This is a spoken script, not a slide summary: every bullet is a line you say, in
your voice, while the slide does the visual work behind you. Never read the slide; it can read
itself. 30 minutes total: 25 of talk, and the last 5 protected for next steps. If discovery
runs hot on slide 13, steal time from slides 11 and 12, never from 14.
1
Title · ~1 min · running 1:00
The opener.
"Thanks for making the time today. Before we introduce ourselves, the whole company in one sentence: Continuous Control is the easy button for connecting Agentforce Revenue Management and NetSuite."pause two beats; let the sentence and their logo sit
"Everything we will show you is live product, and we will keep this tight: thirty minutes, with the end reserved for deciding what happens next."
2
Agenda · ~1 min · running 2:00
Shape of the call.
"Quick shape of the next half hour: who we are, what Continuous Control is and how it works, then the part we care most about, which is pressure-testing what we think we know about how CarGurus runs today. And we will finish with concrete next steps."
"One ask: interrupt us. The best version of this call is a conversation, not a webinar."
3
Intros · ~1.5 min · running 3:30
Fifteen seconds each, then flip it.
"I'm Thane, I run solution engineering, so anything technical on this deal lands on me. Jen owns the product, which means when you ask for something we do not do yet, she is the person who can actually change that."
"We are a product company. The two people on this screen are the two people you will work with, start to finish."
"Before we go on, help us with the room: who do we have from your side today, and what does each of you own?"stop; write the names and roles down, you will use them on slide 14
4
Customers · ~1 min · running 4:30
One proof point, not a tour.
"One quick proof point before the product. These are live deployments: Avalara, Dynatrace, Medallia, GoCardless, and the rest."name ONE you can tell a 15-second story about, and tell it
"Once we are further along we are happy to put you on the phone with any of them."
5
The messy middle · ~2.5 min · running 7:00
Ask first, then name their stack.
"Before I show you anything: how do Salesforce and NetSuite talk to each other at CarGurus today?"stop talking; whatever they say next is the most valuable thing on this call
"That matches what we hear everywhere. It is one of three answers: a middleware platform with an integrator on retainer, custom code nobody wants to touch, or the swivel chair, where finance re-keys between two screens."
"From what we know of your stack, you live in the middle of this picture: Zuora Billing and RevPro between CPQ and NetSuite, and a summarized journal entry landing at the end of the month."
"And the cost is the same everywhere it shows up: revenue that never reaches billing, a close that runs long because two systems disagree, and an audit trail that lives in inboxes."
6
What it is · ~2 min · running 9:00
The pitch, then the trust beat.
"Here is our answer. Sell in Salesforce. Account in NetSuite. Continuous connects them. One product, installed as a native application inside each platform. There is no third system in the middle."
"And because there is no middle, there is nothing to host, nothing to patch, and nobody else's uptime between your CRM and your books."
"On trust, three things, and they are ongoing, not plaques on a wall: we are AppExchange listed, so we pass the Salesforce security review on every release we ship. We are a Built for NetSuite certified SuiteApp, which Oracle re-reviews on an ongoing basis. And we complete SOC 1 and SOC 2 audits every year."
7
How it works · ~2 min · running 11:00
One click, everything moves, everything is native.
"When an order books in Salesforce, the whole commercial graph moves at once: the customer, the products, the contract, billing schedules, invoices, payments. One click, and everything lands."
"And what lands is native. An invoice created by Continuous is a real NetSuite invoice posting to the General Ledger. Not a copy, not a shadow record."
"Prebuilt does not mean rigid: when you have custom fields, and everyone does, the mappings are editable in clicks, not code."
8
The data model · ~2 min · running 13:00
One line for the architects, one for finance.
"For the systems folks: everything in NetSuite hangs off performance obligations: what was booked, what has billed, what is recognized, per obligation, at all times."
"And the line I want your finance team to remember: we do not replace NetSuite revenue. We feed native revenue schedules or Advanced Revenue Management, whichever you run."
"Today this slide is just a map. When we do the architecture session, this is the slide we will spend an hour on."
9
Benefits · ~2.5 min · running 15:30
Plain-terms value, aimed at their stack.
"So what does this add up to? Three things worth your time."
"First, you retire the plumbing. No middleware, and no standalone billing or revenue platform sitting between your CRM and your ERP. For you that conversation is about Zuora and RevPro."
"Second, speed. Install and connect in days. And the close gets faster in a way you can measure, because revenue ties out per obligation before close starts, not after."
"Third, confidence. Booked, billed, and recognized agree in both systems, and when auditors show up, lineage from contract to journal entry is a click, not a project."
10
The business case · ~3 min · running 18:30
The four bills, made personal.
"Here is the same story as money. Without Continuous, connecting these two systems means four bills: a build project, an integration tooling license, standalone billing and revenue tools, and the people who keep all of it running."
"Being direct: CarGurus is paying at least three of those four today. The Zuora and RevPro licenses, the integration work around them, and the human time running the pipe and re-tying the books."
"With Continuous, that stack collapses into one subscription, and the rest of the bar is what you stop spending."
"You will notice there are no figures on this slide; that is deliberate for a first call. We have a researched business case with published benchmark ranges, and we will send it to you today."
11
Key features · ~3 min · running 21:30
Ninety seconds of real life.
"Let me make it concrete. This is what it looks like in real life."
"One click on the order, and the entire contract is in NetSuite before you switch tabs. Invoices and payments post as real transactions, so your receivables are simply right."
"This waterfall is the one your controller will love: booked, billed, recognized, the same number in both systems, per obligation."
"And your admin owns all of it: mappings tuned in clicks, actions that drop into any Flow you build, and every sync logged with deep links into both systems. No consultancy required."if one card gets a lean-in, stay there and let the rest go
"There is also a five-minute overview recording. We will send it after this call so you can share it with anyone who is not in the room."
12
Leave-behinds · ~1 min · running 22:30
What lands in their inbox.
"Two things come to your inbox today: that five-minute overview, and a one-pager built to be forwarded. Send them to whoever could not make it today; they stand on their own."
13
Our understanding & discovery · ~2.5 min · running 25:00
Say what you know, then shut up.
"Here is what we think we know about CarGurus, and I want you to tell us where we are wrong."
"You contract at the group level, and individual rooftops manage their own subscription mix. CPQ runs the front, Zuora Billing and RevPro sit in the middle, and NetSuite gets a summarized journal entry. Dealerships change their subscriptions constantly, so you live with amendments and repapering. And net MRR builds at the rooftop and rolls up to the group."
"Where did we get that wrong? What did we miss?"stop talking; every correction is discovery, and silence is your friend here
"That is exactly the conversation the demo on your data should cover."say this at 25:00 sharp, whatever is mid-air, and advance to the last slide
14
Next steps & thank you · 5 min RESERVED · 25:00 to 30:00
Book the date before you hang up.
"We are at our last five minutes, and we promised to protect them."
"Two proposals. First, a live demo of Continuous Control, Agentforce Revenue Management, and NetSuite working together, on scenarios shaped like yours: group contracts, rooftop amendments, the roll-up. Second, a CarGurus use-case walkthrough and a revenue recognition deep-dive with your finance team in the room."
"Can we put the demo on the calendar right now? I have two slots open this week."open the calendar on screen; a date on the books is the only real next step
"Today you will get three things from us: the overview recording, the one-pager, and the business case document."
"Thank you for the time. The one sentence to leave with: Continuous Control is the easy button for connecting Agentforce Revenue Management and NetSuite."