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In the last post in his series on Salesforce CPQ Suite and Conga solutions, Conga’s head of product management, Doug Rybacki, looks at solutions to streamline the later stages of the customer lifecycle.
Step #1: Contract negotiation
Our newest product, which debuted at Dreamforce ’16, is Conga Redlining. Redlining has been the most commonly requested new feature from our Customers. They want to have an easy way to speed the contract negotiation process by managing the back and forth directly, from within Salesforce. Now you can send a contract for negotiation, automatically upload and version new documents, and compare changes, all without leaving the Salesforce platform. No more need to email multiple versions or rely on whoever has whatever version of the Word doc. You can easily send attachments for negotiation with your prospect or counterparty from Salesforce.
Step #2: Close it in the cloud with eSignature
From there our sales reps send the contract for signature via DocuSign, which has an integration that works seamlessly with Salesforce and Conga. DocuSign streamlines the signing process, so that selling hours are no longer wasted preparing and sending documents for signature. By sending the document via DocuSign for Conga, and having it automatically returned there once it’s signed, we’re able to manage versions and keep the signed contract available for quick reference.
One of the things our reps like best, when they send for signature with DocuSign, is that in Salesforce they can see when their signer views the document and when it is signed, which makes them want to be in Salesforce ALL THE TIME.
Step #3: Invoicing & Billing
Using Salesforce Billing, the Conga team is able to better manage invoicing, collections, and revenue recognition for our subscriptions and services business. We use Conga Composer and Conductor to generate and send invoices from Salesforce Billing. Salesforce Billing facilitates an array of term management capabilities on our subscriptions and trials, as well as any new freemium offer coming soon. One of the biggest benefits we’ve seen is improving our renewal processes.
Salesforce CPQ & Billing is a cornerstone of our streamlined, automated sales process. From a sales ops perspective, using Salesforce CPQ–along with Conga solutions and DocuSign—helps automate the entire process and let us readily track renewal versus upsell revenue. The automation provides quality controls, reducing the manual work and occasional surprise errors that go along with it.
Doug Rybacki leads product strategy, product management, and product education for Conga’s products and services. He has more than 25 years of experience in building businesses, products, and teams. Prior to Conga, Doug led teams at Medversant Technologies, DocuSign, LexisNexis, and the Texas Office of Court Administration. In addition to Product Management, he has experience in leading product development, business development, and accounting functions. Doug has an MBA from the University of Washington and a BBA from The University of Texas.