Customer Zero: achieving Harmony with Conga CPQ 

Conga, referred to as Customer Zero here, is the global leader in revenue lifecycle management, seamlessly connecting every business process in the revenue lifecycle from quote to renewal. Conga is pioneering a business-changing category called Revenue Lifecycle Management. This innovative approach propels operational excellence, enabling businesses to attain revenue growth goals while maximizing customer satisfaction and lifetime value.  

Conga empowers organizations by providing a unified end-to-end selling and buying experience across all channels by delivering an open, extensible platform that ties to existing and future systems, enabling businesses to move at the speed of change.  

Thoughts from Noel Goggin—CEO and Culture Leader: "As Customer Zero, we don't just embrace transformation; we embody it. We relentlessly push the boundaries of what's possible, never settling for mediocrity. We understand that true growth and success come from an unwavering commitment to continuous improvement. At Conga, we lead the charge, innovating, adapting, and refining our solutions to exceed the expectations of our customers. We believe that transformation is not a destination—it's an ongoing journey toward excellence. Together, as pioneers in Revenue Lifecycle Management, we shape the future of business and empower organizations to thrive in a world that demands constant evolution."

Conga‘s centralized repository effectively manages all aspects of product management, pricing, packages, and promotions logic in one unified system. This integration allows the business to maximize every sales opportunity with the most scalable CPQ solution on the market. In summary, Conga has witnessed the following outcomes throughout our propose and quote journey:

With a unified pricing engine, Conga has gained full control over global pricing across the entire organization. This centralized approach enables Conga to enforce ASC 606 discounting requirements and ensure fair value accounting through CPQ. As a result, sales reps are empowered to easily and confidently create consistent, fair, and accurate quotes, eliminating much reliance on the deal desk, and enabling them to serve customers faster and deliver an enhanced selling experience.  

Automated approval processes streamline actions for additional discounting, ensuring alignment with ASC 606. The system efficiently detects and alerts approvals for line items exceeding standard discounting, speeding up quote generation. The enhanced approvals automation provides sales teams unprecedented transparency and trackability, while effectively preventing unauthorized discounting and safeguarding the company’s revenue.  

Conga’s CPQ software has had a significant impact on the business as the sales team embraced it as their ultimate sales companion. With seamless configuration options and dynamic pricing capabilities, the implementation of Conga CPQ transformed the sales team’s workflow into a clear and simple path within Salesforce. By clicking on the Opportunity record, sales can instantly access the pricing catalog, select products and quantities, and generate quotes to be easily sent for signature via Conga Sign.  

While Conga has successfully implemented the CPQ solution in our divisions focused on small and mid-sized businesses, adoption challenges have been encountered by the teams servicing our larger enterprise customers, that require more complex quotes. To address this, Conga has employed configuration rules to automate bundling and enable sales to determine if bundled items can be removed or discounted. Conga utilizes the same resources available to their customers—Conga Learning Center, their training division, and Conga Community, a central repository for all customer resources—to support internal users in optimizing their workflows.

After implementing Harmony, it was determined that to continue fully capitalizing on the solution’s potential, a herculean effort was required to reduce and simplify Conga’s extensive range of SKUs from 1200 down to a core set of 14. Simplifying the businesses’ SKUs will continue to enable the CPQ solution to work more efficiently, allowing the business to scale faster and handle increased complexity more effectively.  

Another exciting functionality on the verge of being launched is guided selling. This feature within Conga CPQ guides sellers through a series of structured steps to ensure more accurate quote configurations. Sales reps no longer need to memorize complex pricing details or manually add individual service items to quotes. Guided selling allows them to simply follow the pre-built steps, while the cart configures the proper line items based on the seller’s input. This will streamline the process and eliminate the risk of errors or omissions, further enhancing the quote generation process.  

These successes are propelling Conga’s progress and delivering a user-friendly interface for both the business and for Conga’s customers. With the launch of Conga’s industry-changing Revenue Lifecycle Cloud, the CPQ calculation engine is being migrated to the Cloud, resulting in a remarkable enhancement in the performance of our CPQ solution. As a result, when sales reps configure quotes and reprice the cart, the pricing process that previously took several minutes will now be completed within seconds. This will provide a significantly improved, engaging, and enjoyable experience, further encouraging widespread adoption across the entire sales team.

To learn more about Conga CPQ and Conga Revenue Lifecycle Cloud, request a demo and learn what this kind of transformation can do for your business.

**A push for CPQ enablement  
To optimize the effectiveness of Conga CPQ and encourage adoption among end users, including our own teams, proper enablement is crucial! The Conga Learning Center serves as the primary hub for continuous training and improvement, product updates, and supportive resources. The Conga Customer Community is another resource that offers CPQ user groups, webinar programs, and virtual user group meetings to advance learnings. Instructor-Led Training provides expert support for hands-on learning of the technical details of the product. These tailored programs are designed to help customers (and Conganeers) maximize the solution’s numerous benefits and drive organizational impact. Learn more here.