Company Overview

Conga is a leading name in the field of information technology and services. The company is an international player with a vast workforce of approximately 1800 employees. It is known for its success in the areas of social commerce, application platforms, predictive analytics, private social networking, enterprise software, e-commerce, social media, software, consumer internet, and internet.

Core Services

Conga delivers scalable and integrated solution to crush operational complexity and streamline revenue lifecycle management, from creating proposal and quotes for prospects to negotiating and executing a variety of contracts to close a deal. The company also manages billing, invoicing, and fulfilling obligations, besides renewing and expanding accounts, thus ensuring an increase in customer lifetime value. It serves businesses by transforming unique complexities for order configuration, execution, fulfillment, and contract renewal processes into simplified business operations via a single critical insights data model. This process is adaptive and aligns with the understanding and efforts of all teams across the firm.

Conga's technology services and support are aimed at contributing significantly to business elevation and driving meaningful change. The company prides itself on creating a work culture that emphasizes meaningful values and individual impact.

Notable Offerings

Part of Conga's suite of software solutions includes a range of offerings designed specifically for Salesforce.com. Serving as a developer of cloud-based document generation and reporting applications for Salesforce, the company simplifies and automates areas such as data management, document generation, contract lifecycle management, revenue operations, commercial operations, eSignature, and process automation. The suite creates a more efficient business environment by managing and simplifying the processes associated with data, documents, contracts, and reporting.

Company Values and Culture

Conga is not only about technology services and support, but also about making an impact and growing in unexpected ways. It is a place where employees' experiences matter and are valued above all. Conga's culture is deeply rooted in meaningful values, which encompasses an environment of opportunity and growth. This proactive and positive work culture, combined with their transformative technology services and support, sets Conga apart from its competitors.

Company History

Founded in 2006 by Mark Whiteside and Michael Markham, Conga was built with a mission to resolve a common issue faced by many businesses: How to efficiently extract data from Salesforce, customize it accurately into templates, and then share it with the right people at the right time. The company has since evolved to become a global leader in Commercial and Revenue Operations transformation, helping businesses to navigate the complexities of the modern commercial landscape.

Sales Plan Template

I. Company Analysis

Company Profile

Company Name: Conga

Website: conga.com

Industry: Information Technology & Services

Employee Count: Approx. 1800

Keywords: Social commerce, application platforms, predictive analytics, private social networking, enterprise software, e-commerce, social media, software, consumer internet, internet, information technology, document generation, report-based documents for Salesforce, data management for Salesforce, contract lifecycle management, revenue operations, commercial operations, eSignature, process automation.

II. Lead Qualification and Strategy

Pain Points

1. Challenge in Adapting to Business Evolution: Conga continuously needs to update its solutions to align with the ever-changing business requirements. This may lead to inefficiencies in their operations and missed growth opportunities.
2. Difficulty in educating customers: The comprehensive nature of Conga's solutions could overwhelm potential clients, leading to missed sales opportunities and underutilization of features by existing customers. This setup requires a significant investment in product training and support services.
3. Data security and privacy compliance issues: Given the large volume of data that Conga deals with, ensuring data security and adhering to global data privacy regulations are of critical concern. Any lapse could lead to financial penalties and a potential loss in reputation.
4. Need for continuous innovation: The dynamic nature of the IT industry necessitates consistent innovation to stay ahead of the competition. Inadequate innovation may result in customer attrition and loss of market share.
5. Platform stability concerns: Owing to the reliance on cloud-based technologies, potential service disruptions could tarnish Conga's reputation for reliability and disrupt their clients' operations.

III. Setting Goals

1. Establish communication with relevant decision-makers in Conga: This would likely involve decision-makers in their product development, customer training & support, and IT & data security departments based on their pain points.
2. Position our SaaS solutions as an answer to Conga’s pain points: We must tailor our messaging to show how our offerings can help address their key concerns, be it in the realms of process optimization, client education, data security, continuous innovation, or platform stability.
3. Close a partnership deal within a specified timeframe: Concrete timelines should be defined for key stages such as first contact, conducting a product demo, negotiating, and finalizing the agreement.

IV. Prospecting Methods

Use a multichannel approach, including email campaigns, social media engagements, network introductions, and attending industry events. Warm introductions via mutual connections could prove beneficial.

V. Outreach Strategy

1. Initial Outreach: Start with a personalized email outlining mutual benefits. Highlight how our SaaS solutions can help Conga address its pain points.
2. Follow-ups: If no response is received within a week, send a follow-up email or try making contact via a phone call or social media.
3. Networking: Leverage existing connections for a warm introduction if any are available.
4. Industry Events: Attend the same industry events as Conga to create opportunities for face-to-face meetings.

VI. Sales Pitch

Seamlessly align the sales pitch to Conga's pain points. Clearly articulate how our SaaS solutions can help solve their pain-points of adapting to business requirements, educating customers, ensuring data privacy and security, continuous innovation, and maintaining platform stability. Explicitly state actionable steps our solution takes to address their challenges.

VII. Objection Handling

Prepare a framework to handle possible objections, such as cost concerns, product integration challenges, or security concerns. Use relevant counterarguments to address these objections and reassure the prospect.

VIII. Closing Strategy

Once the prospect shows interest, set up a product demonstration tailored specifically to Conga's needs. Subsequently, negotiate terms and finalize the partnership agreement. Share customer testimonials and independent verification of product efficacy for added reassurance.

IX. Post-Sale Relationship Management

Maintain frequent contact with Conga post-agreement. Ensure a smooth onboarding, provide top-notch customer service, and discuss potential upsells at appropriate times. Regularly solicit client feedback and make any necessary product optimizations based on this feedback.

X. Review and Optimization

Regularly review the effectiveness of the sales plan and make adjustments if required. Keep a record of the rejection reasons to help optimize the product and communication strategies. Iterations are key to maximizing sales effectiveness.