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 data model

CPQ uses standard Salesforce objects and CPQ objects. All the CPQ object API names start with SBQQ__, which identifies a specific object that is linked to Salesforce CPQ. All the CPQ field names that come out of the box are also prefixed with SBQQ.

In Chapter 1, Getting Started with Salesforce CPQ Implementation, we learned about the high-level CPQ object model. But that model was basic and didn't provide extensive information about all the objects and fields. CPQ is an enterprise-level application with more than 80 objects, 1,000 fields, 28 fieldsets, and 500 classes; the scale of the product is huge.

The most important and major Salesforce objects are products and opportunities. Most organizations, before implementing CPQ, might have customized these two objects heavily. As businesses grow further, they implement CPQ; so, we may need to decouple the existing customization in these objects and move the functionality to CPQ objects.