Book Image

The Salesforce CPQ Implementation Handbook

By : Madhu Ramanujan
Book Image

The Salesforce CPQ Implementation Handbook

By: Madhu Ramanujan

Overview of this book

Salesforce CPQ is innovative software that enables you create better quotes, improve quoting accuracy, and maximize sales and deals. It also provides a quick analysis of profits and losses, helping you improve the overall execution of sales processes, and allows a great deal of flexibility for your prospects, customers, and business partners. The book starts with the Quote-2-Cash business process in Salesforce and shows you how to assess when a business needs to implement CPQ. You’ll then progress to configuring opportunities, quotes, and CPQ products. As you advance, you’ll understand how to define and configure price books, price rules for CPQ quote automation, multidimensional quoting, and more. Next, you'll look at how to configure CPQ guided selling and create package configurations, contracts, and amendments. Later chapters will demonstrate how to perform data migration from a legacy system and the order in which the objects are to be migrated. You’ll also explore CPQ billing and its advantages with the help of different use cases before learning about Industries CPQ and how it is different from standard Salesforce CPQ. Finally, you’ll discover best practices for achieving optimal CPQ performance and avoiding performance bottlenecks. By the end of this Salesforce book, you’ll be able to implement Salesforce CPQ for any business.
Table of Contents (17 chapters)
Section 1: Getting Started with Salesforce CPQ Implementation
Section 2: The Next Stage of the CPQ Journey
Section 3: Advancing with Salesforce CPQ

Understanding the CPQ implementation strategy

In the previous chapters, we saw that Salesforce CPQ can dramatically improve the quote-to-cash process. Proper implementation is the key to success. Unlike Sales Cloud or Service Cloud, CPQ, across the platform, impacts several business stakeholders. As CPQ involves changing product configurations, pricing, contracting, order management, and much more, it involves different groups from your organization, such as product engineering, finance, sales, sales operations, and legal. Communication is important for a successful project implementation. In addition, not engaging the right people in a project is one of the biggest failures. Identifying key internal resources and building an implementation team consisting of management, business Subject Matter Experts (SMEs), and technical SMEs becomes crucial for successful implementations.

CPQ is a managed package; once installed, it's going to be embedded into the standard Salesforce...