How a brand-new sales rep can create, price, discount, and send a quote just by asking — in 15 minutes.
Watch the Demo
What you’ll see in this demo
Conga is a revenue lifecycle management platform spanning configure-price-quote (CPQ), price optimization, contract lifecycle management (CLM), billing, document automation, and e-signature. In this episode, Elise Terrill, Senior Manager of Demo Excellence at Conga, demonstrates AiMe — Conga’s unified AI layer, which sits on top of that connected data and removes the manual handoffs between sales, legal, finance, and operations. The demo follows a single quote from end to end: a new sales rep asks AiMe to create a quote, searches the product catalog by voice, compares two products and asks which one fits the customer, adds line items and a discount, finalizes and e-signs the quote, then turns the accepted quote into an order and a contract. It’s most useful for revenue teams where quoting is slow not because the system lacks features, but because reps don’t know it well enough to move a deal quickly.
Key takeaways
- Deals stall moving between departments, which delays and sometimes loses revenue — and the causes Conga sees most are fragmented data, manual processes, and a lack of user adoption.
- AiMe is Conga’s unified AI, built to connect intelligence across the full commerce engine: pricing, quoting, contracting, and renewals.
- Because Conga’s platform already connects CPQ, price optimization, CLM, and billing, the AI layer sits on top of connected data rather than being bolted onto a single stage of the process.
- Quoting work in Conga can be surfaced inside the CRM a team already uses, including Salesforce, Microsoft Dynamics, and HubSpot.
- A rep can ask the AI what it is able to help with and get back the prompts it supports — creating quotes, finding quotes, searching products, handling approvals — with its reasoning visible as thought tracing.
- Quote creation is conversational: the AI synthesizes the details the rep provides, warns when a quote with the same name already exists, asks for anything missing, and produces a normalized quote record.
- Voice-to-text lets a rep query an entire product catalog in plain language, such as asking what options exist for a client who needs an industrial printer.
- The AI can compare two products side by side and answer which is the better fit for a stated requirement, which is how a new rep gets product knowledge they would otherwise have to absorb from colleagues.
- Line items, quantities, and discounts are applied in the same conversation, and approvals route only when the discount exceeds the threshold the organization has set.
- The workflow stays in one platform through document generation and e-signature, and the executed document returns to the quote record.
- Accepting a quote creates an order, and a contract such as an MSA can be generated directly from that quote with the line items flowing downstream to legal.
- Elise Terrill’s framing is that this is a user adoption story before it is an automation story: the AI expedites a rep’s knowledge of the quoting process and bridges the gap for someone who learned to quote in a different system.
About Conga
Conga is a revenue lifecycle management company whose platform connects configure-price-quote (CPQ), price optimization, contract lifecycle management, billing, document automation, and e-signature in one system. AiMe is Conga’s unified AI layer, embedded across those products rather than offered as a separate assistant, and it works inside Salesforce, Microsoft Dynamics, and HubSpot as well as in Conga itself. Learn more at conga.com.
About Elise Terrill
Elise Terrill is Senior Manager, Demo Excellence at Conga, where she equips the company’s go-to-market teams to find friction in clients’ commercial processes and surface where revenue is leaking. She spent several years at Oracle in the CPQ and e-commerce space before joining Conga, and her career has been built in quoting, contracting, renewals, and revenue recognition — the unglamorous middle of the deal where, as she puts it, most of the revenue risk actually lives. Connect with Elise on LinkedIn.
Frequently asked questions
What is CPQ?
CPQ stands for configure, price, quote. It is the software layer that lets a seller assemble the right product configuration for a customer, apply the correct pricing and discounts, and produce a quote that finance and legal can stand behind. It sits between the CRM, where the opportunity lives, and contracting and billing, where the revenue is realized.
What is revenue lifecycle management?
Revenue lifecycle management is the practice of treating quoting, contracting, pricing, billing, and renewals as one connected process rather than as separate departmental systems. The goal is that a deal carries the same data from the first quote through to renewal, so sales, legal, finance, and operations are not reconciling different versions of the same agreement.
Can AI create a sales quote?
Yes. In this demo, a rep asks the AI to create a quote for a named customer against a specific price list, and it produces a normalized quote record, flags that another quote already uses that name, and prompts for any missing information. The rep then adds products, quantities, and a discount through the same conversation rather than through forms.
How does AI help with CPQ user adoption?
Most quoting tools are underused because new reps do not know the product catalog, the pricing rules, or the approval paths yet, and that knowledge usually lives informally inside the team. A conversational AI layer lets a rep ask for what they need in plain language, which shortens the ramp for new hires and for anyone who learned to quote in a different system.
What is Conga AiMe?
AiMe is Conga’s unified AI, built to connect intelligence across the entire commerce engine from pricing and quoting through contracting and renewals. It is embedded across Conga’s products and sits on top of the platform’s connected data, so it can act on a quote, a document, or a contract rather than only answering questions about them.
Can you create a contract directly from a quote?
Yes. In Conga, accepting a quote creates an order, and a contract such as a master service agreement can be generated from that same quote. The line items flow downstream onto the contract record, so legal starts from the terms that were actually sold instead of re-entering them.
Does Conga’s AI work inside Salesforce or HubSpot?
Yes. Quoting information can be surfaced in Salesforce, Microsoft Dynamics, or HubSpot, so a rep can stay in the CRM their team already works in rather than switching systems to build a quote.
Chapters
00:00 Why a complete commercial picture is so hard to get
00:48 Elise Terrill on Oracle, Conga, and where revenue risk lives
01:48 What AiMe is, and why quoting is the workflow to fix first
03:59 Demo: a new rep’s quote list inside Conga, Salesforce, or HubSpot
04:40 Asking the AI what it can do, and watching it think
05:30 Creating a quote by conversation
06:45 Voice to text: searching the product catalog out loud
07:45 Comparing two products and asking which one fits the customer
08:45 Adding line items and applying a discount
09:45 Approvals, review, and finalizing the quote
10:30 Generating the document and sending for e-signature
11:30 Accepting the quote and creating the order
12:00 Turning the quote into a contract
12:40 Why this is a user adoption story
13:44 Where to learn more
More on Conga: Beyond Fragmentation: Building an Integrated Commerce Chain for AI-Driven Growth · Conga Opens Boston Office, Building on PROS B2B Acquisition Momentum
More demos like this: One Amazing Thing About Optimizely Virtual Teammates with Kevin Li · One Amazing Thing About Bizrate Insights with David Lynch
Key terms: CPQ · contract lifecycle management · revenue lifecycle management · AI agent
Resources
Conga: https://www.conga.com
The One Amazing Thing with Greg Kihlström website: https://agilebrandguide.com/the-agile-brand-podcasts/one-amazing-thing-about-with-greg-kihlstrom/
Sign up for The Agile Brand newsletter here: https://www.gregkihlstrom.com
Get the latest news and updates on LinkedIn here: https://www.linkedin.com/company/the-agile-brand/
Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com
From the creators and host of the award-winning The Agile Brand™ with Greg Kihlström podcast, comes One Amazing Thing About… with Greg Kihlström, a show that puts the spotlight on the latest and greatest MarTech products and platforms by showcasing one feature that makes them… amazing.
Transcript
Greg Kihlström (00:00)
Many people in your organization are likely focused on making commerce successful, but are they able to see the view they need to be successful while ensuring they have a complete and consistent commercial picture? Well, what if there was an intelligence layer that does just that?
Welcome
to one amazing thing about Conga Today we’re talking with Elise Terrill, Senior Manager Demo Excellence at Conga, and she’s going to be sharing one amazing thing about Conga’s AiMe with us today. Elise, welcome to the show.
Elise Terrill (00:36)
Hi Greg, thank you so much for having me. Super excited to chat with you today.
Greg Kihlström (00:41)
Yeah, looking forward to seeing this in action in a in a second here. Before we do that, why don’t you give us a little background on yourself and your role at Conga?
Elise Terrill (00:48)
Yeah, absolutely. My background is in SaaS, primarily client-facing deal work. I spent a few years at Oracle in the CPQ and e-commerce space, which was a great foundation because you’re constantly in the weeds, right? Voting, price and complexity, the handoffs between sales and legal and finance. Then I joined Conga, where I continued to help clients find friction in their commercial processes and uncover any areas for potential growth.
Now I equip our go-to-market teams to do the same with their clients. So a lot of my career has been spent in quoting, contracting, renewals, revenue recognition, which I know probably sounds a little unsexy, unglamorous, but it’s actually where a lot of that revenue risk lives, and organizations are constantly looking to improve.
Greg Kihlström (01:39)
Yeah, yeah, I love it. So we’re gonna take a look in a second here, but before we do, what are you gonna show us today? What what’s the you know, who’s the audience for this and and why is it important to them?
Elise Terrill (01:48)
Yeah, absolutely. Today we’ll be talking about AiMe, which is Conga’s unified AI built to connect intelligence across the entire commerce engine, from pricing and quoting to contracting and ultimately to those renewals. Now, most organizations struggle to move deals efficiently across their departments, often resulting in delayed or even sometimes lost revenue, which impacts everyone from sales and finance all the way to business ops, legal, ID.
Big implications, right, when the bills aren’t getting paid. Now, there are a few big reasons for this, right? Fragmented data, manual processes, a lack of user adoption, just to name a few, right?
But
because Conga connects the full commerce chain with a comprehensive platform of CBQ, price optimization, CLM, and Billy, AMI really sits on top of your connected data and eliminates the manual handoff between those departments and teams. AiMe can also solve for user adoption, which is what we’ll primarily be talking about today. Now, quoting leveraging AMI creates the most frictionless process for your
Sales reps to both create, modify, discount, and send that quote out the door. Now, I chose this AiMe workflow specifically because quoting is one of those places where almost everyone sees some struggle, sees room and areas for improvement. Now, at the end of the day, nobody wants to be responsible for a delayed deal, a deal that takes three days to get out the door from a sales rep point of view.
From a sales leadership point of view, you have a quota to hit, right? And being able to hit that quota is imperative to ultimately answer to everyone else in the business. Finance and ops also don’t want discounts to go untracked, errors to creep in. So this workflow really benefits everyone within that full commerce chain.
Greg Kihlström (03:55)
Yeah, love it. So yeah, let’s take a look. Why don’t you share your screen?
Elise Terrill (03:59)
So here we are in Conga, right? And today I’m a new sales rep, just joined the team, looking to see all of my quotes with Kanga. Now, by the way, I could also surface this information in Microsoft Dynamics, in Salesforce, or in HubSpot. So really connecting in the system that you’re working in today.
Now, I very well could go through the process of manually creating a quote. I could put in some information, but today we’re going to leverage AiMe to help us with that process. Now
You can see here AiMe in kind of a full screen view. In a few minutes, we’ll talk about how AiMe is able to meet you where you are in an actual quoting context. Now, the first thing that we’re going to do with AiMe here is ask AiMe what it can help with. So, some frequently used prompts that we can leverage in this process to expedite our workflows. AiMe is
Thinking through the question that we’re asking it, we can see that thought tracing here. I can see from just a quick glance that AiMe can help create a quote, it can help us find our quotes, it can search products, approvals, really everything within that quoting process. Now, today my goal is clear. So I am going to ask it to create a quote for Alpha Industries. We’ll be leveraging a specific price.
List here and simply once I kick that process off, it’s going to do a couple of things. So, one, it’ll obviously synthesize the information that we’re providing. It will also tell us if there’s another quote that exists with that same name. So in this case, we’re just going to ask it to proceed anyway.
With that iterative back and forth process. Now it’ll tell us if it needs additional information to create this quote with that conversational UI. Now, our quote has been created. I can see here that Alpha Industries Office Improvement. If I wanted to continue the process within this UI, I absolutely could. I could do things like ask it to add products. But today let’s take a look at the quote it’s actually created. So it’s taken all of the data.
That we entered first, it’s created an actual quote record, it’s normalized that data to include everything that we need here on this actual quote record. Now you can see just from a quick glance, and also because we went through this just a couple of seconds ago, that we don’t have any line items or products added to our cart just yet. But leveraging AiMe from this user interface, we can start to interact with this quote.
I could go through, I could add manually, I could do all the things that I was doing in that last UI, but today we’re going to use voice to text to ask it to give us a little bit of help. So my client is interested in an industrial printer. What are my options? Using that voice to text, I’m able to ask the
AI to query that entire catalog and pull everything that’s relevant to this particular client because they’re looking for an industrial printer. So it’s synthesizing that catalog in just a second we’ll be able to see all of the products that are relevant to this particular query.
Alright, so here are all of our printer options. Now I’m a little bit curious as to what the difference is between the FB700 model and the LX850. So I’m simply just going to ask it to compare FB7600 and LX850.
It will pull all of the details for this particular product and compare it to another. We can also prompt it with things like what is best given the context of this particular customer. So in this case, which is best for high resolution printing?
So, really guiding that sales rep who may be new to your organization through this process so that they’re able to surface what they need to get this quote out the door. Now that helps with the context, right? Because in this case, I can see the LX 850 is the better choice for that high-resolution printing. So driving that decision and that deal forward. So let’s go ahead and add.
10 of the LX 850 and 5 of the FB 7600. In just a second, it will add those to cart. You’ll those line items surface on that left-hand side. So, really pulling in what we need here, I can see those quantities have been added. It’s given me a success here. And at this point, I can do a number of things. So I’m going to add a 10% discount.
To the total, and you can see that 10 million cost reduced down to 9,000. So really being able to interact with the AI here to be able to get that deal to a point where we can create a proposal and send it out to our customer.
Now, in this case, I’m not going to go through an approval. I know that a 10% delta isn’t going to move the needle for my organization, so the approval process isn’t necessary. In this case, I’m simply just going to review and finalize the quote, which will allow me to move this further on through the process. Now
Once that’s done, I can do a number of things. So I can generate a quote document, I can send that for e-signature. We’re going to jump ahead just a little bit and take a look at what that contract or that quote looks like once we’ve created the proposal. Now
Conga, like I said, is a connected commerce experience. So not only are we providing that quote capability and that contract capability, but we have the ability here to leverage Conga’s e-signature as well. So if your organization wants everything with one vendor, we absolutely can accommodate that here. So I can see here, I can simply sign my quote and confirm its receipt.
Now, when we take a look back at our record here, I can see we’ve got a document, our executed document has come through, right? That is going to be the quote that we just signed.
So at this point, this can take on any form or fashion, right? I can accept this quote. Maybe if they rejected this quote, it would go back through, we would continue to make changes. In this case though, I am going to simply accept the quote, moving it into kind of a different status.
You can see here when I accept that quote, we’ve got an order that’s created. So really continuing that process through. We can also create a contract directly from this quote as well. So I can see here create contract.
At this point, I’m going to create an MSA. I’m going to include those two line items, really moving this information from this quoting process into a legal space, right? Where they continue on through terms and conditions after that contract has been created, and I enlist their help in this process.
So I can quickly see our contract here. Our line items will flow downstream, and you can see those here on the record as well. So really connecting those two systems or those two teams rather between that quoting process with AiMe and now within that contracting space.
Greg Kihlström (12:40)
Love it. Well, yeah, no, it’s great, great to see this. And I mean, I think, you know, there’s there’s a number of things that just get made so much more simple just with, you know, you previewed the voice feature, the as well as the the chat feature as well. So, you know, I I would imagine I mean the the system already has a lot of s of features available, but just being able to rely on AiMe in this case to be able to do some of those things must save time and
And just streamline things quite a bit.
Elise Terrill (13:07)
Absolutely.
I mean it’s it’s a user adoption story, right? A lot of organizations, especially now, are growing. You may not have that tribal knowledge from your organization to know how to actually interact and quote with the system. It really just expedites your knowledge of the quoting process and allows you to really bridge the gap between maybe a previous organization who le have leveraged something else and your organization that now uses Conga.
Greg Kihlström (13:34)
Yeah, yeah, love it. Well, Elise, thanks so much for joining today. if people want to learn more, get learn a little bit more and and get in touch, what’s the best way for them to do that?
Elise Terrill (13:44)
Yeah,
absolutely. So Conga’s website is a great a great place to observe all of the various different aspects of that commerce chain that we really sit within. That’s actually what makes commer or what makes Kanga really worth talking about beyond just that quoting use case is everything else that Kanga provides, whether it’s contracting, whether it’s billing, rebates, everything is all within the same platform. and you can
See more on CONGA’s website. Thank you so much for having me today.
Greg Kihlström (14:18)
Yeah, yeah, thanks so much for joining. Again, I’d like to thank Elise Terrill, Senior Manager Demo Excellence at Conga for joining the show. You can learn more about Elise and Kanga by following the links in the show notes.
