Home Finance Conga helps Elsevier to transform its global quote to cash processes 
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Conga helps Elsevier to transform its global quote to cash processes 

Research publisher and information analytics provider chose Conga to optimise business processes  and reduce overall contract generation time 

by uma

Founded in 1880, Elsevier, part of RELX, is a global research publishing and information  analytics provider, headquartered in Amsterdam and with offices worldwide in the Americas,  Asia-Pacific and Europe, Middle East and Africa. The company has grown significantly in recent  years, expanding from its roots in research publishing – which includes more than 470,000  articles published in 2,500 journals annually – to delivering analytical solutions and digital tools that allow researchers to manage and share papers, discover new data and collaborate online. 

With a number of acquisitions in recent years, Elsevier’s global quote to cash processes and  workflows were becoming increasingly complicated. With contracts being created, negotiated  and executed in different regional locations, Elsevier’s sales team was finding that complex and  manual processes were leading to a number of roadblocks across the contract lifecycle,  resulting in longer processing times and impacting the customer experience. 

“The fragmented quote-to-cash process was resulting in version control issues, contract  mistakes, long processing times and a lack of insight into contract status,” said Matt Cumberlidge, Head of Quote to Cash programme at Elsevier. “Our sales team would have to step  outside the Salesforce CPQ system to complete their work, which was adding turnaround time  to the contract lifecycle. This was ultimately impacting customer satisfaction and was being  flagged as an issue in our surveys.” 

With the tender process beginning in 2019, including a field of five companies and two rounds  of selection, Elsevier chose Conga Contracts for Salesforce, due to its functionality, seamless  user experience and compatibility with Salesforce.  

Conga Contracts for Salesforce enables Elsevier to take control of its contract processes,  enabling it to create, negotiate and execute contracts through automation. It enables the sales  team to stay in Salesforce, so all contracting information stays accurate and up-to-date, and all  actions get recorded. It also maintains an automated audit trail of changes and versions in  Salesforce, even down to the individual clause level. Conga also removes the headache for legal  teams, by ensuring the company is protected through supply language and clauses legal has  already approved, so the sales team can concentrate on negotiating and executing contracts,  while still remaining compliant with policies and procedures. 

Since implementing Conga globally, Elsevier has reduced its contract creation time from days to  hours. 

Business outcomes 

  • Simplified creation, negotiation, and approval of contracts in Salesforce Contract generation time has been reduced from days to hours 
  • Faster-time to revenue and freeing up the sales team’s time  

“Our customers were at the forefront of our mind when selecting a technology solution. We  wanted to get contracts into the hands of our customers within 24 hours – Conga has enabled us  to achieve that goal.” 

Matt Cumberlidge, Head of Quote to Cash programme at Elsevier

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