accesso® Technology Group optimizes price quotes with Conga Composer

accesso technology redefines the guest experience for visitors around the globe with solutions for virtual queuing, ticketing, point-of-sale, distribution, and experience management. Serving over 1,000 venues across 29 countries, the company’s patented and award-winning solutions drive increased revenue for attraction operators, improve the guest experience, and help clients streamline operations while harnessing the power of data to guide business decisions.

Challenge
Leisure, entertainment, and cultural businesses worldwide are gradually making a comeback after the coronavirus disease 2019 (COVID-19) pandemic all but closed their doors. Leading the pack, accesso helps businesses engage and build loyalty with customers, enrich guest experiences, and identify new revenue opportunities through virtual queuing, ticketing, eCommerce, and customer engagement technologies.

The company serves a wide variety of industries including theme parks, performing arts centers, ski resorts, and more. accesso continually adds to the value of its product offerings through technology development and strategic acquisitions, plus increasingly specialized solution combinations with an expanding matrix of volume-based pricing options.

The quantity and complexity of their operations caused difficulties for accesso during their quote proposal process. Quotes for clients were sometimes generated with products, pricing, or terms that conflicted with contract data in Salesforce. Correcting discrepancies or modifying quotes to add or subtract products often required team members to make time-consuming manual changes. The look and feel of quote proposals also diverged from the appearance of requests for proposal (RFP) responses, leading to additional challenges for the accesso proposal team as they worked to maintain brand and marketing standards.

accesso had implemented Conga Composer alongside Salesforce in 2012 so front-line sales directors could track deals from prospecting to close using the customer relationship management (CRM) system and easily generate documents. But it wasn’t until Roth and accesso Salesforce Administrator Audrey Child attended Conga Connect that they realized how much untapped potential Conga could offer the team. “We saw endless possibilities for how we could improve our process,” recalls Child.

accesso needed a way to generate high-quality RFP responses quickly—with standardization that would conserve accuracy and brand consistency across clients, yet still allow specialization for their diverse client base.

Solution
accesso takes pride in the presentation and production value of its sales and marketing content, so establishing a brand-standard for the look and feel of quote proposals took priority. Modernizing proposal development with Conga Composer facilitates consistent access to the latest brand-approved interactive content and pricing information in customized, multi-solution proposals. Automation and standardization minimized the time, effort, and business risk associated with old workflows, while also accelerating sales cycles and improving operational transparency.

Conga Composer allowed accesso to take a manual and admin-heavy task for sales directors and simplify it with the touch of a button. With a single click, sales directors can create an on-brand and accurate quote, which allows them to dedicate their time to selling and engaging with clients.

This focus on standardization and automation in their proposal processes gives accesso sales directors more time to build and maintain client relationships. And because Conga Composer is now more tightly integrated with Salesforce, accesso leadership saves time, too. Activity logging in Salesforce helps sales directors, their managers, and executive stakeholders track proposal progress and assure version control.

“Our sales team wants to focus on things like defining customer needs and demonstrating how Accesso solutions deliver value,” explained Roth. “Creating a price quote is simply a means to those ends. Conga Composer frees our sales directors to spend more time engaging prospects and less time fussing with documents.”

accesso streamlined quote proposal development with Conga Composer features including Rowburner, which automatically corrects content based on business rules, such as removing invalid pricing options. The company also strengthened Conga Composer integrations with Salesforce, Microsoft, Adobe, and RFPIO. With the help of Conga Professional Services, accesso developed specialized workflows—such as automating multi-solution proposals in editable templates with relevant supporting content for unique markets.

Following its successes building proposals with Conga Composer, accesso expanded their Conga portfolio by adding Conga Contracts for Salesforce. This new offering will optimize their contract automation with additional features such as redlining and clause library and will enable the accesso sales teams to build and manage contracts using Salesforce data as a single source of truth.

Conga’s customer focused knowledge resources have also played a key role in accesso’s success with their Conga products. Early on, the team engaged in several of the on-demand courses and resources available in the Conga Learning Center. This broad offering of resources helped them understand Conga Composer’s key features and best practices. Additionally, after a trip to Conga Connect – Conga’s annual user conference – the team was inspired to further enhance their Conga Composer set-up and met with Conga’s Professional Services team. They learned how the team’s offerings and deep expertise could advance accesso’s continual optimization of its solutions. accesso then worked with the Conga Professional Services team to expediate new builds for specialized workflows and automation that fit their unique needs. “Conga does knowledge transfer right,” Child said. “The services team was so willing to train us on new capabilities that it was clear Conga cares and wants to see customers evolve.”

Business Outcomes

• Professional and consistent branding across documents
• Standardized and automated quote proposal generation
• Eliminated manual tasks and associated delays through automation
• Improved integrations across systems that support sales proposal development
• Cut quote proposal revision turnaround time by one week
• Minimized sales directors’ workloads so they can enhance their focus on customer engagement
• Increased operational transparency with visible tracking of proposal statuses