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


In this chapter, we have learned how Salesforce Billing helps to unify the sales and finance teams in any business and helps to improve the customer experience. We also gained an understanding of the advantages that Salesforce Billing provides in the quote to cash process.

We have just scratched the surface here – a lot of finance-related features can be configured using Salesforce Billing. We have seen how to create invoices and invoice lines in Billing using the CPQ order object for different types of products. We have realized that Billing offers a lot of out-of-the-box configurations for setting up GL accounts. We have learned about revenue recognition rules, GL rules, tax rules, and the corresponding treatments. With this, the sales, finance, and service teams will be able to work from the same connected system. This helps reduce invoicing errors, creates an empowering customer experience, and allows us to close the books faster.

In the next chapter, we...