including LLM in IT. He holds a B.A/LLB, and a B.Com and is currently studying for his own LLM in IT.

Shawn Burton

General Counsel - Business & General Aviation and Integrated Systems
GE Aviation

Shawn Burton is the General Counsel at GE Aviation. With support from a team of legal experts within GE Aviation, Shawn is responsible for managing all of the legal activity within the P&L. This includes commercial and military contracting, litigation, employment, intellectual property, and a variety of regulatory matters. He is also responsible for leading a team of three lawyers and 55 contracts professionals.

Dan Hendy

Chief Strategy Officer

Dan Hendy oversees global account management and operations for UnitedLex’s enterprise legal services platform. With nearly 20 years’experience in the legal and technology space, Dan helps law firms and corporations anticipate and navigate the demands of this rapidly shifting business landscape. His unique ability to tailor technology-driven strategic solutions provides corporate law department and law firm clients a competitive advantage in their respective industries and geographies.

An award-winning attorney, Dan joined UnitedLex from GE, where he flexed his wide-ranging strategy and solutions management expertise in a broad array of leadership roles, serving first as counsel for the company’s Commercial Engines Operation, then as general counsel and Integration leader for two other GE aviation divisions. Most recently, Dan served as chief operating officer (COO) and associate general counsel for GE’s Global Law & Policy Division, where he managed the multinational corporation’s global suite of law firms, launched its first managed service model, and developed the digital transformation strategy for the law department.

Complementing UnitedLex’s approach to innovative and thoughtful client service, Dan provides invaluable insights into the technology needs of mature corporate law departments, multinational law firms, and new entrants to the legal space. While COO at GE, Dan’s team received the Financial Times’ Most Innovative Law Department of the Year award.

Dan earned his B.A. from Miami University of Ohio and his J.D. from Ohio State University’s Moritz College of Law.

Gabriel Buigas

Senior Vice President

Gabriel brings a unique perspective on maximizing the effectiveness and efficiencies of in-house legal departments and in understanding how outside counsel can provide greater value to their corporate clients.

Gabriel joins UnitedLex from Hewlett-Packard Company (“HP”) where he spent almost 19 years and was most recently the SVP & Deputy General Counsel for the PC and Printing business group. Gabriel also served as head of strategy for the legal function at HP from 2009 to 2014 where he worked on a number of transformative initiatives inside the HP legal department. Gabriel focuses on ensuring that UnitedLex is delivering “dial changing” solutions to both legal department and law firm clients. Prior to joining HP, Gabriel worked in the corporate department of Greenberg Traurig, an AmLaw top 10 firm with more than 1,800 lawyers.

Gabriel earned a J.D. from Harvard Law School and a B.B.A. in International Marketing and Finance from the University of Miami.

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