Fragmented systems across pricing, quoting and contracting are slowing digital commerce transactions and costing companies revenue, according to new research released by Conga.

It released findings from a study based on a survey of more than 1,200 commerce and contracting decision-makers. In the study, Conga found that 93% of organizations said deals frequently stall as they move across departments such as sales, legal, finance, pricing and IT. Nearly 45% of respondents said they lost at least one deal in the past six months because quote approvals took too long.

For companies expanding digital commerce, those delays can disrupt online purchasing workflows and reduce conversion rates, particularly for complex B2B transactions that require negotiated pricing or contract approvals.

“Despite advances in AI and automation, 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 provides software used to manage configure-price-quote, contract lifecycle management, pricing and revenue operations, functions that often sit behind digital commerce platforms and influence how quickly transactions can be completed.

Conga said more than 10,000 organizations worldwide, including over half of the Fortune 100, use its commercial operations platform.

How disconnected systems slow digital commerce

Many companies have invested heavily in digital commerce platforms in recent years. But the research suggests that backend processes such as pricing approvals, contract management and financial validation remain fragmented.

Those disconnects can slow transactions when online orders trigger internal approvals or require coordination between multiple departments.

According to the report, titled The State of Commercial Operations: Fragmentation in the Age of AI, companies reported several operational challenges tied to fragmented systems:

• 80% said they struggle to meet CEO expectations around commercial operations and risk management.
• 41% said fragmented systems undermine revenue forecasting.
• 38% reported lost or delayed revenue tied to handoffs between internal systems.

In digital commerce environments, those handoffs often occur between ecommerce platforms, enterprise resource planning (ERP) systems, configure-price-quote (CPQ) tools and contract management software.

When companies don’t fully integrate those systems, those companies may struggle to provide consistent pricing, generate quotes quickly or finalize contracts needed to complete transactions.

Conga released the research as it introduced a global brand update that brings together its PROS B2B and Conga offerings under a single identity.

The company said the new brand reflects its focus on helping organizations connect the commercial systems that support digital commerce, including pricing, quoting, contracting and revenue management.

Conga said the research highlights a growing need for businesses to connect internal commercial systems as digital commerce transactions become more complex and increasingly automated.

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