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

Industries CPQ overview

Before we learn about Industries CPQ, it is important to understand what Salesforce Industry Cloud is. Industry Cloud is a combination of CPQ and digital commerce. Industry Cloud helps customers increase sales and digital adoption, and it enhances services, marketing, and operational efficiency. Salesforce Industry Cloud includes 12 clouds, 6 of which used to belong to Vlocity, as shown in the following figure:

Figure 11.1 – Salesforce Industry Cloud overview

Industries CPQ can be used to configure products using the Enterprise Pricing Catalog. Admins can build reusable pricing components to support complex pricing strategies, create discounts and promotions, and override product offers for a limited amount of time. In addition, Industries CPQ helps generate accurate quotes, orders, and quote documents for B2B and B2C businesses. It also provides guided selling for Salesforce users and customers in Community Cloud and Commerce...