organizations automate their documents. across the business landscape, are no doubt Conga Contracts lets companies close daunting, there are plenty of reasons for deals faster with automated contract hope and a number of ways to turn the tide. creation, controlled negotiations, esignature integration, and reporting built directly To start, businesses should start tracking into Salesforce. Spendlove cited the lack of key performance indicators (KPIs) that get automation as a pain point. to the core of problems stemming from “Our customers inefficiency, which in turn can provide a “Oftentimes when someone sends a roadmap for improvement and a tangible have software customer a contract, they traditionally goal to measure success. subscriptions to create it in Word and then turn it into a PDF, or pull it out of Salesforce into some Stokes pointed to metrics he, and Vonage, sell, professional other format. This takes up a lot of time and recommend companies should track. services to additional overhead.” These include productivity gains from the efficient use of Salesforce; improved invoice, and Bryan Stokes is Senior Director of Product customer satisfaction scores across teams hardware to sell. Management at Vonage. The company’s AppExchange solution Vonage for based on their access to technology; average call time per customer measured Building an Salesforce reimagines how a business against time-to-close rates; and number of invoice from communications platform integrates voice calls handled per day. “All of these can boil and data into key sales, customer service, down to increased revenue and improved one system is and business productivity applications. For profitability,” Stokes said. hard for them Stokes, the ability to enhance productivity for employees and enhance how businesses In the context of JustOn customers, Fliege if that system communicate with their customers lies identified the month-end financial close only deals with at the heart of Vonage’s approach to as one KPI that has to be measured. The integrating with business applications. benefit of JustOn’s technology, in relation to subscriptions this metric, is that “you can close your books “Many businesses face challenges or professional at the beginning of the next month very fast, in tracking and controlling losses in within a day,” rather than one or two weeks services.” productivity. This stems from inefficient after the end of the month, he said. communication, the absence of integrated MARKO FLIEGE collaboration tools, and the inability to share JUSTON For Spendlove and Conga, the questions data across all customer and employee the company asks focus, naturally, on touchpoints.” generating contracts. Some questions cut to Data: Your Friend in the core metrics: Efficiency Business • How many people today are generating or using contracts? While the above inefficiency pain points, • How much time do they spend on new along with countless others experienced contracts or updating contracts? SPRING 2018 THE EXCHANGE 15