>> Live from San Francisco, it's the Cube covering Conga, Connect West 2018 Brought to you by Conga. >> Hey, welcome back everybody Jeff Frick with the Cube, we're at Salesforce Dreamforce in downtown, San Francisco, 170,000 people. As I said before please take public transit, take a scooter, take a bird, but do not get on the roads. We're excited to be here. We have our first guest from Salesforce. We're so excited. It's Greg Gsell, he's the VP of Product Marketing, Salesforce CPQ and billing. Greg, great to see you. >> Really happy to be here. >> Along with him is Ken Cavallon the EDP of Conga. Great to see you. >> Nice to meet you as well, thanks for having us here. >> Oh, for sure. So first off, Greg, you've been with, said almost your 13th anniversary with Salesforce. >> That's correct, my 13th, been with the company for 12 years. First band I saw was Train and there was about 5000 people at the conference. >> I was going to say, I want to get your perspective. There was 5000 people at the conference. >> Yeah, maybe a little bit more than that, but it was right around there, so it was much smaller. We only had one of the Moscone buildings. We were still growing as fast as we could back then. >> Did they bring this cruise ship in this year? I can't remember. I remember Lynn Vojvodich brought the cruise ship in a couple of years ago for a room. >> The dream boat has not come back. It made one appearance and I have not been back for the conference yet. >> Okay, so a lot of stuff going on, obviously you guys work very close together, but today some big product announcements, over the last couple of days, what if you can kind of run through those for us? >> Yeah, it's been super exciting. So we've been working with Conga for a long time. They've been a great Salesforce partner since 2006, I think. Now we just announced a brand new product Conga quote generation for Salesforce CPQ and Conga invoice generation for Salesforce billing, which is a purpose filled application that allows our CPQ and billing customers to build pixel perfect quotes using Conga right inside a Salesforce CPQ. It's a great product announcement. >> So you've integrated the Conga functionality into the Salesforce application around that specific >> Exactly right. >> Application. >> Exactly right. >> So why did you go that way? Why didn't you just build it yourself? >> We do configure pricing quotes, you're generating a quote and a quote's not good unless it gets signed by a customer. So generating the documents is such an integral part of that process. Conga's one of the leaders so we decided to make this partnership to bring it all together. >> That's great. So Ken, you got to be pretty excited. You got to like that, huh? >> I'm extremely excited about this opportunity, I've been working with Salesforce for the last ten years, in many other capacities as a partner on the outside looking in. This has been an amazing experience, having Salesforce bring a partner to the inside saying help us solve these customers' problems. I mean Salesforce is all about customer success and helping customers be more successful. It was phenomenal to see an ecosystem owner like Salesforce realize that they could use a partner to actually drive more success for their customers. As the leader in document generation, on the Salesforce platform, we help make those pixel perfect format-friendly documents out of the customer's data in Salesforce applying their rules and their templates to their format, the way they want it. The CPQ team, the CPQ and billing team came to us and said as the best in doc gen we want you guys to produce the quotes that come out of our quoting system. The Salesforce CPQ system is amazing. We're also a customer. We use the technology, not just the Salesforce platform, but Salesforce CPQ as well. We know what it's like to actually need to satisfy a customer in getting that sale through the funnel faster. Being able to tie these two technologies together and allow the Salesforce themselves to take this to the customer, they now have one point of contact where they can get all of CPQ in the way they want it. >> It's really interesting as people think about the generation, kind of the mechanics of working through the configuration and all the options, that's a really simple thing to generate a document that somebody can actually sign. Pretty important step that a lot of people don't tie the whole bow back together. >> That's right, that's right. >> So now we've got the best of breed in both solutions coming together and being able to take to market by the Salesforce team. I actually am not really familiar with another opportunity where there's been a partner that can actually support Salesforce in that way. Generally Salesforce takes Salesforce products to market and then to have the us take to market on their price book and in their quotes to their customers is a great privilege. We treat it that way, working with Greg and his team on the product marketing side, with Dan and his team on the technology side, to build a new product on Lightning, as a Lightning component to take it to market. Great experience. >> So Greg, I'm just curious, that's a super development, you've been working on the CPQ and the billing for a while. What are some of the things on your road map, what are some of the priorities that you got as you look forward? >> Sure, on CPQ and billing we just launched billing about three weeks ago, so billing completes the last mile of the sales cycle, so it's where we've really been focused. Billing allows all of our customers to generate invoices to collect payment, to automate their renewals, it really transforms a new business model. Still enabling our customers to take advantage of the subscription based or recurring revenue based business model that we hear so much about in our consumer life. We're really bringing those business models into new companies and enabling them to launch new products. That's where our head's at, we've been really focused on billing, we're really excited to bring that to market here at Dreamforce. >> So I wonder if you can unpack some of the complexity around subscriptions and some of these new kind of business relationships between vendors and customers. Because it's not just the I buy it, get an invoice, and we can finish the transaction, but there's all these new variances. The subscription thing is huge and a growing piece of the economy. >> Subscriptions are nothing new, right, newspaper subscriptions have been around for hundreds of years. So it's not a new concept, but taking that and applying it in a B to B setting is actually is really new because it gets really complex. The devil is in the details here. A traditional back end systems, your ERP, were built to quote a widget, sell a widget, and bill for a widget, then you collect your money and you move on. It's not that recurring relationship. With billing, it was subscription based products and recurring relationships, now midway through that contract, you could upgrade, you could swap out a product, you could renew early. There's so many different variations that you could do and you actually have to go in and amend that contract. In the past, all of our customers had their contract, it's a piece of paper with an actual signature on it, long before Conga Sign, that sat in someone's folder, in a drawer in the basement. It's very, very difficult to actually go back in and amend that contract in your ERP system. So we see lots of challenges with scale, manual processes, manually updating data, that physically prevented companies from moving into this subscription model. But now with Salesforce billing, bill right on the Salesforce platform, we are able to unlock that, enable all these new dramatic changes. >> Then we talked earlier, Ken, with some other people from Conga about the contract management piece of that too that's got to dovetail in with the billing and everything else because the T's and C's depending on what you buy, how much you buy, and when you buy could be very, very different, right? >> It can govern the next sell. As Greg was talking about transforming that configure pricing quote process to modernize business, to allow for these new business models, Conga wraps around Salesforce CPQ and billing to help digially transform the sales business process. Better presentations, built out of data that are customized to a specific customer engagement, better proposals that can lead to the quoting process so that you can make sure that the customer really knows what they're buying and then is able to get a quote. Better set of reports that come afterwards to show that consumption and visualize for the customer and help them understand what to buy next. Then Conga invoice generation for Salesforce billing generates that actual invoice document for them. This entire sales business process digitally transformation journey, a lot of customers are in that journey today and they just really don't know how to do it and they can unlock the power of Salesforce and all that technology they've got with the custom master records so they can move that throughout the entire sales process. That's what Conga's here to do and we're here to do in partnership with Salesforce CPQ and billing. >> Just curious, how much of the push to these types of development to the application are driven by the customer request like hey, we want to do some of these new things, can you please put it in, or is it more, hey, now you have this, classic chicken and egg, now you can start to explore some of these transformative ways of doing business? What do you kind of see in the field, is it more of we want it, or here you have it, now we can do it? >> Different customers are at different points in their journey in that digital transformation. This is the fourth industrial revolution where we're going from where we were in the past of that transactional business where it starts and stops and you have to restart it again to a constant flow of business that they have with their customers. Depending upon where they are in that journey, depends on whether or not they're pulling us along, saying I've got to innovate further, or we have to go explore with them what's possible, the art of possible. I have to give Marc and the Salesforce team a lot of credit. Salesforce over the last 20 years has done such an amazing job at helping business figure out how to unlock that potential that they've got, and this platform has allowed Conga to thrive. Conga was born on the AppExchange a little more than 10 years ago, we've grown with the AppExchange ever since and as you can see from this great event we've got going on here today, we're able to solve a lot of customers' problems. To answer your question directly, it's where they are in that journey depends on whether or not they need a little push, or they're going to pull us. >> Right, so Greg, a little shifting gears. I'm just curious from a product marketing, product development point of view, when you operate with such a robust ecosystem and you're making decisions as to what do we buy, what do we partner, what do we integrate, of the 100,000 plus whatever people here, a whole lot of them are partners. It's a super robust ecosystem, so as you look at that, how do you prioritize or you kind of looking for partners for new things or you looking for them to fill holes, how do you fit that portfolio into what you're trying to build natively in the product? >> Sure I mean it always just comes back to customer success. We listen to our customers and we see what is available out there and we look to partners like Conga and the rest of the three, four thousand plus applications, I think on the AppExchange to make sure that we're filling all of our customers' needs. It's always about what is going to help our customers be the most successful in the fourth industrial revolution like Ken was saying. >> Ken, Greg, congrats on the announcement, on the integration. I'm sure it will have tremendous success for both of you. >> Thank you very much. >> He's Ken, he's Greg, I'm Jeff, you're watching the Cube. We're at Conga Connect West at Dreamforce at the Thirsty Bear, come on down, free food, free drink, and free I think entertainment. Thanks for watching.

>> From San Francisco, it's theCUBE. Covering Conga Connect West 2018. Brought to you by Conga. >> Welcome back everybody, Jeff Frick here at theCUBE. We're at the Conga Connect West event at the Thirsty Bear. It's Salesforce Dreamforce downtown San Francisco. Marc Benioff, he said it, 171,000 people. I don't know where they all fit. Please don't bring your car, but we're here, Thirsty Bear is a place to hang. There's no lines at the bar, no lines at the food, this a the place to be. So we're happy to be here. Have our next guest from Conga. We've got Sawyer Martin, he's the Director of Product Management from Conga. >> Sayer Martin. >> Sayer, I'm sorry. Sayer good to see you. Also Mason White, the Director of Product Strategy. Mason great to see you. >> Nice to meet you Jeff. >> Absolutely. So Sayer, you came in on an acquisition we're looking at almost exactly six months ago. >> That's right. >> Orchestrate. So what is Orchestrate, and how's it been so far? >> Yeah, it's been really good. So Orchestrate started as really a wealth management tool for process orchestration, so inside of Salesforce. So managing end to end processes for wealth management firms inside of Salesforce. That's the combination of human and automated work that are happening, tasks being generated-- >> So I was going to say, what type of tasks and stuff? What is it? >> So tasks to tell someone, so a tasks in Salesforce is essentially an instruction to have someone do something. >> Right, but I'm curious because you said very specifically it was for financial management. >> Yeah, so financial management, there's moving money, generating investment policies statements for clients, all kinds of different things that you might do, review meetings for clients. >> And how did you pick that vertical to get started? >> Well we came out up, so the company was actually spun out of a wealth management firm, and that wealth management firm was on Salesforce, couldn't find a way to automate their business basically. Wanted to take those processes that they were living everyday or that were in someone's head and put it down in a system that they could then use to train people as they grew. And so it was born out of that wealth management firm, and knowing that industry we thought, as a small company, let's establish a beachhead in that market and then move elsewhere. The tool's built generically so it applies to any industry really, but we knew that industry the best. So that we focused there. >> So did you spin out of, oh no you were, you spin out of the wealth management company or did those people who founded it left and figured if these guys need it there's probably few more that do as well. >> Yep, so it was the former. Spun out of the wealth management firm, and then took it as this independent entity, not doing wealth management at all, but doing technology exclusively. >> Right, and doing process flow and task management and those types of things. >> That's right. >> Alright, so Mason how does this fit in your portfolio strategy? >> That's a great question, and actually Sayer and I met at Dreamforce '17 last year. In terms of Orchestrate what we've done is really, certainly we are keeping the existing customer base, but we're bringing that type of work flow capability into other areas of Conga. So as you look at the Conga suite of products, that work flow and approval processes is really something that is vital for things like contract life cycle management. Who needs to be involved in reviewing and approving a contract depends greatly on the size of the contract, the level of complexity, the types of changes that are being asked for. So we're in the process of bringing Orchestrate capabilities into various of our product lines. First one we're showing to customers is how we've brought it into Conga contracts through Salesforce, and we'll be bringing it into other elements really through a suite type of play. We're calling it a platform internally, and as we mature that it will become available to other members of The Conga Product Suite. >> Right, so you guys have this interesting collection of products that I assume all started as silos, but they've all got this kind of interplay between the process flow, with the contracts, the document creation, the contract kind of management, they're all very very, you know, kind of different tranches of the same tree. >> Yeah very much so. In fact I'd throw in our recent acquisition of Counselytics with the artificial intelligence and machine learning capabilities related to contract analysis. There's a fairly consistent thesis in a lot of our recent, whether it's been product launches or product acquisitions around building out capabilities related to contract life cycle management. It's not the only place where those things come into play, but it's certainly the one that is exciting people as we go to market. >> Right, right, so Sayer you've been with him for six months now, how's been the absorption? >> It's been really good. We didn't fully understand when we were acquired that, sort of what the plan was, and we didn't get a lot of direction when we first came aboard, but we knew that contract life cycle management is a powerful piece of the business. It's a growing piece and it's one that's is increasingly important to customers. And so we looked at that from a process perspective, and we've really been focused on finding the gaps there and taking what was as you said, a silo, going from the contract management piece, generating the documents, doing the negotiations, and ultimately signing the documents, and tying it all together with the process engine we'd already built. >> Right, so is Orchestrate's go to market today still as a single product, or are you just getting completely embedded in the other ones? >> I think to Mason's point it becomes obvious to use more than one Conga product. When you buy one at least one other one will make sense for you, and Orchestrate included. >> Right, because Orchestrate is kind of like AI And I'm sure where and how you guys are going to apply AI in all these various applications. And I don't want to buy a bucket of AI, I want all of my applications to work better, work faster, auto-fill, auto-select, you know, take more and more of those manual steps out of the process. >> That's right, augment the human mind in many ways. Right? Come in at those points in the process where it can add value or give you insights that you wouldn't have otherwise had. >> Right, right. So Mason I'm just curious from a product strategy point of view, you've guys have made a lot of acquisitions, got some new money in the war chest, and you know, a really solid team of senior execs that have worked together a lot. The band is back together is a big theme that I've seen all day today. So when you are looking at kind of buy versus build decisions what are some of the things you're thinking about as you kind of continue to build out this suite of kind of cross-functional capability? >> We're always looking at things whether in buy, build, or license. So there are things that as we're looking at them right now, and I'm not going to mention them, the decision is between buy, build, or license in certain types of capabilities. Really depends on what's the maturity of the technology out there, is it something that we need that others have right now and they've got strong, could be a strong OEM business model, or could be something that is a rapidly growing area that we need to get in on. Own it and tune it for our needs specifically. >> Right, well great story and I'm sure you're going to see that Orchestrate stuff all over the place. >> That's what we hope! >> That's what we're working towards. >> Alright, so Sayer, Mason, thanks for taking a few minutes to tell your story, and inviting us here to Conga Connect West. >> Great, thanks Jeff. >> It's nice to talk to you Jeff, thanks. >> Oh my pleasure. Alright, you're watching theCUBE, like I said we're at Conga Connect West at Salesforce Dreamforce. Thanks for watching, see you next time. (upbeat music)

>> San Francisco, it's theCUBE, covering Conga Connect West 2018 brought to you by Conga. >> Hey welcome back everybody, Jeff Frick here with theCUBE. We are at the Thirsty Bear at Salesforce Dreamforce, 170,000 people, we're in a small side of it put on by Conga, it's called Conga Connect West, think they had 3000 people last year. if you can see behind us the Thirsty Bear is packed to the gills, they're here for three days with free food, free drink, theCUBE and some entertainment. But as you know, we like to get the smartest people we can, get the knowledge from them and we're really excited to have a super smart person from 451, she's Sheryl Kingstone, the VP of Research for Customer Experience and Commerce at 451 Sheryl, great to see you. >> Nice to see you, too and thanks for inviting me. >> Oh absolutely, so you've been coming to this thing you said for a number of years. Every time I come to Dreamforce, it's like oh my goodness, how can it get any bigger? >> So, I can think back to the year 2000 when I did roadshows with Salesforce and we couldn't even get 40 people in the room. >> Oh my goodness. >> And now we have what, 170,000? >> That was kind of the dark, the dark and... >> That was when we were convincing people >> The dark days. >> That SaaS was the way to go and everyone was like wait, what? >> Right. >> Saas? >> When ASP was not Average Selling Price >> Oh god. >> But Application Service Provider. >> Absolutely, absolutely. >> Very good. So let's jump into it. So now it's 2018, time flies. Digital transformation is all the rage and I know you do a lot of work on digital transformation. So where do people get started, what is digital transformation? >> Yeah, yeah >> So how do you help people kind of, you know, I got to do it, the boss wants me to do it, my competitors are doing it. >> Yeah >> Where do they go? >> And here's the thing, you could say digital transformation has been pretty much evolving for two decades, it really is leveraging software. But what's really changed is digital transformation is more than just an IT strategy, right? So digital transformation is a business strategy. It's a culture, it's understanding how to leverage these new, more modern technologies so that we're reducing customer friction points, or empowering employees, or helping our partners sell more. So it's really more of an overarching strategy instead of independent, I'm going to go out and get software A versus software B. >> Right, and there's so many components of it, in not only the technology piece, but as we always see at shows, also the people and the process. The technology by itself is just another tool. >> Yeah, and we've been also talking in decades about people, process and technology, and one of the things I've said for a long time is what's missing in that, is the overlying or underlying data element of it. And that's another thing that's changed, is what are we doing to harness the power of the data that we get through these digital transformation processes that were undertaken? >> Right. >> And data's absolutely critical. >> But data by itself's just data, right? And to turn it in for information you got to have context. >> Yeah. >> You got to have the right data to the right person at the right time make the right decision. >> Yeah, but I've said all along, it's not about he who holds the right data, most data, it's really who has the right data. >> Right. >> So absolutely. >> Right. So as you look at some of the significant kind of glacial shifts in terms of infrastructure, in terms of CPU, in speed of CPUs compared again to 2000, you know, compared to the data that we have, the storage economics, and obviously Cloud. Now, finally, it seems like we're getting to the tipping point, where you've got enough horsepower, you've got enough storage, you Compute, and networking that you can start to implement some of these things that were just a pipe dream when you couldn't get 40 people, >> Yeah, well, >> In a room. >> So Compute has definitely changed and it's one of the things that's changed with respect to machine learning. The storage, because if you really think about intelligence, it's all about making sure you have all of that data. So yes, absolutely, that's changed. But one of the things that we really have to understand, and at 451 we just launched a lot of research around Foresight, right, and it's so about, hindsight is 20/20 and Foresight is 451, right? So it is all about looking more forward. >> Right, right. >> And one of the things that we talk about is just that. What are we doing with invisible infrastructure? Because no one really cares about what the infrastructure it is today, it's what's the intelligence that's coming out of it? So our four themes are around invisible infrastructure, pervasive intelligence, contextual experiences and then the ability to deal with the risk. So those four themes come together to create Foresight, and we actually launched that this week at our own conference, HCTS. >> I used to joke, we used to operate on a sample of historic data, right? Take a little bit of something that already happened. As opposed to now, you actually have the opportunity to get all the data and you have the opportunity to get it in real-time and have that feed your decision making processes. >> Well, what's really changed is we're no longer working from just operational data, we're bringing a lot more of that behavioral data that has to be streamed in real-time, and that's the architectural changes that have shift. >> Right. >> And the other thing you have to do with the infrastructure changes, if you're really making a decision, you have to make that decision on the edge. (announcements in background) >> So I think Marc Benioff is going to start speaking. >> Yeah, that's what we're going to have to adjust, to cut this off. >> So Sheryl, it's great to catch up and we'll see you next time. >> Not a problem, thank you. >> Marc Benioff's coming on. Thanks for watching theCube. (announcements in background) (upbeat music)

>> From San Francisco, it's theCUBE, covering Conga Connect West 2018, brought to you by Conga. >> Hey, welcome back everybody. Jeff Frick here with theCUBE. We're in downtown San Francisco at Salesforce Dreamforce, they're saying it's 170,000 people. Take public transit, do not bring your car, do not take Uber, grab a line, grab a BART, whatever you need. So we're excited to have a practitioner. We love to get customers on, we love to talk to people that are out here actually using all these tools, and our next guest, we're excited to have Becky Bastien. She's a senior force.com developer for BD, which is Becton Dicksinson-- >> Dickinson. >> Becky, welcome. >> Thank you. >> So, what type of products do you work on? >> So, I mean primarily we're a Salesforce.com platform, right? And we have a lot of add-ons with Conga, DocuSign, you name it, we're doing it. Apttus CLM, and we also use Oracle CPQ. Anything that connects to the Salesforce.com platform, you can imagine we probably use it. >> And you've been developing on Salesforce for a number of years, looking at your LinkedIn history, so you've got a lot of experience with the platform. Just a little bit of perspective, how this conference has changed, how Salesforce is a platform from just a pure play kind of Salesforce management system, which is what it started at CRM, to what kind of it is today? >> Yeah, I mean the conference has changed astronomically obviously over the years. What you said, it was 170 thousand, right? It's crazy. >> That's crazy. >> Logistically, it's a little tough to get around but it's so much fun and there's so much that you can learn here. It's just increased over the years. The content has gotten better, there's more focused areas, which I really like. I'm a developer at heart so I really focus on that. But as far as the platform itself, it's really grown. You can do anything with it. At BD, we even have done things that are completely custom, like our entire implementation team for one of our business units runs out of Salesforce.com as a project management application. We don't just use it for sales, right? >> Right. >> Or marketing, even. We use it across the board for implementation and now we're getting into the service aspect as well. >> Right, we're here at the Conga event and we talked before we turned the cameras on, you're using the Conga tool set in kind of a unique and slightly different way than some of the applications we've heard. I wonder if you could share some of the applications that you use and how you use them? >> Sure, so one of our primary uses of Conga is actually generating documents that are customer facing, that really educate our clients, our end clients and then also helps us with some of the data that we're gathering for our product development. But what we do is we go out to the client's site and we're actually sometimes in an operating room, or at a catheter injection or a blood draw, multiple things that we actually gather data on via another application called Fulcrum. We pull all that data back into Salesforce and then we use Conga to generate the documents that are customer facing. With that, it really empowers our business as well because they have full control over that Conga document, so they can make the changes that they need to, without involving IT, and we just kind of hook it all up in the back end for them. >> Right, right. It's really a new kind of world in terms of the opportunity to go gather data on your products, whether it's connected via an application or different things, as opposed to back in the old day, you made it, you shipped it, you sent it out through your distributor and you had no idea how end users are using it, how the doctors are using it in this case. >> Yeah. >> But now, you've got this opportunity to do more of a closed loop feedback, back into the product development. >> Yeah and it's not only a product development, but we're actually educating the hospitals on, are you using the product to what we actually manufactured it for? Are you using it for something entirely different? Are you using it the wrong way? It's actually an education tool back to our end customer and saying, "Hey, this is where you can improve "operating procedures," basically. >> Another hot topic that we hear about all the time, we go to all these conferences, is bots. You talked about, you guys are doing something interesting with bots, again, leveraging the Conga application probably not necessarily the way that's it's, I didn't see Bots on their product sheet. >> Yeah. >> Tell us a little bit about that application? >> Yeah, We have a bot where our sales reps can basically enter some information into an Excel spreadsheet. It's for a quick quote for a customer, and the bot will crawl that spreadsheet and feed it back into SAP. What we've found is that our sales reps are having a hard time getting the right customer number, getting the right contact information and things like that, where the Bot would fail if they didn't have the right information. What we've done with Conga is we generate that Excel spreadsheet from Salesforce.com so the sales rep is on an opportunity, and they generate the bot, they generate the spreadsheet, they fill out the rest of the information and then it gets sent along its way and it creates the order and SAP eventually. It's really cutting out some human error. >> Right, so does the Bot fill in the missing data? Or it just flags that you've got some incomplete stuff you have to fill in? >> Yeah so, we're passing it as much as we can for the rep. They're having to manually enter some things like what product, what quantity, and things like that, and then the bot crawls it and throws it into SAP. It's just an easier way for a rep when they're sitting out on-site with a client. They can actually put it in an Excel spreadsheet, which they love. >> Right. Of course we're trying to get 'em away from Excel spreadsheets anyway, but let's go ahead and automate some of it for them so it cuts out that error. >> It's a really interesting story because it's often a battle to get the sales people to work in Salesforce. >> Yeah. >> As opposed to report in Salesforce. >> Right. >> You're really kind of bridging that gap, letting 'em work in Excel, which isn't necessarily their preferred solution but if that's what they're doing and then integrating that back into the automated system. >> It's hard to change that behavior, for sure. >> Yes it is. >> But yeah, by giving them the bot, we're actually making them go into Salesforce. It gets them more comfortable with it and a way to drive user adoption. >> Right and I'm sure you can see a future where AI is going to enable more and more automation of all the little bits and pieces of that process going forward. >> Yeah, absolutely. I think, too, what we talked about with gathering all that data, that's one of the things with Einstein that we're really interested in, especially at Dreamforce this year, is learning more about Einstein and what we can do on the platform with all the data that we have gathered. >> Right, right. The other thing you mentioned before we turn on the cameras, it's again, kind of a new technology, is voice. Obviously with the proliferation of Alexa and Google Home and OK Siri, and all these things, voice is going to be an increasingly important way that people interact with applications. As you look forward, down the road, what are some of the opportunities you see there, where you can start to integrate more potential voice control into the applications? >> I think it kind of goes back to our sales reps, again. Where they're on on-site. If they can talk into their phone really quickly and say, "Update this opportunity amount." I mean, that's great. It gets them, again, into Salesforce, it's going to drive that user adoption. I saw a session on it earlier today and I thought it was pretty cool. I think they'll be excited about that. We're also implementing field service for Lightning. We have our actual texts that get dispatched out on-site, so I can really see them using that on the mobile experience as well. >> The dispatch is going out through Lightning and then the management of the service call is also happening inside of Lightning? >> Yeah, we're implementing Service Cloud right now. The next phase will be implementing field service for Lightning. We're now dispatching out of SAP, but we're looking to move it entirely to Salesforce. >> Wow. >> Yeah. >> Okay, if Marc Benioff came in and sat down, there was a guy that looked just like his brother here earlier, what would you ask him? What kind of magic wand you've been developing in this thing for a number of years, would you say, Marc, love it, love it, but could you just give me a little of this and and a little of that? >> I'd say, show me the road map and no safe harbor, tell me it's actually going to happen. No, I think mobile is where we're always really trying to figure out where Salesforce is going, and I think they've really improved. But I offline capability is something that has struggled with Salesforce. We have to rely on other apps that write back into Salesforce. >> Right. >> It'd be nice to eliminate those other offline applications and just use Salesforce.com for that offline power train. Because a lot of times we're at the hospital, and there's no wifi, there's no connection. >> Right, right. >> So we have to have that offline capability. >> Still kind of the soft underbelly of cloud-based things but 5G is coming, we were just at the AT&T show and we'll have 5G 10x the speed, 100x the speed. >> Bring it on, yeah. >> So good stuff. Alright, Becky, thanks for taking a few minutes. >> Absolutely. >> And keep coding away. >> Thank you. >> Alright. >> She's Becky, I'm Jeff, you're watching theCUBE. We're at the Conga Connect West at Salesforce Dreamforce at the Thirsty Bear, downtown San Francisco, come on by. (upbeat techno 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 are at Salesforce Dreamforce, they say a hundred and seventy thousand people have descended into downtown San Francisco, it's absolutely bananas. We found a little respite, a little oasis if you will. Couple doors down to the Thirsty Bear's, the Conga Connect West event, come on down they've rented out The Thirsty Bear for three days of, I just was told, free food, free drink and a lot of entertainment, also a lot of great Conga people as well, and The Cube's here, so come on by. We're excited to have, for our next segment, people that are really getting close to the customer because at the end of the day, it's really about the customer. So we've got Natasha Reid, she is the senior product management for Conga, good to see you. And also Justin Mongroo, the VP of sales excellence from Conga, also great to see you. >> Thanks. Before we get in I got to ask you, Justin, that is a great title, VP of sales excellence. I mean there really, it says something about what you think is important which is being good at selling, not a used car sales approach at all. How did you come up with that title and what does that personify for your team? >> Yeah, well I didn't come up the title but I think for us, Conga, what it means, sales excellence is about selling with integrity, our product provides real benefits to customers and so unlike a lot of products where they can't talk about the full set, sales excellence to us is being able really let the product shine and identify how it's going to help the businesses we work with. >> Right, and Natasha that's what I hear you spend a lot of your time with customers on. You know, you're product management, but you're using a lot of customer input to drive what you prioritize how you're kind of setting out your road map, what you're working on. >> Yes, absolutely. So, from a customer perspective, we really pride ourselves on customer interviews. There's really nothing that helps you understand what customers are doing and using with your products than watching them firsthand in their own environment, and it really just provides invaluable feedback to help drive where we take our products in the future. >> It's funny, we did the Intuit Quickbooks Connect show a couple years ago, we had Scott Cook on, and he used to talk about it at Intuit, they would just go, like you said, and sit and watch people engage with the application, not even surveys but actually see how users use it and it's interesting even if you watch someone else just use Excel, we all use it in a very different way, so that must be incredibly valuable feedback. >> Yes, I mean you really see the good parts of the application, you see the parts that maybe need improvement as well, but it's feedback that you really can't gather in any way except watching somebody. >> Right, I think it also is the philosophy that's very very different than kind of looking at the competitors all the time, if you listen to Andy Jassy or Jeff Bezos at Amazon who are just kicking tail and taking names, they're maniacally focused on what the customer wants. They don't really look at the competition, they don't really talk about the competition, they're always looking at that customer. What do they need, what do they need next, and you guys continuing to evolve your product line to kind of continue to go down that path. >> Well, and the reality is is the customer defines the product in a lot of cases, right? What better way to understand your market than to talk to the people who are already working with you and finding out what they want to buy next? >> Right, right. So you guys have some exciting announcements here at Salesforce this year, Salesforce is now integrating some of the Conga functionality inside of some of their core applications if you could give us a little bit more color on that. >> Sure, so we just launched Conga invoice generation for Salesforce billing, and Conga quote generation for Salesforce CPQ. So, these two products are taking the power of the flagship document generation product Conga Composer, and we're leveraging that functionality for very purpose-specific built document generation with Salesforce CPQ and Salesforce billing. >> That's pretty awesome. >> Yes, that is pretty awesome. >> So why did pick you guys? What were some of the feature sets, or working with Conga that helped Salesforce come to this decision? >> Sure, so Conga Composer, well known for best in class document generation, pixel perfect documents, so when you need to get your formatting just right, when you need very sharp, clean lines, et cetera, leveraging things like the ability to provide more information or merge more product line items into your documents, as well as supporting the formats that people want, things like Word and PDF. >> Yeah, and I would say in addition to the functionality, Salesforce also is able to trust just by seeing our customer experience through our net promoter score and our reviews online knowing that they could partner with us and that we would take care of our joint customers they way they want them to be. >> That's a pretty significant move by them to adopt your guys' technology as part of the core within some of their offerings >> It is, it's not something that Salesforce does often, so we're very proud and we're very grateful that they looked to us to help provide these solutions. I think another component of this is just ease of use. So very easy to install, Lightning-ready, very forward thinking in that capacity. >> Yeah, the Lightning thing is interesting, you get used to the old, "Who moved my cheese?" I was the old school front end on Salesforce and they finally made me jump over to Lightning, but I'm sure that opened up all types of new opportunities for you to deliver new functionality in that. >> It does, and I'll empathize with that sentiment. I think change is always hard, right? People always struggle a little bit when they're used to doing something one way and Lightning is a very different look and feel from Salesforce Classic. I will say though that once you move to Lightning, Salesforce has done a really great job of, Lightning is more than just a CRM, It helps you do your job better. It makes suggestions, they put a lot of work into UI, user interface and user experience, you don't have to think about how to do your job better, it actually just helps you do your job better. >> Right. >> So being able to build and develop on the Lightning framework is actually a tremendous benefit. >> It has been, and in the last piece you guys are sitting on a bunch of different pieces in this document life cycle, if you will. You don't call it that, but you're into the contracts, you're into the document generation, you're into the life cycle management, so all these things too, I imagine now are coming together in a more kind of synchronized, cohesive way. >> Well I mean it's really if you think about the customer's story they need a generated document to communicate with their customers before they are a customer, and then they need to do a quote to show them how much it's going to cost, and they may or may not need to negotiate that and then they need to sign it, and every business has this sort of interaction with their customers, from, "Here's what we do." to "Do you like it "enough to buy it from us?" To, "Here's how we make it legally binding". I mean that's business, and Conga has met our customers along every stage of that journey that they go through in making a customer a customer, and doing that in a visually stimulating, professional way. >> So, fun fact about Conga Sign, our e-signature product we launched in February of this year. E-signature was the #1 feature request, or problem to solve that the conga customer base has provided in the last couple of years. So, everybody wanted e-signature. We listened, we heard, and we built you e-signature. >> So how long did it take you to get it out, from the time you decided, okay we'll go ahead? >> Well, as the original product manager I can actually answer that very specifically. So, we started building in July of last year and we launched on February thirteenth of this year. >> So, less than a year? >> Yes. >> Definitely less than a year. >> Okay, great. And just final thoughts on this event? Dreamforce, obviously a huge event for you guys, big investment in this Thirsty Bear celebration at Connect West. What do you hope to get out of this week, what are you excited to see from both the Salesforce folks across the street, as well as this kind of gathering with all your customers? >> You know, for me I hope to learn. I want to learn what our customers are interested in, I want to learn what our reps are seeing in the market as they walk around, and what other businesses are doing, and then learn from the ecosystem and what tools are available that we can use ourselves to better help our customer which is our employees. >> My favorite part of Dreamforce is actually the Conga booth at the Moscone main hall. So we actually get lots of our customers who come to find us, who come to find specific people. They'll come and ask for, "Hey, this support person "helped us", and they'll actually identify that person by name, or "Hey, this professional "service person helped us, can I meet them? "Are they here?" And it's just incredibly gratifying, like it's very difficult to describe. You have literally hundreds of people coming to find you to just say, "Thank you, we love your products, "it makes my life so much easier, "what else are you guys doing?" >> That's great, and it's always so gratifying to know that there's always someone on the other side that appreciates the work and it's always fun when you get some kind of an electronic relationship, to cement that with a face and a voice and a name and a handshake. Well, thanks again for stopping by and congratulations on the big announcement. >> [Natasha And Justin] Thank you. >> Alright, he's Justin, she's Natasha, I'm Jeff, you're watching The Cube. We're here at Conga Connect West at Salesforce at Thirsty bear, see you next time.