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 opportunities, quotes, and products

Opportunities are potential revenue-generating deals for the sales org. They can be created from a lead conversion process, or a sales rep can create them manually from accounts in Salesforce. When a customer needs a quote, the sales rep can quickly use CPQ to generate the quote, add products using CPQ automation, generate the quote PDF, and then send it to the customer. If a customer already exists, then Salesforce amendments can be used. Chapter 7, Creating Contracts, Amendments, and Renewals, describes in detail amendments and renewals.

Let's learn how to create opportunities and quotes and add products in Salesforce CPQ.


Opportunities progress through different stages as the deal progresses from Prospecting to Closed Won or Closed Lost. Each opportunity stage is associated with a probability and these stages can be customized as per the business needs. As the stages progress, the probability of winning...