Concur Salesforce Integration

The Concur Salesforce Integration connects SAP Concur, a leading platform for travel and expense (T&E) management, with Salesforce, the world’s top customer relationship management (CRM) system.

This integration enables businesses to sync expense data such as travel bookings, expense reports, and client entertainment costs with Salesforce records like Accounts, Opportunities, and Campaigns. By bridging finance and sales operations, it provides real-time visibility into spending, reduces administrative tasks, and ensures compliance with company policies. Whether you’re tracking sales travel costs or analyzing campaign ROI, this integration aligns teams for greater efficiency and smarter decision-making.

This guide covers the Concur Salesforce Integration purpose, benefits, features, use cases, setup process, security and compliance, target users, tips for success, and how to get started. Let’s explore how it can transform your expense and CRM workflows.

What Is the Concur Salesforce Integration?

The Concur Salesforce Integration allows seamless data exchange between SAP Concur and Salesforce, enabling expense data to flow into CRM records in real time. SAP Concur simplifies travel booking, expense reporting, and reimbursement, while Salesforce organizes customer data, sales pipelines, and marketing campaigns. By integrating the two, businesses can associate expenses with specific CRM objects, providing a unified view of spending and its impact on sales or customer relationships.

Why Use the Concur Salesforce Integration?

This integration offers significant advantages for aligning finance and sales operations. Here are the key benefits:

1. Associates Expenses with CRM Data: Links Concur expense reports and travel bookings to Salesforce objects like Accounts, Opportunities, or Campaigns, providing context for spending.
2. Improves Visibility and Reporting: Tracks T&E spending against deals, regions, or campaigns, enabling better ROI analysis and budget management.
3. Saves Time and Reduces Errors: Automates data syncing, eliminating manual entry and reconciliation between platforms.
4. Enhances Compliance: Ensures travel and expense policies are applied consistently, with auditable records for regulatory requirements like GDPR or bribery laws.
5. Boosts Sales Productivity: Frees sales reps from administrative tasks, allowing more time for selling and relationship-building.
6. Supports Scalability: Handles large datasets and complex workflows, making it suitable for businesses of all sizes.

These benefits help organizations streamline processes and make data-driven decisions.

Key Features of the Integration

The Concur Connector for Salesforce, along with third-party tools, provides robust features to enhance expense and CRM workflows:

• Real-Time Data Sharing: Syncs expense data between Concur and Salesforce instantly, ensuring records are always current.
• Contact and Attendee Management: Automatically adds Salesforce contacts as attendees on Concur expense claims, simplifying reporting.
• Opportunity Association: Links expenses to specific Salesforce opportunities, enabling precise cost tracking for sales cycles.
• Travel Booking Sharing: Shares travel bookings via Salesforce Chatter, improving team collaboration.
• Collaboration Tools: Facilitates communication and coordination on business travel plans, reducing costs and saving time.
• Reduced Manual Entry: Automates data transfer, minimizing repetitive tasks and errors.
• Customizable Workflows: Supports custom automation using Salesforce Process Builder or Flow to trigger actions like task creation or notifications.
• Third-Party Flexibility: Platforms like Workato or Celigo offer advanced syncing options for complex needs.

These features make the integration adaptable to various business requirements.

Common Use Cases

The integration supports a range of scenarios across sales, marketing, and finance teams:

1. Sales Travel Tracking: Sales reps log travel expenses in Concur, which sync with Salesforce opportunities, giving managers visibility into the cost of closing deals.
2. Campaign Expense Attribution: Marketing teams track event or campaign costs in Concur and sync them to Salesforce campaign records for ROI analysis.
3. Client Billing and Invoicing: Pull reimbursable travel costs into Salesforce for accurate client billing or internal cost allocation.
4. Compliance Monitoring: Track client entertainment expenses to meet statutory requirements, such as bribery laws, with synced data.
5. Budget Management: Monitor spending by region or rep in Salesforce, using Concur data to optimize budgets.

These use cases highlight the integration’s versatility for expense-driven workflows.

How the Integration Works

The integration primarily uses the Concur Connector for Salesforce, a pre-built tool that enables real-time data sharing without custom coding. Here’s a step-by-step overview:

1. Trigger an Action: An expense event in Concur, like submitting a report, triggers the integration. For example, a travel expense is logged for a client meeting.
2. Sync Data: The connector maps Concur fields (e.g., employee name, expense amount, trip ID) to Salesforce fields (e.g., opportunity ID, account name), creating or updating records.
3. Log Records: Expenses are logged as Salesforce records, linked to relevant objects like Opportunities or Campaigns.
4. Automate Workflows: Salesforce automation tools (e.g., Process Builder, Flow) trigger actions, such as notifying managers or creating approval tasks.
5. Collaborate: Teams use Salesforce Chatter to share travel plans or expense details, enhancing coordination.

For advanced needs, third-party platforms like Workato or Celigo provide additional flexibility, such as syncing with ERP or payroll systems.

Installation and Setup Guide

Setting up the Concur Salesforce Integration requires admin access and compatible plans. Follow these steps, based on the latest information as of May 2025:

1. Check Requirements:
   • SAP Concur: Professional or Premium plan with API access.
   • Salesforce: Enterprise, Unlimited, or higher edition with API access.
   • Admin Access: Admin permissions in both platforms.
   • Sandbox (Optional): Use a Salesforce sandbox for testing.
2. Choose an Integration Method:
   • Concur Connector: Install the official Concur Connector from the Salesforce AppExchange for a pre-built solution.
   • Third-Party Tools: Use platforms like Workato, Celigo, or MuleSoft for customized workflows.
   • Custom APIs: Developers can use Concur’s open APIs and Salesforce APIs for tailored integrations.
3. Install the Concur Connector:
   • Visit the Salesforce AppExchange and search for “Concur Connector.”
   • Click “Get It Now” and install for all users or specific profiles.
   • Grant third-party access and complete the installation.
   • Authenticate with Concur credentials to link accounts.
4. Configure Settings:
   • Map Concur fields (e.g., expense amount, trip ID) to Salesforce fields (e.g., opportunity ID, account name).
   • Set sync rules to determine when data moves (e.g., on expense submission).
   • Configure Salesforce workflows for automation, like task creation or notifications.
5. Test the Integration:
   • Submit a test expense report in Concur and verify it syncs to Salesforce.
   • Check record updates and workflow triggers in a sandbox environment.
   • Monitor sync logs in both platforms to ensure accuracy.
6. Train Your Team:
   • Teach reps how to log expenses in Concur and view them in Salesforce.
   • Train finance teams on reporting and compliance features.
   • Share resources from Concur’s Help Center or Salesforce Trailhead.

For advanced setups, consult integration partners like Clarity Ventures.

Security and Compliance

The integration prioritizes data security and compliance to protect financial and customer information:

• Secure Data Transfer: Uses HTTPS and encrypted APIs for all data exchanges.
• Role-Based Access: Respects user permissions in Concur and Salesforce, ensuring only authorized users access sensitive data.
• Compliance Support: Meets GDPR, CCPA, and enterprise-grade standards, with audit logs for accountability.
• Admin Control: Allows admins to define which fields sync, limiting data exposure.

To enhance security, enable two-factor authentication and regularly audit permissions.

Who Should Use the Integration?

The integration is ideal for teams that manage expenses and CRM data:

• Finance & Accounting Teams: Centralize T&E reporting and ensure policy compliance.
• Sales Leaders: Analyze travel-related sales costs and optimize budgets.
• Sales Operations: Automate workflows and improve data accuracy.
• Field Reps & Executives: Streamline expense reporting for faster reimbursements.
• Marketing Teams: Track campaign expenses within Salesforce for ROI analysis.

It’s particularly valuable for industries like B2B sales, consulting, and technology with high travel volumes.

Tips for Success

To maximize the integration’s value, follow these best practices:

1. Plan Data Flows: Define which Concur data (e.g., expenses, travel bookings) should sync to Salesforce objects.
2. Start with the Connector: Use the Concur Connector for a quick setup.
3. Test in Sandbox: Validate configurations in a Salesforce sandbox to avoid live data issues.
4. Explore Third-Party Tools: Use Workato or Celigo for complex workflows.
5. Train Users: Provide training on expense logging and Salesforce reporting.
6. Monitor Data Quality: Regularly clean duplicates or errors in synced records.
7. Stay Updated: Check Concur and Salesforce release notes for new features.

Limitations to Consider

While effective, the integration has some challenges:

• Connector Updates: The official Concur Connector may not be frequently updated, potentially causing compatibility issues.
• Plan Requirements: Requires Concur Professional/Premium and Salesforce Enterprise/Unlimited plans, which may be costly.
• Setup Complexity: Custom integrations or third-party tools may need developer expertise.
• Data Volume: Syncing large datasets could strain API limits, requiring optimization.

Evaluate your needs and resources to choose the best integration approach.

Getting Started

Ready to streamline expense management with Salesforce? Here’s how to begin:

1. Verify Accounts: Ensure you have compatible Concur and Salesforce plans.
2. Install the Connector: Download the Concur Connector from the Salesforce AppExchange.
3. Configure and Test: Map fields, set sync rules, and test in a sandbox.
4. Explore Alternatives: Consider Workato or Celigo for advanced needs.
5. Learn More: Visit Concur’s Help Center or Salesforce Trailhead for resources.
6. Get Support: Contact Concur support or partners like Clarity Ventures.

Conclusion

The Concur Salesforce Integration transforms how businesses manage travel and expenses within their CRM. By syncing data in real time, it saves time, improves reporting, ensures compliance, and empowers sales teams to focus on revenue-generating activities. Despite potential challenges with the official connector, third-party tools offer flexible alternatives. Start today by exploring the Concur Connector or consulting an integration partner to unlock the full potential of Concur and Salesforce for your organization.