(upbeat music) >> From San Francisco, it's The Cube, covering Conga Connect West 2018. Brought to you by Conga. >> Hey welcome back everybody. Jeff Frick here with the Cube. We're coming to the end of a long day here at the Conga Connect West Event. It's at The Thirsty Bear, just a couple doors down from Moscone South. And as you can see behind me, the silent disco has begun. You can't hear it, but they're all dancing. So, we're excited to have our next guest. He's Steve DeMarco, the chief revenue officer of Conga. Steve, great to see you. >> Great to be here, Jeff, thanks. >> So how about, your first week on the job you get to come on The Cube. Not a bad deal. (Jeff laughing lightly) >> It's fantastic. I'm a big fan of you guys, and it's great to be here. >> Thank you, and they're spending all your money on this big, expensive party. >> I know, I better go sell something. >> You better sell something. >> Yeah, absolutely. >> So, you just started. I'm teasing you, but what attracted you? You've been in the valley for a long time, you see a lot of opportunities. What attracted you to Conga? >> Well, I've known these guys for a while. I've known Matt Shultz, our CEO, and Bob DeSantis. Those guys are veterans. I've known them for a while. I've known of Conga for a while. I know what they do, I know how they help customers. And when the opportunity came up to join them, I jumped at it. It's kind of my dream job, to be honest with you. >> Oh that's awesome. >> What they sell, helping customers be more productive, they have a great customer base, fantastic products, great reputation. I mean, I don't want to oversell it, but it was an easy decision for me. >> Yeah well there's a lot of good stuff going on, like you said. >> Yeah. >> They're attached to this rocket ship. Got a 65-story building just down the street. >> That's right. >> That's a good one to attach to. >> That's right. >> And really playing in a good space. >> Yeah that's it, I've been in the Salesforce ecosystem with one company or another, for about 13 years now and so, I'm really familiar with Salesforce, and the partner opportunities here. So it was a perfect fit for me. >> Good, so I wanted to take it up a notch and talk about something I think is pretty special and under-reported and that's really when, you've got an ongoing relationship and a SAS relationship-- >> Yeah. >> When you're paying monthly, or annually, or whatever your payment rate is, it's a very different conversation. Customer, vendor relationship, than if I send you some software. I send it off and then I'll see you in 12 months for the 15 percent. >> Right. >> It's a fundamentally different way of being associated with a customer. >> Yeah, and me, like a lot of veterans in technology, started out selling software products as a perpetual license, right? And we would go and try to get a big check up front and then, whether the customer used the software or not, we didn't care. We got our money up front. Salesforce was one of the pioneers of the cloud solution, or delivering it as a SAS solution. And SAS really puts the power in the customer's hands, because you don't get all that money up front, they pay for it as a subscription. And as such, they can shut you off if they're not happy. >> Right. >> That's a very powerful concept. So vendors like Conga have to continuously improve our product and make our customers happy, period after period after period, in order to keep them renewing. >> Right. >> So it's a great concept, puts the power in the customer's hands, and it really pushes us to be better for our customers. >> You know, we heard this story earlier today with one of your customers, was talking about a successful implementation they had on the document creation system, but then they wanted to get into a new product, which I guess the contract system was so early, hadn't even delivered it. But she said to her boss, "Hey listen, I trust these guys, "they're not going to let me hang." >> That's right. >> "So I'm willing to take that bet. "We need this, and this is a partner "that that I feel comfortable "in making this investment." >> That's right, I mean Jeff, that's just a testament to Conga's place in the market. They've geen doing this for many years. They have thousands and thousands of extremely happy customers. Customers trust us. Customers trust Conga. That was another attraction to me. And for a customer to be able to take that kind of leap with a vendor, it's a very special thing. Conga's reputation proceeds itself, and that's how our customers feel about us. >> Right, and also Salesforce knew you were coming. So they baked a couple of your core products into their core products. >> Right. >> That worked out pretty well. >> That's huge. Salesforce now, I've known them for 12, 15 years, they don't do that. They do not do that very often. I mean, you can count on one hand how many partners they've actually baked into their product set. And so it's a special relationship we have with Salesforce. We're proud of it. But it's going to be a really good thing for them and their customers, working with Conga in that capacity. >> So last question, I think you've been here a week, you said? You're just getting going. So what are some of your priorities? You're coming in, fresh breath of air, a lot of enthusiasm, as you look forward, what is some of the stuff you're itching to get to work on? >> Well we're going to expand our partnerships, our SI partners, our systems integrated partners. We're going to continue to work really closely with Salesforce. It's all about growth. Grow, grow, grow. We have a great sales team today. We're going to really attack the market. We've got some great competition out there, so we're going to face them, and it's going to be a lot of fun. >> Alright well Steve, thanks for taking a few minutes of your time. I'll let you get back to the customers, the party. Get some headphones on and start dancing. >> Alright, thank you. >> He's Steve, I'm Jeff, and you're watching The Cube, we're at Conga Connect West at Salesforce. Thanks for watching, see you next time. (upbeat music)