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

Chapter 10: Salesforce Billing

In the quote to cash process that you have learned about so far, you have seen how the sales process progresses by creating opportunities and configuring products, prices, and quotes. Your business generates contracts, orders, amendments, and renewals as needed. Finally, an invoice needs to be sent to the customer for processing payments and recognizing revenue.

Traditional business models store invoicing, payment, and financial functionalities in a third-party system in Enterprise Resource Planning (ERP) systems. Extending these models for subscription and usage products requires a lot of customization and has its own challenges. When sales and finance are disconnected, invoices are often sent with errors. There will be a lot of manual complexities to integrate sales and finance and support new business models. Transforming the business process to subscription- and usage-based products therefore calls for a new revenue model.

Salesforce Billing...