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[Music] hello everyone and welcome back to another salesource Ben LinkedIn live where this time we've teamed up with isv Legends Conga to talk about Revenue operations and automating quoting orders and renewal so I actually used to work at Congo many years ago so I've seen the impact firsthand that tools like this can have if you're speeding up the uh the kind of manual processes of sales people they can spend much more of their time actually selling so this is a super important concept for all Salesforce professionals to understand so I'm gonna bring Brad up to the stage and he is gonna take us through today's presentation how's it going Brad good Ben how are you doing yeah very well thank you I'm coming live from sfb offices at the moment but uh or Studios should I say but we're not it's not very set up so we've just got this kind of white wall at the moment but you're you're see see it soon excellent yeah we're here Inver nice very cool yeah coming coming live from London at the moment um so uh just a few housekeeping items for everyone so this is a webinar but if you have any questions at all feel free to drop them in the chat because we'll have a Q&A with Brad and his colleague Kelly at the end so um I think that is everything so Brad over to you best of luck and see you in in a bit thank you Ben um yeah today we really want to talk about Automation and how we can really automate certain steps throughout your Revenue life cycle but to really start this conversation to get things going um I really have a question for all of our guests and that is in your opinion what is your most valuable resource feel free to kind of put your your comments in the chat um but I really want to leave this question off and and tell you a story um because one of my favorite stories in terms of your most valuable resource is actually a story from Mark Cuban you might know Mark Cuban from Shark Tank or owning the Dallas Mavericks or his other entrepreneurial Ventures uh very successful businessman but he actually tells a story about when he made his first billion dollars now he had sold a few companies uh they had gone public he became a shareholder in these uh companies that he had exited from and essentially was sitting on a plane kind of on the very edge of entering the billion dollar Club so refreshing uh his phone checking stock prices and then all of a sudden basically his his Investments had helped him cross the threshold of a billion dollars he's sitting here on this airplane and he thought to himself I'm a billionaire now what is the thing that I want to invest in what do I do with my money now all of us you know might spend you know money on cars or clothes or houses or travel um the first investment he actually made was he bought his first private jet I know that's a very aspirational goal but the point of this story is he said private jet is something that when I spend my money I can save time I don't have to go through airports I don't need to go through security I don't need to go through all these steps that add a couple hours before a flight and a couple hours after a flight I can get directly on a plane I can go where I need to go and I can get my time back because my time throughout the rest of my life whether that's family whether that's professionally whatever it is is going to be my most valuable asset so you might have seen this in interviews and he still says it to this day of the things he chooses to spend money on are things that are going to save him time because that's something that has a finite amount and that essentially you're going to run out of eventually so whether personally or professionally how can you really maximize your time now we're talking here to a lot of Salesforce admins people in operations and I want to F really turn this back on you is how can we work on saving you and your team's time because essentially you are the backbone of really your whole orgs um you're going to make sure everything's running smoothly you're going to be maximizing really the potential of all the business needs across your organization so one area that you can really show value is automating a lot of these steps in the revenue life cycle because with automation you're going to be able to save time be able to streamline streamline operations and really improve collaboration across your team because we want you all to be the heroes here we want you to set up the steps and automation so things in your organization can get done faster not only are your lives made easier but your sales team maybe your marketing team other people in operations Finance customer success all those different organizations can all benefit from Automation and you see that really that that uh quote at the bottom of the slide of 62% of your salespeople's time is spent on responsibilities that don't produce Revenue which is a crazy amount to really think about and something that you know balls now in your court as that Salesforce admin is how can we automate a lot of these processes so more can get done throughout the day and my teams end up loving me now a little more on automation is that this this Market has been taking off it's really been taking off frankly since the beginning of the pandemic because now more than ever automation is booming you see that quote from McKenzie that about a third of activities uh could be automated in about 60% of uh occupations you see a quote from Salesforce about the importance of information or it leaders as well as operation leaders really prioritizing workflow automation how can things get done faster with really saving time and putting that time towards more Revenue generating activities even even forb said automation is the third most important things for businesses in 2023 so different quotes here you see that automation is this uh big Trend that is not stopping and as I said really the pandemic kicked this off because automation is really becoming that necessity we want to divide it into two parts one part is how do we improve that employee experience because you know Trends are no trends remote work has now become a function of our Workforce no longer can you go office to office um and be able to ask things verbally kind of stop by uh get something done remote work is now a a giant priority for businesses everywhere internationally we're having this call right now uh we have people all around the world um listening to this webinar and so how do we improve that employee experience another thing is actually digitizing paper because also in reality um we know the world's moving away from papal paper we know that saves time it saves space it eases that transfer of information it boosts security um so whether you're in that office with your team maybe you're your home office you're at a coffee bar right now on a laptop you know being able to automate tools like generating documents electronic signature process automation productivity tools all these sorts of things allow us to get business done more efficiently and effective third automation allows your company to be more productive we've talked about this and we've shown you some data on the last slides but even us here at Congo we we did a survey with our customers and showed that really workflow and approval automation decreases that time needed to approve a deal by 37% so imagine a third basically being cut off deal Cycles to you know win new business bring Revenue into the company and more and typically when working with within Salesforce customers are about 10 times more productive um when using any sort of automation software so Salesforce is this great environment we all love it but how can we be more productive that obviously is Automation and then finally we want to improve that customer experience so not only internally at companies of how do we make our employees and our our peers happier but more importantly even is how do we improve that experience for our customers well we want them to access information faster imagine the ability to get them proposals and quotes quicker imagine them to turn around contracts or turnaround revisions in proposals faster imagine the ability to automate invoices billing and more and be able to get what they need in their hands faster than ever possibly even in a self-service method where you're taking even you know your company out of the equation where they can get what they need as soon as possible it's branded well the information's accurate and they're allowed to get what they need and make a business decision another important thing is you know Channel Independence is that while we're working within Salesforce while us as employees are customers are accessing information everywhere they're going to websites they're going to your portals they're probably maybe experiencing things that you have on on experience cloud and more and we want the access of information to be Channel independent we want them to find information where they're most comfortable is that email is that via website is that you know automated is that via certain clicks and more once again the quicker we can get things no matter where they're accessing information the better and overall we want that connected experience because in the end we want to make sure that they're able to get information you're able to get that feedback loop as well so you know when people open things when they view things you know um when they send things back in one once again if we can shorten deal Cycles if we can shorten uh negotiation Cycles if we can understand when people can um pay us and essentially get the revenue we need these are all things that we want to in interconnect that employee that customer experience all inone and we think that can be done via automation so I talked about a lot we kind of kick things off with with the world of automation so you know really a question we have for all of us is what are we trying to automate it's really easy to say out loud let's just automate business operations and we know that that's really hard for businesses you you think to yourselves where do you start your processes are typically disconnected they're manual and more um it can be very very tricky so in reality you know we have these divided into you know proposing quote negotia execute you might think to yourself sales reps are probably spending too much time on Administration they have long deal Cycles higher customer acquisition costs legal teams they're loaded up with all these manual tasks that really create a lack of transparency higher business RIS risks operational costs so they're you know going into contracts they're redlining things they're sending things over uh what's the format they're being sent in when do how can people Redline them get them back those can lead really long deal Cycles order processing times and getting the invoice out the bill out maybe delivering on the obligation you promised in your deal or in your contract uh really lengthy times can lead to frustrate customers maybe inaccurate cash flow poor customer experience and more and then finally your renewals team they're forced to be reactive instead of proactive so that can lead to customer turn because they they don't really understand the problems they don't know what's being accessed they don't know what data and what information's even gotten to a customer over time time um and that can lead to churn misc cross sell Mis upsell opportunities and really decrease that customer lifetime value so we see a lot of different processes steps a lot of things that organizations don't know where to start and you know what we try to do and what I like to show you all is really four steps of this Revenue life cycle so you see this this wheel here with different spokes you'll see on the outer band uh we divide that into propose and quote negotiate and execute manage and fulfill and renew and expand and if you think that how can I be able to automate the ability to create accurate and on brand proposals and quotes for my customers how when I talk to them I want to offer to them a product Andor service how do I get the right information as quickly as possible get it sent out to them in due time and be able to understand really the opportunity I have with said customer the ability to automate these sorts of things the ability to automate proposals and quotes as you've seen that top right can increase win rates by 25% and it decreases that quoting Time by 38% we talked about automation being being able to really give you and your teams more time back decreasing that quoting Time by 38% is huge and really gives you more time to generate more revenue for your teams in the bottom right you see negotiate and execute the ability to get more accurate contracts how can all those things from those quotes and proposals you just made in those branded documents that you sent out to a customer how does that all information get automatically pulled into a contract that then gets sent to a customer or a deal and it says you know here's the terms here's the timeline here's the price we agreed upon uh here's the services we're providing all the fine print and more all that being able to be automatically pulled from your proposal and quote within Salesforce into a contract once again giving you accurate contracts and cutting down on the time to negotiate because all the information is in there correctly once again you have cycle timelines you have negotiation timelines all put into place that can all be automated so you're getting the information to your prospects in due time if you move to the bottom left of that Revenue life cycle you're looking at managing and fulfilling really your obligations your customers have have signed their contract they've uh agreed to pay for your goods your services and more um and really it's now your job to collect revenue or your team's job to collect Revenue once again we have lots of data that was in your proposal we have even data that might have been changed into your contract maybe something was redlined maybe something was changed in negotiations prior to signing that how is that data then pulled from your contract and accurately put into a branded invoice that can be sent out to your customer maybe upon the signing of a contract maybe moving that deal to closed one or maybe perhaps if it's you know the automated on the first of every month sending out a invoice to all of your customers who are on monthly subscription plans and more and making sure that data is correct for every single customer and the time to process those orders is smaller than ever and then so we've gotten the proposals and quotes we've negotiated next year to the contract we've managed and fulfilled the obligations and received our revenue and then how do you renew and expand that opportunity how do you make sure you understand here's what my customer used um here's I want to get that renewal out in due time I want all the correct information I want to possibly upsell or cross sell new services or new products um and make our customers happy where they're not you know you're not missing a renewal timeline you're not dealing with dealing with disgruntled customers so you can increase the opportunity of Revenue in your contract uh for Renewal and make your customers happier this is how we really envision our Revenue life cycle to deliver more predictable Revenue across that whole life cycle from Med a prospect to renewing them on a monthly or annual or biannual basis to maximize the opportunity of your customers and automate these steps as much as possible so you can work on getting new business and growing business instead of just having to do the operational tasks every single day so this is where we see automation if we could divide this into really four steps plays a a huge role because what we're trying to do with this this automation is we want to scale your sales engine like we talked about we've given you lots of stats from industry analysts we've given you um you know this Revenue life cycle and we want the ability for your sales team to execute on selling so when you can automate these processes when you can automate the sending out of of proposals quotes contracts bills and more your teams can then focus on new business and growing your business because you're saving time your information's accurate and you're providing that end seamless experience for your customers you're breaking down these silos between departments it's not sales you know finishes a task and it goes to the legal team the legal team doesn't know what's going on everything is interconnected and more and that legal team then passes things off to your Finance team to collect on Revenue gets passed off to your customer success team or customer service team or account managers to you know manage those accounts and expand them over time we want everything to be seamlessly connected and and finally we want you to think about Revenue profitability how can you maximize your margins and how can you provide the best experience possible where you're lowering that risk of churn downsell and more and giving your customers what they promised in due time and getting them all the information as quickly as possible so we're going to show you some Demos in in just a second but really we want to talk about this in in these four sections we talked about these these four segmented processes and if we can provide automation for proposals and quotes for negotiating negotiating and executing contracts managing fulfilling those obligations and renewing and expanding on those opportunities if we can automate those four steps then it makes your life in Salesforce easier it makes everyone around you their lives easier and it makes your customers extremely happy so at a big picture we want to fix those four steps we want to you know put the right products on our proposals in the correct branding we want to be able to Discount and price them all correctly in a Salesforce price book we want our contracts we want everyone to be able to see what's in the contract we want to shorten that contract life cycle and we want the legal team to really be the heroes of your organization and be able to not be the people who are holding up deals not the people who are redlining negotiating and preventing your teams from you know closed winning opportunities we want them to be the heroes who are making the Contracting process and the negotiation process as quickly as possible as quick as possible we want your customers to understand what they paid for we want those bills and invoices those order forms everything to arrive on time in a branded and Pixel Perfect Manner and make it easy for your employees and be able to allow your teams to really predict revenue and and forecast Revenue in a much easier way and then finally once again no when to contact your customers at the right time for renewals make sure you're not downselling and making sure that you're lowering that turn rate as much as possible so how do we solve these problems we've kind of divided them into into four steps and for the sake of this conversation we wanted to make things as simple as possible and say you know how do we solve these four steps and we wanted to break it into two very simple things and at the end of this conversation we can talk about the complexities of these four steps um we're glad to answer questions but in reality all four of these steps require the necessity to generate documents and capture signatures and what I mean by that is we need everyone to be able to essentially generate a proposal and quote we need everyone that that quote that document to then become a contract invoices and bills are also documents as well as your renewal information as well and the same thing of when you're sending out a proposal in qu when you're sending out a contract those require agreements consent signatures and more to get business moving forward and to really capture that obligation from a prospect so like I said generating documents and capturing signatures exists across all parts of your business so imagine for document generation being able to embed a document generation button directly into Salesforce or directly into a workflow maybe on a website or portal created from Salesforce that a customer could you know easily download a summary of you know maybe their maybe insurance claims they made over the past month maybe they're getting invoice and Bill maybe internally your team wants to be able to easily kick off proposals and quotes to their prospects so that ability for internally to generate proposals or quotes or contracts or invoices are more with a simple buttonclick or maybe directly into your website or or portal and that no matter the document you need to create it can be created whether that's word PDF Excel PowerPoint maybe HTM email template um and more all being able to be easily generated um in a high-end document generation solution and then also being able to capture compliant signatures a signature tool built for Salesforce that when you send that document out for Signature it tracks once again when someone's opened it when someone's reviewing it maybe one person assigned of a a two-person signature process so you can understand where your contract or where your agreement sits with prospects other vendors and more and being able to find a affordable e signature solution that still is globally compliant so it does not prevent you from doing business internationally um that no matter where you're selling um you can collect the signatures you need so like I said we have these four steps we think that really by automating the generation of documents and the automation of capturing signatures we're going to be able to save you're going to be able to save your businesses a lot of time so we've talked about our Revenue life cycle in those four steps we've talked about really the automation of generating documents and the automation of the E signature process so now let's really not only talk about but show you the ability to automate proposals agreements invoices and renewals so we talked about proposals and quotes So the the ability to automate or really embed document generation into your processes is going to allow your team to have proposals and quote templates available be able to by one click or automatically depending on the stage maybe um in your sales cycle be able to generate this proposal in quote um get visibility into when things have been seen and have that really that content management tool of of different templates for different documents for different use cases once again allowing you to speed up your sales cycle your sales reps can create accurate quotes where once again by automation all the right information in terms of SKS prices products images and more can all be pulled into your branded document that has all the right information to really provide that end customer experience where once again the bottleneck is not you the bottleneck is not your sales team by automating these steps it allows the right proposals with the right information to get in the hands of your customers so the that was a a great kickoff what I would love to do is with me I have Kelly mccamley um who is going to give you some demonstrations of really automating these different steps so I would love to pass it off to Kelly who is going to give you a demo on really automating The Proposal um Step of your sales cycle awesome great thanks Brad so lovely to see people from all over the world so welcome from everywhere thanks for tuning in I know it's probably late for some of you all but I'm a fellow coner like Brad and um on the product management side and going to walk you through um this is the first of four demonstrations I'm going to go through of some of the most prevent ways that we see not only employees save time in their day-to-day or how we help customers make that experience a bit more streamlined and save them time as well so to Brad's point where we're focusing here is in the the mindset of say a sales rep that's working working on many deals in Salesforce right and they just got off a call or several correspondences with the customer and they are ultimately in that proposal phase where they want to generate a proposal based off of the conversation that they've had with them and it's going to aggregate in all of the different products that they've already discussed that they've want to purchase and as you can see here what is happening is behind the scenes this is where magic is happening the time is being saved all of the data and information related to this audio Shore opportunity is automatically being packaged and merged into a PDF and delivered to the primary contact in a matter of just under a minute here so it's going to be saving that sales rep a lot of time having to manually build this out and for any of you who are maybe on the marketing side and really want everything to be branded consistent seamless sales after sales um this is what you're going to see here is that consistent branding being represented as well on every single proposal that's being sent so shifting to the mindset of the customer here in their email they would have gotten an email aggregating all the information that they and the sales rep just discussed with that Pixel Perfect proposal reflecting everything specific to their deal that is being merged directly from Salesforce here if you want to download it you can see it directly there as well so Brad I'm going to hand it over to you to move on to the next quadrant perfect thank you Kelly so a really quick way as Kelly showed you to pull in the right information from your Salesforce opportunities directly into that branded proposal and quote so you saw that you don't need to sacrifice quality of of images of design you also make sure that that's consistent across the board that no one's using outdated templates updated Word documents that might be sitting on their desktop that always with updated templates you're kind of controlling that branded experience and you're also ensuring that the right information is always pulled into those proposals and quotes So Kelly showed a great example of a beautiful branded proposal that had all the correct information from Salesforce personalized for that customer all that was done through you know one button click uh to get things moving so imagine you have that proposal now or that quote in your prospect's hands and they they look at things and they say you know this is great I'd love to move forward can you send me a contract Andor agreement so in this sense you're not only looking at getting a contract to them but it's possible depending on the opportunity that maybe they they want to negotiate things or or or change things up um once you kind of agree on that final point it's once again how can we get that contract directly to a customer not only get them the right document so Kelly showed you the ability to gener documents but how do you also capture a signature or their consent so now we're combining document generation and signature into this negotiate and execute step once again how are we pulling the right information of what was finally agreed upon in a contract into that contract template how do we make sure that contract get sent to a customer and that customer not only sees the contract but then they can easily engage in the agreement of the contract in just a few clicks how can they provide their signature and it goes directly back to us where then we get notified that our Prospect has now signed our contract uh we see that full workflow and the visibility into the E signature process and then you have a place to uh see and store your signed contract so once again we're trying to give you control in the Salesforce environment to automate the contract creation the contract approval the E signature process and give you a Salesforce compatible e signature tool to collect that it can all be built into your Salesforce you know workflows and steps as needed and we're really hoping to shorten that approval cycle because once again by automating the generation of everything you're shortening that deal cycle time and ideally closing that deal as quickly as possible because the right information is there it's all being automated it's being sent to the customer as soon as possible and that's how we can automate that negotiation and execution stage for your sales team your legal team and your prospect having said that I'm going to pass it back to Kelly to show you really the automation of uh the quoting and Contracting stage great all right what you're going to see here now is we're still back on our opportunity here directly in Salesforce for audio Shore and we've previously sent them the proposal like Brad and I were stating you made that first engagement with the customer and now we're calling an action on them to actually execute an e signature so to complete that quoting process and here what is ultimately happening is that document is still being generated in the matter of a few moments or seconds here and is being handed off directly to our e signature tool to assist in that closing of the deal because right until the deal is signed and closed that's when the money comes in right and that's what you're going to be seeing here is all the information that's going to be aggregated into a quote in this case is going to be sent out directly with an eature offer here that go back to the inbox in the lens of the customer again from their point of view it's really really seamless it shows up in their inbox they're able to view the document sign it all directly from a single endtoend flow and review review it as they so choose here with all the information pulled in and complete this signature flow Direct irly here and with that what I'm going to do is hand it back over to Brad go through our manage and fulfill quadrant thank you Kelly so so far we've shown you the generation of the quote we then went through the signing of that quote we've now agreed upon you know Kelly showed you that order form of different SKS of different products of their Associated price points you saw there that everything was automatically pulled in from that opportunity of all the right information the right price points everything is controlled in that Salesforce environment where once again you can make sure that nothing is overly discounted uh you have kind of the um guard rails in that Salesforce experience where you know no one's going into a Word document and changing information overly discounting maybe there's there's not misspellings there's not incorrect images associated with SKS and more you've now captured your signature so you just saw that process where the customer was able to easily sign the quote uh you would then have that signed document in your Salesforce environment where you can then you know download and save that contract associated with that opportunity but now we have the agreement how do we make sure that we are are charging the customer and sending out our our bill or invoice ingly put on our document generation hats again how can we make this as fast as possible is that the same thing is that this is possibly a different template but we want to be able to pull in once again all the right data information of what someone signed in that contract in that quote and put that into an invoice or memo that once again gets automatically sent out so when you're looking at those different steps or stages in a sales cycle in Salesforce maybe that next step as soon as a contract was signed as soon as that deal was moved to closed one or whatever stage you have things associated in Salesforce with is that could automate the generation and sending out of your invoice or bill so not only could that be sent out maybe based on a certain stage or a certain trigger being kicked off within Salesforce but maybe those want to be sent out in batch like I said earlier maybe at the beginning of every month you automatically send out invoices to your hundreds Andor thousands or tens of thousands of customers once again how do we automate that process where it could take all the right information for every single record and Salesforce of your customers be able to populate that into a branded and accurate invoice and send it out to a customer on a you know a batch notice or maybe based on preset triggers like we talked about and where it could generate and send everything as needed you could speed up that payment cycle you could create accurate invoices for your customers and automate the sending of all that so once again from the finance from the uh accounting point of view they care about getting everything sent out on time the information's accurate and everything can be done no matter the scope whether it's you know sending out one invoice or Bill or sending out 10,000 those can all be done frankly with zero to just a few clicks on their part where they get the right information you can now based on everything being sent out correctly with the correct payment terms you can better forecast um the revenue coming in the door and just receive that cash in the door faster and once again focus on new business and growing your business over time so Kelly show us again how we're gonna automate that invoice process great so up until this point what Brad and I have been right speaking to and showing you is from a single sales rep generating a document saving them immense time to keep moving on their day-to-day but now if we think in the mindset of say somebody in finance or operations right they're looking at all of the various opportunities and deals that have been closed one um in the last month and what they want to do instead of having to like one off send invoices for every single one of these what they can do is they can batch invoice many of these at a time so I selected five in this demo but you can go up to 10 20 hundreds if not thousands um at a time here and send them out directly um in a batch mode like this or schedule them to go out directly at the beginning um of the month or end of the month again it's really up to your business needs for you to directly batch them at the time that's most appropriate for your business this is where like the most amount of time is saved um getting into a habit and a rhythm of identifying these scenarios where you have a lot of you know time dependent documents that need to be go out in bulk can save you and your team a lot of time and just think about even like reg regulatory documents you could trigger them to go um be generated and saved back to Salesforce or email to the customer if you have a certain SLA that you need to meet um that's how we're helping a lot of um Federal L regulated customers today to make sure that they're in compliance and not in Risk to get fined in any way so it help can give you that peace of mind that documents are being generated and sent completely when every time that you need them so from here I generated five of them if I go back to my email you can see them starting to trickle in for each of those opportunities going to their respective primary contact there in a bulk fashion saving you even more time there so Brad I'll hand it over to you for the final quadrant thank you Kelly that last quadrant we talked about was renewing and expanding your business so you have you know proposed the opportunity you've closed the business you've now sent out your bill or invoice and gotten paid so now moving forward how do you once again arguably repeat that cycle the reason we have that Revenue life cycle in a wheel is because it's really never ending so you're kind of rinsing and repeating this process of ideally with customers looking to you know renew their business expand possible business provide new products Services opportunities uh to grow your relationship over time so kind of think about renewing expanding the same way as that negotiate and execute contract process how do we once again get the correct information maybe bringing new information into a a proposal or contract make sure that um it's generated accurately with the right information you can attach that e signature process to it as we've already seen and be able to get those out to customers once again based on preset triggers maybe you have that set up that 60 days prior to Renewal uh a renewal document automatically gets sent out um with the appropriate email from yourself to their primary point of contact at your customer um of your customer and once again this is gonna all be automated based on everything you set up within Salesforce so you can better understand that okay we know that these deals are already going to have renewal documents sent out and you can better once again predict Revenue uh add new opportunities in and make your customers happy they don't feel like they've missed out on something they don't feel like they're getting no notice on a renewal opportunity and automate this process to increase that customer satisfaction so Kelly show us that final step of really the the renewal process and expansion process uh with document generation and E signature awesome yes so last but certainly not least where we are we land back here with our audio Shore account here in Salesforce following this account Flash Forward a year right you saw them just signed that quote a few minutes ago but imagine that we're going forward in time and we need to reflect right on the last year and generate an account summary to get a touch point with maybe me and my sales manager me and the customer you know restating this is your usage this is how you've been using us for the past year and taking you know a step back and looking overall at the health of the account to understand where you can renew and expand and move forward from there so what's happening here is an account summary is being generated in this case um you could also just fire off an automatic um quote for Renewal if that's more appropriate for your business to email that out directly at this phase um to continue that life cycle moving but in this case we're showing that example of an account summary being generated directly here and it's going to aggregate again all of the various contacts that you've inter um interacted with for this account over the year any critical cases that are still open and lingering that you need to work through before moving on to the next cycle together as um in addition to other opportunities and products as well and one thing that of note is um in general there might be data coming from one or many systems right a lot of information may live in Salesforce but if you're pulling data from other systems of record other an Erp or workday right you can consolidate that data into one single document of Truth here to give you that full full um bird's eye view of exactly what's going on into a single document again saving that time and having to piece meal of all information together you can automate that fully here for the rep with that I'll hand it back to you Brad thanks than you Kelly so we've given you four examples of of really automating Revenue operations automating the revenue life cycle and really touching different parts of your business the proposals in quote stage being able to automate processes for your sales team maybe automate steps for your sales and legal team and negotiate and execute automating the billing and financing step for your Finance team and maybe the renewal and expansion for a customer success whether that's account managers or uh customer customer service managers or or whoever to as Kelly showed you you know review the opportunity and look how to expand business over time and we think by automating these four steps not only you shortening deal Cycles your better understanding when Revenue comes in the door and allowing your team to focus on growing your business you see all these quantitative metrics on the right side of the screen of improved win rates bigger deal sizes shorter negotiation cycles and improve customer satisfaction and more and really what we showed you was two products from Conga um Conga has Conga composer uh you can find that on the app exchange and more of really a document generation tool that was built for Salesforce um and has several thousands of customers then Conga sign as well that gets paired with Conga composer to collect signatures as well in the Salesforce environment you know we showed you a small little you know amount of what you can automate we talked about the automation of documents and signatures we also specialize in contract life cycle management tools that you know we interact a lot with legal teams uh cpq configure price and quote tools that helps with really more complex configurations of building out carts pricing discounting and more uh that really adds higher levels of complexity we wanted to use this information about automation to talk about that base level where you can start and as you can see that you know we have uh very good standing of no matter the solution of the most basic gener generation of documents and invoices to complex legal review cycles and complex carts that you're building out for customers um these are all things that Conga can do and we have over 10,000 customers in all different sorts of Industries dealing from you know the entrylevel you know small medium-sized businesses that might be a small shop just starting to grow to really complex Enterprises that have realized the necessity to really automate these different prod processes to be able to automate steps in that Revenue life cycle and that allows their teams to grow because as we talked about the beginning teams are just different nowadays teams are dispersed around the world working on different you know time zones different schedules teams are frankly maybe a bit smaller than they've been based on current current economic conditions so how can we spend the right dollars to automate different steps to make sure that your time is being spent effectively and your business can continue to grow possibly with even a smaller head count for this short term so we gave you lots of examples over the last 45 minutes we talked a lot about the world of automation things you could be automating throughout your business processes so I'd like to leave you really with some homework what's next I would really recommend all of you to think about what's that first step I'm looking to automate now we gave you a natural life cycle or workflow kind of The Proposal all the way to the renewal but maybe it's automating your invoice uh process and sending out those batch invoices that Kelly showed you about or maybe it's just cleaning up your proposal process or more you know what steps do you want to automate I would always recommend with starting with something first getting your feet wet growing from there so once you identify that process you know discover how they interact with your other tools we're all living within Salesforce you know you ideally want to find software that works well within Salesforce uh make sure it interacts with the other tools you might have and make sure that everything runs seamlessly in that automated workflow identify a vendor to get you started you know we talked about Kelly and I are here from Conga but you know find good tools that you know work on Salesforce that can get the job done of what you're looking to automate first and then grow from there we gave you that ideal state of solving all four steps of the revenue life cycle but as I said if you can start with one and grow from there that's the best way to really show that immediate Roi because when you're making that business investment Your Business Leaders the people making the purchasing decisions are going to say when will I realize this Revenue if you make that initial purchase say we're going to fix our you know invoice automation process you're going to see that immediate Roi on Time Savings or the ability to get the right information to the right customer at the right time those can be immediate and then that justifies growth of your Solutions where you can then solve other business processes as well so we love talking to you we could talk about Automation and really automating the revenue life cycle of you know proposals invoicing renewals everything and more all day uh feel free to connect with Kelly or myself on LinkedIn uh we'd love to chat also have a QR code here if you want to book a demo with us we can take you through more you know customized demos to solve your business needs we also have some assets for you on the right if you want to use your QR codes to really look into you know an artic article we have on document automation how that can help you as a Salesforce admin um really grow your career and then we even have a toolkit of different steps to help get buyin for an automation tool so how how to justify that purchasing decision for maybe different representatives in your company so that's all we have we would love to answer any questions you might have in the meantime um and be as helpful as possible hey thanks so much that was such a great session um I feel like you covered an insane amount of of content uh in that short period of time so yeah congrats and thank you very much for the the demos Kelly um so now we're goingon to go straight into Q&A so if you do have any questions for Brad and Kelly feel free to uh drop them in the chat and we'll try and get around to as many as possible I do have one to kick us off um which you kind of alluded to at the uh the end there Brad um but what what part of the revenue cycle should people focus on first I I would choose one of two as I talked about when Kelly talked about really the batching of of invoices that's going to be your biggest Time Savings at first the ability like when you said maybe at the beginning of a month or on a weekly basis or whatever your Cadence is the ability to send Kelly gave an example of 20 it could be a thousand it could be whatever it is that once again she showed you a few clicks and everyone was getting a customized Bill Andor invoice for those products Andor Services I think that's a great way to show that you know that step can be automated um and then secondary I would move to the proposal and quote stage purely because once again we're looking at The Branding of templates and I think all of us have experienced uh Rogue branding where people might have like a word doc saved on their desktop that they just kind of like throw in information maybe it's an old logo or it's not the correct fonts or colors and your marketing team is mad at you behind the scenes um we want the ability to save your templates of really like beautifully branded proposals um to be able to pull in the right information once again with either a few clicks or zero clicks um and get that information out to your customers as kind of a first impression which I think is really important yeah great two two very good examples there thank you very much and just kind of a follow-up question for me what do you think um kind of alluded to it there but do you think what like what document do you think can have the most impact to an organization to generate you know would you say it's or I I guess it's kind of a mix of what's what's the most impactful but the most common you know is it quoting statement of work what what do you think that I I think it's quoting um frankly your your invoices and bills they're going to have the correct information but generically those are pretty standard documents that might be sent out in Mass but it's kind of a one pager of some some sort of table I think proposals is and and quoting can be a big differentiator we talk about the visual aspect uh the ability for us to create uh beautiful beautiful templates is easier than ever you look about the the amount of software with tools like canva or whatever do it doesn't take a a crazy graphic designer on your team to to make something that stands out so you have the ability to save lots of templates that really is that first impression that you're sending to a customer Prospect is to to show that you're different and that you've put in work what customers want to see is that they that you care about them and that you've put in the work to gain their business and once again on your back end this might take one click and all of a sudden the right information's put into something really beautiful uh but from the customer that's something that raises their eyebrows maybe keeps them interested and I think all of us have a bias towards um you know all of us whove dealt with the RFP process or have dealt with you know vendor negoti ation um kind of have a bias to things that to the people who are who are putting putting the work in um to to get further on in a negotiation cycle or gain our business so you put that on that hat on um when selling to a customer or Prospect um I think proposals are the the most visually impactful way to uh make that first impression yeah great thank you very much for that and yeah I think um I mean Salesforce is so well set up for quot right it's got the quoting object you put discounting rules in there you know all this kind of stuff but the one bit it really is missing is is that you know you can generate a document from the quote object but it's it's extremely basic and you can't really do much with it so um so yeah I feel like kind of kind of fits fits the missing missing piece of the puzzle when it comes to Salesforce cool um and another question that's come in now um you know obviously the economy isn't in the greatest position right now but um but I'm sure tools like this can can really affect company's bottom line so how do you kind of have these conversations with your leadership team um you know to try and demonstrate the ROI of these kind of products yeah we're we're in a tricky spot because a lot of companies are trying to work leaner but they're still expecting to grow um so that's where it gets tricky is because the the pressure kind of gets put on um your your employees where it's saying we still expect you to work at the same level that we were before maybe there was there was more assets or more resources or more people available so I think the justification you make is that when you're looking at the cost of of a headcount the cost of automation tools is a fraction of that so if you're still expecting to um I would say grow your business or or really keep your business stable how do you make small Investments to continue to to grow at a much cheaper cost than the cost of a headcount so if you can justify to your leadership that with the investment and automation tools you're able to continue to grow the business without having for them to go through the hiring process the onboarding process um to get someone up to speed to do the same task in a manual format that's what they're looking for um from a employer point of view the most expensive thing they're paying for at a company is an employee the cost of software is is much more predictable um it's much more affordable and it's something that they're looking to better understand of how can we use our people our high high performers at the company to continue to be high performers and not overwhelm them not burn them out um while continuing to grow the business and that can be done uh with the automation tool so I think you justify the ROI of what can be done either to uh stay stable and or grow in these economic conditions for a fraction of the price of hiring yeah great answer thank you very much Bri um just looking if there's any other questions that have come in but I can't see any at the moment um we can we can give it a few seconds and just see if there's any other questions that come in um but but if there's not we can we can start wrapping up so um yeah thank you very much for every that's that's attended this session I can see from the comments that it looks like everyone's really enjoyed it so so thank you very much for attending and Brad Kelly thank you very much for a fantastic presentation and demo um any final words before we sign off today I think I'll say is that um automation is happening um so you know not to say whether we like it or not but um automation really kicked forth in 2020 of of the necessity of that with everywhere we worked so um when we're talking about that Roi decision I think it's it's honestly a not to say it's non-negotiable but you can either be a leader or you can be a laggard um as a business so if you want to invest in the right tools to continue to be a at the Forefront of what people are doing Automation in any capacity is the way you should be moving um if your leaders are not looking to automate then they're going to end up being a lagered where they're going to end up being stuck behind seeing competitors seeing other providers offer things faster easier um in you know we talked about a fully connected experience and really an easier experience for the customer so I think that's something that we should all be paying attention to whether that's you know really anywhere that things are being automated and it's it's time for everyone to start to think about how they can make their lives and their company's lives easier yeah definitely and Kelly just want to say thank you and take Brad up on connecting with either of us on LinkedIn we're Brad's not wrong we'll talk about this all day and happy to give our Insight feedback on anything that you're going through now too like here to help and you know bring this to life for people so lovely to meet you all great thanks so much Kelly and Brad I've just seen one last question come on will there be a recording in this webinar there will be indeed um it will live on our YouTube channel afterwards so feel free to go over to YouTube Type in sales supen and um you'll see the live live right there and you can watch it back if you like so thank you very much for attending and we'll see everyone very soon see you later thank you