we will still get to conduct react to them differently. don’t catch them early. without the sales rep having Erin: We’re providing a have something as simple the orchestra.” And that’s Some fall in love with Finally, it helps from a data to exercise a lot of effort and verified set of business as customer names spelled really at the heart of Dun them. Others say, “I hate governance perspective, at thought to remembering information that can fuel wrong or suggest a solution & Bradstreet’s thinking that thing.” It will happen the basic level, to reduce how to do that, how to get better processes within that’s a mismatch with around the future and here too. duplicate accounts. the version and format Salesforce. And if that rolls their business focus. That our role in helping our right, and how to import the over into Conga Contracts, could really slow down customers get where they How do your AppExchange Doug: With Conga, there data. You just click a button that’s great. It’s all about negotiations. need to go. solutions help people are some interesting tie- and it generates the right the foundational data. If work smarter? ins to what we just heard. type of document. In the you’ve got a mistake in Doug: Absolutely. Doug: That’s a nice quote. Conga Contracts helps next part of the process, we your core data, that’s just I like that. Erin: It’s in everything we leverage a bunch of that deliver that document for going to multiply as you Thank you both for do, really. If you look at data we just heard about the next phase of document move along the process. your insights into How do you think the D&B Optimizer, the Dun getting into the system to consumption of the It would be horrible, I’m working smarter. I really broader public will & Bradstreet business be ingested by Salesforce business process, typically sure you’d agree, Doug, to appreciate it. ultimately come to view information that flows and made use of by the negotiation and signature. send a contract out and artificial intelligence? into the customer’s salesperson. If we think Salesforce instance helps about the life of a deal, “ We see AI, new technology, and the Erin: You see leaders and to accelerate sales by we’re typically putting laggards in every segment offering continuous data together a proposal that expanding modes of communication as of business. So I think hygiene, enriching data in starts to indicate here’s ways to help us be more efficient within you’re going to get a broad real time, and improving what we are trying to sell our business and with our partners.” response. Some are going the ability for analysis, you. A quote oftentimes to shrug and think, “Well, data visualization, and will have the details of that DOUG RYBACKI Chief Product Officer, Conga that’s great. If it improves reporting. That’s just the quote with the quantities my operational efficiency, high level. and price and so forth. I’m all for it.” Others are There are usually terms going to resent it a little bit. But what it really looks and conditions in there I think it runs the gamut. like in practice is allowing and oftentimes they’re The early adopters are the sellers to use corporate supported by either a ones who are visionaries, hierarchies to identify master subscription or the risk takers, the ones cross-sell and upsell master services agreement. who want to move fast opportunities. It provides and break things. And the information needed for The Conga Contracts that’s really going to be teams to properly segment application lets you create interesting to see their accounts for a variety of that set of documents from reaction as this type of needs – from accurate the data – hopefully, really technology takes over. account prioritization to good data – based on the territory management business rules inherent in Doug: I have a similar and alignment. You can how that document gets point of view. I liken it to increase sales productivity created and the attributes people throughout society and improve data quality of the deal. essentially have a budding by reducing manual data relationship with new entry for key account The customer will technologies as they get details. Typos are things automatically create the introduced. And people that pay forward if you right type of document, 20 THE EXCHANGE FALL 2018 FALL 2018 THE EXCHANGE 21