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

Salesforce Billing overview

Salesforce Billing is an add-on package for CPQ. The order object acts as a bridge between Salesforce CPQ and Billing. Billing uses the order object to create invoices, payments, and revenue recognition.

Billing can help automate the invoicing process. Debit and credit memos can be generated for any change required to the invoices. The invoice contains all the products and services for which the customer has been billed. In the previous chapters, we saw that after a primary quote with the required products has been created and the opportunity is set to Closed Won, an order and a contract will be created.

Contracts serve as a source of truth for future customer transactions including amendments and renewals for subscription products. The order serves as the source of truth for all the billing transactions. It is recommended to create an order from the quote, and then create a contract from the activated order. In Chapter 7, Creating Contracts, Amendments...