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 leading customer relationship management (CRM) platform.

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

This guide covers the purpose, benefits, features, use cases, setup process, security and compliance, target users, tips for success, and getting started with the Concur Salesforce Integration. Let us 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 streamlines travel booking, expense reporting, and reimbursement, while Salesforce manages customer data, sales pipelines, and marketing campaigns. Integrating these systems lets businesses link expenses to specific CRM objects, providing a unified view of spending and its impact on sales and customer relationships.

Why Use the Concur Salesforce Integration?

This integration provides significant advantages for aligning finance and sales operations. The key benefits are:

1. Associates Expenses with CRM Data: Links Concur expense reports and travel bookings to Salesforce objects such as Accounts, Opportunities, or Campaigns, providing spending context.
2. Improves Visibility and Reporting: Tracks T&E spending by deal, region, or campaign, enabling better ROI analysis and budget management.
3. Saves Time and Reduces Errors: Automates data synchronization, eliminating manual entry and reconciliation between platforms.
4. Enhances Compliance: Applies travel and expense policies consistently, maintaining auditable records for regulatory requirements such as GDPR or anti-bribery laws.
5. Boosts Sales Productivity: Reduces administrative tasks for sales representatives, allowing more time for selling and relationship building.
6. Supports Scalability: Manages large datasets and complex workflows, making it suitable for businesses of any size.

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

Key Features of the Integration

The Concur Connector for Salesforce, together 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 up to date.
• 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 throughout sales cycles.
• Travel Booking Sharing: Shares travel bookings through Salesforce Chatter, improving team collaboration.
• Collaboration Tools: Facilitates communication and coordination for business travel plans, reducing costs and saving time.
• Reduced Manual Entry: Automates data transfer, minimizing repetitive tasks and errors.
• Customizable Workflows: Supports custom automation with Salesforce Process Builder or Flow to trigger actions such as task creation or notifications.
• Third-Party Flexibility: Platforms like Workato or Celigo provide advanced syncing options for complex requirements.

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 representatives log travel expenses in Concur, which syncs with Salesforce opportunities, providing managers with 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: Import 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 representative 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 is 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, and trip ID) to Salesforce fields (e.g., opportunity ID and account name), creating or updating records.
3. Log Records: Expenses are logged as Salesforce records and linked to relevant objects, like Opportunities or Campaigns.
4. Automate Workflows: Salesforce automation tools, such as Process Builder or Flow, trigger actions like notifying managers or creating approval tasks.
5. Collaborate: Teams use Salesforce Chatter to share travel plans or expense details, improving coordination.

For advanced needs, third-party platforms like Workato or Celigo provide additional flexibility, including 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: Enforces user permissions in Concur and Salesforce, ensuring only authorized users access sensitive data.
• Compliance Support: Complies with GDPR, CCPA, and enterprise-grade standards, with audit logs for accountability.
• Admin Control: Enables 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 and 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 Representatives and Executives: Streamline expense reporting for faster reimbursements.
• Marketing Teams: Track campaign expenses in Salesforce for ROI analysis.

It’s particularly valuable for industries like B2B Commerce Cloud, 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: Specify 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 prevent 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 remove duplicates and correct errors in synced records.
7. Stay Updated: Review 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 updated frequently, which can cause compatibility issues.
• Plan Requirements: Requires Concur Professional or Premium and Salesforce Enterprise or Unlimited plans, which may be expensive.
• Setup Complexity: Custom integrations or third-party tools may require developer expertise.
• Data Volume: Syncing large datasets may strain API limits and require 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 Salesforce AppExchange.
3. Configure and Test: Map fields, set synchronization rules, and test in a sandbox.
4. Explore Alternatives: Consider Workato or Celigo for advanced requirements.
5. Learn More: Visit Concur Help Center or Salesforce Trailhead for resources.
6. Get Support: Contact Concur support or partners like Clarity Ventures.

Conclusion

The Concur Salesforce Integration revolutionizes how businesses manage travel and expenses within their CRM. By syncing data in real time, it saves time, improves reporting, ensures compliance, and enables sales teams to focus on revenue-generating activities.

Although there may be challenges with the official connector, third-party tools provide flexible alternatives. Begin by exploring the Concur Connector or consulting an integration partner to unlock the full potential of Concur and Salesforce for your organization.