September 26, 2018
As I sat in the Salesforce CPQ & Billing Keynote at Dreamforce today, I was taken back to one year ago when I was running Product Marketing for the Salesforce Quote-to-Cash team. Last year’s keynote was an incredible experience, seeing so many Salesforce customers (more than 1000 in the room!) lean into learning how they could improve their Sales and Renewal teams by simplifying the pricing and ordering process. Today is no less impressive. Though I’ve moved on, now running Product Marketing for Conga, I still feel the same energy and passion in the room. The keynote kicked off with a hilarious take on the argument between sales and finance. Actors portrayed the age-old feud in a soap opera-style performance, becoming frustrated with each other over the lack of process in CPQ. The keynote used this introduction to then lead into the main point of the hour: showcasing the success that comes from building a strong CPQ strategy within every organization. Salesforce highlighted Hitachi Vantara as a use case for CPQ. Hitachi showed how leveraging configuration and complex quoting created success for them. It was during this demonstration that revealed, for me, the most exciting announcement of the week. My new company, Conga, was highlighted by Salesforce CPQ. Today we announced two new Conga offerings, sold and delivered directly by Salesforce. This is a really rare moment that almost never happens at Salesforce, and I should know—I worked for them for almost six years. Salesforce is offering Quote and Invoice document generation—a new, custom product provided by Conga! Salesforce traditionally only sells their own products, so this partnership is a huge step forward for both Conga and Salesforce! But in my not-so-humble opinion, these new product offerings are most exciting for Salesforce customers. For the first time, customers truly have the power to customize quote and proposal documents exactly how they want them. The existing functionality in Salesforce CPQ offers a basic document generation function, but it doesn’t allow for rich branding, hundreds or thousands of quote lines, or the ability to pull data from multiple systems (not just Salesforce). The strategic partnership with Salesforce and Conga continues to grow. We are aligned on not only the technology, but also our goals to make our customers more successful, and provide the best digital document transformation solutions available in the market today. Tonight I plan to toast a successful partnership, and look forward to many more keynotes! Will leads the product marketing organization. He joins Conga from Salesforce, where he most recently led go-to-market efforts for Salesforce CPQ and Billing products. Spendlove’s expertise in creating an engaging customer experience and driving high-growth products will support Conga’s commitment to deliver the world’s #1 intelligent document platform. Read more about Will in his leadership bio.