Conga’s new research from more than 1,200 commerce and contracting decision-makers highlights the challenges that fragmented commerce chains pose on organisations. Nearly all (93%) respondents revealed that deals frequently struggle to move through sales, legal, finance, pricing and IT. This friction moving deals across commercial operations can have a serious impact on revenue, with 45% admitting to losing a deal due to slow quote approval in the last six months.
The new research coincides with the company’s global rebrand, which brings PROS B2B and Conga together under one unified identity with a new look and language that reflects how the company helps businesses run as connected, intelligent enterprises.
“Despite advances in AI and automation, it is clear that commercial operations are often disconnected and difficult to scale,” said Celia Fleischaker, Chief Marketing Officer at Conga. “There is a need throughout the industry to line up every part of the commerce chain, from pricing and quoting through revenue recognition and renewal, into a unified view so teams stay in sync and buyers keep moving forward.”
Conga’s research shows that disconnected systems create a significant challenge in meeting executive expectations and further impact revenue outcomes:
- Nearly 80% struggle to meet CEO expectations around commercial operations and risk management
- According to 41% of respondents, revenue forecasting is undermined by fragmentation
- Lost or delayed revenue due to system handoffs affects 38% of organisations
The full findings from The State of Commercial Operations: Fragmentation in the Age of AI are available now.
