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)
1
Section 1: Getting Started with Salesforce CPQ Implementation
7
Section 2: The Next Stage of the CPQ Journey
11
Section 3: Advancing with Salesforce CPQ

Comparing Salesforce CPQ and Industries CPQ

Salesforce CPQ is a general CPQ and billing application (billing needs to be purchased separately) that can be used for any industry with some customizations. Industries CPQ is a module in Salesforce Industry Cloud and is specific to an industry. The standard sales process and B2B or B2C customer journey are the same as what we saw in the previous chapters. Industries CPQ leverages most of the standard Salesforce objects, such as accounts and opportunities.

We have seen that Salesforce CPQ fields are in the format SBQQ__fieldname __c. If we used Industries CPQ for Communications Cloud, a custom field would be vlocity_cmt__fieldname_c, and if we used it for Insurance Cloud, it would be vlocity_inc__fieldname__c.

Industries CPQ follows a similar order of operations to the standard sales process we learned about in Chapter 1, Getting Started with Salesforce CPQ Implementation. When a customer is interested in our products, a lead will...